Summary
Overview
Work History
Education
Skills
Affiliations
Timeline
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MICHAEL SELL

Perrysburg,OH

Summary

Results driven and highly skilled business leader with 20 years of success in the medical device field executing and driving increased sales volume and market share. Delivers a strategic and focused approach that has consistently penetrated and gained multi-year contracts with lasting returns at GPO's and IDN's across the country. Open and clear communicator with demonstrated strategic vision, disciplined execution and team leadership.

Overview

25
25
years of professional experience

Work History

Vice President US Sales

Prosidyan LLC.
New Providence, NJ
03.2019 - Current
  • Developed quarterly and longer term sales strategies to gain market share, uncover new sales opportunities and increase revenue.
  • Performed monthly sales forecasting and competitive analysis to determine product performance levels and need for new product development.
  • Boosted market share and profitability by growing commercial sales: Year 1: 60%, Year 2: 100%, Year 3: 50% and Year 4: 52% (est.)
  • Grew Fibergraft from an unrecognized Synthetic in Orthopedic Network News to becoming the 4th ranked synthetic biologic in the country (2021 edition)
  • Created and lead "Project Monumental", a product extension line especially suited for efficient customer transactions resulting in first year multi-million dollar growth.
  • Lead commercial and professional training initiatives to gain mind share for sales resulting in market share growth.
  • Initiated in-depth account assessments with sales and marketing teams to evaluate sales potential.
  • Executed product access by obtaining contract approvals in 80% of IDN's and GPO's in the US.
  • Achieved sales goals by cultivating and securing new customer and KOL relationships.
  • Developed sales reports and regular scoreboard communications to the field sales organization to effectively motivate for increased sales.

Owner, Distributor

Prosource Services
Perrysburg, OH
07.2014 - 02.2019
  • Product Lines Included: Spine, Orthobiologics, Neurosurgery, Tissue, Orthopedic Trauma, Foot & Ankle)
  • Responsible for all aspects of the business to include Sales, P&L, Contracting and Product Development
  • Drove annual national sales growth year over year through direct sales and distributor networks
  • 2017 & 2018 Orthobiologics conversions of 5 Independent Delivery Networks in Ohio and Michigan
  • Increased Distributors to 23 in 2018
  • 2018 sales growth over 2017 included 400% increase in Orthobiologics, 300% increase in Orthopedic and Neuro Spine Implants and 200% in Orthopedic Trauma
  • Developed and commercialized first to market orthopedic trauma device into 12 level 1medical centers across the country


National Strategic Account Director

DEPUY-SYNTHES
Raynham, MA
01.2012 - 01.2013
  • Responsible for building Depuy Synthes Spine division's team of key account managers focused on sales penetration and building the KOL national strategy
  • Developed customer ideal criteria and delivered allocated resources to drive sales increase nationally
  • Maintained and grew national GPO and IDN executive relationships
  • Focused and lead the companies first successful cross-divisional, multi-year contract at a major IDN in the Midwest Region
  • Responsible for growing top 10% Key Account Revenue accounts by 5% in 2013
  • Initiated and lead a focused effort at Key Accounts with declining sales
  • 50% of targets sales increased 4% in 2013
  • Restructured staff training to focus on quality account management strategies and development of critical partnerships.

Regional Manager

SYNTHES INC. / SYNTHES SPINE LLC
West Chester, PA, MI, OH
01.2003 - 01.2012
  • Responsible for growing spine implant sales in the Great Lakes Region (OH, MI, IN)
  • Recruited and hired a high performing sales team which challenged me to create regular expansion strategies which were presented to the executive management team for approval
  • Negotiated and Implemented contracts at IDN and GPO's in the region
  • Sales Growth: 2005: 26% , 2006: 29%, 2007: 25% 2008: 37%, 2009: 16%, 2010: 4%, 2011: 2% Total Growth: 345%
  • Hired and developed 3 National Sales Representatives of the Year while growing region from 9 to 23 sales consultants
  • Orchestrated 3 regional expansions in 6 years
  • Appointed as member of Training Advisory Board
  • Earned Gallup Q12 Team Survey score of 4.55 Grand Mean, exceeding the company average of 3.9.

Division Manager

ETHICON ENDO-SURGERY
Cincinnati, Ohio
01.2001 - 01.2003
  • Expanded territories in geography from 3 to 6 sales territories
  • Three year divisional sales increase of $4.0 million in competitive IDN market ($12.8M to $16.8M)


Field Sales Trainer

01.2000 - 01.2001

Sales Consultant Representative

Ethicon Endo Surgery
Toledo, OH
01.1997 - 01.2001


  • 1998, 1999 & 2000 nationally recognized Forecast Achievement Award winner
  • Selected to the Mid-Central Region New Product Launch Team, October 1999
  • Lead North Coast Division in total Harmonic Scalpel Sales 1998 & 1999 (ranked 16th nationally, 357 territories).

Education

Bachelor of Applied Science -

Bowling Green State University

Skills

  • Team Recruiting and Onboarding
  • Sales Quota Management
  • Sales Program Coordination
  • Staff Training and Development
  • Customer Service
  • Decision Making
  • Verbal and Written Communication
  • Relationship Building
  • Sales Projections
  • Problem Solving

Affiliations

Guardian Ad Litem Volunteer, Wood Co. Probate Court

Timeline

Vice President US Sales

Prosidyan LLC.
03.2019 - Current

Owner, Distributor

Prosource Services
07.2014 - 02.2019

National Strategic Account Director

DEPUY-SYNTHES
01.2012 - 01.2013

Regional Manager

SYNTHES INC. / SYNTHES SPINE LLC
01.2003 - 01.2012

Division Manager

ETHICON ENDO-SURGERY
01.2001 - 01.2003

Field Sales Trainer

01.2000 - 01.2001

Sales Consultant Representative

Ethicon Endo Surgery
01.1997 - 01.2001

Bachelor of Applied Science -

Bowling Green State University

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MICHAEL SELL