Shane Fawcett
Mansfield,OH
Summary
Results-driven Healthcare Sales Representative with a track record of achieving President’s Club and Sales Professional of the Year accolades. Over 10 years of B2B sales experience in challenging sectors, including CNS Pharmaceuticals and Implantable Spine Hardware Technologies, leading to consistent market share and revenue growth. Expertise in building and nurturing relationships with key customer segments such as Psychiatrists and Neurosurgeons while effectively managing accounts to maximize both existing and future opportunities. Exceptional communication skills enable the delivery of strategic, FDA-cleared scientific insights that enhance product differentiation and foster brand loyalty.
Overview
22
22
years of professional experience
Work History
Owner - Executive Healthcare Sales Professional
Synergy Medical, LLC
Las Vegas, USA
06.2013 - 07.2021
- Company Overview: Independent Spine Hardware & Biologics Distributor
- Negotiated contracts and trained cross-functional hospital departments.
- Providing superior customer service achieving top-tier sales results through effective listening, needs assessment and meticulous follow-through
- Showcased advanced business acumen and time-management expertise.
- Operated as a distributor for spine-focused medical products.
- Employed effective problem-solving and clear communication to build durable client connections.
Independent Business Consultant and Distributor
Zimmer Biomet
Las Vegas, Nevada
01.2019 - 01.2021
- Generated $750,000 revenue increase by optimizing business processes.
- Created therapeutic tool combining advanced sternal fixation device with mineral-free bone void filler, achieving a marked reduction in sternal dehiscence.
- Negotiated a 95% product utilization sales agreement where the largest US surgical group practice performing pectus cases upgrades from using a manually-contoured, implantable steel pectus bar to a customized, pre-bent, titanium surgical implantable pectus bar manufactured by Zimmer Biomet
- Executed strategies yielding $1.75 million savings for major Las Vegas health organization.
- Examined various financial reports like budgets and income statements to spot opportunities for improvement.
- Monitored business processes ensuring compliance with safety protocols.
- Achieved better pricing by effectively negotiating terms with suppliers.
- Analyzed target markets for upcoming products and services offered by client's company.
Territory Sales Manager
Boston Scientific – Neuromodulation
Cincinnati, USA
12.2010 - 12.2012
- Collaborated with interventional pain specialists and neurosurgeons to enhance clinical outcomes.
- Pioneered execution of the inaugural US surgical procedure leveraging newly FDA-cleared Boston Scientific technology.
- Achieved successful pairing of implanted Medtronic FOUR-Lead Paddle with Precision IPG.
- Earned distinction by completing the highest number of neuromodulation surgeries nationwide.
- Assisted customers with product selection based on their individual needs.
- Participated in trade shows, conferences, seminars, and other events to promote products or services.
- Executed analysis to discover and negotiate contracts with new opportunities in retail.
- Managed and expanded client base through effective relationship-building strategies.
- Coordinated Daily Field Reports (DFRs) and distributed to clients.
- Resolved customer complaints regarding sales and service.
- Implemented CRM strategies to improve customer engagement and retention.
Senior Executive Sales Representative
Eli Lilly & Company
Cincinnati, Ohio
01.2000 - 04.2009
- Ranked among the elite 5% of US sales professionals for CNS portfolio annually.
- Steered successful introduction of industry-renowned brands such as Cymbalta and Strattera.
- Integrated sales objectives with corporate initiatives leveraging strategic growth, precise forecasting and careful budgeting.
- Replenished and arranged items to maintain appearance.
- Maintained a thorough understanding of the company's products and services in order to effectively explain them during meetings.
- Ensured compliance with industry regulations when selling products and services.
- Generated new business opportunities through cold calling, networking events, and referral programs.
- Designed targeted sales strategies to align with customer requirements.
Education
Bachelor of Science Degree - Public Health
Miami University
Oxford, OHBachelor of Science Degree - Education
Miami University
Oxford, OHColligate Full-Athletic - Division I Baseball Scholarship
Coastal Carolina University
Conway, SCSkills
- Sales Performance Optimization
- Market Share Analysis
- Business Acumen
- CNS Neuroscience
- Collaborative Negotiation Techniques
- Six Sigma Process Improvement
- Customer Engagement
- Relationship Management
- Relationship Building
- Therapeutics Oversight
- Sales Proficiency
- Negotiation Closing Skills
- Professional Presentation Delivery
- Product Launch Management
- Extensive Product Expertise
- Regulatory Compliance Knowledge
- Critical Thinking
- Prioritization and Scheduling
- Pharmacodynamics
- Business Travel Planning
- Sales Development Training
- Mentorship and Guidance
- Cross-Functional Team Engagement
- Leadership
- Pharmaceuticals
- Budget
- Biotechnologies
- Therapeutic Knowledge
- Primary Care
- Specialty Sales
- Government VA Sales
- Contracting
- Communication Skills
- Biologics
- Customer Management
- Zoom Software Utilization
- Teams Software Utilization
Affiliations
- North American Skull Based Society, NASBS, 2014-Present
- American Society of Spine Radiology, ASSR, 2013-Present
- Member, Alumni Association
- Member, Small Business Association (2008 - present)
Accomplishments
- 01/01/19-12/31/21, Independent Business Consultant, Silver Bullet Therapeutics, OrthoFuzion Bone Screw
- 01/01/15-12/31/20, Developed a therapeutic application combining a ridged sternal fixation system with a demineralized bone void product that significantly reduced sternal dehiscence cases. $1.75 million savings for a major hospital system in Las Vegas, NV.
- 01/01/17-12/31/18, Converted the largest US craniomaxillofacial surgical group from a Medtronic implantable hardware system to the Lorenz - Zimmer Biomet implantable hardware system. $1.65 million revenue growth.
- 01/01/16-12/31/17, Negotiated a 95% product utilization sales agreement where the largest US surgical group practice performing pectus cases upgrades from using a manually-contoured, implantable steel pectus bar to a customized, pre-bent, titanium surgical implantable pectus bar manufactured by Zimmer Biomet. Twenty-six-minute reduction of surgery time. $750,000.00 revenue growth.
- 01/01/00-Present, Top 5% US portfolio sales ranking with multiple pharmaceuticals & implantable technologies within several dynamic marketspaces including CNS Specialty Pharmaceuticals, Neuromodulation, Human Tissue / Biologics and Implantable Spine Hardware – Eli Lilly & Company, Boston Scientific – Neuromodulation & Synergy Medical, LLC.
Awards
- National Distributorship of the Year, XTANT Medical, 2017-2018
- President’s Club, XTANT Medical, 2015, 2016, 2017-2018
- President’s Club, Bio2 Medical, #1 National Sales Ranking, 2017
- Sales Professional of the Year nomination, Zimmer Biomet, 2016
- #2 US Sales Ranking, Boston Scientific – Neuromodulation, 2011
- #1 US Portfolio Sales Ranking, Eli Lilly & Company, 2008, 2009
- Sales Training ID School MVP Award, Eli Lilly & Company
Additional Assignments
- Territory Manager, Stryker Spine
- Independent Business Consultant, Silver Bullet Therapeutics
Timeline
Independent Business Consultant and Distributor
Zimmer Biomet
01.2019 - 01.2021
Owner - Executive Healthcare Sales Professional
Synergy Medical, LLC
06.2013 - 07.2021
Territory Sales Manager
Boston Scientific – Neuromodulation
12.2010 - 12.2012
Senior Executive Sales Representative
Eli Lilly & Company
01.2000 - 04.2009
Bachelor of Science Degree - Public Health
Miami University
Bachelor of Science Degree - Education
Miami University
Colligate Full-Athletic - Division I Baseball Scholarship
Coastal Carolina University