STEVEN L. LOSING
Mapleton,USA
Summary
Dynamic sales leader with a proven track record in world class med tech companies, driving market share expansion and achieving sales targets. Expertise in contract performance optimization and a certified negotiator, I excel in fostering relationships and coaching teams to enhance performance, ensuring compliance and maximizing revenue growth in competitive environments.
Overview
33
33
years of professional experience
2
2
Certifications
Work History
Principal
HEDGE Consulting, LLC
Mapleton, ND
01.2022 - Current
- Engaged in sales process, national and regional IDN contracting, collaborative price development, and marketing consulting.
- Negotiated a 9 month Vice President of Business Development Role in a mobile tissue organization to navigate potential reimbursement recovery scenarios due to loss of CMS coverage.
- Hedge Consulting was self founded to engage in contract consulting for a variety of health systems, investment and technology consultants, and privately held start ups in medical equipment, devices, and biologics.
Regional Donation Liaison
LifeSource
Minneapolis, MN
12.2023 - 08.2025
- Lead efforts to improve the number of organ donors amid fast-changing CMS regulatory changes and evolving market and procurement practices.
- Focused on the development of hospital donation programs by being engaged in donor committees and education at all levels of the hospital.
- Coordinated training sessions for staff on new policies and procedures.
- Managed scheduling and logistics for community outreach events and programs.
- Provided feedback on process improvements to enhance organizational efficiency.
- Ensured compliance with relevant legislation when carrying out liaison activities.
- Developed and maintained effective relationships with internal and external stakeholders.
- Supported the implementation of new technologies, such as normothermic regional perfusion, designed to improve customer experience.
Director, Corporate Accounts
RTI Surgical, nee Evergen
Alachua, Florida
10.2021 - 05.2022
- Lead efforts to create new customer adopted cross reference tools to drive multiple account conversions.
- Facilitated collaboration between teams by encouraging open communication channels.
- Conducted regular meetings with Regional Managers and 1099 Distributors to review progress on strategic initiatives.
- Successfully added new products, including Silhouette, to local IDN agreements and surpassed marketing goal at $1.4M in product adoption.
- Grew the revenue stream 31% YOY in six months by conversion of major IDN accounts.
- Guided senior leadership in decision-making through data-driven insights and analysis.
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.
- Executed a collaborative business plan, achieving number one ranking in peer group at 96.5% of plan for 2020, resulting in 7.6% growth despite pandemic challenges.
- Developed specialized programs with strategic IDN customers, maximizing revenue and profitability through consultative sales.
- Spearheaded reporting efforts for product allocation, supporting HCA divisions with 3M N95 respirators during pandemic.
- Identified high-impact Covid-19 regions to ensure adequate shipping volume of N95 respirators.
- Strengthened IDN contract positions by demonstrating exceptional 3M support to customers.
- Collaborated across business units and reported through CRM to align operations with company objectives.
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 for achieving growth targets.
- Devised and negotiated three major IDN agreements in 2019, generating $90 million in long-term value.
- Achieved #2 performance in DCA group at 122.3%, realizing $2 million YOY revenue growth.
- Delivered 114.8% of plan in 2018, securing five-year sole source agreements with Allina Health and Fairview Health Systems.
- Exceeded sales revenue target by $1.6 million (14%) in 2017, driving business metrics to 100.2%.
- Completed 2016 at 114% of plan, growing business YOY by 19% to $4.3 million while signing two multi-year NPWT agreements.
Regional Sales Director, Acute
KCI USA
San Antonio, Texas
10.2001 - 10.2012
- Supervised 16 account executives and clinical consultants across diverse regions.
- Implemented pull-through strategies, guiding field sales teams to meet critical productivity targets.
- Developed extensive GPO contract launch plans as member of Presidents' Advisory Council and Global Marketing New Product Launch Team.
- Achieved recognition as #1 of 42 Regional Sales Managers in 2001 with 178% to plan, earning Presidents Inner Circle Trip.
- Secured Presidents Club trips in 2005 and 2008 for exceptional sales performance.
- Managed surgical device contracts with Iowa Health, leading RFP processes for competitive bids resulting in over $25 million in contracts over five years.
- Promoted from Regional Sales Manager due to outstanding contributions.
General Manager (1998 to 2001) and Account Executive (1993 to 1998)
KCI THERAPEUTIC SERVICES, INC
San Antonio, Texas
01.1993 - 10.2001
- Delivered Assigned KPI's and Managed both Sales and Service Divisions with P/L responsibility and responsibility for contribution margin, building and vehicle leases, insurance, and warehousing.
- Directed daily operations and ensured compliance with industry regulations.
- Oversaw recruitment, training, and development of staff members.
- Collaborated with cross-functional teams to enhance service delivery.
- Created schedules and monitored payroll to remain within budget.
Education
Bachelor of Arts - Pre-Medicine with Honors
Concordia College
Moorhead, MinnesotaSkills
- Market share expansion
- Salesforce proficiency
- Contract performance optimization
- Coaching in the field
- Analytical skills in Power BI
- Understanding of GPOs and IDNs
- Biologics commercialization knowledge
- Certified in negotiation techniques
- Compliance in contract implementation
- Cross-referencing and RFI strategies
- Financial oversight and management
- Talent acquisition and training
- Integrity-driven sales approach
- Certified in Challenger methodology
- Pricing collaboration expertise
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
10.2001 - 10.2012
General Manager (1998 to 2001) and Account Executive (1993 to 1998)
KCI THERAPEUTIC SERVICES, INC
01.1993 - 10.2001
Bachelor of Arts - Pre-Medicine with Honors
Concordia College