Aug 2024 – Dec 2024 · 4 mos · San Francisco, California, United States · Remote

• VC-backed and pioneering, Techsomed is a medical software company specializing in the development and commercialization of the proprietary and revolutionary AI-powered BioTraceIO™ end-to-end software suite. This suite includes the FDA 510(k)-cleared BioTraceIO™ Vision and FDA De Novo-cleared BioTraceIO™ Precision, both indicated for Image-Guided Ablation Therapy (IGAT), along with the upcoming all-in-one BioTraceIO360. These state-of-the-art, AI-powered software solutions enable physicians to achieve unprecedented efficiency, accuracy, precision, safety, and support optimal outcomes in minimally invasive procedures, thereby revolutionizing patient care.
• Importantly, both BioTraceIO Vision and BioTraceIO Precision are vendor-agnostic, seamlessly integrating with existing ablation systems and medical imaging technologies to provide a streamlined, efficient workflow.
• By unlocking the true potential of ultrasound image-guided therapy, our mission is to establish the advanced AI-powered BioTraceIO platform as the gold standard for Image-Guided Therapy (IGT). We aim to minimize uncertainty, reduce risks and recurrence associated with ablation therapy, and lower healthcare costs. Our vision is to position Image-Guided Therapy as the primary, curative Minimally Invasive Surgery (MIS) treatment, enhancing the safety, effectiveness, and accessibility of these procedures. We empower healthcare professionals to precisely diagnose, meticulously plan, and accurately deliver targeted MIS treatments.

Jan 2017 – Aug 2024 · 7 yrs 7 mos · San Francisco Bay Area · Hybrid

• VC-backed medical technology company specializing in the development, manufacture, and distribution of innovative blood culture collection devices. These devices are supplied to acute care hospitals and are designed to significantly enhance the accuracy of sepsis diagnostic tests, thereby reducing the risk of misdiagnosis.
• Successfully transformed a challenged business into a mission-driven, rapid-growth company, establishing a new standard of care for sepsis testing accuracy. Led all customer-facing functions and drove strategic commercial initiatives to surpass revenue and business goals. Implemented an enterprise-wide, consultative, value-based solution selling process across disciplines, including infectious diseases, infection prevention, clinical microbiology, clinical pharmacy, quality, emergency department, pediatrics, nursing, vascular access, phlebotomy, executive leadership, and supply chain.
• Expanded commercial team from 8 to 50, increasing sales from a $2M to nearly $30M annual run rate and achieved 26 quarters of sequential sales growth averaging a 58% annual increase.
• Played a pivotal role in several rounds of successful funding totaling over $80M fueling infrastructure growth.
• Established new market for Initial Specimen Diversion Devices to prevent blood culture contamination, address an unmet patient need, and set the new standard of care.
• Led successful clinical strategy that delivered 20 studies, including 9 peer reviewed publications. Implemented evidence-based commercial strategy that resulted in a new CLSI global benchmark, CDC initiative to create the new standard of care for sepsis testing accuracy, and rapid market adoption and top-line sales growth.
• Co-led commercial partnership with Becton Dickinson that amplified brand prestige and market penetration, and negotiated and managed lucrative contracts with national GPOs, VHA Federal Supply Schedule, distributors, and regional IDNs that accelerated new account and top-line sales growth.

Jan 2012 – Jan 2017 · 5 yrs · San Francisco Bay Area · On-site

• VC-backed surgical photonics company at the forefront of designing and commercializing cutting-edge photonics technology to enhance surgical precision by improving illumination and visualization within the surgical field for open minimal access procedures in breast cancer, endocrine, gynecology, orthopedic and spine surgeries.
• Successfully transformed a small, distributor-driven business into a rapid growth direct sales-driven company that led to a successful IPO. Led the sales, clinical, marketing, professional education, and customer service functions consisting of over 100 team members that drove capital and disposable sales growth in hospitals and ambulatory surgery centers.
• Grew direct sales team from 10 to nearly 100, and increased sales from a $3M to $50M annual run rate. Achieved 17 consecutive quarters of double-digit Q/Q sales growth in a capital and disposable model and drove average annual top-line sales growth of 83%.
• Led marketing strategy, commercial initiatives, sales ramp, and delivered banker/investor presentations which propelled the company through a successful IPO (2015) and acquisition by Stryker (2018).
• Created and successfully launched Intelligent Photonics as a new advanced technology category and implemented, first of its kind, national Hidden Scar Breast Cancer Surgery and Anterior Hip Replacement surgeon training and market development programs that drove rapid technology and procedure adoption.
• Successfully negotiated purchase agreements with national GPOs and regional IDNs that drove rapid new account and top-line sales growth.

Jan 2006 – Jan 2012 · 6 yrs · San Francisco Bay Area

• Established and launched the UltraShape North America subsidiary and launched a new non-invasive focused ultrasound fat reduction and body sculpting technology plastic surgery and dermatology clinics.
• Led KOL development and management, global sales, clinical applications, field marketing and over 50 global distributors to record-setting new market capital and consumable sales growth.
• Established and managed a North American Medical Advisory Board and recruited and leveraged a broad base of Key Opinion Leaders to drive podium presence at scientific and medical congresses. Led all efforts to precondition the U.S. and Canadian markets for launch.

Jan 2002 – Jan 2005 · 3 yrs · San Francisco Bay Area · On-site

• Led the VC-backed start-up business and successful market launch of a proprietary radiofrequency technology, created a new market for non-invasive skin/tissue tightening for plastic surgery and dermatology practices.
• Built a sales and marketing organization from scratch to a team of 35 members. Led the company from $0 to a $25M run rate in first year and built a $50M business in three years.
• Through strong leadership and passion for success delivered 7 consecutive quarters of double digit quarter-over-quarter total sales growth and drove 10 consecutive quarters of double digit quarter-over-quarter consumable sales growth.
• Created and launched compelling “non-invasive skin tightening” value-added practice marketing program that increased procedure brand awareness and drove procedure volume and rapid sales growth.

Jan 1999 – Jan 2002 · 3 yrs · Greater Chicago Area

• Led the North American sales efforts for a $150M business and worldwide leader in surgical breast implants and tissue expanders for the breast reconstruction and aesthetics markets, and injectable fillers for the facial aesthetics market.
• Restructured sales organization and integrated the breast and facial aesthetics businesses after the acquisition of Collagen Aesthetics by expanding it from 6 to 9 sales regions and 45 to 70 sales representatives driving sales of breast implants and injectable Collagen to over $150M.
• Markets included hospitals and health systems, ambulatory surgery centers, and private practice aesthetic clinics.
• Successfully launched, industry-first, practice-building and value-added marketing programs that garnered customer loyalty, converted new business, and drove top line sales growth.

Jan 1997 – Jan 1999 · 2 yrs · Greater Chicago Area

• Recruited to be part of the core sales management team that successfully launched the company and its’ unique ultrasonic-assisted liposuction (UAL) technology to the hospital and private practice-based plastic and cosmetic surgery market.
• Led 4 direct sales representatives and earned top region in total capital and consumable sales in back-to-back years.

Jan 1993 – Jan 1997 · 4 yrs · Greater Chicago Area

• Launched titanium micro craniomaxillofacial, oral maxillofacial, head and neck oncologic, skull base, neuro, and trauma surgical implant systems to hospitals and health systems.
• Promoted twice, earned numerous sales achievement awards including Sales Representative of the Year, and led a team 9 direct sales representatives to number region in the country in 1997.

Jan 1989 – Jan 1993 · 4 yrs · Greater Chicago Area · Remote

• Launched novel whole blood autotransfusion device (Solcotrans™) for orthopedic, spine, and vascular surgery to hospitals and health systems.
• Promoted twice, earned numerous sales achievement awards, and successfully led 5 direct sales reps, 13 distributors, and 70 distributor representatives throughout a 10-state region to finish number one nationally every year.