Summary
Overview
Work History
Education
Skills
Timeline
Generic

Scott Gardner

Las Vegas,NV

Summary

Results-driven sales leader with a proven track record of exceeding sales goals for hospital products such as pharmaceuticals, IV solutions, medical devices, and capital equipment. Skilled at fostering high-performing teams, developing strategic partnerships, and executing innovative contracting strategies. Experienced in engaging IDN leadership and health system executives to drive revenue growth and expand market share.

Overview

17
17
years of professional experience

Work History

Regional Sales Manager

BAXTER HEALTHCARE
01.2023 - Current
  • Built and led a high performing sales team, achieving top rankings nationally including multiple trip winners
  • Account Management: Partnered with major health systems such as Banner, Kaiser, Common Spirit, and Sharp Healthcare to secure contracts and increase market share
  • Product Launch Expertise: Successfully launched and executed pull-through strategies for multiple products, driving adoption and revenue growth.
  • Cross-Functional Collaboration: Worked closely with marketing and market access teams to develop tailored solutions addressing customer needs.
  • Market Intelligence: Conducted in-depth analyses of competitor programs and market trends to adjust strategies proactively.
  • Managed team of 10 regional sales representatives and consistently achieved high sales targets.

Pharmacy Specialist

Baxter Healthcare
01.2018 - 01.2023
  • Responsible for the Pharmacy portfolio in Las Vegas/Arizona/California
  • Understand and effectively sell the key features, benefits, and value of premixed medications, generic injectables, and reconstitution systems
  • Built Long-term relationships with pharmacy directors, medical staff, and C-suite executives to secure formulary inclusions and drive sales.
  • Collaborate with Baxter IV Portfolio Managers, Nutrition Specialists, Infusion system specialists, and others to drive the adoption of the entire Baxter portfolio and provide value to our customers
  • Belong to a cohort developed to work on special projects both internal and external to Baxter
  • Interim Regional manager 2022
  • Key Accomplishments:
  • Overachieved quota each year and successfully launched multiple new products.
  • 2022 Area Field Trainer
  • Completed all 6 Baxter developmental classes in 2022 including Contract Negotiation, Strength Finder, Difficult Conversations, and Emotional Intelligence

Anesthesia Specialist

BAXTER HEALTHCARE
01.2011 - 01.2018
  • sOwn anesthesia contract negotiations and RFP process for Nevada/Southern California/Arizona. Key stakeholders include GPO Region Directors, IDN Strategic Sourcing, C-Suite, Legal/Regulatory, Supply Chain/Materials Management and Pharmacy
  • Conduct Customer Business Reviews with Hospitals and IDNs to review contracts, renewals, compliance, and conversions
  • Partner with internal stakeholders; Marketing, IDN Directors, GPO Directors, AVPs, and RMs to develop inhaled gas market strategies
  • Key Accomplishments:
  • 2012 Distinguished Sales Club Award Winner
  • 2014 Distinguished Sales Club Award Winner
  • 2015 Executive Sales Club Award Winner
  • 2015 Diamond Sales Club Award Winner
  • 2016 Anesthesia Sales Trainer
  • 2018 Diamond Sales Club Award winner

Territory Sales Manager

Pacific Medical, Inc
01.2010 - 01.2011
  • Responsible for planning and executing a sales strategy that exceeds sales goals while managing a two man team
  • Analyzed sales data to identify opportunities for improvement and implemented targeted action plans accordingly.
  • Foster relationships with surgeons and hospital staff to expand the use of all product lines and influence key decision makers in all areas of the hospital
  • Manage consignment disposable inventory and capital equipment in a large geography
  • Sell multiple product lines including Knee, Hip, and Shoulder repair and replacement equipment.

Territory Business Manager

SMITH AND NEPHEW
01.2008 - 01.2010
  • Develop and execute a sales strategy to uncover new opportunities and achieve sales goals
  • Educate surgeons on how to use new technology to achieve the best possible results and trouble shoot difficult and unexpected cases in the OR
  • Manage disposable consignment inventory and capital equipment in a large geography in Northern California
  • Foster and leverage relationships with surgeons to influence key decision makers to purchase capital equipment in hospitals and surgery centers
  • Key Accomplishments
  • Attained 121% to quota in 2010
  • Attained over 200% in resection business by signing 3 competitive accounts in one year
  • Trained all new associates in Meniscal repair
  • Fast Fix Challenge award winner 2010

Education

Marketing - Marketing

UNIVERSITY OF NEVADA LAS VEGAS
Las Vegas, NV

Skills

  • Sales leadership
  • Exceeding Sales Goals
  • Successful Contract and Pricing negotiations
  • Key Account Management
  • Market and Competitive Analysis
  • Cross Functional team Leadership

Timeline

Regional Sales Manager

BAXTER HEALTHCARE
01.2023 - Current

Pharmacy Specialist

Baxter Healthcare
01.2018 - 01.2023

Anesthesia Specialist

BAXTER HEALTHCARE
01.2011 - 01.2018

Territory Sales Manager

Pacific Medical, Inc
01.2010 - 01.2011

Territory Business Manager

SMITH AND NEPHEW
01.2008 - 01.2010

Marketing - Marketing

UNIVERSITY OF NEVADA LAS VEGAS

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