Neil McCluskey

My responsibility in this role is to train the global sales and clinical teams for Transcatheter Aortic Valves ( TAVR ) and Congenital Heart Disease ( CHD ) in sales effectiveness and commercial excellence in order to drive share in these markets. Also throughout these geographies I carry out new product launches

· My customers are internal in this role and I focus on sales leadership, Marketing and training in each geography to identify needs for their teams to grow their business. On a quarterly basis I carry out a 3 day bespoke Sales training program, based in 1 of these regions. This will be determined by sales leadership in the area and working closely with them I will tailor the messaging based on their training needs

· The past 3 years have been a great experience as I had not worked in this area before. More recently our team have been merged with the Global marketing function, which has further enhanced my cross functional working experience. Having come from sales leadership role this has been hugely insightful.

• In this role I had responsibility for the running of the structural heart business in the UK and Ireland. This involved managing my own P&L and managing the team of 8 Sales & therapy reps. I had to establish KPI targets for individual team members as well as overall team performance. My goal was to spend as much time as was required with each team member in a coaching role, making sure they were armed with the skillset they required to fulfill their roles to the best of their ability. During this time I led 3 highly successful major new product launches for the structural heart business. I was also responsible for liasing with the health authorities and making sure any launches we had were able to happen without barriers. Due to this a lot of my time was spent developing working relationships with NHS, NHSSC, HSE & VHI, while all the time having the KOL’s lobby for us from a physician standpoint. In this role apart from the obvious team management and driving achievement of top and bottom line for the business the major role is in influencing key stakeholders and KOLs. I was privileged to receive Presidents club award for European manager of the year twice in this role.

• As a sales manager my key role was to develop strategies and plans to achieve regional sales growth and plan for the region managing a diverse portfolio of Coronary and Structural heart products to value of > £30Million per annum. In this role I managed a team of 12 sales people with a wide variety of experience, this was the biggest challenge to tailor my coaching in order to make sure the entire team had what they needed to perform at their optimum. Another key role was in the targeting process and sales planning making sure each of my Reps had targets that were both a push but also achievable, I feel this is 1 of the keys to a motivated team. This role also required dealing with the tendering/procurement processes within the NHS and HSE. As part of the teams business planning I generated detailed sales reports and forecasts to analyze performance and track progress for each territory, validated in detail every quarter with a fill business review with each team member via QBRs

The key to being successful in the role was to be very patient centric and to make sure that during the early stages of the technology absolutely every part of the procedure was being carried out at a very high standard, this involved carrying out a lot of training pre and post cases for both Physicians and staff. In this role I achieved quarter on quarter growth in all existing accounts and successfully launched 3 additional sites during the 1st 12 months, this has helped achieve in excess of a 3 fold increase in sales over the previous year. During this time I was responsible for mentoring new trainees from around the world and helping with case coverage in the Nordic region. I was able to build very strong professional relationships with our main implanters KOLs in the UK and Ireland who tend to be some of the key decision makers in cardiology in their respective centers.

I was very privileged to secure what was one of the most sought after jobs in the Medical Device space for some time. I had sole responsibility launching Corevalve TAVI system in the USA with my estimated Market of $40 mill per annum. My role was multi-dimensional in that it involved managing a small team of4 Therapy development specialists, securing contracts, driving physician support and also being able to scrub into cases to provide clinical support. This was a very highly clinical sell as it was initially supporting the High Risk IDE trial for FDA approval. Post approval, due to the financial implications of this procedure the contracting aspect of the role was paramount to its success, which meant dealing with all the key stakeholders in the various institutions. During my time in this role my territory had #1 sales to target and revenue in the country which gave me a presidents club award for the year

I relocated from Medtronic Ireland to Medtronic US Feb 09 as a territory manager for the Michigan Region. I was responsible for the coronary and peripheral portfolio of products, with my territory hitting the quarterly sales objectives 11 out of 12 quarters. During this time I successfully implemented a launch strategy for numerous new products most notably Resolute Drug Eluting Stent increasing market share from 20%-35% in a 12 month period in my region.

• Sales management for a team of 7 GP and Hospital reps in the cardiovascular space covering N.Ireland. Successfully developed and managed budgets to confirm proper use of resources and maximize profitability. Generated reports on weekly, monthly, quarterly basis detailing regional sales metrics such as revenue goals achieved or missed targets.

1st role in the Pharma sales industry, involved learning the role and processes and developing my sales acumen.