Matthew Whittaker
Burlington,KY
Summary
Over twenty years of medical sales experience including more than twenty years in the orthopedic field. Able to learn and integrate new technologies into the operative or clinical setting by incorporating anatomical knowledge, biomechanics, and kinesiology into the competitive orthopedic sales arena. Experience working with surgeons in both clinical and hospital settings while performing various administrative and medical tasks. Well versed in all stages of the sales process from creating leads to rapport building through closing the sale.
Overview
25
25
years of professional experience
Work History
Sales Representative
Smith & Nephew Orthopedics
01.2021 - Current
- Rejoined organization to support and grow orthopedic implant portfolio through competitive conversions and lead generation
- Streamline instruments and implants in ambulatory surgery centers to create stronger vendor presence
- Introduction of various Smith + Nephew products to address needs of accounts in both inpatient and outpatient settings
- Utilize competitive experience to examine sales and operational processes
- Use experience in orthopedic procedures to help train newer representatives as well as new operating room staff
- Introduce surgeons and provide support for procedures involving proprietary technology
- Create more efficient flows that best fits accounts as well as optimizes use of S+N assets
- Develop sales strategies for various surgeons and accounts based on needs determined through leads generation
- Build rapport with decision makers in accounts in order to introduce capital and bulk purchases.
Sales Representative
Stryker Orthopedics Joint Replacement
01.2015 - 01.2020
- Achieved Quota in 2016 and 2017
- Maintained and grew business by building rapport with surgeons and staff
- Helped to streamline processes with transition to Pod sales configuration
- Developed business plans and strategy for growing business both through new leads and organically
- Brief stint as Senior Orthopedic Surgery Specialist in title to move towards salary-based compensation with performance bonus
- Managing logistics of orthopedic cases through adoption of Webops in correlation with Readyset and CaseChek
- Learned Stryker joint replacement systems to support primary and revision surgeries
- Adapted site-based technologies to maintain Stryker compliance with varying hospital policies
- Actively engaged in short term and long-term strategy planning for existing and new accounts
- Qualified and completed Mako Total Knee 202 training in Fort Lauderdale, FL in 11/19
- Facilitate training workshops in two office locations for new and existing employees on various surgical techniques and technology
- Through Group coordination and effort, achieved sales of $17.9 million 108% to quota.
Sales Representative
Smith & Nephew Orthopedics
01.2005 - 01.2015
- Grew and supported large sales territory with focus on increasing number of units sold due to current healthcare trends
- Surgical support for various orthopedic procedures with established surgeons and first-time users
- Identify potential customers and initiate sales process by presenting need that current product line can fulfill
- Helped increase number of surgeons currently using reconstructive and trauma product lines.
- Sold and supported second proprietary navigation computer system in United States used in local accounts
- Accomplished at setting up and implementing various orthopedic procedures
- Trained surgeons, hospital staff, and sales representatives in computer-assisted techniques, orthopedic techniques (hip, knees, and shoulder), trauma, and complex revision surgeries
- National recognition for number of new and established surgeons using new company technology in 2012; Finished first in growth of sales in new technologies
- Finished 98% to $5M quota in 2014, Finished 96% to quota ($6 Million; then quota readjusted in Q3 to $5.25 Million) in 2013, Finished 97% to $6M quota in 2012, Finished 98% to $6.75M Quota in 2011, and Finished 105% to $6.5M quota in 2010.
Account Manager/Orthopaedic Technician
Marquis Management Group
01.2003 - 01.2005
- In charge of providing and instructing patients on proper use of durable medical equipment
- Maintained twenty thousand dollar inventory of durable medical equipment
- Performed casting and bracing in clinic for five orthopedic surgeons
- Construct and tailor custom back braces for postoperative patients prior to surgeries
- Involved in pre-certification and billing process of durable medical equipment delivered to patients
- Worked actively with surgeons in clinic and onsite in various area hospitals
- Efficiently maintained inventory of durable medical equipment for three office locations
- Braced and cast patients both in clinical and hospital setting
- Initiated pre certification process for delivered durable medical equipment
- Worked in medical assistant and orthopedic technician capacity in office
- Originally launched their first website and gathered information for future practice enhancement publications.
Exercise Physiologist
NovaCare Rehabilitation
01.2001 - 01.2003
- Development and implementation of exercise programs for rehabilitation of patients
- Performed various modalities as prescribed by physical therapist
- Responsible of overseeing rehabilitation aides at Crestview Hills office
- Helped to setup and launch Wilder location as rehabilitation center and fitness center
- Certified Strength and Conditioning Specialist Certification
- Emergency Medical Technician Basic certification
- Involved in redefining protocols for postoperative patients to improve rehabilitation time.
Fitness Specialist
Mercy Healthplex
01.1999 - 01.2001
- Performed wellness tests to better determine client's overall health status
- Designed personalize fitness programs tailored to meet client's goal
- Performed general maintenance on various fitness machines
- Designed various software applications to improve record keeping and miscellaneous employee information
- Implemented cardio rehabilitation program for postoperative patients recently released from cardiac care
- Perform wellness tests including sub maximal VO2 tests
- Design individualized fitness programs
- Designed software to better track client records and performs various healthplex functions.
Education
BA in Recreational Fitness/Athletic Training - Pre-Physical Therapy
Northern Kentucky University
Highland Heights, KY12.2000
Physical Therapy Prerequisites - Pre-Physical Therapy
University of Kentucky
Lexington, KYSkills
- Product and service knowledge
- Customer Relations
- Complex Problem-Solving
- Prospecting skills
- Closing Techniques
- Sales consultation
- Customer Relationship Building
- Customer Service
- Upselling and Cross Selling
- Process Improvement
Timeline
Sales Representative
Smith & Nephew Orthopedics
01.2021 - Current
Sales Representative
Stryker Orthopedics Joint Replacement
01.2015 - 01.2020
Sales Representative
Smith & Nephew Orthopedics
01.2005 - 01.2015
Account Manager/Orthopaedic Technician
Marquis Management Group
01.2003 - 01.2005
Exercise Physiologist
NovaCare Rehabilitation
01.2001 - 01.2003
Fitness Specialist
Mercy Healthplex
01.1999 - 01.2001
BA in Recreational Fitness/Athletic Training - Pre-Physical Therapy
Northern Kentucky University
Physical Therapy Prerequisites - Pre-Physical Therapy
University of Kentucky
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