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Click here or scroll down to respond to this candidateDrew Little
Street Address | PHONE NUMBER AVAILABLE
EMAIL AVAILABLE | LINKEDIN LINK AVAILABLE
PROFESSIONAL SUMMARY:
Gpi USA - Blood Banking Software 2020 to October 2023
New Business Development Manager / Sales Executive.
Developed the strategic sales business model to introduce a new SaaS based Blood Banking Software Solution
to Hospitals, Community Blood Donation Centers, Acute Care, and Research Facilities.
Created New Market Opportunities for the Sale of a New SaaS Software Solution platform for Blood Banking Donation.
Targeting Blood Banks, Hospitals, Acute Care, and Big Pharma.
Closed 8 new accounts generating about 4 million dollars in new business.
Building new relationships with key Clinical, IT, Finance, and C level decision makers.
Managing the Software demo process with our software experts and business analysists.
Working with R&D and IT Developers to add new features driving by customers wants and needs.
Managing the Project Managers, Implementation Team, and Customer Satisfaction Teams.
Working with Gpi USA internal Legal and Finance teams to prepare contracts, RFP submissions, and Q&A issues.
Biosero Life Sciences 2018 to 2020
Account Manager, Mid-Atlantic and Southeast
Responsable for introducing Biosero s new software soliton, Green Button Go for Labortory Automation and the related
Integration and Services to Big Pharma, Bio Sciences, and Agricultural Businesses.
Cold Calling key Pharma companies and Acidemics, for opportunities in the Mid-Atlantic.
# 2 Account Manager 2020 achieving 125% of quota, 2 Million in new business.
#1 Account Manager - 2019 achieving 144% of quota, 1.45 million in new business.
Served on the Marketing board representing the sales organization.
Tomtec February 2016 to 2018
Technical Sales Manager, Mid-Atlantic and Southeast
Responsible for sales of Tomtec s portfolio of Labortory Automation Solutions and Software in the Hospital,
Big Pharma, University, and Reasearch Laboratories
Cold Called Big Pharma, DOD, FBI, NIH, FDA, and Federal Government accounts.
Expanded the market opportunies at FDA, NIH, and VA accounts as well as Pharma and Unversity Research.
Primary call points, Labortory Administration, C-Level Management, Scientists, Researchers, and Lab techs.
Exceded plan.
APL and Associates - April 2014 to February 2016
Director, New Business Development
Marketing and Business Development Consultant, Healthcare and Medical Devices. Specializing in all aspects
of Medical Device Development, Research, Sales, and Marketing before, during, and after the FDA approval.
Focused on developing new business opportunities with potential clients and end users to establish
direction and input for market introduction of medical devices, disposables, services, and software solutions.
Identifying Key Verticals, Multi-Stage Market Trends, and Strategies for Healthcare related businesses.
Consulting with the C-Suite to establish strategies and protocols for their business model.
Focusing on Targeted Needs, Desires, and to Identify Future Clinical Trial Opportunities.
Compressing and presenting data as it relates to targeted market opportunities.
Create Strategies for the potential market value of the technology and the implementation processes.
Haemonetics Software Solutions - August 2011 to February 2014
Regional Director, Southeast and the Caribbean Islands
Managed a complete portfolio of Blood Banking Software Solutions. Both Enterprise and Application, for
Hospital Laboratories, Blood Banks, Trauma Centers, Alternate Site, and Private Laboratories.
Generated 5.75 million dollars in new revenue.
#1 Regional Director - 2012 achieving 194% of quota, 2.65 million in new sales. 100% greater than peers.
#1 Regional Director - 2013 achieving 110% of quota, 2.1million in new sales.
Primary call points Laboratory Administration, Blood Banking, IT Services, CFO, CIO, Nursing Administration,
and Trauma Services.
National Accounts Co- Director, HCA, CHS, and LifePoint.
Managed a 12-state territory as well as the Caribbean Islands.
Baxter Healthcare - July 2006 to July 2011
Logix Sales Specialist, Software Applications and Devices
Responsible for the development and building new business opportunities for a Software Application
for TPN Compounders, Hospital Pharmacy Systems (LIS), and Hospital Information Systems (HIS).
Generated over 1.5 million dollars in new revenue to the divisional bottom line.
Number one Logix Sales Specialist - 2007, 2008, 2009, 2010 reaching over 100% of quota each year.
Responsible for sales to Hospital Pharmacy, IT, and related areas. Covering the entire east from Maine to Florida.
Signed over 50 contracts with 15 plus waiting for Q4 budget release.
Managed the process with over 120 Pharmacy Sales Representative and 30 Nutrition Specialists.
Inoveon Corporation - January 2005 to May 2006
Vice President of Sales, Northeast, and Mid-West
One of five RVP s responsible for developing new business opportunities in the field of Detecting, Staging, and
Monitoring Diabetic Retinopathy and Macular Edema. This turnkey, internet-based (SaaS) software application
involved selling capital equipment and four software application solutions.
Generated 2.5 million dollars in new revenue.
Number one RVP for 2005, Reaching 110% of Quota. 2.5 million in new market sales.
Managed sales in the Mid-Atlantic and Central Mid-West (9 states).
Sold to Endocrinology, Internal and Family Medicine, CFO, and VP of Practice Management.
MDVIP - January 2003 to January 2005
Sales Manager, Northeast - Practice Development
One of four Practice Development Managers responsible for converting Internal Medicine Practices into Concierge
Medicine Practices.
Generated over 5 million dollars in new revenue.
Converted 10 Physician Practices. (20 plus Physicians).
Presenting financial spreadsheet documentation to Physicians and Practice Managers.
Establishing new practice methods for redesigning workflows, infrastructure demands, employee needs, and
financial opportunities for Internal Medicine Physicians.
Sleep Solutions Inc. - August 2001 to September 2002
Sales Manager, Northeast - Device and Software Applications
One of four sales professionals recruited to this 20-million-dollar venture capital funded company.
Sleep Solutions is a Software Solution and Device service company that provides an unattended, at home,
diagnostic tool (NovaSom), for the diagnosis of Sleep Apnea. It also provides data to Physicians via web based
MediLink, information application. The primary sales focus was to impact the VA and DOD Hospital Systems.
Calling on Neuro, ENT, Cardiac, CEO, CFO, VP Finance, and Medical Directors, and COO of Insurance providers.
Managed sales in a 17-state territory. Territory generated one third of the total revenue after the first six months.
Demonstrated the effectiveness of an at home service and the clinical benefits of using this system to
streamline the effectiveness of the in-house sleep studies, better utilize of employees, and managing diagnosis.
Aspect Medical Systems, Inc. - January 1998 to August 2001
Sales Representative, Mid-Atlantic
One of twenty sales professionals recruited into this 60-million-dollar venture capital funded anesthesia monitor.
Company. Introducing an innovative technology that simplifies measurement of medication for Anesthesiologists.
The use of the Bis Monitor provides cost savings for Pharmacy, Peri-Operative Departments., OR and Recovery Rm.
Generated over 5 million dollars in new revenue.
Converted over 30 hospitals and Surgicenters.
Collaborated with Anesthesiologists and providers to establish clinical acceptance of the Bispectral Index Monitor
(BIS), developed to measure the hypnotic effect of anesthesia on the brain.
Present Administration with cost justification for implementing the BIS in the Peri-Operative areas.
Developed territory from zero revenue annually to over 2 million dollars annually.
Infusion Technologies, Inc. - June 1995 to January 1998
Sales Manager
Our focus was to introduce a new syringe infusion technology to the Hospitals, Homecare, and Alternate Site.
Presented cost savings and patient benefits to a variety of decision-makers.
Generated new business each year of over 1 million dollars.
#1 Regional Manager 1997, 1996, and 1995 achieving 100% of quota.
Established new markets and business opportunities, in a fourteen-state territory.
Managed Trained and Supported our Independent Dealer Network. (40 plus Reps), plus 4 Direct Reports.
National Accounts Manager / Negotiated VA, DOD, and Various IDN Contracts.
IVAC Corporation (Formally Siemens Infusion Systems) - January 1990 to June 1995
Sales Manager, Raleigh Region
13-Million-dollar region. Managed 10 direct reports, responsible for the sales of Infusion Devices to
Critical Care, OR, ED, IV Therapy, and to Alternate Site markets.
#5 of 15 Regional Managers.
Converted Six Major Accounts from the competition, by clinical and financial acceptance.
Two direct reports in the Top Ten for Sales.
Siemens Infusion Systems - May 1992 to January 1993
Eastern Regional Sales Manager - Siemens - IVAC
Managed 12 direct reports and 2 clinical nurses over the entire Eastern United States. Created business plans,
developed sales territories, set goals and objectives, and trained several new hires.
Generated 10 million dollars in new revenue.
#1 of 4 Regional Managers, 1993 (2.25 million in sales over peers).
#1 of 6 Regional Managers, 1992 (121% of quota).
8 of 12 direct reports achieved Top Ten status, 4 in the top five, and 2 #1 s.
National Accounts Manager (Eastern US) Negotiated DOD and Various IHN Contracts.
Siemens Infusion Systems - January 1990 to May 1992
District Sales Manager, Northeast - Siemens - IVAC
Was one of four Sales Leaders recruited to manage the introduction of the MINIMED III Infusion System to
Critical Care, OR, Trauma, Oncology, Homecare, and Alternate Site Healthcare, in the Northeast.
After introduction, I managed the Maryland, DC, and Virginia territory as District Manager.
Developed territory from zero to a 2 million dollars annually.
Successfully introduced the First Three Channel Infusion Pump to the market.
#2 in sales of 28 District Managers, 1991.
Three Major conversations, University of Maryland, Shock Trauma, Walter Reed Army Medical Center,
And The George Washington University Hospital and Medical Center.
Trained and supported the Siemens Sales Force in Canada.
IMED Corporation - October 1983 to January 1990
District Sales Manager, Sales Trainer, and National Account Manager
Responsible for the sales of Infusion Devices to Critical Care, Neo-Natal, OR, Oncology, and Homecare in
Northern New Jersey.
Increased territory from $680K to 3.2 million dollars, annually. Sold over 17 million dollars in 6 plus years.
Member of Pacesetters Club, 1983 to 1990, (achieving 100% of quota).
Member of the Executive Club, 1984, 1987, and 1989 (Top 7 of 72 reps, achieving at least 115% of quota).
Davis and Geck Suture Company - November 1981 to October 1983
Sales Representative - Sales Leader!
Selling Suture, Staplers, and other wound care products to Hospitals and Surgeons in South Central Pennsylvania.
Member of Gold Cup Club for Sales, 1982 (#6 of 155 reps).
Member of Budget Achievers Club, 1982 (#2 of 155 reps).
Rookie of the Year, 1982.
EDUCATION:
Virginia Commonwealth University, Richmond, VA. BS Marketing
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