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for the Southwest District
THE VISION OF HOPE
THE VISION OF HOPE
Lighthouse Symbolism Chris Wilson - Senior Sales Representative | p. 2
GUIDANCELIGHTHOUSE SYMBOLISM
The historical role of lighthouses was to guide and protect sailors as they approached the shore.
DEDICATION Lighthouses are stable structures that have weathered many storms and this has made them a symbol of stability and steadfastness. Their immovability inspires perseverance and dedication.
HOPE After a long and often difficult trip at sea, sailors felt joy and hope at the first sight of a lighthouse.
Chris Wilson’s Lighthouse Symbolism
GUIDANCECHRIS WILSON’S LIGHTHOUSE SYMBOLISM
With nine years of experience in the field, I will guide my team with an authentic ability to seek understanding while driving results.
DEDICATION I have succeeded in three different territories for Medtronic by persevering through tough storms and cultivating winning cultures by my diligence to collaborate and change patient lives.
HOPE I have been a symbol of hope for my patients, co-workers and now as team leader by empathizing and challenging through resonant leadership. The SOUTHWEST District will identify with their District Manager.
Chris Wilson - Senior Sales Representative | p. 3
What I will bring to the Southwest District
WHAT I WILL BRING TO THE SOUTHWEST DISTRICTNine years of field experience
Vision for hope
Strong resonant leadership experience
Passion for excellence
Emotional intelligence
Servant leadership
Strong business acumen
Ability to create momentum
Authentic ability to seek understanding
Proven track record of creating a culture of winning
Chris Wilson - Senior Sales Representative | p. 4
What I will bring to the Southwest District
WHAT I WILL BRING TO THE WEST REGION ANDCORPORATE LEADERSHIP TEAMFresh perspective on needs of sales team
Results oriented ideas to promote new patient growth
Strong collaboration skills
Can-do attitude
Engagement of corporate Ideas
Transparency and authenticity
Positive contagious attitude to grow and learn
Servant leadership
Strong business acumen
Ability to create momentum
Authentic ability to seek understanding
Proven track record of creating a culture of winning
Chris Wilson - Senior Sales Representative | p. 5
Thirty Sixty Ninety Day Plan
306090
THIRTYSIXTY
NINETYDAY PLAN
Chris Wilson - Senior Sales Representative | p. 6
30 Day Plan
30Review San Diego business plan with fellow District Manager Chris Robinson to ensure a smooth transition and continued momentum for San Diego territory
Meet with Dave Meyer to review Southwest District business expectations, personal needs, and open head counts to ensure revenue growth
Meet with John Kowalczyz to review corporate expectations and align Southwest District appropriately
Meet with Brenda Burns to review Southwest CS team and expectations
Meet Health Economic Manager Tamara Rook to review reimbursement for Arizona, New Mexico, and Nevada
Chris Wilson - Senior Sales Representative | p. 7
30 Day Plan
30Create weekly conference call with Southwest district sales team to formally meet, review sales numbers, patient pipeline through N Link, administration expectations, budget, education needs and instill HOPE
Call each West Region Pain and ITB District manager individually to thank them for their support and seek counsel to create a strong team environment
Personally meet with each team member in their respective territories to review business goals, personal goals, and vision for Southwest District
Meet with Internal Partners: Marketing, Finance, Human Resource Team, Contracting, Health Economic Managers, and Education Team to under-stand needs and expectations
Have dinner with KOL: Dr. Lisa Stearns to understand needs and opportunities for Cancer pain
Chris Wilson - Senior Sales Representative | p. 8
30 Day Plan
30Identify and meet with the top five doctors of each territory based on prior year implants and revenue
Identify the top five competitive doctors of each territory to assess opportunities and ascertain what they value
Close Q1 out at or above plan with less than 50K on PO pending
Meet talent acquisition representatives to build a strong candidate pool for open headcounts
Identify the best school district and family oriented community in Phoenix and smoothly transition family
Chris Wilson - Senior Sales Representative | p. 9
60 Day Plan
3060
Finish open action items from 30-Day Plan.
Assess Q1 performance of each territory and strategically adjust direction based on patient pipeline and territory dynamics
Continue weekly conference call to confirm accurate forecast, patient pipeline, and budget
Complete adoption of N’Link and its capabilities to ensure sustained growth
Work with Dave Meyer to plan district meeting
Conduct interviews for open sales territories
Work with Brenda Burns to conduct numerous interviews for open CS headcounts
Chris Wilson - Senior Sales Representative | p. 10
60 Day Plan
3060
Meet with Brenda Burns to create CS driven, Primary Care new patient education forums, to create an extensive patient pipeline
Continue meeting with top five doctors in each territory
Cultivate relationships with top five competitive doctors in each territory
Send out two-day, ride-along calendar for each territory to plan strategic meetings with Key Doctors, Hospitals, and ASC’s
Meet Kyphon and Spine District Managers to create collaboration plan
Meet Access Mediquip territory managers to assess business opportunities
Attend cadaver course with Southwest team members and strategic doctors
Chris Wilson - Senior Sales Representative | p. 11
90 Day Plan
306090
Address performance concerns among sales and CS team
Continue unfinished action items from 60-Day Plan
Conduct District Meeting with all Sales Reps to share vision and establish a winning culture. Give each team member a lighthouse memento
Incorporate CS driven, Primary Care new patient education forums to create a deep pipeline of patients in each territory
Analyze office-based trials vs. ASC, Hospital trials to assess long-term health of business
Complete FY13 Q1 performance acceleration reviews
Hire for all open headcounts
Chris Wilson - Senior Sales Representative | p. 12
90 Day Plan
306090
Cultivate relationships with bottom tier Medtronic loyal doctors in each territory to assess potential opportunities for STIM and TDD
Meet top five referral doctors in each territory to assess education needs to increase STIM and TDD referrals
Spend three days in Minneapolis to meet with Tom Tefft, Julie Foster, John Kowalczyk, Finance, Marketing, and Contracting to align corporate goals with district goals
Prepare team to make plan for Q2
Chris Wilson - Senior Sales Representative | p. 13
SWOT Analysis
SWOT SOUTHWEST
SWOTANALYSIS
Chris Wilson - Senior Sales Representative | p. 14
SWOT Analysis
STRE
NGTH
S Focused and engaged Senior Leadership Team with a can-do attitude
Motivated and tenured sales force
Strong service/support with CS team
101.5% to plan for month of May for total pain
56% revenue growth over prior year for STIM in May
5 of 7 territories made plan on TDD in May
Corporate engagement of competitive doctors through Summit Meetings
Chris Wilson - Senior Sales Representative | p. 15
SWOT Analysis
WEAK
NESS
ES Only three territories made plan on stimulation
Lack of culture and accountability created for Southwest District
Top customers lack confidence in leadership due to past District Manager
Three District Managers in less than five years for Southwest District
Open headcount in Tucson, AZ
Chris Wilson - Senior Sales Representative | p. 16
SWOT Analysis
OPPO
RTUN
ITIES Newly appointed District Manager Chris Wilson to lead the Southwest District
Launch of Restore Sensor to convert competitive market share
Strong pipeline of pending new products for Stimulation and Target Drug Delivery system
Launch of N’LINK to gauge patient pipeline, assess health of business, and not burden sales force with duplicating efforts
Strong direction for CS team with new implant strategies
Chris Wilson - Senior Sales Representative | p. 17
SWOT Analysis
THRE
ATS Possible changes in reimbursement with Palmetto and Trailblazer could
affect office based trials
Pending Codman pump to market
Pending Boston Scientific 32 lead system
St Jude Epiducer penetration
Vertos-MILD Procedure (Distraction from Stimulation and TDD, OR time)
Chris Wilson - Senior Sales Representative | p. 18
Thank you Chris Wilson - Senior Sales Representative | p. 19
THANK YOU FOR YOUR CONSIDERATION
Christopher WilsonSenior Sales Representative
Phone: 619-823-8199
Email: Christopher.wilson@medtronic.com
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