Summary
Overview
Work History
Education
Skills
Websites
Professional Highlights
Timeline
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MATTHEW TOSCH

Greater Boston Area,MA

Summary

MedTech / SaaS business development/account management leader with 20 years of experience in executing sales/go-to-market strategies, optimizing the sales cycle, and building consultative customer relationships to drive multimillion-dollar growth. Extensive experience in using market/customer analytics to continuously improve direct, distribution, and channel sales and marketing strategies, resulting in new account/market penetration as well as expansion of business with existing accounts. Proven track record of building high-performing sales teams and driving cross-functional collaboration to facilitate execution of sales strategies and new product launches, resulting in consistent quota over-achievement and top producer rankings. Accomplished Enterprise Account Executive excels in fast-paced, demanding sales environments. Focused on meeting client enterprise technology needs with best product selection while leveraging account expansion opportunities and new business development.

Overview

26
26
years of professional experience

Work History

Enterprise Account Executive

RapidAI
08.2022 - Current
  • Identify new business and revenue growth opportunities within the client base, develop high-quality proposals, and successfully negotiate to win profitable new business while managing the pipeline book of business from opportunity initiation through to delivery
  • Selling stroke software to neuroscience, neuroradiology and radiology clinicians
  • Identifying enterprise solutions across major hospital IDN’s.

Enterprise Account Executive

SONY HEALTHCARE
10.2018 - 04.2022
  • Led business development efforts for Sony Healthcare Solutions and peripheral products, printers, cameras, monitors, recorders, and OR Integration while delivering support and training on products as well as direct marketing for the products
  • Spearheaded new account development duties and successfully diversified and expanded existing accounts within the direct, distribution, or channel partners
  • Functioned as the primary project manager for all OR Integration projects while collaborating closely with C-Suite, IT Department, and Surgical Administrators.

IWS Territory Manager

GETINGE USA
09.2017 - 10.2018
  • Introduced integrated software solutions into hospitals by enhancing workflows in the sterile supply chain, the operating room, and patient management, in addition to managing software implementation and training for hospital staff on installed software.

Senior Business Development Manager

LIFE SCIENCE NATION
08.2016 - 09.2017
  • Provided strategic leadership and direction to a team of business development consultants in charge of selling Investor Platform, Company Platform, and Consulting Services to early and mid-stage life science CEOs
  • Prepared weekly sales forecasts for the executive management team, in addition to overseeing a marketing team accountable for facilitating 5 conferences annually and managing corporate sponsorship and exhibitors’ sales for the conference
  • Implemented a training program for all new hires and defined quotas and expectations for all revenue-generating departments while identifying and presenting new opportunities to LSN’s broker/dealer investment bank
  • Delivered consultative support for fundraising CEOs to improve their executive summaries, pitch deck, and elevator pitch to ensure they were well-equipped to meet with investors.

Senior Account Manager

MOBERG ICU SOLUTIONS
08.2015 - 08.2016
  • Led the sales of Component Neuromonitoring Systems across the Neuro ICU Units of large hospitals such as Yale, Penn Presbyterian, Mass General, and Ohio State
  • Presented technology to Neuro Intensivists and Nursing Leadership while qualifying the hospital's budgetary processes and training staff on the CNS Monitor.

Eastern Regional Sales Manager

WHALE IMAGING
02.2014 - 08.2015
  • Oversaw sales distribution for 1st mobile Bi-Plane Fluoroscopy system to hospitals specializing in Orthopedic surgery and created all sales training and marketing material for the US launch
  • Recruited, trained, and mentored 8 independent distributors in the Eastern half of the US, in addition to leading the complete sales cycle, from lead qualification through deal closure
  • Established quotas for distributors while assisting with their sales efforts, in addition to heading all hospital trials, including shipping and receiving equipment, coordinating physicist testing of the system, and complying with state regulatory laws.

US Sales Manager | Director of Clinical Education

SURGICAL THEATER
03.2012 - 09.2013
  • Served as one of the original 4 employees of a start-up company specializing in designing and developing a surgical rehearsal simulator, Surgical Rehearsal Platform (SRP)
  • Led sales in the US and demonstrated the benefits of the new technology to the heads of all top Neurosurgical Departments across the nation, such as UCLA, John Hopkins, UCSF, Northwestern, Yale, Mount Sinai, NYU, and Mayo Clinic
  • Devised all initial sales/marketing strategies and email campaigns, resulting in qualified meetings and presentations while overseeing the entire sales cycle, from lead qualification through closure and installation
  • Played an instrumental role in winning key accounts such as Mount Sinai, UCLA, Mayo Clinic, and NYU, in addition to overseeing technology adoption in accounts that purchased the SRP
  • Presented the SRP technology to the Board of Directors at UCLA Medical Center, which resulted in a system sale and successfully obtained an average sales price of $250K.

Senior Neuroscience Sales Specialist

INTEGRA LIFESCIENCES
05.2008 - 03.2013
  • Sold the neurosurgical/neurocritical care product line to all Boston hospitals, including MGH, Brigham & Women’s, Beth Israel, Children’s Hospital, Tufts, and Boston Medical Center
  • Drove YOY revenue growth by leveraging the consultative selling approach and cultivating robust relationships with clinicians, materials management, and purchasing departments
  • Formulated and executed buying strategies for Large IDNs such as Partners Healthcare while presenting these strategies and incentives to the senior management at such organizations.

Co – Principal

Calamari Medical
04.2004 - 05.2008

Spinal Sales Representative

Medtronic
10.2002 - 04.2004

Eastern Regional Manager

Alphatec Spine
05.2000 - 10.2002

Spinal Sales Representative

Invivo Surgical
04.1998 - 05.2000

Education

University of Vermont
Burlington, VT

Skills

  • Organizational Leadership
  • Strategic Planning & Direction
  • Account Management/Development
  • Business Development
  • Sales & Marketing
  • Consultative Sales & Solution Selling
  • Sales Enablement/Sales Training
  • Full Sales Cycle Management
  • C-Level Relationship Building
  • Client Acquisition & Retention
  • Strategic Alliances & Partnerships
  • Enterprise Software/SaaS Sales
  • Budgeting & Financial Management
  • Channel Partner Management
  • Forecasting & Planning
  • C-Suite Presentations
  • Product Development/Launches
  • Team Leadership/Mentoring/Coaching
  • Lead Prospecting
  • Sales Strategies
  • Strong Relationships
  • Strategic Initiatives
  • Key Account Management
  • Pipeline Development
  • Team leadership
  • Cross-functional collaboration
  • Solution selling
  • Data analysis
  • Lead Development
  • Revenue Generation
  • Contract Negotiation
  • Needs Assessments
  • Sales Lifecycle Management
  • Business Acumen

Professional Highlights

  • Oversaw a portfolio of key accounts at Sony Healthcare, including John Hopkins, MT. Sinai, NY Eye and Ear, Cornell Weill, Lennox Hill, Boston Children’s Hospital, and St. Jude Children’s Hospital.
  • Generated 200% on a $2M annual quota at Getinge USA by managing and streamlining the end-to-end sales cycle (from lead qualification through closure) to maximize new client acquisition and retention.
  • Achieved 100% of a $1.3M annual sales quota (with an average deal size of $65K) at Moberg ICU Solutions by planning and executing targeted, data-driven sales and account development strategies.
  • Ranked in the top 10% (out of 97 sales representatives) and received President’s Club awards for 2 consecutive years at Integra by delivering 128% and 112% on a $2M quota.

Timeline

Enterprise Account Executive

RapidAI
08.2022 - Current

Enterprise Account Executive

SONY HEALTHCARE
10.2018 - 04.2022

IWS Territory Manager

GETINGE USA
09.2017 - 10.2018

Senior Business Development Manager

LIFE SCIENCE NATION
08.2016 - 09.2017

Senior Account Manager

MOBERG ICU SOLUTIONS
08.2015 - 08.2016

Eastern Regional Sales Manager

WHALE IMAGING
02.2014 - 08.2015

US Sales Manager | Director of Clinical Education

SURGICAL THEATER
03.2012 - 09.2013

Senior Neuroscience Sales Specialist

INTEGRA LIFESCIENCES
05.2008 - 03.2013

Co – Principal

Calamari Medical
04.2004 - 05.2008

Spinal Sales Representative

Medtronic
10.2002 - 04.2004

Eastern Regional Manager

Alphatec Spine
05.2000 - 10.2002

Spinal Sales Representative

Invivo Surgical
04.1998 - 05.2000

University of Vermont

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