Northeast Sales Director @ VNUS Medical Technologies (Acquired $440M by Covidien/MDT)
Vice President of Sales - Senior Sales Leader @ Drive market development and new technology adoption, execute capital / consumable sales strategies and build high-performance elite commercial teams. Develop and leverage strategic physician key opinion leader and hospital administration relationships within structural heart, interventional cardiology, heart failure, and cardiac surgery. From 2015 to Present (less than a
Vice President of Sales - Senior Sales Leader @ Drive market development and new technology adoption, execute capital / consumable sales strategies and build high-performance elite commercial teams. Develop and leverage strategic physician key opinion leader and hospital administration relationships within structural heart, interventional cardiology, heart failure, and cardiac surgery. From 2015 to Present (less than a year) Greater Boston AreaSenior Director Corporate Strategy - Americas @ America’s portfolio to include CRM / AF, Structural Heart, Heart Failure, Vascular and Neuromodulation / Spine.
Accountable for full portfolio integration and strategic leverage with target focus on new technologies and their market development (Heart Failure / CardioMEMS, AFib / TactiCath, Structural Heart / OPTISi). Designated to coordinate US / OUS key opinion leader (KOL) strategic meetings at Euro-PCR'14. From 2014 to 2015 (1 year) Senior Sales Director - Structural Heart Division @ Developed and executed direct and distributor strategic sales plan in conjunction with healthcare economic strategies for multiple Eastern US regions.
2014 - 101%, Revenue = $81M, #1 Northeast and Mid-Atlantic Regions.
2013 - 100%, Revenue = $109M, #2 Eastern US; NE, MA, SE Regions, 54 direct reports.
2012 - 100%, Revenue = $70M, #3 Managed both NE and MA, 27 direct reports + PLE’s. From 2011 to 2014 (3 years) Vice President of Global Sales @ Intracoronary Imaging Technology combining NIR Spectroscopy and IVUS to detect lipid cores, determine plaque characterization, provide qualitative / quantitative measures and optimizes outcomes.
Managed global commercial launch of multi-modality intracoronary imaging LipiScan IVUS. Established and negotiated Limited Launch (LMR) sites, first in man (FIM) clinical experience and live case demonstrations at Euro-PCR and TCT. Led collaboration with global KOLs; Japan,
Netherlands, UK, Germany, France, Italy and Israel.
Accompanied Chairman / BOD and CEO / President in raising capital and was key presenter to existing and potential private, commercial and strategic investors. From 2010 to 2011 (1 year) Vice President of Sales and Marketing @ Charged with restructuring, building and training worldwide clinical and commercial direct and distributor organization. With full P&L responsibility scripted commercial contracts and led execution of commercial and clinical development strategies. Transitioned NIR Spectroscopy’s commercial business, clinical trials and COLOR / CANARY registries to support next generation NIR / IVUS platform.
2009-2010 – Launch revenue $2.5-4M, grew globally from 6 pre-FDA IDE sites to 28 commercial systems and 20 direct reports. Prioritized cross-functional collaboration of internal customers. Created Scientific Advisory Board (SAB) and Technology Advisory Committee (TAC) to leverage physician key opinion leaders (KOL). From 2009 to 2010 (1 year) Vice President - Consultant @ Breakthrough intracoronary AMI therapy aimed at benefiting patients in reducing infarct size.
Led Pre-FDA commercial planning and development. Created commercial business plan to include sales contracts and pricing of both capital equipment and catheters. Scripted go-to-market “Commercial Playbook” outlining strategies, sales plan, compensation and training. Designed North American organizational structure for market launch and KOL leverage. From 2008 to 2009 (1 year) Vice President of US Sales @ Heart Failure / Ventricular Assist Device (VAD) business focused on CT Surgeons, Transplant Surgeons, Heart Failure Cardiologists and Interventional Cardiologists. Led core business growth with strategic focus on native heart recovery.
Recruited, built and led US / Canadian commercial and clinical team. Grew North American organization from 13 to 76 Sales and Clinical Support team members. Integral responsibility for new product iterative development and clinical management work: (2) IDE Pilot / Safety Trials, Impella Pivotal Trial, and HDE Abiocor sites.
Exceeded US / Canada operating plan FY06, FY07, FY08 including 10 of 12 quarters >102%.
2008 – Revenue = $56M annualized 102% of plan/forecast.
2007 – Revenue = $50.6M, 85% increase AB Recovery Sales.
2006 – Revenue = $40.7M, 398% increase AB Recovery Sales. From 2005 to 2008 (3 years) Northeast Sales Director @ Overachieved Eastern Area Sales 7 of 8 quarters.
2004 – 101%.
2003 – 110%. From 2003 to 2005 (2 years) Director - Strategic Business Development @ Directed US Business Development with a focused role as the strategic liaison between Abbott and
Perclose. Managed US Sales / Marketing key account strategies in all 12 regions (140 reps).
Led Perclose sales efforts in coordination with Abbott Integrated System Executives and Corporate
Account Managers. Focused on IDNs, Centers of Excellence, and KOLs. Year/year 130% growth. From 2000 to 2003 (3 years) Regional Sales Manager @ Managed post-FDA approval initial US commercial launch of Prostar (8, 10 fr.) and Techstar (6 fr.) PVS technologies. Executed strategies to include leveraging OUS - KOLs (Germany, Japan) at US venues. Recruited, built and managed initial field sales organization, hiring 24 Territory Managers - TM and 18 Clinical Specialists - CS.
1999 – Revenue = $12.1 M (9 months).
1998 – Revenue = $5.4M.
1997 – Revenue = $3.2M. From 1997 to 2000 (3 years) Territory Manager @ Consultative selling of Interventional Cardiology Rotational Atherectomy (Rotablator) procedure.
1996 - 130%, Overachieved all sales forecasts. From 1995 to 1997 (2 years) Territory Manager @ Consultative / conceptual selling Directional Coronary Atherectomy (DCA) to Interventional Cardiologist.
1992 - #1% US increase, 1993 - #5 US, 1994 – Sr. TM, 1995 #5 US, #1 NE. From 1991 to 1995 (4 years)
BA, Bachelor of Arts, Economics @ Fairfield University Jim Dillon is skilled in: Medical Devices, Market Development, Operating Room, Cardiology, Product Launch, Capital Equipment, Interventional Cardiology, Vascular, Disposables, Commercialization, Surgeons, FDA, ISO 13485, Product Development, Interventional Radiology
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