Tim Garwood
New Hope,PA
Summary
Experienced leader, transformer, and change agent with broad B2B experience in medical/ dental products & technologies. Proven track record in Sales, Marketing & Commercial Operations roles with depth of experience in building high-performing teams, strategic planning across complex portfolios, partnering with internal & external collaborators, and ensuring resources support effective execution. Excels at building a clear vision for teams, empowering growth, and enabling performance, thus delivering results that generate growth & sustainability.
Overview
13
13
years of professional experience
Work History
Vice President, Sales, N. America
OraBio, Inc.
02.2024 - 08.2024
- Building & executing on a ground-floor DSO/ multi-location strategy, and evaluating a pipeline of business development opportunities
- Through networking, built a pipeline of 55 DSO accounts in first 6 weeks
- Designed, launched, and managed 7 pilots for a novel anesthetic rinse
- Key stakeholder in business development planning and portfolio management
Senior Director, N. America Sales
Henry Schein, Inc.
01.2019 - 05.2023
- Led team of 25 Specialists charged with driving accelerated growth of a $600m portfolio of 'in-house' brands
- Exceeded targets against 'Strategic Initiatives' with 12.8% of sales growth and 70 bps of share gain
- Exceeded target against selected 'Power Brands' with +12.9% sales growth
- Drove unit growth of +22% in Gloves category, which accounts for 30% of total business
- Launched 7 new products achieving 54% average growth QOQ
Senior Director, N. America Sales, Exclusives
Henry Schein, Inc.
06.2016 - 01.2019
- Led team of 40 Specialists in North America representing an $80m portfolio of differentiated 'exclusive' products, including the launch of Reveal Clear Aligners in the fastest growing category in the market
- Exceeded Reveal clear aligner new accounts target, opening up over 2,500 new customers in year 1 of launch
- Expanded team in year 2 of launch from 18 to 40 Specialists
- Managed 7 additional product lines, including the launch of a new key strategic supplier in the restoratives category, and launched more than 10 new products over 3 years
- Directed business development activities related to new exclusive suppliers, including product and deal evaluation, forecast modeling, and contract negotiations
Executive Director, Sales & Marketing
Milestone Scientific, Inc.
01.2015 - 05.2016
- Led turnaround of marketing and customer training departments and rebuilt commercial capabilities to drive growth and utilization
- Designed and implemented new customer training model yielding 32% growth YOY in product implementation (consumables volume)
- Led negotiations, launch planning, and execution for new distribution partnership that transformed the commercial model, leveraging a specialized sales force and key resources in partnership with the world's largest distributor of dental and medical supplies
- Developed new brand positioning, key opinion leaders, new website, style guide, selling materials, patient education materials, trade show booth, and advertising
- Created strategy for next-gen product development including market research, form and function design considerations, and internal project team management
Director, Commercial Operations
OraPharma, Inc. (J&J, Valeant, Water Street)
01.2013 - 07.2014
- Led marketing team charged with commercial relaunch of first broad-based application of personalized genetic medicine for a chronic disease
- Exceeded launch goal, achieving 63% penetration rate of personalized genetic test in target customers
- Led agency partner and internal team on strategic planning, market research, market communication, PR, and implementation tactics
- Designed implementation of key platforms including the customer segmentation model, product forecast model, salesforce effectiveness & development of dashboard/ KPI's
- Leveraged analytics platform to validate business development deals which ultimately led to pursuit of 3 new acquisitions
Regional Manager
OraPharma, Inc. (J&J, Valeant, Water Street)
01.2012 - 01.2013
- Rebuilt salesforce effectiveness & business analytics platforms & capabilities
- Spearheaded business analytics redesign which saved company $500k annually while integrating all product categories into a new business decision platform
- Implemented a new training system for regional and territory managers which transformed field business operations and generated 41% growth YOY of the national Rx business
Education
Bachelor of Arts - Integrative Arts
Pennsylvania State University
12.1995
Skills
- Team Leadership
- Staff Recruiting and Retainment
- Results-Driven
- Critical Thinking
- Coaching and Mentoring
- Data Analysis
- Strategic Planning
- Financial Management
- Budget Oversight
- Relationship Building
- Forecasting
- Decision-Making
- Client Relationship Building
- Business Development
Timeline
Vice President, Sales, N. America
OraBio, Inc.
02.2024 - 08.2024
Senior Director, N. America Sales
Henry Schein, Inc.
01.2019 - 05.2023
Senior Director, N. America Sales, Exclusives
Henry Schein, Inc.
06.2016 - 01.2019
Executive Director, Sales & Marketing
Milestone Scientific, Inc.
01.2015 - 05.2016
Director, Commercial Operations
OraPharma, Inc. (J&J, Valeant, Water Street)
01.2013 - 07.2014
Regional Manager
OraPharma, Inc. (J&J, Valeant, Water Street)
01.2012 - 01.2013
Bachelor of Arts - Integrative Arts
Pennsylvania State University
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