Susan Harrington
Kennebunkport,ME
Overview
38
38
years of professional experience
Work History
Vice President, Strategic Accounts
Merit Medical
01.2019 - Current
- Promoted to VP in 2019. Currently aligned to two vascular regions, the Northeast and the Mid-Atlantic, with a combined annual quota of $100,481,620. Northeast Region trending at 103.8% for 2025, and the Mid-Atlantic trending at 102.2%.
- Key responsibilities include revenue growth, price uplift and margin improvement
- Negotiate IDN committed contracts, ensuring alignment with corporate objectives and customer needs.
- Developed strategic partnerships to enhance customer engagement and drive revenue growth.
- Responsibility for the Premier and Vizient GPO national contract structure, negotiation, pricing uplift, contract launch, and promotion. Launched 11 Premier contracts in the past three years. Premier's forecasted price uplift for 2025 is $2,329,000, and for 2026, it is $3,666,267 through GPO contract renewals.
- President's Club Winner 2023 and 2021.
- Achieved 104.2% to quota in 2023
- Achieved 109.5% to quota in 2021
Senior Strategic Account Director
Merit Medical
04.2013 - 01.2019
- Responsible for driving accelerated, profitable growth within the Northeast Region IDNs, totaling $74 million in sales.
- Promoted to Sr. Strategic Account Director in 2018.
- Achieved 103.1% to quota in 2018.
- Responsible for targeted growth on Premier National IDNs, realignment in 2017.
- Responsible for Premier GPO contract negotiations, pricing, contract launches in conjunction with Executive VP of US Sales
- Cultivated strong relationships with key stakeholders to identify growth opportunities and drive revenue.
Senior Account Manager
Molnlycke Health Care
01.2009 - 04.2013
- Responsible for the clinical sale of surgical gloves and wound care products within key IDNs in the Boston region.
- Developed key IDN strategies for increased revenue growth.
- Negotiated committed contracts with supply chain.
- Major call points: Operating Room, Cardiac Cath Lab, EP Lab, Interventional Radiology, Labor and delivery, and ED.
- Nominated to the Field Advisory Council, reporting to the CCO since 2006. In conjunction with other business units, developed contracting strategies and initiatives to promote accelerated revenue growth.
- 2012 118% to quota
- 2011: #4 in US, with $1.2M in new revenue growth, President's Club Winner
- 2010 #9 in US, Crown Club Elite Winner
- 2009: Invited to and actively participated in the Competitive Advantage Team.
- 2009: #8 in US
Account Manager
Molnlycke Health Care
12.2004 - 01.2009
- New England Territory Manager. Responsible for clinical sales of products to hospitals and IDNs in the NE area.
- 2008: #13 in the US, invited to and actively participated in the Sales Reporting and Business Review Teams.
- 2007: #14 in the U.S.
- 2006: Crown Club Elite Winner, territory was #49 in the US when hired.
Territory Business Manager
Bristol Meyers Squibb
07.2002 - 12.2004
- 2004: Promoted to Specialty Representative, responsible for the growth of Avapro and Plavix, with a focus on the cardiovascular market.
- Responsible for the promotion of products in the areas of cardiovascular, anti-infective, and oral anti-diabetic medicines in the Boston North Territory.
- Responsible for generating and executing quarterly business plans, and strategically managing territory samples and budget allocation for maximum return.
- Exceeded 105% sales in 2002, 2003, and 2004.
- Consistently in the top 20 in the U.S.
Director of Marketing
Owl Separation Systems
01.1993 - 01.2002
- 1998: Promoted to Director of Marketing. Managed marketing department, product management team, and customer service team for a leading electrophoresis manufacturer. Direct responsibility for hiring, training and management of the full team. Direct responsibility for developing and managing yearly marketing plan and budget. Developed targeted sales program for inside sales department and national distribution partners.
- 1995: Promoted to Product Manager. Responsible for management and growth of all product lines and reagents. Managed new product launches and lead new product development team. Developed product catalogs, product brochures, and all sales collateral. Managed national tradeshows, in-house and filed sales training programs.
- 1993: Technical Applications Specialist
Lead Research Associate Molecular Biology
New England Deaconess Hospital
01.1988 - 01.1993
- Research Laboratory Manager
- Responsible for plasmid purification, gel electrophoresis, DNA sequencing, protein purification, SDS-PAGE, cell culture, radioimmunoassays, and small animal surgery.
- Responsible for training research fellows.
- Prepared and presented research findings at the ASM and ASBMB annual meetings.
- Published in Infection and Immunity, March 1990, and July 1992.
Education
Bachelor of Science - Pre-Veterinary Medicine
University of New Hampshire
Skills
- Sales leadership
- Relationship management
- Strategic Decision-making
- Team collaboration
- Account development
- Financial acumen
- Sales strategy development
- Data-driven decision making
- Strategic pricing development
Timeline
Vice President, Strategic Accounts
Merit Medical
01.2019 - Current
Senior Strategic Account Director
Merit Medical
04.2013 - 01.2019
Senior Account Manager
Molnlycke Health Care
01.2009 - 04.2013
Account Manager
Molnlycke Health Care
12.2004 - 01.2009
Territory Business Manager
Bristol Meyers Squibb
07.2002 - 12.2004
Director of Marketing
Owl Separation Systems
01.1993 - 01.2002
Lead Research Associate Molecular Biology
New England Deaconess Hospital
01.1988 - 01.1993
Bachelor of Science - Pre-Veterinary Medicine
University of New Hampshire