Norman Broadhurst
Cape
Summary
Accomplished Senior Sales Professional and Brand Positioning Expert with 29 years of experience. Passionate and determined to deliver results. Committed to driving success and profitability through business acumen and diverse sales and marketing background in hospitals and with physicians. In-depth knowledge of medical products including surgical instruments, orthopaedic implants, anaesthetics, cardiovascular devices, infusion therapy, and wound care.
Overview
24
24
years of professional experience
1987
1987
years of post-secondary education
Work History
Co-Owner
VR MEDICAL (PTY) LTD
03.2020 - Current
- Company Overview: Medical Devices, Electrospyres Wound Care, Surgical Instruments, Medical disposables.
- Setting goals and developing plans for business and revenue growth
- Researching, planning, and implementing new target market initiatives
- Researching prospective accounts in target markets
- Pursuing leads and moving them through the sales cycle
- Developing quotes and proposals for prospective clients
- Setting goals for the business development team and developing strategies to meet those goals.
- Training business development staff (Wound Care Representatives)
- Attending conferences and industry events SATS (South African Theatre Sisters) & WHASA (Wound Healing Association of South Africa).
- Medical Devices, Electrospyres Wound Care, Surgical Instruments, Medical disposables.
Business Development Manager
ENDOSURGICAL (PTY) LTD
10.2019 - 02.2020
- Company Overview: VYGON HIGH-TECH SINGLE USE MEDICAL DEVICES - Critical Care, Obstetrics, Neonatology, Enteral, Intravascular Therapies, Cardiovascular, Surgery, Pain & Airway Management.
- Scheduling meetings with potential and existing customers, which includes doctors, pharmacists, nurses, and other health care professionals
- Presenting new company products to potential and existing customers and persuading them to make purchases (VYGON range from France)
- Identifying customers' needs and recommending company products that best fulfill those needs
- Maintaining solid working relationships with new and existing customers by providing excellent after-sales service
- Arranging conferences and group events for medical professionals
- Regularly attending industry events, training, company meetings, briefings, and educational workshops
- Researching competitors' products, pricing, and market success
- Promptly submitting purchase orders to the relevant department
- Preparing sales reports as well as territory analyses and submitting them to management
- VYGON HIGH-TECH SINGLE USE MEDICAL DEVICES - Critical Care, Obstetrics, Neonatology, Enteral, Intravascular Therapies, Cardiovascular, Surgery, Pain & Airway Management.
Business Development Manager
ENDOMED MEDICAL & SURGICAL SUPPLIES cc
01.2016 - 09.2018
- Company Overview: Respiratory, Cardiovascular, Wound Care, Diathermy & Biopsy Systems.
- Responsible for selling, promoting, and delivering a mixed portfolio of over 80 product lines representing close to 1200 products consisting of surgical consumables and specialty products which are used daily.
- Involved in the entire sales cycle process by sourcing opportunities, analyzing needs, and assessing appropriate solutions to customer's requirements.
- Accountable for the management, promotion, marketing, strategic planning and selling diagnostic products/services in specialty markets of respiratory, cardiovascular, infusion therapy, blood collection and many more.
- Calling on prospective & existing customers, providing product information, quotations, develop new accounts and grow existing accounts in the assigned territory.
- Created and implemented customer specific sales presentations, demonstrations, and exhibitions.
- These included attending and exhibiting at conferences and congresses such as the SATS, South African Theatre Sisters congress as well as the WHASA, Wound Healing Association of Southern Africa conference.
- Educated and trained the staff on products and industry trends, these included infection control sisters, clinicians, theatre sisters and unit managers.
- Provided comprehensive guidance on the use of our devices, thereby enabling physicians and staff to reach proficiency and deliver positive patient outcomes.
- Monitored and successfully managed the number of state tenders for consumable items.
- Most of these tenders were for the Western Cape, others were National RT tenders, and some were for the Military.
- Arranged for Company to be loaded on the Western Cape Data Base to tender on various medical and surgical items for the State Hospitals.
- A similar process was tasked for the City of Cape Town to do quotations for all the Primary Clinics that fall under their jurisdiction.
- Respiratory, Cardiovascular, Wound Care, Diathermy & Biopsy Systems.
Business Development Manager
MULTI SOURCE MEDICAL
03.2013 - 07.2015
- Company Overview: Skin Graft Blades, Dermatomes, Skin Graft Knives, Diathermy Instruments.
- Responsible for selling 40 product lines which included disposable dermacarrier blades for skin graft meshers to general and plastic reconstructive surgeons.
- Introduced new re-usable bipolar diathermy forceps to theatre matrons and surgeons and sold 20 in the first month.
- Over 500 units were sold by year end (November 2014) and resulted in a steady increase of 10% on monthly turnover.
- Responsible for the awarding of tender for wound care products after demonstrating to the infection control board.
- Selected out of 26 companies to be contracted to government for a period of two years thereby increasing monthly turnover by over 100%.
- Client focus was Infection Control, Dermatology & Burns units in the State and Private Hospitals.
- Skin Graft Blades, Dermatomes, Skin Graft Knives, Diathermy Instruments.
Territory Sales Representative
WEST COAST TECHNOLOGY MEDICAL CC
02.2008 - 12.2012
- Company Overview: MTW ENDOSKOPIE PRODUCTS, GIT Guidewires, Polypectomy Snares, Cytology brushes, Biopsy Forceps, Stent Introducer Systems, Lithotomy Baskets, Ligators, Papillotomes, Blood Warmers & Accessories, General Surgical Instruments.
- Responsible for selling over 50 product lines which included Endoscopy products from MTW ENDOSKOPIE in Germany.
- The focus area was the GIT (Gastro) and Urology units in private and state hospitals.
- The portfolio also consisted of selling the Astro-therm Plus Blood and Fluid Warmer from STIHLER in Germany.
- The Astro-therm Plus was successfully demonstrated to physicians and registered theatre nurses in various hospitals and training facilities.
- Achievements Initiated the sales of two Astro-therm Plus units to a children's training hospital in Cape Town (February 2009).
- This resulted in another twenty units been sold after ongoing product demonstrations over a period of three months (May 2009).
- Introduced MTW Endoscopy range to a private hospital group (Mediclinic Corporation SA) in South Africa.
- Persuaded them to switch from their current supplier to our more cost.
- This they did which increased my existing sales pipeline and turnover for the month in the territory from 15% to 38% over the next seven months.
- MTW ENDOSKOPIE PRODUCTS, GIT Guidewires, Polypectomy Snares, Cytology brushes, Biopsy Forceps, Stent Introducer Systems, Lithotomy Baskets, Ligators, Papillotomes, Blood Warmers & Accessories, General Surgical Instruments.
Orthopaedic Sales Representative
ROTH MEDICAL COMPONENTS (PTY) LTD.
10.2005 - 12.2007
- Company Overview: (TRAUMA & ARTHROPLASTY) Hip Prosthesis (Austin Moore & Thompsons), Kirschner Wires, Steinman Pins, Plates, Screws & Orthopaedic Loan Sets.
- Achieved regular sales targets in the territory thereby ensuring a respectable ROI and maintained a sustainable market share.
- Provided detailed product knowledge and insight to surgeons and staff to enable the best surgical outcomes to the patient.
- Offered professional and technical advice to solve customer medical device queries and suggested solutions that promoted the ROTH brand.
- Conducted sales presentations in a professional manner especially on new products with the specific objective to drive sales targets to meet and exceed required expectations.
- Maintained daily sales activity expectations in line with the company's objectives and communicated this information through the digital reporting platform.
- Maintained and adhered to the company's budgets and targets.
- Attended and regularly participated in all product training sessions and presentations.
- Managed all consignment stock when necessary and applicable.
- Engaged with branch manager and national sales manager on forecasting and business planning processes to create a dominant market share in the given territory.
- Introduced new products to Orthopaedic Surgeons from time to time.
- Developed positive relationships with customers and end users building a firm foundation for ongoing business.
- Gathered and reported information on competitor activities and products.
- Followed up on all sales leads and addressed customers queries.
- (TRAUMA & ARTHROPLASTY) Hip Prosthesis (Austin Moore & Thompsons), Kirschner Wires, Steinman Pins, Plates, Screws & Orthopaedic Loan Sets.
Business Development Manager
PHILISA BIOMEDICAL CC
09.2001 - 08.2004
- Company Overview: Bone Marrow Needles, Soft Tissue Biopsy needles, Nephrostomy Sets, CVC Sets & PICC lines.
- Presented product demonstrations & training on new bone marrow needles to Pathcare and Ampath which resulted in obtaining these two key accounts.
- Promoted re-usable biopsy gun at major training hospitals and increased sales.
- Encouraged doctors at state hospitals to switch their current bone-marrow needles to our Medax range from Italy.
- Resulted in 35% more orders on product line.
- Converted surgeons to use our TRAP-LOCK bone marrow needle to obtain better core samples for diagnosis.
- This in turn resulted in a 27% more market share in the territory on this product line.
- Arranged sales and marketing of 10 product lines which involved calling on Urologists, Haemotologists, Clinical Oncologists and Pathologists.
- Bone Marrow Needles, Soft Tissue Biopsy needles, Nephrostomy Sets, CVC Sets & PICC lines.
Education
Matric -
Fish Hoek Senior High School
Cape Town, WCIn House Training - Surgical instruments & Medical Devices
Intermed
In House Training - Bone Marrow & Soft Tissue Biopsy Systems
Philisa Biomedical
In House Training - Anatomy & Physiology relating to Orthopaedic implants, arthroplasty and trauma products
Roth Medical
In House Training - Trained on New Pharmaplast Wound Care Range from Egypt
Endomed
In House Training - Received weekly training & attended regular webinars to assess understanding of the VYGON range of Surgical Products
Endosurgical
CRICE Certified - Sterile Field
SKYNAMO Digital Reporting - CRM Tool
Skills
- Leadership
- Market Development
- Customer Service
- Profit Maximisation
- Problem Resolution
- Needs Assessment
- Top Presentation
- Training
- High integrity
- Windows
- Microsoft Word
- Outlook
- Power Point
- Internet
- CRICE Certified
External Training
- CRICE Certified (Sterile Field), 12/10/20
- SKYNAMO Digital Reporting (CRM Tool), 04/15/16
Timeline
Co-Owner
VR MEDICAL (PTY) LTD
03.2020 - Current
Business Development Manager
ENDOSURGICAL (PTY) LTD
10.2019 - 02.2020
Business Development Manager
ENDOMED MEDICAL & SURGICAL SUPPLIES cc
01.2016 - 09.2018
Business Development Manager
MULTI SOURCE MEDICAL
03.2013 - 07.2015
Territory Sales Representative
WEST COAST TECHNOLOGY MEDICAL CC
02.2008 - 12.2012
Orthopaedic Sales Representative
ROTH MEDICAL COMPONENTS (PTY) LTD.
10.2005 - 12.2007
Business Development Manager
PHILISA BIOMEDICAL CC
09.2001 - 08.2004
In House Training - Surgical instruments & Medical Devices
Intermed
In House Training - Bone Marrow & Soft Tissue Biopsy Systems
Philisa Biomedical
In House Training - Anatomy & Physiology relating to Orthopaedic implants, arthroplasty and trauma products
Roth Medical
In House Training - Trained on New Pharmaplast Wound Care Range from Egypt
Endomed
In House Training - Received weekly training & attended regular webinars to assess understanding of the VYGON range of Surgical Products
Endosurgical
CRICE Certified - Sterile Field
SKYNAMO Digital Reporting - CRM Tool
Matric -
Fish Hoek Senior High School
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