STEPHEN W. JAQUITH
Medway,MA
Summary
With over 20 years of experience as a successful medical device professional, I bring a diverse background in marketing and education to excel in Product Management/Commercial Operations. Proven track record in product management demonstrates ability to deliver impactful results through strategic planning and innovative solutions. Strong skills in market analysis, cross-functional team leadership, and agile methodologies. Reputation for fostering collaboration, adapting to evolving demands, and driving projects to successful completion sets me apart. Reliable and focused on maximizing efficiency and achieving business goals.
Overview
29
29
years of professional experience
Work History
Product Director, Concentrates & Dialyzers
Fresenius Medical Care North America
03.2020 - Current
- Lead two key disposable product franchises that generate 61% of total disposable revenue and 40% of total domestic revenue.
- Achieve 2024 US sales of $660m across the dialyzer and concentrate product lines, a combined YOY growth of 7% in revenue, 3% in volume and 4% in ASP.
- Successfully led the development and launch of the Accumix Dry Acid Dissolution System with several industry-first technological innovations.
- Co-Lead System solution used across the company to protectively allocate inventory during production shortages caused by COVID-19, the first solution of its kind in the organization.
- Developed several tools and calculators to improve the efficiency of sales representatives in presenting price increases or product conversions while maintaining profitability.
Senior Product Manager, Concentrates
Fresenius Medical Care North America
01.2013 - 03.2020
- Responsible for all activities related to the $195 million dollar concentrates franchise.
- Co-led project development team responsible for the introduction of new Citric Acid based concentrate. Anticipated first year sales of $600K.
- Managed the development and implementation of revised franchise labeling to comply with ISO Standards and mitigate observations in FDA Class 1 recall.
- Develop strategy to rationalize SKUs within the product line leading to elimination of 16 SKUs and annual savings of $136K in combined cost reductions and margin improvements due to production efficiencies.
Senior Product Manager, Orthopedics
Alimed Inc.
05.2012 - 01.2013
- Manage the Orthopedics product segment comprised of Orthopedic Splints & Braces, Wound Management, Rehabilitation, and Fabrication Materials sold into the Hospital, Long Term Care and Rehabilitation markets.
- Reverse a 5-year trend of declining category sales by maintaining sales at $17 million.
- Created the first monthly multi-category, multi-channel e-marketing campaign to promote the company's top performers. Three consecutive monthly increases in revenue because of the campaign.
Director, Global Professional Education
Orthofix Spine
03.2008 - 02.2012
- Global responsibility for the development and implementation of all training curriculum associated with new and existing spine surgeons and distributor-based sales representatives for the Spinal Implants Division.
- Managed department budget of $3 million across three cost centers to a 1% surplus in 2011.
- Lead the department through the execution of 25 total events in 2011 educating over 280 surgeons and allied healthcare professionals: 18 domestic events and 7 international.
- Identified and outsourced a library of over 30 surgical technique animations increasing sales force knowledge while saving thousands in development costs.
- Executed the first ever Residents and Fellows training course attended by over 30 professionals and also held largest didactic and cadaver-based event in the company's history with over 75 surgeons, running two groups simultaneously resulting in the conversion of new accounts.
Senior Manager Sales Education
Orthofix Spine
04.2010 - 01.2011
- Plan, coordinate and execute distributor, employee and health professional training and educational programs throughout the United States.
- Provide technical support and surgical case management for Orthofix Spinal Implants and instruments to assist surgical customers and distributor representatives.
- Lead the development and delivery of continuing education programs to advance the level of knowledge throughout the sales force as well as the development and revision of comprehensive training materials to support new product launches.
- Assist with all aspects of Orthofix Spine Training (OST) Program to include: Develop robust training material for new products, Rehearse and deliver progressively more complex training presentations, provide technical expertise during hands-on instrumentation labs. All resulting in reduced cycle time for new sales representatives.
- Liaison with marketing and product development to assist with all aspects of developing and executing continuing education and training programs for the sales force.
- Created a didactic and cadaver-based training program on Spinal Deformity to coincide with new product launch, a company first resulting in increased sales.
Product Manager, Thoracolumbar
Orthofix Spine
11.2008 - 04.2010
- Manage all aspects of the company's premier pedicle screw system, the Firebird Spinal Fixation System.
- Responsibilities include new product specification creation, product release / introduction plans, on-going support, surgeon, and sales representative training.
- Manage the launch and introduction of the Orthofix Spine premier product line generating $16 million in sales in its first year, representing 71% of Thoracolumbar revenues, while simultaneously managing an administrative product recall of another product line.
- Lead the development and creation of marketing collateral including creation of two completely new pieces, pocket sized system guides, now considered standard pieces for product introductions.
- Coordinate with Product Development the creation of Deformity product line extension to include Cobalt Chrome Rods, Uniplanar Pedicle screws, Hooks, and Iliac Fixation, utilizing key opinion leader design team and field input and cadaver evaluation of prototypes.
Clinical Applications Manager, East
Orthofix Spine
03.2008 - 11.2008
- Serve as the clinical and technical product expert in support of direct and distributor-based sales organization for the east coast reporting to Vice President of Sales.
- Involved in supporting IDE clinical study sites and attend operating room procedures to provide clinical and technical expertise and improve surgical case flow.
- Coordinate planning with the headquarters training team and field sales management team to identify training requirements by product, territory, and/or selling/clinical skills to increase sales force effectiveness.
- Obtain clinical / technical expertise in all areas of spinal surgery and products to disseminate information regionally.
- Use knowledge of anatomy, pathology, and procedures to assist in the development of new sales representatives including operating room observation.
Manager, Sales Education
DePuy Spine, A Johnson & Johnson Company
08.2001 - 03.2008
- Effectively plan, teach, train, and facilitate learning opportunities and activities for entry level, developing and experienced DePuy Spine Sales Professionals to increase their effectiveness in the marketplace.
- Lead all sales training events for the industries' 2 distributor-based sales force, exceeding 500 sales professionals and $600 million in sales.
- Lead development, design, content creation and production of over 40 on-line product modules for Sales Education web site, received Encore award by supervisor.
- Conceived, coordinated, and designed creation of 'One Page' reference sheets detailing key features, clinical support, and competition for all DePuy Spine products, first of their kind.
- Assigned project management responsibility for implementation and eventual launch of SPINESHARE, a web-based community designed to allow collaboration of representatives around the country to share expertise and increase sales force effectiveness.
- Recognized by colleagues with 2 Encore awards for coordination and execution of training events at the 2007 National Sales meeting.
Product Director
DePuy Spine, A Johnson & Johnson Company
12.2002 - 11.2004
- Responsible for the management of product lines with external alliance relationships, as well as co-marketed with DePuy Orthopedics and DePuy Trauma and Extremities franchise.
- Manage product lines with annual sales of $25 million across the entire DePuy franchise, product lines exceeded 2003 business plan sales goals by 12%.
- Coordinated simultaneous launch of Optium Demineralized Bone Matrix product to both Spine and Orthopedics franchise including development of all marketing collateral, product forecasting and creation of sales training materials.
- Assisted DePuy Orthopedics with development, coordination, and launch of Symphony I/C Graft Chambers to the Orthopaedic and Trauma sales force. Participated in National Launch activities.
Associate Product Director
DePuy Spine, A Johnson & Johnson Company
08.2001 - 12.2002
- Assist with the day-to-day marketing activities for the Osteobiologics product group focusing on Platelet Rich Plasma, Synthetic and Allograft bone grafting materials.
- Assisted with the development of promotional literature and services, sales training materials, and product pricing strategies for Symphony PCS product line.
- Contributed to the development of a scientific proof source binder, the first compendium of scientific research supporting the use of Platelet Rich Plasma.
- Conceived national sales promotion program to increase purchase of Symphony PCS system leading to a 60% increase in sales.
Product Manager
Fresenius Medical Care North America
04.1997 - 08.2001
- Responsible for the development, profitability and market share of life saving product lines with sales in excess of $100 million for the world's largest integrated manufacturer and provider of kidney dialysis products and services.
Senior Production Planner
Fresenius Medical Care North America
04.1997 - 08.2001
- Develop and manage monthly master production schedules for four product lines, manufactured and purchased, generating over $250 million in sales.
Operations/Inventory Manager
Honeywell Consumer Products
04.1996 - 04.1997
- Direct all order processing, distribution, and inventory management related activities for the market leader in Home Comfort Products with seasonal retail sales of over $300 million in seven product categories.
Education
Master of Business Administration - Executive M.B.A. Program
Suffolk University
Boston, MA09.1994
Bachelor of Business Management -
University of Massachusetts
Amherst, MA06.1986
Skills
- Strategic upstream marketing
- Downstream Marketing
- Product rollout management
- Data-driven forecasting
- Strategic competitor assessment
- Financial planning expertise
- Stakeholder engagement
- Integrated marketing strategies
- Analytical reasoning
- Sales force development
- Strategic product vision
- Product development strategy
- Analytical decision making
Accomplishments
2022 Market Manager of the Year Award
Languages
English
Native or Bilingual
Timeline
Product Director, Concentrates & Dialyzers
Fresenius Medical Care North America
03.2020 - Current
Senior Product Manager, Concentrates
Fresenius Medical Care North America
01.2013 - 03.2020
Senior Product Manager, Orthopedics
Alimed Inc.
05.2012 - 01.2013
Senior Manager Sales Education
Orthofix Spine
04.2010 - 01.2011
Product Manager, Thoracolumbar
Orthofix Spine
11.2008 - 04.2010
Director, Global Professional Education
Orthofix Spine
03.2008 - 02.2012
Clinical Applications Manager, East
Orthofix Spine
03.2008 - 11.2008
Product Director
DePuy Spine, A Johnson & Johnson Company
12.2002 - 11.2004
Manager, Sales Education
DePuy Spine, A Johnson & Johnson Company
08.2001 - 03.2008
Associate Product Director
DePuy Spine, A Johnson & Johnson Company
08.2001 - 12.2002
Product Manager
Fresenius Medical Care North America
04.1997 - 08.2001
Senior Production Planner
Fresenius Medical Care North America
04.1997 - 08.2001
Operations/Inventory Manager
Honeywell Consumer Products
04.1996 - 04.1997
Master of Business Administration - Executive M.B.A. Program
Suffolk University
Bachelor of Business Management -
University of Massachusetts
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