STEVEN L. LOSING
Mapleton,USA
Summary
Sales leader with extensive experience in med tech, consistently driving revenue growth through effective negotiation and pricing strategies. Proven expertise in corporate contract performance and market analysis, resulting in high account conversions and surpassing sales targets. Recognized for integrity-based selling and excellence in field coaching, building strong relationships with stakeholders.
Overview
25
25
years of professional experience
2
2
Certifications
Work History
Principal
HEDGE Consulting, LLC
Mapleton, ND
01.2022 - Current
- Led sales processes, national and regional IDN contracting, and collaborative pricing strategies.
- Negotiated nine-month Vice President of Business Development role in mobile tissue organization to address reimbursement recovery scenarios.
- Provided contract consulting for health systems, investment firms, and medical device startups.
- Analyzed market trends to inform strategic decision-making for clients.
Regional Donation Liaison
LifeSource
Minneapolis, MN
12.2023 - 08.2025
- Led initiatives to increase new donor acquisition amid evolving CMS regulations and market dynamics.
- Developed hospital donation programs through active participation in donor committees and education across regional hospitals.
- Developed and maintained effective relationships with internal and external stakeholders.
- Supported the implementation of new technologies designed to improve customer experience.
Director, Corporate Accounts
RTI Surgical, nee Evergen
Alachua, Florida
10.2021 - 05.2022
- Developed customer-adopted cross-reference tools, driving multiple account conversions.
- Targeted accounts through strategic reorganizations and thorough market analysis.
- Collaborated with W2 Regional Managers and 1099 Distributors on sales initiatives.
- Achieved 116% of Q1 2022 plan across all four assigned regions.
- Generated record-breaking March revenue exceeding $3M for the category.
- Launched new product, Silhouette, surpassing $1.4M in adoption in first 3 months.
- Increased revenue stream by 31% year-over-year within six months by converting major IDN accounts.
- Analyzed industry trends to inform strategic decision-making and competitive positioning.
Director, Key Accounts
3M
St. Paul, Minnesota
01.2020 - 04.2021
- Cultivated relationships with strategic account decision makers to drive adoption of KCI and 3M Medical Solutions portfolio.
- Developed specialized programs with strategic IDN customers, maximizing revenue and profitability through consultative sales.
- Collaborated across multiple business units via CRM to achieve company objectives.
- Spearheaded reporting efforts, ensuring clear communication on product allocation for HCA divisions during pandemic.
- Identified highly affected Covid-19 regions to facilitate shipment of adequate N95 volumes.
- Enhanced contract positions with IDNs through recognition of superior 3M support.
- Executed a collaborative business plan, achieving #1 rank out of 20 peers at 96.5% of plan in 2020 while advancing business by 7.6% despite pandemic challenges.
- Position eliminated due to adverse Covid-19 business impacts.
Director of Corporate Accounts
KCI, an Acelity Company
San Antonio, Texas
10.2012 - 01.2020
- Executed selling strategies to engage regional account decision makers and drive adoption of KCI wound care portfolios through consultative communication of economic and clinical value.
- Directed complex RFP and bid processes with strategic IDN customers and regional coalitions.
- Collaborated with field sales leadership to implement key initiatives achieving growth objectives.
- Negotiated three major IDN agreements in 2019 at SSM, MSS, and BJC, generating $90 million in long-term value.
- Achieved #2 performance in DCA group at 122.3%, realizing $2 million revenue growth year over year.
- Exceeded plan in 2018 at 114.8%, securing five-year sole source agreements with Allina Health and Fairview Health Systems.
- Drove business metrics in 2017 to 100.2%, surpassing sales revenue by $1.6 million (14%) over the prior year.
- Completed 2016 at 114% of plan, growing business year over year by 19% to $4.3 million and signing two multi-year agreements in NPWT.
Regional Sales Director, Acute
KCI USA
San Antonio, Texas
01.2001 - 10.2012
- Supervised team of 16 account executives and clinical consultants across diverse regions.
- Directed field sales teams to implement pull-through strategies, achieving key productivity metrics.
- Appointed to Presidents' Advisory Council and Global Marketing New Product Launch Team thrice, developing and executing comprehensive GPO contract launch plans.
- Achieved recognition as #1 of 42 Regional Sales Managers in 2001 at 178% of plan, earning Presidents Inner Circle Trip.
- Recognized with Presidents Club trips in 2005 and 2008 for outstanding performance.
- Managed surgical device contracts with Iowa Health, leading RFP process for wound closure and therapeutic therapy bids, securing contracts exceeding $25 million over five years.
- Promoted from role into Corporate Accounts position due to exceptional performance.
- KCI was purchased in 2019 by 3M MSD and a transfer was offered.
Education
Bachelor of Arts - Pre-Medicine with Honors
Concordia College
Moorhead, MinnesotaSkills
- Revenue and market growth
- Salesforce CRM expertise
- Corporate contract performance
- Field coaching excellence
- Power BI analytics
- GPO, IDN, and coalition knowledge
- Biologic market commercialization
- Advanced negotiation certification
- Contract compliance and implementation
- Competitive analysis and RFI strategies
- Expense and profit management
- Staff recruitment and development
- Integrity-based selling
- Challenger sales certification
- Collaborative pricing strategies
Certification
Advanced Negotiation Skills- ScotWorks 2014
Timeline
Regional Donation Liaison
LifeSource
12.2023 - 08.2025
Principal
HEDGE Consulting, LLC
01.2022 - Current
Director, Corporate Accounts
RTI Surgical, nee Evergen
10.2021 - 05.2022
Director, Key Accounts
3M
01.2020 - 04.2021
Director of Corporate Accounts
KCI, an Acelity Company
10.2012 - 01.2020
Regional Sales Director, Acute
KCI USA
01.2001 - 10.2012
Bachelor of Arts - Pre-Medicine with Honors
Concordia College