THOMAS M. KAUFMAN
Blythewood,South Carolina
Summary
Sales professional with 18 years of experience in medical devices, specializing in arthroscopy and capital equipment. Proven track record in biologic and biotech product lines, including injectables for surgical joint repair. Utilizes evidence-based sales techniques from Integrity Selling and Challenger Sales to drive results. Recognized for building strong relationships with healthcare professionals and maintaining a stellar reputation in the industry.
Overview
19
19
years of professional experience
Work History
Senior Joint Restoration Territory Manager
Vericel Corporation
02.2018 - 12.2025
- Responsible for the day-to-day territory management operations as well as implementing a targeted sales strategy to increase adoption of a unique cell-based autologous chondrocyte therapy for the treatment of chondral defects in the knee.
- Identified and “onboarded” new surgeons, established both clinical & business relationships with hospitals/ASCs and leaned on existing strong surgeon relationships to drive growth.
- Partnered with billing/reimbursement teams to ensure seamless and successful reimbursement for both the CPT code and J-code; including navigating the various VAT system for new product evaluations.
- Exceeded growth goals for new Surgeon adoption and Surgeon Biopsies.
- Initiated the Nationwide Integration of a “Pathway to Reimbursement Plan” for the Shriners Hospital for Children.
- Successfully integrated the “Co-Pay” assist program with MDOs to facilitate the “high deductible” patients who would otherwise delay necessary surgical intervention.
- Hand picked to collaborate cross-functionally with marketing, medical affairs and reimbursement to enhance market success.
Commercial Regional Manager
ZimmerBiomet (f.k.a Cayenne Medical)
10.2014 - 02.2018
- Responsible for managing daily operations as it relates to sales and distribution in six states across the Southeast (included four independent and two corporate distributors).
- Provided technical and clinical support, identified Key Opinion Leaders and potential VIP candidates, negotiated pricing constructs and contracts for Surgery Centers and Hospital Groups and performed Annual/Quarterly Distributor Reviews.
- Presented "Value Proposition" presentations to surgery centers and buyer groups and navigated contractual opportunities with Non GPO participating accounts.
- Successfully transitioned six legacy distributors to full adoption of Cayenne portfolio.
- Facilitated the transfer of existing Cayenne business to new sales force with minimal LOB.
Independent Contractor / Agent Distributor
DePuy Mitek Synthes Sports Medicine
05.2007 - 10.2014
- Managed multifaceted sales strategies for a comprehensive portfolio including medical devices, arthroscopy equipment, instrumentation and office based interventional pain management devices.
- As an Independent Agent, represented supplemental device companies whose complimentary lines included ortho-biologics, durable medical equipment, allograft tissue and general hospital instrumentation.
Education
Master of Science - Exercise Physiology
University of South Carolina
08.1998
Bachelor of Science - Health Education, Athletic Training - NATA Certification
Virginia Commonwealth University
05.1994
Skills
- Reimbursement navigation
- Surgeon onboarding
- Contract negotiation
- Value proposition
- Customer relationship management
- Sales strategy development
- Distributor management
- Effective communication
References
Available upon request
Accomplishments
• 2005 North American Strongman National Champion - 200lb Class
• 2008 North American Strongman National Champion - 231lb Class
• 2007 - 2010 North American Strongman Record Holder in 'Max Log Clean & Press' - 330lb
• Competed in 31 North American Strongman Sanctioned Contests and Won / Placed in 29
• Completed the Carolina Crossfit 'Dirty Dozen'
• Completed USMC 'Leatherneck Mud Run' 4x
• Completed the 'Spartan Mud Run Race - Trifecta'
• Hole in ONE – Columbia Country Club 09/01/25
• 2008 North American Strongman National Champion - 231lb Class
• 2007 - 2010 North American Strongman Record Holder in 'Max Log Clean & Press' - 330lb
• Competed in 31 North American Strongman Sanctioned Contests and Won / Placed in 29
• Completed the Carolina Crossfit 'Dirty Dozen'
• Completed USMC 'Leatherneck Mud Run' 4x
• Completed the 'Spartan Mud Run Race - Trifecta'
• Hole in ONE – Columbia Country Club 09/01/25
Publications
- Exercise - Induced Neuromuscular Dysfunction under Reflex Conditions, Eur. J. of APP. Physiology, 2001
- Weight Room Considerations for the Throwing Athlete, Journal of Strength & Conditioning, 1999
Timeline
Senior Joint Restoration Territory Manager
Vericel Corporation
02.2018 - 12.2025
Commercial Regional Manager
ZimmerBiomet (f.k.a Cayenne Medical)
10.2014 - 02.2018
Independent Contractor / Agent Distributor
DePuy Mitek Synthes Sports Medicine
05.2007 - 10.2014
Master of Science - Exercise Physiology
University of South Carolina
Bachelor of Science - Health Education, Athletic Training - NATA Certification
Virginia Commonwealth University