Team NCAA Division 2 Basketball
Years of sales experience
Stephen Lofthus
Medical Sales Executive
Westfield,IN
Summary
Goal-oriented Sales Executive with distinguished experience in developing new business and building relationships in the medical device and healthcare industries. Performance-oriented hunter with a strategic and analytical approach to accomplishing goals, solving problems and proven leadership abilities. Expert in increasing productivity across functions to increase revenues, and drive sales. Committed to streamlining procedures and processes, while capitalizing on emerging market opportunities.
Overview
20
20
Work History
Principal Distributor
Perennial Health
Indianapolis, IN
07.2020 - Current
- Focused on patient health and the patient experience, Perennial Health was established to focus distribution efforts into IDN’s, and level 1 trauma facilities
- Focused on outpatient wound care, complex wound surgical applications, and orthopedic products
- Developed sales processes and training specific to OR, and outpatient medical device sales
- High level contract negotiation within IDN’s focused on cost reduction by creating pricing schedules and determining discount rates
- Hired and managed 8 direct reports
- Managed surgeons in level 1 facilities, surgery centers, clinics, and WCC’s
- Developed relationships with supply chain and material management for a streamlined procurement process, competitiveness and expectations.
- New business development into 9 new accounts in 2021, with all new product lines producing 1.7 million in sales
VP, Business Development
TAG Inc
National , United States
03.2022 - 08.2023
- Consultatively sold proprietary software to assist in the discovery of economic loss within different health system's departments. From those large data sets extracted, I would tailor a portfolio of solutions specific to each health system to prevent the continuation of economic loss
- Responsible for growing 13-million-dollar gross revenue base through new business, cross-selling, and up-selling into existing accounts
- Analyzed current strategic partnerships regarding profitability and contractual benefit
- Execution of the complex sale, strategic contractual negotiations, and implementing consultative and psychological selling methods into C-suite
- Development of proposals and contracts
- Increased company growth through collaboration with sales and marketing departments , Increasing the company’s gross revenue by 17% year 1
- Resolved issues and recommended actions based on production and compliance reports
Regional Sales Manager
PolyNovo
Indianapolis, Regional
02.2019 - 10.2020
- Sold surgical devices into different specialties focused on complex reconstructive surgery
- Collaborated with senior executives to evaluate the midwest, and assist in the development of strategic methodologies to identify and target surgeons, expanding revenue generation
- Navigated the VAC process by establishing a Champion, developing relationships with the committee, and negotiating with the contracts department. Those strategies resulted in non-GPO approvals at 7 facilities in Indiana, 4 in Illinois, and 3 in Michigan
- Top 5% in sales nationally
- 820K in Sales Year 1
Territory Sales Manager
ACell
Indianapolis, Indiana
10.2017 - 02.2019
- Sold medical device into plastic surgery, trauma, burn, oncology, orthopedic for complex reconstructive surgery
- Targeted prospects in Indiana through careful research of competitor products, services, and trends
- 180% to plan 2017 Developed a territory from 30K annually, to 520K in sales
- 113% to plan 2018 - 867K in Sales
- 102% to plan 2019 - 1.1 million in Sales
- Summit Award Q2 - Q3 2017, Q2 - Q3 2018, and Q1- Q2 2019 - given regionally for opening new accounts
- Digger Award Q4 2017, Q4 2018 and Q4 2019 - given regionally for exceeding expectations
- New business development
- Worked with supply chain to analyze best practices in procurement to support our product competitiveness and consignment initiatives.
Territory Account Manager
Aspirar Pharmacy
Indianapolis, IN
03.2014 - 09.2017
- Sold compounding pharmaceuticals related to pain management into several different specialties focusing on physician's offices, retail, and long-term care
- Defined a territory within the state of Indiana working in target markets to establish business and build relationships. New business development with specialties such as Endocrinology, TMJ Specialists, Dentists and Pain management in excess of 27 physicians
- Communicated regularly with territory, regional, and strategic managers for daily support and strategic planning for accounts
- 3 of 17 account managers in overall territory growth
- Drove physician engagement, improved physician satisfaction and earned physician advocacy through communication and relationship management
- 107% to plan 2014
- 119% to plan 2015
- 134% to plan 2016
- 128% to plan 2017
Territory Manager
HD Supply
Indianapolis, IN
12.2011 - 12.2013
- Sold to head facility engineers regarding Maintenance Repair Operations (MRO)and property management products related to business operations in hospitality and healthcare
- Managed different product lines in excess of 25,000 sku's
- Discovered issues through thorough evaluation of business expenses, product costs, supply chain errors and vendor relations
- Created and presented solutions related to business objectives and facility compliance goals
- Ability to build, manage, and sustain effective customer and partner relations
- Managed a territory of 2.7 million
- Increased territory revenue by 18% year 1, and 22% year 2
Education
Business Administration & Psychology
East Central Oklahoma
01.1996 - 1 2000
Skills
Hospital Sales
undefinedInterests
American Diabetes Association Volunteer
Camp Needlepoint Camp Counselor
2014, 2015 Westfield High School Assistant Varsity Basketball Coach
Eden Prairie High School 9th Grade Boys Head Basketball Coach
AAU Head Basketball Coach 2000-2005
JDRF Volunteer
Big Brother Little Sister Volunteer
Life Guidance Counselor TPCH
CIREIA
Timeline
VP, Business Development
TAG Inc
03.2022 - 08.2023
Principal Distributor
Perennial Health
07.2020 - Current
Regional Sales Manager
PolyNovo
02.2019 - 10.2020
Territory Sales Manager
ACell
10.2017 - 02.2019
Territory Account Manager
Aspirar Pharmacy
03.2014 - 09.2017
Territory Manager
HD Supply
12.2011 - 12.2013
Business Administration & Psychology
East Central Oklahoma
01.1996 - 1 2000
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