Michael E. Westerhof
Roseville,CA
Summary
Enterprise sales leader specializing in capital equipment and medical device sales, with a proven record of driving revenue growth, building strategic partnerships, and managing complex sales cycles. Skilled in consultative selling, C-suite engagement, and leveraging data-driven strategies to secure high-value contracts. Recognized for consistently exceeding sales quotas and leading teams to success in competitive healthcare markets.
Overview
10
10
years of professional experience
Work History
Regional Sales Manager
Zimmer Medizin Systems
08.2024 - Current
- - Drive capital equipment sales for advanced shockwave therapy systems, class 4 lasers, Cryo, Electromagnetic systems, etc. Targeting enterprise clients including hospital systems, rehabilitation centers, and private practices
- - Lead complex sales cycles involving high-value negotiations with C-suite executives, procurement teams, and clinicians
- - Conduct product demonstrations and ROI-based presentations to illustrate the clinical and financial benefits of capital equipment
- - Build and maintain a robust pipeline of enterprise accounts, securing contracts with key decision-makers and stakeholders
- - Collaborate with marketing and product teams to align sales efforts with customer needs and market trends
- Key Achievements:
- - Successfully closed multiple high-value contracts with healthcare systems, contributing to significant regional revenue growth
- - Exceeded sales quota by over20% within the first six months by leveraging a consultative sales approach
Regional Sales Manager
NewHorizon Healthcare Management
09.2023 - 07.2024
- - Managed sales of biologic solutions to enterprise clients, including VA hospitals, podiatrists, and cosmetic surgeons
- - Oversaw a team of11 sales representatives, focusing on coaching and professional development to enhance performance
- - Strengthened enterprise sales pipelines and secured long-term partnerships by delivering tailored solutions to meet client needs
- Key Achievements:
- - Exceeded100% of sales quotas in YTD2024 through strategic targeting of high-potential enterprise accounts
Stay-at-Home Dad (Newborn) / COVID-19
03.2020 - 09.2023
- - Focused on family responsibilities while maintaining industry knowledge and professional development
Orthotic Specialist | Consultant
OHI - Orthotic Holdings Inc.
01.2019 - 01.2020
- - Drove sales of custom orthotic and AFO solutions to enterprise clients, including podiatrists and orthopedic practices
- - Developed and delivered educational workshops to promote product adoption among healthcare professionals
- Key Achievements:
- - Achieved120% of sales targets in FY2019, securing27 new enterprise accounts within the first year
Account Manager
Pacific Medical Supply (Top-Shelf Orthopedics)
01.2015 - 01.2018
- - Increased sales of recovery care devices and other medical equipment by30% annually, focusing on enterprise accounts
- - Built and maintained strong relationships with orthopedic surgeons, hospital administrators, and clinical staff to expand market share
- - Delivered in-service training and product demonstrations for new and existing enterprise clients
- Key Achievements:
- - Ranked in the top25 of175 sales representatives companywide for three consecutive years
- - Secured long-term contracts with major enterprise accounts in the East Bay region
Education
Bachelor of Arts - Kinesiology
St. Mary's College of California
Moraga, CA01.2011
Skills
- - Enterprise Tools: Salesforce, HubSpot, Zoho, Pipedrive, Yesware
- - Analytics & Reporting: Power BI, Microsoft Office Suite, Microsoft Excel
- - Sales Expertise: Capital Equipment Sales, Strategic Account Management, Solution Selling, C-Suite Negotiation
Awards
- Closed high-value capital equipment sales contracts with healthcare systems, contributing to regional revenue growth., - Surpassed sales quotas consistently, achieving over100% target in multiple roles., - Recognized for developing strong enterprise relationships and delivering innovative solutions that address client needs., - Recipient of the "Exemplary Patient Care Award" and consistently ranked among top performers companywide.
Timeline
Regional Sales Manager
Zimmer Medizin Systems
08.2024 - Current
Regional Sales Manager
NewHorizon Healthcare Management
09.2023 - 07.2024
Stay-at-Home Dad (Newborn) / COVID-19
03.2020 - 09.2023
Orthotic Specialist | Consultant
OHI - Orthotic Holdings Inc.
01.2019 - 01.2020
Account Manager
Pacific Medical Supply (Top-Shelf Orthopedics)
01.2015 - 01.2018
Bachelor of Arts - Kinesiology
St. Mary's College of California