Summary
Overview
Work History
Education
Skills
Certification
Timeline
Generic

Mike Smith

Brentwood

Summary

Results-driven professional with over 7 years of experience in building strategic client relationships that enhance satisfaction and drive financial success. Proven ability to implement innovative sales and marketing strategies that fuel business growth and generate new opportunities. Expertise in consultative sales, leveraging product knowledge and industry insights to deliver tailored solutions that resonate with clients at all levels. Hands-on sales manager dedicated to cultivating high-performing, award-winning teams by fostering a results-oriented culture and promoting transparent accountability.

Overview

31
31
years of professional experience
1
1
Certification

Work History

President and Founder

MedX.US
06.2018 - Current
  • Company Overview: MedX.US is a healthcare software Eco-System platform. It is built on Block-Chain technology and incorporates heavy A.I data processing. MedX.US has an E-commerce Website that has API connectivity to McKesson Medical to sell and drop ship over 47,000 DME medical products across the nation. We never see our patients and never see the product. All products are picked, packed, and shipped to the patient’s home by McKesson Medical. The whole system is automated and self-contained. MedX.US reduces human interaction with patients for a seamless sales process.
  • Responsible for all 47,000 medical products.
  • Personally, worked with the coders and engineers to create this one-of-a-kind medical software platform.
  • One of the very first healthcare companies to be built on a Block-Chain technology operating system.
  • Control the high level of referring Home Care Companies.
  • Personally, oversaw the API connection and buildout with McKesson Medical.
  • MedX.US has sold over $18 Million in medical products to date.

Director of Federal Healthcare

ASE Direct Inc. SDVOSB
05.2014 - 06.2018
  • Company Overview: ASE Direct Inc. is A Service-Disabled, Veteran-Owned Small Business providing Medical and Surgical Equipment, DME and Pharmaceuticals bulk shipments and repackaging within the Federal Government.
  • Responsible for the division strategic planning, market analysis, and sales forecasting.
  • Hired, trained, and mentored VP of Medical Operations, and 3 Government consultants for the US.
  • Produced all sales marketing materials and established aggressive sales quotas.
  • Responsible for creating the Federal Medical and Pharmaceutical Divisions from starch.
  • Personally, oversaw the 651IA GSA Federal Supply Schedule application and submission process to completion for Capital Medical Equipment.
  • Personally, oversaw the 65IB GSA Federal Supply Schedule application and submission process to for Prosthesis and Wheelchairs.
  • Personally set up the pharmaceutical wholesale supply chain and re-packaging partners across the US totaling 6 Wholesalers and 3 Re-packaging partners. Responded to $135,000,000.00 worth of Government RFQ’s for Pharmaceutical opportunities.
  • In 2015, ASE Direct Inc. was named to the prestigious Inc. Magazine’s 5000 list of Fastest Growing, privately held for profit Companies in the US. ASE Direct Inc. is ranked No. 3868 out of 5000 among the fastest growing companies with revenue of $38 million.
  • Trained and supervised 6 inside and outside Medical Account Executives responsible for responding to government RFQ, RFI and BPA solicitations. Created roles, compensation plan and responsibilities for the entire Medical and Pharmaceutical Division.
  • Personally, renegotiated all of ASE Direct Inc. key DME and Capital Equipment manufacture pricing and contracts with McKesson, Independence Medical, Drive Medical and Metro Medical.
  • Personally, produced a Private Label SDVOSB Surgical pack brand to increase ASE Direct Inc. marketing and branding efforts to VA, CIA, DOD and Indian Health Services. Negotiated product pricing with US kit manufacturing plant. Helped develop the packaging and marketing material for the surgical kit line.
  • Medical equipment and supply to include applicators/swabs/wipes/pads, heat/cold pads, bandages/gauzes, catheters, disposable contamination containers, dressings, gloves, hospital clothing, surgical implants, medical diagnostic instruments, needles/syringes/jet injectors, orthopedic/surgical supports, pacemakers, physiological monitors, disposable sets/kits/trays, sterilization products, surgical hand instruments, surgical handles/blades, and urine/specimen collection products.

President of Sales

Medical Direct Club
06.2012 - 02.2014
  • Company Overview: Provided focused, efficient leadership to manage a wide range of daily business functions for this company. Provided urological product to private practices, clinics, hospitals, GPO’s and other healthcare providers throughout North America as well as direct to the customer. Responsible for strategic planning, market analysis, and sales forecasting. Hired, train, and mentored 14 Account Executives for the US. Produced all sales marketing materials and establish aggressive sales quotas.
  • Helped Grow Total Sales to $20,000,000 in 2012 with 2013 Sales set to reach in access of $30,000,000.
  • Hire, train, and supervise a sales force of 14 Account Executives spanning the US. Produced compensation Package, Training Plan and Performance Evaluations to maximize efficiencies and maintain strong product knowledge and sound sales skills.
  • Personal renegotiated all of MDC’s key manufacturing pricing contracts. Saving the company well over $1,000,000 in pricing discounts from 2012-2013.
  • Grow Outside Sales % from 2012 to 2013 by 1815% over the 1 1/2 year period.
  • Personally produced a Private Label catheter brand to increase MDC’s marketing and branding efforts. Negotiated product pricing with plant in China. Helped developed the packaging and marketing material for the line.
  • In 2013, MDC was named to the prestigious Inc. Magazine’s 5000 list of Fastest Growing, privately held for profit Companies in the US. MDC is ranked No. 461 out of 5000. Among the fastest growing companies, MDC ranks No.9 in Tennessee and No.36 in the health care industry. MDC has sold over 20,000,000 catheters since 2009.

Territory Account Manager

Maquet
01.2011 - 06.2012
  • Company Overview: Sold Cardiovascular Hybrid OR products. Recruited for this role to revitalize an underperforming territory that included Alabama, Arkansas, Georgia, Kentucky and Tennessee. Sales responsibilities included Surgical Lights, Tables, Columns, Orthopedic and Hybrid OR Rooms new construction. Applied business development and account management expertise to grow and maintain a client base of key accounts and VA Hospitals to grow net sales and product volume. Improved competitive positioning and strengthened client relationships by delivering training seminars to Hospital C-Suite and OR staff to educate them on the features and benefits of the Maquet Hybrid OR Rooms of the future. Developed creative, account specific strategies to drive results and implement promotional programs and tactical sales plans to exceed goals.
  • Lead the county with 5 Ortho/Trama beds sold in Q1 2012, resulting in $680,000 in new sales.
  • Achieved 138% to goal on Hybrid OR Rooms. With Sales of $1,200,000.
  • Consultively worked with over 65 Hospitals in my geographical region to grow total sales of $2,300,000.

Principle and Head of Sales

Geneosis Distribution, LLC
01.2008 - 01.2011
  • Company Overview: Provide focused, efficient leadership to manage a wide range of daily business functions for this company’s distributing revolutionary Diatherix Laboratories Tem-PCR multiplex molecular diagnostic services to private practices, clinics, hospitals, GPO’s and other healthcare providers throughout 8 state Distribution territory. Responsible for strategic planning, market analysis, and sales forecasting to assist upper management in short and long-term planning. Hired, train, and mentor mangers and staff, establish aggressive sales quotas, and take the lead in establishing win-win alliances with non-competitive, complimentary companies to facilitate exceptional service to valued clients.
  • Lead major sales initiatives. Gain the trust of key decision makers, identify clinical needs, educate clients in product patient benefits, and negotiate and close the deal. Follow-through to monitor usage, resolves issues, and manages logistics and delivery requirements.
  • Hire, train, and supervise a force of 25 sales representatives spanning 8 states. Provide performance evaluations to maximize efficiencies and maintain strong product knowledge and sound sales skills.
  • Major victories include: secured business with Blue Cross Blue Shield of Alabama and orchestrated approval of Part A and Part B Medicare insurance reimbursement. Led efforts to gain TN, LA, SC and KY Medicaid accounts, including meeting with local senators and top C-Level executives from Diatherix labs, Geneosis and Medicaid.
  • Personally organized, and worked, with the 8 top UroGyn’s in the city of Nashville, TN to complete the first of its kind HPV IRB clinical trial using Tem-PCR testing.
  • Personally managed, and published 3 IRB clinical trials for Vanderbilt Medical Center, Atlanta Medical Center, and Huntsville Medical Center using Tem-PCR testing.
  • Due to efforts, grew this company from $0 to $4.3 Million within 3 years.

Senior Territory Manager

C.R. Bard – I.P.B Division
01.2000 - 01.2008
  • Awarded Presidents Club, 2001 and 2003. Consistently Top 10% in Sales Force, 2000 - 2007.
  • Division of the Year, 2001, 2004 and 2006. Top 10 Sales Rep – Pelvic Floor - #4 / 78, 2007.
  • Promoted to Senior Sales Territory Manager in 2006.
  • Largest UroGYN surgical tissue quota in the county year after year.
  • Personal relationship with every GYN and UroGyn in the state of TN.
  • $40,000 stock options awarded 6 / 8 years for sales excellence totaling $240,000.
  • Promoted to Senior Sales Trainer, 2004.
  • Sale Representative / Sales Trainer of the Year, 2003.
  • Other awards include the Rolex Award Winner, 2003, 2006 and Marketing Eagle Award, 2003.

Professional Sales Representative

TAP Pharmaceutical
01.1997 - 01.2000
  • Performed a minimum of 116% of goal each year. Won the #1 Market Share Growth award, 1999.
  • Top 10% producer (677 sales representatives), #1 regional sales rep, #6 national sales reps.
  • Launched new drugs, including Prevacid and Biaxin.
  • Educated physicians, pharmacies and nurses on the clinical and pharmacological benefits of Prevacid and Biaxin.
  • Managed care experience with health insurance companies, both public and private.
  • Consistently focused on customer care and education.

Marketing & Development Assistantship in Graduate Program

University of Tennessee Athletic Department
01.1995 - 01.1998
  • Company Overview: Identified and developed relationships to secure donations to the VASF Scholarship Fund ($7.8 Million goal).
  • Implemented game day marketing promotions for the men’s football, basketball, track, tennis, and baseball.
  • Responsible for corporate sponsorships and fan entertainment for all men’s sports programs.

Education

Master of Science -

University of Tennessee, College of Business / Education
Knoxville, Tennessee
01.1998

Bachelor of Science - undefined

University of Tennessee, College of Education
Knoxville, Tennessee
01.1996

Skills

  • Consultative Selling
  • Client Relationship Management
  • Account Management
  • Business Development
  • Sales
  • Planning
  • Forecasting
  • Project Management
  • Training and Development
  • Operations
  • Strategic C-level engagement
  • Organizational strategy development
  • Prospecting
  • Team Building
  • Negotiating & Closing
  • Strategic distribution collaboration

Certification

  • Certification of CPR
  • Certification in Advanced First Aid and Emergency Care

Timeline

President and Founder

MedX.US
06.2018 - Current

Director of Federal Healthcare

ASE Direct Inc. SDVOSB
05.2014 - 06.2018

President of Sales

Medical Direct Club
06.2012 - 02.2014

Territory Account Manager

Maquet
01.2011 - 06.2012

Principle and Head of Sales

Geneosis Distribution, LLC
01.2008 - 01.2011

Senior Territory Manager

C.R. Bard – I.P.B Division
01.2000 - 01.2008

Professional Sales Representative

TAP Pharmaceutical
01.1997 - 01.2000

Marketing & Development Assistantship in Graduate Program

University of Tennessee Athletic Department
01.1995 - 01.1998

Bachelor of Science - undefined

University of Tennessee, College of Education

Master of Science -

University of Tennessee, College of Business / Education

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