GLEN MAHLER885 Phillip Court

El Dorado Hills, CA 95762

Phone: 916.939.0434 * Cell: 916.878.8806
gm4cc73e@westpost.net
SUMMARY OF QUALIFICATIONS
Senior-level Medical Device and Disposable Products Sales Executive with career
record of developing and executing strategies that strengthen revenue, profit an
d competitive advantage. Builds long-term professional relationships with physic
ians, surgeons, hospital administrators, purchasing managers, practice managers
and clinic supervisors by focusing on optimum patient outcomes and positive impa
ct on patient care. Demonstrates increased revenue and reduced costs for clients
, without reducing product efficacy and safety, by analyzing and documenting pat
ient results based on use of products. Consistently at the top of the sales lead
er board in sales-to-quota achievement.
Increases ROI and reduces the cost of sales by focusing on client retention, as
well as delivery of world-class quality, products and service. Comfortable and e
xperienced in operating room (OR) settings. Extensive, well-established network
of contacts, thought leaders and key opinion leaders (KOLs) across Northern Cali
fornia, Northern Nevada and the Pacific Northwest.
AREAS OF EXPERTISE
* Business Development *Account Management * Client Relationship Management * Co
nsultative Sales & Marketing * Communication / Presentation * Product / Industry
Knowledge * Strategic Planning / Execution* Budget Planning / Management * Pro
duct Training / Education
Representative Clients: Anesthesiologists, Burn Unit Managers, Cardiologists, Cl
inical Supervisors, Critical Care Unit Managers, Electrophysiologists, Endocrino
logists, Fellows, Gastroenterologists, General Surgeons, Gynecologists, Intensiv
ists, Internists, Interventional Radiologists, Neonatologists, Neurosurgeons, OR
Managers, Orthopedic Surgeons, Pharmacists, Physiatrists, Plastic Surgeons, Pul
monologists, RT Managers, Urogynecologists, Urologists, Wound Care Nurses
EDUCATION AND PROFESSIONAL DEVELOPMENT
Master of Business Administration Degree, University of Phoenix, Sacramento, CA,
2004
Bachelor of Science Degree, Marketing, California State University, Sacramento,
CA, 1980
SalesForce.com Customer Relations Management (CRM) Training Course, 2009
Priority Management System Training Course, 1992
Excellence in Selling Skills Seminars -- Tom Hopkins International, 1982-1994
Graduate, Effective Speaking and Human Relations -- Dale Carnegie, 1981
PROFESSIONAL EXPERIENCE
WESTMED INC. Oct 2007 - Present
$25+ million developer, manufacturer and distributor of disposable, medical devi
se and capital equipment anesthesia and respiratory products.
District Sales Manager - 11/09 - Present / Sales Representative, 10/07 - Presen
t
* Manage 1 Direct Sales Representative with responsibility for Pacific Northwest
(OR, WA, ID, AK) territory.
* Market disposable and medical device respiratory and anesthesia supplies to Pu
lmonologists, Anesthesiologists, Neonatologists and Unit/OR Managers in Northern
CA, Northern NV, and PNW.
* #1 Sales Representative in the country with 116% of quota, YTD 2010.
* #1 of 3 districts in 2009; exceeded annual sales targets.
* #2 of 22 sales representatives in 2008 and #3 of 31 reps in 2009.
MEDICAL HORIZONS, INC. Aug 2005 - Oct 2007
Interventional Pain Management, GI-Endoscopy, GYN-Urology capital equipment inst
ruments, devices and disposable products
Independent Sales Representative, Northern CA / Northern NV
* Sold chronic/acute pain management disposable, medical devices and capital equ
ipment products/systems, gastrointestinal endoscopy capital equipment/ devices/d
isposables, urge/stress incontinence diagnostic and treatment devices and endome
trial ablation instruments.
* Clients included Surgeons, Anesthesiologists, Radiologists, Physiatrists, Gast
roenterologists, Gynecologists, Urologists, Urogynecologists and OR Managers at
hospitals, surgery centers, private practices and clinics.
* Achieved #1 ranking of 5 reps in 2006; #2 of 5 reps in 2005.

KIMBERLY-CLARK CORP. / BALLARD MEDICAL PRODUCTS Jul 1995 - Aug 2005

global healthcare leader in interventional pain management capital equipment ins
truments, devices and disposables, and GI-Endoscopy devices, as well as disposab
le medical products for surgical, sterilization, orthopedic, wound care, and inf
ection control applications.
Sales Representative, Northern CA / Northern NV
* Cultivated client base and KOLs that included Neurosurgeons, Orthopedic Surge
ons, Anesthesiologists, Interventional Radiologists, Physiatrists, Gastroenterol
ogists, General Surgeons, Pulmonologists, Intensivists, OR Managers, Clinical Su
pervisors and Unit/Department Managers at hospitals and surgery centers.
* Drove sales from $212,500 to $1.1+ million in Interventional Spine Pain Manage
ment products and delivered 143% revenue increase to $1.4+ million in critical c
are respiratory disposable and defibrillation pad products.
* Selected National/Regional Sales Trainer 1998, 2000, 2002. Acting District Man
ager 1999, 2000, 2002, 2003.
* Earned President's Club Award 2001; ranked #2 in sales of 26 representatives.
* Achieved Club One Incentive Trip 1999, 2000 and 2001.
* Only sales rep in the nation to hit 100% of quota in pain management and surgi
cal disinfectant lines in 1999.
BAXTER-TRAVENOL / FLINT LABORATORIES / BOOTS PHARMACEUTICALS May 1985 - Jul 1995
Boots Pharmaceutical acquired Flint Laboratories from Baxter-Travenol in May 199
2
Hospital Sales Representative, Northern CA / Northern NV ('92-'95)
* As Hospital Representative, sold cardiovascular and endocrine drugs and medica
l devices to teaching hospital at UC Davis, UCSF, California Pacific Medical Cen
ter (CPMC), Stanford, and VA San Francisco and Palo Alto.
* Sold antimicrobial cream and enzymatic debridement agent to hospital burn unit
s and surgery centers.
* Clients included Cardiologists, Electrophysiologists, Endocrinologists, Fellow
s, General Surgeons, Plastic Surgeons, Wound Care Nurses, Burn Unit/Surgery Mana
gers, Internists and Pharmacists.
* Conducted pre-launch and launch of new drug for treatment of congestive heart
failure; won drug formulary approval 8 weeks post-launch at Stanford, UCSF, CPMC
and 7 other teaching hospitals.
* Consistently achieved 103% to as much as 121% of sales quota throughout entire
tenure with companies.
Sales Representative, Northern CA / Northern NV ('85-'92)
* As Sales Representative, sold the Eugly(R) microelectronic insulin infusion ca
pital equipment and ancillary disposable products, and blood glucose devices and
disposable products in hospitals and private practices.
* Worked closely with clinical educators to train and educate them on products a
nd product utilization.
* Won Distinguished Sales Club Award 1987, 1988, and 1991.
TRIAD SYSTEMS CORP. May 1981 - May 1985
automotive aftermarket minicomputer systems and software
Sales Representative / Marketing Applications Representative, Northern CA / Nort
hern NV
* Provided sales support to the marketing function before being promoted to Sale
s Representative.
* Achieved 100% of sales quota; propelled annual revenue from $258K to $850K.
* Opened new territory office in Reno, NV; established client base, built sales
and provided training to clients.
PROFESSIONAL ASSOCIATIONS
Member, America Society of Anesthesiologists
Member, American Society of Respiratory Care
Member, Medical Device Sales Professionals