Troy Pridgeon

Expanded market segments within the US to grow and diversify the company customer base, create more reliable streams of income, and professionalize the sales team.

Participated in market development and rebranding initiatives, QMS development, CRM integration, sales team expansion, company leadership planning, and strategic objectives.

Revitalized and developed sales engagement tools, LMS system planning, and customer engagement and retention objectives.

• Reinvigorated brand recognition in the North American healthcare market by developing Marketing strategies, promoting the company as a resource, and establishing a coherent Sales strategy.
• Maintained and improved revenue actualization and reporting, as well as segmented market analysis, distributor training and contracts, supply chain reliability, service and support integration, and Marketing initiatives.
• Served as HR Lead for the entire North American office of 37 individuals, including through COVID-19 BCP measures. Implemented multiple new tools for safety and security such as biometric time clocks, zone security badges, and CCTV monitoring of the parking areas.
• Reversed a multi-year decline of revenue in the North American market to secure the company's position with the top tier spirometry providers and a vision and growth trajectory to carry it forward.

• Developed and maintained an extensive distribution network for a novel and disruptive AASM recognized sensing material known as polyvinylidene fluoride (PVDF) for sleep diagnostic studies.
• Hunted business to business relationships and leveraged larger partner sales networks to monetize OEM branding of the PVDF technology
• Trained and deployed three business development specialists that created market awareness and drove industry adoption of this superior sensing and infection control technology option.
• Recruited early adoption sites and key opinion leaders willing to be reference sites, speakers, and public advocates to drive awareness and validation for the technology.
• Provided voice of customer feedback for future R&D projects that were viable and innovative.

• Developed market awareness, education, and acceptance of a novel algorithm called Cardiopulmonary Coupling (CPC) that acts as a truly objective marker of sleep quality as well as a reliable indicator of obstructive or central sleep apnea and efficacy of treatment based on the autonomic nervous system.
• Participated in frequent demonstrations, trade shows, and subject matter presentations across the country to educate and clarify the difference between apnea/hypopnea index (AHI) and actual sleep quality which is much more important and greater in scope and potential application.
• Assisted in validations of CPC as a registered polymonographic technologist (RPSGT) by manually sleep staging for comparison to CPC analysis results, which has consistently proven to be extremely accurate.
• Assisted company leadership with product development and positioning ideas and customer feedback to help them define the best approach to the market.

• Hired back after being downsized when Natus acquired Embla Systems, I was needed to manage the Sleep Diagnostic Specialists team. By then they had six sleep diagnostic systems under their brand, complete with varying amplifier types, lab management interfaces, home sleep testing options, and consumables, rendering the situation too complex for most sales reps in the field.
• I was tasked with recruitment, training, and operational readiness of three Specialists (self included) who could be called upon by any of 24 territory sales representatives around the country to step in and actually demonstrate any of the product lines and then identify the best option in each circumstance, thus helping to win the business.
• The team was always on hand for trade shows and other events to field technology or sleep industry specific questions and provide follow up and feedback from key opinion leaders to senior leadership for consideration in strategic planning.

• Led a team of six territory Sales Managers for one of the largest Neuro and Sleep diagnostic companies in the world. This included close consultation on strategy, forecasting, and sales presentation skills as well as assignment of revenue targets and performance review.
• Achieved regional sales objectives by facilitating a team of teams culture between the territories and also with other departments within the company. Coordination of Marketing, Service, R&D into Sales discussions promoted excellent communication and helped manage expectations between them.
• Developed a new emphasis on consumables as a revenue stream which facilitated incrimental but inexorable revenue growth that helped the Sales team hit their compensation plan targets and gain a new perspective to their sales approach.
• Trained to be a trainer in the Miller Heiman Strategic Selling course so that I could bring this knowledge to bear and further improve the selling acumen of the salesmen in my reporting line.

• Initially hired from Clinical Polysomnography as the Plains States Regional Manager, I grew eight states in the center of the US to become an award winning territory for the largest Sleep Diagnostic System provider in the world at the time.
• Through persistence, credibility, education, training, and understand how to become a resource to my customers I outperformed the other regions and was quickly promoted to Key Accounts Manager and then Director of Sales for North America. During this period, Embla reached the zenith of its success and remained a formidable presence until acquired by Natus Neurology in 2011, at which time I was downsized from the company (only to be rehired later as noted above).
• While serving as the Director of Sales North America I was responsible for the recruitment, training, and successful territory production for eight sales representatives across the US and Canada. Strategic planning and forecasting were developed annually and then presented to company personnel and leadership at our annual sales meetings, with regular updates to the Vice President of Sales quarterly. Further, I was tasked with performance reviews, development of variable compensation plans, and setting the revenue targets for each territory.
• During the course of my time as Director of Sales, Embla acquired the Sandman sleep diagnostic system along with all of the sales team from Coviden prior to that acquisition. I was responsible for the merger of these personnel into the Embla sales team to ensure a smooth transition experience for all customers. This successful integration was extremely tricky, but a significant accomplishment, especially mid-year and with minimal disruption to our customers.

• Responsible for the operations and personnel in the Sleep Disorders Center at Olathe Medical Center, I helped orchestrate its growth from a one bed testing lab to a four bed sleep diagnostic center fully AASM accredited and staffed by six Registered Polysomnographic Technologists (RPSGT) in a short time.
• In addition, I was able to develop a grass roots sleep apnea support group and also conducted educational presentations to other departments at OMC on the symptoms and nature of obstructive sleep apnea to help identify patients at potential risk.
• I also reached out to local clinical research organizations (CROs) and was able to utilize our AASM accreditation to make us a site of preferred testing for clinical trials involving sleep related disorders.