Shaun David Riley
Newcastle,Staffs
Summary
A well-presented, results driven, proactive Regional Sales Manager, with over 25 years' experience in the field of Cardiac Rhythm Management & Electrophysiology. Proven track record in driving sales growth, managing key accounts and building and leading high performing sales and clinical teams. An ethical leader that drives results through embedding a strong coaching culture and building team cohesion through effective empowerment, collaboration, transparency and accountability.
Overview
29
29
years of professional experience
7
7
years of post-secondary education
1
1
Certification
Work History
Regional Sales Manager
Johnson & Johnson Medical - Biosense Webster
03.2020 - 12.2024
- Delivered consumable GOPY of 30% in 2022 (Covid Recovery), 10% in 2023 and 9% in 2024
- Cash capital sold to the value of £500k generating £400k of incremental consumable revenue per annum, from the result of new EP services or service expansion projects
- Capital deployed to the value of £1.9M on sale and loan agreements generating £750k of incremental revenue per annum
- Led, coached and mentored team members that have now been promoted to more senior roles within J&J
- New business secured in evolving therapy areas, such as intracardiac ultrasound in structural heart procedures, driving £250k incremental revenue per annum
- Service and Solutions packages delivered in key strategic accounts, improving procedural and operational efficiency, as well as addressing resource gaps, which has driven an additional £200k revenue per annum
Field Clinical Specialist
Philips - EPD Solutions
01.2019 - 03.2020
- Field clinical specialist responsible for sales, training and clinical support across Europe for a new Electrophysiology start-up venture which was founded by Shlomo Ben Haim (Carto Founder) and acquired by Philips
- Extensive travel across Europe during my tenure, routinely spending 4 nights per week away from home to drive and win new business, and support clinical procedures.
- Small global team which meant involvement at every level, through R&D, Marketing, Sales, Clinical Development and Support, etc
Sales Development Manager
Johnson & Johnson Medical - Biosense Webster
12.2017 - 01.2019
- Led the launch of a new RF ablation technology in a large midland's hospital as part of an EE
- Successfully lobbied and secured 2 new hospital sites in the midlands for an EE due to launch in 2019
- Secured a capex deal for new technologies at a large hospital in the Midlands, generating additional growth
- Secured bulk purchase of additional Non-Nav kits following successful launch and roll out in 2017
Account Manager
Johnson & Johnson Medical - Biosense Webster
01.2015 - 12.2017
- Delivered consumable GOPY of 20% in 2015, 31% in 2016 and 35% in 2017 exceeding sales targets every year
- Secured Carto 3 evaluation in competitor stronghold account, and successfully converted to 3-year commercial deal following evaluation, securing £200k of annual business, and as of 2024 is now a £750k per annum account
- Negotiated capex deal in competitor stronghold account securing £320k of business over next 2-years, including £100k of Non-Nav kits for first time ever
- Negotiated very first UK BSW rental agreement for an RF Generator
- Successful conversion of KOL from single-shot ablation approach to PbP technique to protect £250k of annual business following product recall
- Negotiated 3-year deal in competitor stronghold account to commercialise Carto 3 system, securing 100% of mapping business and winning £200k of annual business, and as of 2024 is now a £700k per annum account
Territory Sales Manager
Sorin Group UK Ltd
04.2013 - 01.2015
- CRM Territory Sales Manager's responsible for more than 50 accounts in the North West, Wales and Midlands region of the UK.
- Asked to take on responsibility for a number of new accounts in 2014 to try and increase market share due to my existing business relationships with key decision makers
- Part of the UK Salesforce account planning pilot team, to trial, provide feedback and deliver training on usage of the Salesforce tool to the entire Sorin UK work force
Product Specialist Team Leader AF/CRM
St Jude Medical UK Ltd (Abbott Acquisition 2016)
05.2009 - 03.2013
- Performing all the duties as per Product Specialist AF/CRM plus in addition, support and build a high performing team of product specialists by providing leadership, coaching, guiding and mentoring
- Co-ordinate day to day case coverage for the region, including activity tracking, reporting and analysis
- Communicate and work with other regional team leaders to provide back-up support and share experiences
- Identify, co-ordinate and deliver customer education programs consistent with business objectives
- Provides support, feedback and advice to the product specialists and encourage open and honest 2-way feedback through formal and informal means
- Provides input to the Regional Manager for performance management
- Provide input and recommendations to St Jude Medical management on organizational and business strategy
Product Specialist AF/CRM
St Jude Medical UK Ltd (Abbott Acquisition 2016)
02.2006 - 05.2009
- Providing technical and SJM product-based support for all implantable cardiac devices and EP simple and complex 3D mapping procedures
- Providing technical training and education at SJM formal education courses, hospitals, and seminars on request
Chief Cardiac Clinical Physiologist
University Hospital of North Midlands
07.2001 - 02.2006
Senior Medical Technical Officer
University Hospital of North Midlands
04.1998 - 07.2001
Medical Technical Officer
University Hospital of North Midlands
01.1996 - 04.1998
Education
BTEC Higher National Certificate - Electrical/Electronic Engineering
Stoke-on-Trent College
09.2004 - 06.2008
BTEC National Certificate - Electronics & Telecommunications
Stoke-on-Trent College
09.1993 - 06.1995
City & Guilds - Electronics and Electrical Installation
Stoke-on-Trent College
Stoke-on-Trent 09.1991 - 06.1993
Skills
- Leadership & Team Management
- Marketing & Sales Strategies
- Customer Relationship Building & Management
- Communication & Presentation Skills
- Sales Forecasting & Pipeline Management
- Competitive Analysis & Market Research
- Sales & Clinical Coaching and Training
- Value Selling and Negotiation Skills
- Problem Solving & Critical Thinker
- Adaptability & Flexibility
Certification
- IBHRE AP/EP Exam 2006
- IBHRE AP/Pacing Exam 2003
Affiliations
- Cycling, Golf, Reading, Piano
Additional Training
- Leading People at J&J
- Social Styles
- Versatile Salesperson
- Discovery & Questioning
- Negotiation Skills
- Presentation Skills
- Coaching Feedback
- Train the Trainer
- Finance for Non-Financials
References
- Available on Request
Timeline
Regional Sales Manager
Johnson & Johnson Medical - Biosense Webster
03.2020 - 12.2024
Field Clinical Specialist
Philips - EPD Solutions
01.2019 - 03.2020
Sales Development Manager
Johnson & Johnson Medical - Biosense Webster
12.2017 - 01.2019
Account Manager
Johnson & Johnson Medical - Biosense Webster
01.2015 - 12.2017
Territory Sales Manager
Sorin Group UK Ltd
04.2013 - 01.2015
Product Specialist Team Leader AF/CRM
St Jude Medical UK Ltd (Abbott Acquisition 2016)
05.2009 - 03.2013
Product Specialist AF/CRM
St Jude Medical UK Ltd (Abbott Acquisition 2016)
02.2006 - 05.2009
BTEC Higher National Certificate - Electrical/Electronic Engineering
Stoke-on-Trent College
09.2004 - 06.2008
Chief Cardiac Clinical Physiologist
University Hospital of North Midlands
07.2001 - 02.2006
Senior Medical Technical Officer
University Hospital of North Midlands
04.1998 - 07.2001
Medical Technical Officer
University Hospital of North Midlands
01.1996 - 04.1998
BTEC National Certificate - Electronics & Telecommunications
Stoke-on-Trent College
09.1993 - 06.1995
City & Guilds - Electronics and Electrical Installation
Stoke-on-Trent College
09.1991 - 06.1993
- IBHRE AP/EP Exam 2006
- IBHRE AP/Pacing Exam 2003
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