Yelena Morales
Bradenton,FL
Summary
Dynamic and results-driven medical device sales professional with 7+ years of experience in capital equipment and ophthalmic devices. Proven record of surpassing quotas, closing multi-million-dollar deals, and expanding territories through strategic account development, competitive conversions, and strong clinical and product expertise. Adept at capital equipment demonstrations, new product launches, OR etiquette, and managing complex, long sales cycles. Recognized for resilience, adaptability, and sustained high performance through mergers, acquisitions, and rapid product portfolio expansion. Skilled in selling into hospitals, outpatient surgery centers, and large institutions while collaborating with physicians, nurses, and clinical staff to implement new technology and drive adoption. Known for building trusted relationships with decision-makers and executing strategic sales plans that deliver measurable, sustainable revenue growth. Hard-working, gritty, and committed to excellence.
Overview
8
8
years of professional experience
Work History
Area Manager
Marco / Lombart Instrument
03.2019 - Current
- Grew territory revenue by 20% in year one, with consistent ~10% YoY growth thereafter
- Closed multi-million-dollar capital equipment deals and executed full-practice technology upgrades
- Drove focused revenue growth following mergers and product-line consolidation
- Achieved CEO Club 2022 & 2023, exceeding quota during significant organizational changes
- Launched and sold advanced ophthalmic technologies including digital refraction systems, OCTs, lasers, and imaging platforms
- Built and maintained strong relationships with physicians, surgeons, administrators, and OR/clinic staff
- Supported product evaluations, demonstrations, workflow integrations, and staff training to drive adoption
- Utilized Salesforce for pipeline management, forecasting, and territory planning
Territory Sales Manager
Volk Optical
08.2017 - 03.2019
- Established strong clinical relationships leading to recurring business and major account conversions
- Converted multiple competitive systems and expanded proprietary technology adoption across the region
- Managed a large, diverse territory across the Northeast U.S. and Canada
- Launched the Pictor Plus handheld fundus camera, driving rapid adoption and securing placements in top-tier academic and clinical institutions
- Strengthened distributor networks and supported a wide portfolio of imaging and diagnostic devices
- Delivered lectures at optometry schools and provided clinical education across multiple universities
- Leveraged Salesforce for forecasting, territory management, and sales reporting
Education
Bachelor’s Degree -
Bay Path University
Longmeadow, MASkills
- Capital equipment sales and hospital sales
- Ambulatory surgery center sales
- Surgical support and OR etiquette
- Clinical product demonstrations
- Physician and nurse education
- Competitive conversions and value-based selling
- Multi-million-dollar deal execution
- Territory and account development
- Strategic growth initiatives
- Consultative selling and objections handling
- Closing techniques and cold outreach
- Lead generation and pipeline development
- Sales forecasting and client relationship management
- Customer success strategies and C-suite engagement
- Surgeon engagement and cross-functional collaboration
- New product launches and workflow solutions expertise
- Market trends analysis and competitive intelligence
- Story-based selling techniques and presentation skills
- Communication skills and high resilience
- Organizational skills with follow-through expertise
- Salesforce CRM proficiency and data-driven sales approaches
Accomplishments
•Consistent Quota Achievement: 2023 – 109.2% of budget ($2.5M sold); 2024 – 103% of budget ($2.2M sold)
• Achieved 20% revenue growth in first year at Marco, followed by consistent ~10% YoY growth
• Closed multiple multi-million-dollar capital equipment deals, including full practice-lane conversions and major technology upgrades
• CEO Club Recipient 2022 & 2023
• Consistently exceeding quota throughout mergers and product line consolidations
• Successfully launched and scaled advanced technologies including digital refraction systems, OCTs, imaging devices, and ophthalmic lasers
• Secured placements with top institutions such as Wills Eye, Bascom Palmer, Johns Hopkins, Mass General Brigham, NYC Presbyterian, SUNY, and Boston Children’s
• Built long-term recurring business through deep clinical and C-Suite relationships across hospitals, ASCs, and private practices
• Achieved 20% revenue growth in first year at Marco, followed by consistent ~10% YoY growth
• Closed multiple multi-million-dollar capital equipment deals, including full practice-lane conversions and major technology upgrades
• CEO Club Recipient 2022 & 2023
• Consistently exceeding quota throughout mergers and product line consolidations
• Successfully launched and scaled advanced technologies including digital refraction systems, OCTs, imaging devices, and ophthalmic lasers
• Secured placements with top institutions such as Wills Eye, Bascom Palmer, Johns Hopkins, Mass General Brigham, NYC Presbyterian, SUNY, and Boston Children’s
• Built long-term recurring business through deep clinical and C-Suite relationships across hospitals, ASCs, and private practices
Timeline
Area Manager
Marco / Lombart Instrument
03.2019 - Current
Territory Sales Manager
Volk Optical
08.2017 - 03.2019
Bachelor’s Degree -
Bay Path University