Jeff Scarborough
Brighton,ON
Summary
Sales Team Management, Marketing and Medical Device Sales Profile Results-proven Sales Management Professional with 20+ years of experience in marketing, sales, and leadership positions within the healthcare and medical device sector. Progressive record of success in managing sales team, developing and executing marketing campaigns, strategies, and solutions generating annual revenue growth. Experience with pipeline management, business forecasting, supply chain management, product lifecycle and sales execution strategies. Experience with contract negotiations and pre-tender strategy planning and execution. Effective people manager and coach. Experienced in managing all core business operations functions including but not limited to: Business Intelligence/SAP sales reporting Excel based business reporting Performance evaluations Development planning for employees Business Meeting conception, planning and delivery thereof Dynamic Account Manager with extensive experience in customer service. Highly organized professional establishes relationships with customers.
Overview
20
20
years of professional experience
Work History
Account Manager
Cardiac Rhythm and EP, Medtronic of Canada
05.2022 - Current
- Managing ~4.5M Revenue across Medtronic’s Cardiac Rhythm and EP portfolio
- Currently partnered with 2 AMs in Kingston and in the GTA
- Products currently sold include Device Rhythm, Diagnostics, CRYO Ablation, Leadless, Transcatheter Pacemakers, and Education Consulting Services
- Accomplishments:
- First year back in the field, 106% to plan and 115% year over year
- Focus on retraining, new training, customer engagement and new business
Western Regional Sales Manager
Medtronic of Canada
05.2021 - 05.2022
- Cardiac and Structural Heart (CSH), Managed ~16M Revenue across Medtronic’s Cardiac Surgery and Structural Heart portfolio
- Managed a team of 4 Account Managers and 5 Clinical Specialists
- Managed growth areas with strategic sales execution plans for continued growth in TAVI, Coronary Vascular, Surgical Heart Valve, and Perfusion
- Accomplishments:
- Accurate AOP forecasting, execution of long-term capital plans, ingress into new and growing markets
- Focus on share growth, new business opportunities, and competitive threat mitigation
- Collaborated with senior executives to evaluate performance in regional areas and develop strategies to expand revenue generation.
- Effectively recruited and hired highly talented individuals bringing exceptional skills and expertise to the sales team.
- Exceeded sales quotas and increased profitability through effective sales strategy and business planning.
Western Regional Sales Manager
Cardiac & Vascular Group, Medtronic of Canada
05.2015 - 04.2021
- Managed ~48-52M Revenue across Medtronic’s Cardiovascular portfolio
- Lead restructuring in FY18 and managed 17 direct reports, 2 indirect reports
- Managed growth areas with strategic sales execution plans for continued growth
- Managed forecasting and 4Q business plans to accommodate revenue plan expectations, varying ASPs, competitive threats, and market share reallocation
- Accomplishments:
- Accurate AOP forecasting and consistent performance to AOP
- Share retention as the market leader, despite open contracts
- Collaborated with upper management to implement continuous improvements and exceed team goals.
- Drove sales by developing multi-million dollar contract sales.
BC Regional Sales Manager
Cardiac & Vascular Group, Medtronic of Canada
05.2013 - 05.2015
- Managed 20+M Revenue Region, 9 direct reports, and multiple ongoing RFPs
- Managed plans for restructuring and territory realignment initiatives
- Accomplishments:
- Performance to plan exceeded in first year at 104.7% to plan
- 101% to plan year two
- BC Primary vendor award negotiation team lead
- Lead on CRDM AB Pre-Tender team for the field, BU, contracts, and legal readiness
National Marketing Manager
Medtronic of Canada
07.2011 - 04.2013
- Managed Brady supply chain, 18Q product forecasts for build and pipeline alignment with National Strategic Plans
- Successfully executed 2 years over plan for National Bradycardia Rhythm Device Management portfolio
- Managed product recalls, advisories, and Health Canada relations
- Accomplishments:
- MAP SPIFF Sales Program grew Medtronic Brady share by 2 points (+2.4M)
- Won National Award for CRDM product obsolescence cost reduction (From 900K+ to 240K Year over Year)
- Managed budget allocation and resource utilization to maximize marketing ROI.
- Implemented new product line launches by initiating strategic advertising projects, marketing tactics and social media alliances.
- Implemented new product line launches by initiating strategic advertising projects, marketing tactics and social media alliances
Territory Manager
Disease Management, Medtronic of Canada
05.2005 - 07.2011
- Managed 6 Brady implanting accounts, 1 ICD/CRT-D Implant center and 9 device clinics regionally throughout Vancouver Island and Interior of BC
- Accomplishments:
- Successful amalgamation of territories to accommodate business needs, and revenue growth improvements for both CRHF and APV (Kelowna to Victoria May 2008)
- Cultivated relationships with key accounts in the territory and provided support to drive customer satisfaction
Territory Manager
05.2004 - 05.2005
- Work with other Territory Managers throughout territory to strategically sell Dual Brand and increase sales for both Vitatron and Medtronic product
- Accomplishments:
- Nouveau Achiever Award for all newly hired Territory Managers
- Exceeded sales quotas and increased profitability through effective sales strategy and business planning
Specialist Sales Representative
Abbott Laboratories
12.2002 - 05.2004
- Creating favorable market for Abbott’s new Cardiovascular products: Mavik and Tarka
- Managing educational and promotional programs with GP sales force
- Accomplishments:
- Won 2003 Year End Cardiovascular Specialty Rep of the Year Award
Education
Elevate and Edge Program Completion -
Medtronic
Minneapolis, MN2019
Enrich – Medtronic Management Program -
Medtronic
Minneapolis, MN2018
BAMM – Being a Medtronic Manager -
Medtronic
Minneapolis, MN2013
Power-Play/SAP Reporting & Training -
Medtronic
Minneapolis, MN2012
Endovascular Product Training Completed IPG, ICD and CRT Training Completed -
Medtronic
Minneaplois, MN2006
Langara College And UBC Human Kinetics
Vancouver, BC2000
BA -
University of Western
London1995
Skills
- Client Relations
- Business Negotiation
- Strategic Planning
- Business Development
- Strategic Account Planning
- Territory Sales Experience
- Cross-Functional Collaboration
- Sales analysis
Timeline
Account Manager
Cardiac Rhythm and EP, Medtronic of Canada
05.2022 - Current
Western Regional Sales Manager
Medtronic of Canada
05.2021 - 05.2022
Western Regional Sales Manager
Cardiac & Vascular Group, Medtronic of Canada
05.2015 - 04.2021
BC Regional Sales Manager
Cardiac & Vascular Group, Medtronic of Canada
05.2013 - 05.2015
National Marketing Manager
Medtronic of Canada
07.2011 - 04.2013
Territory Manager
Disease Management, Medtronic of Canada
05.2005 - 07.2011
Territory Manager
05.2004 - 05.2005
Specialist Sales Representative
Abbott Laboratories
12.2002 - 05.2004
Elevate and Edge Program Completion -
Medtronic
Enrich – Medtronic Management Program -
Medtronic
BAMM – Being a Medtronic Manager -
Medtronic
Power-Play/SAP Reporting & Training -
Medtronic
Endovascular Product Training Completed IPG, ICD and CRT Training Completed -
Medtronic
Langara College And UBC Human Kinetics
BA -
University of Western
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