Michael Austin Tyler Brooks

Leading Northwest region sales teams, covering Alaska, Idaho, Nevada, and Oregon territories, to sell Tandem products and services to both healthcare providers and their patients.

Responsibilities

• Serving as the Interim West Area Sales Director, while also leading the NW and WA regions through the end of 2025.
• Selected as the West Area Sales Funnel Champion, I introduced a new tool at the area meeting.
• Supported field and clinical sales trainers in onboarding new RSMs, leading best practices sessions.

Performance

• YTD ranked #3 of 24 regions, with 2 territories in the top 5% of the nation.
• Qualified for three consecutive quarterly performance bonuses, Q1–Q3.

Leading Northwest region sales teams, covering Alaska, Hawaii, Idaho, Montana, Nevada, Oregon, and Washington territories, to sell Tandem products and services to both healthcare providers and their patients.

Responsibilities

• Recruited, hired, and coached 28 talented sales and clinical professionals to manage territory business.
• Make data-driven decisions using sales analytics to grow Tandem's insulin pump market share.
• Travel frequently for field rides to develop local territory teams, providing actionable feedback through effective field coach reports.
• Partner with the Area Sales Director and RSM peers to share best practices, dynamic sales messages, and market strategies.
• Work cross-functionally with commercial leadership, customer sales support, marketing, and managed care to achieve sales targets consistently.

Performance

• 2024 - Ranked #3 of 18 regions, 96% to quota, shipped 5,160 pumps, and 2 territories won President's Club.
• 2023 - Ranked #12 or #18 regions, 98% to quota, shipped 4,650 pumps, #10 in volume.
• 2022 - Ranked #12 of 18 regions, 95% to quota, shipped 5,156 pumps, and 2 territories won President's Club.
• 2021 - Ranked #7 of 15 regions, 102% to quota, shipped 5,173 pumps, and #5 in volume.

Called on endocrinology and diabetes centers, primary care, internal medicine, and family practice clinics to educate providers about insulin pump therapy for their patients with type 1 and type 2 diabetes. Worked cross-functionally with internal managed care partners, insurance plans, and distributor partners to pull through customer orders. Partnered with a clinical diabetes sales specialist to ensure our healthcare partners had support and training for safe and successful therapy starts.

Responsibilities

• Strategic business planning for a territory that has underperformed historically.
• Demonstrate products to HCPs and customers to drive referrals.
• Develop trust and create value in HCP accounts to drive business.
• Manage the order pipeline effectively to maximize all opportunities.
• Support RSM and the regional team by sharing best practices.

Performance

• In 2020, we ranked #4 nationally, shipped 976 pumps, achieved 104% of our plan, experienced 39% year-over-year growth, and received our 2nd consecutive President's Club award.
• 2019 - Ranked #2 nationally, shipped 1,055 pumps, 116% to plan, 108% year-over-year growth, received first President's Club award.
• 2018 - Ranked #15 nationally, shipped 507 pumps, 124% to plan, and 87% year-over-year growth.
• 2017 - Ranked #30 nationally, shipped 271 pumps, 98% to plan, and 11% year-over-year growth.
• In 2016, we shipped 244 pumps (partial year), which was the bottom territory in the nation compared to the prior year.

Market and promote medical supply services through clinic sales calls. Supported key manufacturer partners to drive CGM and insulin pump orders.

Accomplishments

• Consistent Revenue Growth – Grew area revenue by 114% ($2.3 million) over the previous years ($1.04 million).
• Accelerated New Customer Growth – 80% more new customers per month.
• Secured key manufacturer relationships – worked with Animas Corporation (J&J), Dexcom, Insulet Corporation, Medtronic Diabetes, Roche Diagnostics, and Tandem Diabetes.
• Grew target clinical relationships with the Barbara Davis Center, University of Colorado, the largest in Colorado.
• Record revenue month for new customers – $214k (previous rep record: $124k).
• Record new customers in a month – 125 (previous rep record: 78).

Responsible for the daily management of call center staff and processes. Supervised a staff of 2 team leads and 24 ISRs/CSRs, including both phone and order entry teams. Trained on assumptive dialogue, overcoming objections, and closing techniques.

Accomplishments

• Built the inside sales team from the ground up to focus on new files.
• Recruited and onboarded over 25 ISRs to meet growth projections. In addition, hired 10 CSRs.
• Consistent sales growth – 52% YTD in 2012, 53% in 2013.
• Achieved new account goals with an 88% overall personal close rate.
• Record for the most pharmacy medication transfers: 109 meds in a week, and 273 meds in a month.