Mark James
Longwood,FL
Summary
Results-driven sales leader with over 20 years of experience in the medical device industry, specializing in revenue growth and market share expansion. Skilled in building and leading high-performing sales teams while consistently exceeding sales targets. Expertise in launching new products and executing strategic sales plans within complex sales environments. Proven ability to identify profitable business opportunities and cultivate strong partnerships with key stakeholders.
Overview
28
28
years of professional experience
Work History
REGIONAL SALES DIRECTOR
Ambu, Inc.
, Southeastern US
08.2018 - Current
- Spearheaded the creation and launch of a new Anesthesia Division, building a high-performing team of 9 Territory Managers focused on equipment and disposables sales in hospitals and acute care settings covering 12 states.
- Created and helped implement key strategic plans in key areas of the Ambu Anesthesia portfolio that led to a 10% growth in a commodity-based market.
- Grew Revenue 47% since taking over the Southeast Region in 2018.
- Drove double digit Revenue Growth the last two years in the Southeast Region in a $54 million dollar region.
- 2023/24 Grew Revenue by 14%.
- 2024/25 Grew Revenue by 12%.
- Regional Manager of the Year 2025.
- Finished the Year $1,305,395 over quota (103.96% to Plan).
- Region Manager of the Year 2024.
- Finished the Year $1,874,512 over quota (104.30% to Plan).
- 2023 – Finished 100.35% to plan.
- 2022 – Finished 101.52% to plan.
- Region Manager of the Year 2021.
- Finished the Year $1,685,814 over quota (106.81% to Plan).
- 2020 – Finished 95.27% to plan (COVID year).
- 2019 – Finished 100.43% to plan.
EXECUTIVE SALES REPRESENTATIVE
Ambu, Inc.
, Central & Northern Florida
10.2015 - 08.2018
- Drove sales of medical devices and disposables in hospitals and acute care settings, consistently exceeding sales targets.
- Achieved an average of 113.5% to plan across visualization, core, and growth product lines.
- Served as a Field Sales Trainer, responsible for onboarding and training new sales representatives on territory management, product sales strategies, and troubleshooting.
- Cultivated and maintained strong relationships with key decision-makers in Operating Rooms, Anesthesia Departments, Respiratory Therapy, Pulmonology, Emergency Departments, BioMed Departments, and Materials Management.
- Generated a 17% growth in sales by implementing a new marketing strategy in Northern Florida.
- 2015 – Finished 117% to plan.
- 2016 – Finished 103% to plan.
- 2017 – Finished 114% to plan.
- 2018 – Finished 120% to plan.
ANESTHESIA SPECIALIST
Maquet, Inc. (now Getinge, Inc.)
, Southeastern US
04.2014 - 10.2015
- Anesthesia product specialist for the Southeastern Region, covering 9 states.
- Provide sales, in-servicing, competitive analysis, and education on disruptive anesthesia machines.
- Work directly with Maquet Critical Care and Cardiovascular Territory Managers.
- Call on Hospital Operating Rooms, Anesthesia Departments, BioMed Departments, and Materials.
- Awarded Southeastern Region “Team Player” Award 6 months into the position.
SALES REPRESENTATIVE
Metropolitan Medical, Inc.
, Florida
08.2012 - 04.2014
- Outside sales of anesthesia equipment, patient monitors, service, and ancillary products.
- Provide in-servicing and education on anesthesia machines (Spacelabs, GE, Dräger, Mindray).
- Call on Hospital Operating Rooms, Anesthesia Departments, and Surgery Centers.
- Closed the largest Spacelabs anesthesia account in the United States, involving the largest IDN in the State of Florida.
- Sold first Spacelabs Anesthesia Machines in the State of Florida.
- Responsible for the largest Anesthesia Equipment sale at Spacelabs ($2.5 million).
- Trained on Spacelabs Arkon, Blease Sirius, Blease Focus, GE Aestiva, GE Aisis, GE Avance, Dräger Apollo, Dräger Fabius, and Dräger Tiro.
SALES REPRESENTATIVE
King Systems, Inc.
, Central & Northern FL
12.2008 - 12.2012
- Drove sales of anesthesia and airway disposable devices to hospitals, EMS services, and other healthcare providers.
- Provided airway training to Physicians, Paramedics, EMTs, and Respiratory Therapists, enhancing product knowledge and adoption.
- Consistently exceeded sales quotas, achieving an average of 103% to quota throughout my tenure.
- Received Rookie of the Year Award in 2009 for outstanding sales performance.
- 2012 - 101% to quota.
- 2011 - 107% to quota.
- 2010 - 103% to quota.
- 2009 - 106% to quota.
ACCOUNT EXECUTIVE
PDSHeart, Inc. (now CardioNet, Inc.)
, Central Florida
10.2006 - 12.2008
- Outside sales of Mobile Cardiac Outpatient Telemetry services to Physician Offices and Hospitals.
- Call on Cardiologists, Electro Physiologists, and Internal Medicine.
- Completed Arrhythmia Technologies Institutes training in 2007.
- 103% to forecast for 2007.
- Exceeded forecast every month for calendar year 2007.
- Involved in corporate buyout and my position was eliminated.
ACCOUNT MANAGER
Vital Signs, Inc (now Vyaire, Inc.)
, Central Florida
08.2005 - 10.2006
- Outside sales of Anesthesia and Respiratory disposables; calling on Operating Rooms, Critical Care, Respiratory, ICU and MICU.
- Called on Anesthesiologists, CRNA’s, RT’s, Department Directors, Purchasing, and Contracts.
- 2006 - Ranked 5th out of 58 sales representatives.
DISTRICT SALES MANAGER
Natus Medical, Inc.
, Southeastern US
12.2002 - 10.2004
- Outside Sales of Newborn Hearing Screening Equipment, Jaundice Management Equipment, Data Management Software, Oxygen Hoods, and various consumables.
- Called on Neonatologists, Pediatricians, Audiologists, Hospital Directors, nurses Managers, and State Coordinators.
- Sold 8 units to the state of Georgia for $95,000 within the first 6 months in the territory.
- Sold the first AABR handheld hearing screener (new product) in the US.
PROFESSIONAL MEDICAL REPRESENTATIVE
Abbott, Inc. – Medisense Division
, Central Florida
02.2001 - 12.2002
- Outside sales in outpatient diabetic supplies, blood glucose monitors, data management software, speaker programs, and various consignment programs.
- Called on physicians, certified educators, nurses, office managers, and laboratory managers.
- 2001 and 2002 President's Club Award Winner.
- Grew territory from 81st ranking to 37th out of 104 positions within the first 8 months.
- Finished 2001 ranked 4th out of 104 positions.
- Finished 2002 ranked 2nd out of 104 positions.
PROFESSIONAL MEDICAL REPRESENTATIVE
Abbott, Inc. – PGD Division
, New England
02.2000 - 02.2001
- Outside sales in laboratory equipment, consumables, service programs, and purchasing agreements.
- Call on physicians, nurses, business managers, office managers, laboratory managers, and laboratory techs.
- Managed a network of distributors throughout the New England area.
- 135% test reagent goal acquired.
- 130% rapid diagnostic test goal acquired.
- Switched Divisions within Abbott due to my division being eliminated within the company.
SALES REPRESENTATIVE
Diagnostic Imaging, Inc. (now Merry X-Ray, Inc.)
, South Carolina
03.1998 - 02.2000
- Outside sales in x-ray diagnostic equipment, pharmaceuticals, consumables, service programs, and inventory programs.
- Called on physicians, hospital administrators, CEOs, CFOs, department directors, floor supervisors, materials managers, and radiology technicians.
- Established and maintained 98% of the market place in the consumable sales within my territory.
- Sold 103% of equipment forecasted in 1998-1999.
Education
MHA - Masters of Health Administration
Louisiana State University
ShreveportBA - Marketing & Professional Sales
Kennesaw State University
Kennesaw, GASkills
- Sales leadership and coaching
- Team building and training
- Business development strategies
- Market expansion and penetration
- Cross-functional collaboration
- Stakeholder engagement
- Strategic planning and forecasting
- Budget management
- Solution selling techniques
- Hospital and IDN negotiations
- GPO negotiations expertise
- Product launches management
- Relationship management and customer retention
- Data-driven decision making
- Salesforce CRM proficiency
- Power BI analytics skills
- P&L responsibility
References
Available upon request
Timeline
REGIONAL SALES DIRECTOR
Ambu, Inc.
08.2018 - Current
EXECUTIVE SALES REPRESENTATIVE
Ambu, Inc.
10.2015 - 08.2018
ANESTHESIA SPECIALIST
Maquet, Inc. (now Getinge, Inc.)
04.2014 - 10.2015
SALES REPRESENTATIVE
Metropolitan Medical, Inc.
08.2012 - 04.2014
SALES REPRESENTATIVE
King Systems, Inc.
12.2008 - 12.2012
ACCOUNT EXECUTIVE
PDSHeart, Inc. (now CardioNet, Inc.)
10.2006 - 12.2008
ACCOUNT MANAGER
Vital Signs, Inc (now Vyaire, Inc.)
08.2005 - 10.2006
DISTRICT SALES MANAGER
Natus Medical, Inc.
12.2002 - 10.2004
PROFESSIONAL MEDICAL REPRESENTATIVE
Abbott, Inc. – Medisense Division
02.2001 - 12.2002
PROFESSIONAL MEDICAL REPRESENTATIVE
Abbott, Inc. – PGD Division
02.2000 - 02.2001
SALES REPRESENTATIVE
Diagnostic Imaging, Inc. (now Merry X-Ray, Inc.)
03.1998 - 02.2000
MHA - Masters of Health Administration
Louisiana State University
BA - Marketing & Professional Sales
Kennesaw State University