E. PATRICIA HAYES

As an Endoscopy & Communication Product Specialist focusing on Advanced Fluorescence Visualization, Installation, and Surgical Product Knowledge and Management, my role revolves around delivering a higher level of expertise and support in implementing and utilizing advanced visualization technologies within surgical settings. My expertise spans from effective equipment installation to training and advising surgical teams on the use of these cutting-edge products. Here's a more detailed description:

• Installation and Configuration: I lead the process of installing and configuring advanced fluorescence visualization equipment in hospitals and clinics. This includes conducting tests and ensuring that systems operate optimally to ensure accurate results during surgical procedures.
• Training and Guidance: I conduct training sessions and provide guidance to surgeons, medical staff, and surgical teams on effectively using advanced visualization equipment. This involves demonstrating system operations, offering practical guidance during procedures, and addressing technical queries.
• Surgical Product Management: I possess in-depth knowledge of surgical products related to advanced fluorescence visualization. I can advise on the selection of appropriate products for specific procedures and ensure seamless integration into the surgical workflow.
• Assistance in Surgical Procedures: In some cases, I may be present during surgical procedures to offer real-time technical support. This can include adjusting equipment settings, troubleshooting, and optimizing visualization to help surgeons achieve the best outcomes.
• Technology Upgrading: I stay updated on the latest trends and advancements in fluorescence visualization and surgical technologies. I can provide insights into the latest features and benefits of equipment, as well as recommendations for future upgrades.
• Customer Relations: I establish strong relationships with customers, building trust and ensuring their needs are met. I work closely with medical and procurement teams to ensure a smooth and successful experience with our products.
• Regulatory and Ethical Compliance: I ensure that all aspects of my work adhere to relevant regulations within the medical and surgical realms. I maintain high ethical standards in all business and healthcare interactions.

Dedicated and accomplished Sales Professional with a proven track record of promoting NOVADAQ's industry-leading point of care imaging solutions and acellular dermal matrix products. Skilled in cultivating long-term client relationships, employing professional sales techniques, and surpassing sales goals. Adept at managing clinical sales specialists, strategizing business plans, and facilitating orientation and training to ensure effective product utilization.

• Sales Leadership and Territory Expansion:

Successfully expanded product reach in Puerto Rico, Dominican Republic, and the Caribbean, consistently exceeding capital and disposable sales goals. Promoted product line adoption through strategic sales techniques, fostering relationships with diverse surgeon specialties, operating room personnel, and hospital administrators.

• Team Management and Strategy:

Proficiently managed the Clinical Sales Specialist team in Puerto Rico and the Caribbean, driving collaboration, performance, and achievement of collective objectives. Developed and executed comprehensive business plans to ensure the achievement of ambitious sales targets.

• Subject Matter Expertise:

Attained comprehensive expertise in NOVADAQ's imaging platforms, procedures, industry trends, and competitive landscape. Positioned as the go-to resource for informed guidance on product knowledge and market insights.

• Effective Training and Orientation:

Conducted impactful orientation, demonstrations, and proctoring sessions to empower surgeons, operating room staff, and sales teams with in-depth understanding of NOVADAQ technology. Facilitated ongoing product usage and effectiveness to optimize outcomes.

Accomplished Brand Manager with a proven record of orchestrating the development, execution, and monitoring of strategic brand plans. Adept at leading the implementation of impactful marketing tactics, ensuring alignment with core brand objectives. Expertly overseeing diverse tactical plans and collaborating seamlessly with cross-functional teams and stakeholders. Proficient in utilizing market insights to drive informed decision-making and achieve financial targets. Strong communicator who delivers compelling presentations and forges customer-centric partnerships for sustainable business growth.

• Strategic Brand Development Excellence:
  Managed and orchestrated the seamless development, execution, and continuous monitoring of core brand plans, ensuring alignment with overarching business strategies.
• Impactful Marketing Tactics Implementation:
  Led the successful development and implementation of result-driven marketing tactics, directly contributing to the attainment of goals associated with core brand elements.
• Comprehensive Tactical Oversight:
  Demonstrated effective leadership in overseeing the creation and deployment of diverse tactical plans, including sales/promotional tools, samples, PR/media efforts, websites, and market research initiatives.
• Stakeholder Relationship Building:
  Established and maintained a strong presence as the brand's primary representative, fostering productive relationships with internal and external stakeholders.
• Strategic Messaging and Positioning:
  Played a pivotal role in shaping the brand's positioning and messaging strategies, driving the brand towards achieving its targeted objectives.
• Seamless Cross-Team Collaboration:
  Collaborated seamlessly with cross-functional brand team members, external agencies, and extended Millennium Health team, ensuring cohesive alignment of marketing tactics with overarching strategic goals.
• Insight-Driven Decision Making:
  Utilized comprehensive market insights, competitive intelligence, and performance analytics to identify growth opportunities and challenges, strategically guiding the brand towards its targeted objectives.
• Resource Optimization and Budget Management:
  Assisted in developing and meticulously monitoring product forecasts and brand expense budgets, contributing to efficient resource allocation and financial efficiency.
• Financial Target Attainment: Exceeded financial targets for the brand, achieving and surpassing goals related to net sales, discounts, market share, and expense control.
• Annual Business Planning Excellence:
  Provided vital support to the annual business planning process, ensuring timely alignment with strategic priorities and effective execution.
• Impactful Senior Management Presentations:
  Delivered insightful and impactful presentations to Senior Management, offering strategic updates and actionable recommendations.
• Customer-Centric Partnership Building:
  Established a strong partnership with the Customer Support Specialist, fostering a seamless customer journey from initial engagement to ongoing support and business expansion.

Accomplished professional with expertise in strategic healthcare engagement and managed care collaboration. Skilled in fostering payer discussions, collaborating with Managed Care Area Managers for sustained MCO formulary support. Adept at leading cross-functional teams for effective pull-through strategies. Successful in implementing seamless "continuation of care" models and exceeding annual product knowledge standards. Recognized Gold Top Performer, excelling in sales and new product launches. Proficient in territory management, contract negotiation, and prescription stimulation for enduring customer loyalty.

• Strategic Healthcare Professional (HCP) Engagement:
  Demonstrated expertise in identifying top plans for HCP engagement, fostering comprehensive discussions on payer environment, copays, and formulary access to drive favorable outcomes.
• Managed Care Support and Collaboration:
  Collaborated closely with Managed Care Area Managers to strategically generate and sustain product support on Managed Care Organization (MCO) formularies, ensuring optimal market access.
• Effective Cross-Functional Team Building:
  Developed and led an extended team to effectively execute pull-through strategies for MCO decisions, driving alignment and successful implementation.
• Continuation of Care Excellence:
  Achieved success in implementing a comprehensive "continuation of care" model, encompassing discharge protocols, treatment algorithms, and disease management strategies to ensure seamless patient care.
• Exemplary Product Knowledge Attainment:
  Consistently met and exceeded annual product knowledge standards set by the company, showcasing a deep understanding of product intricacies.
• Outstanding Sales Performance:
  Ranked as a Gold Top Performer, showcasing exceptional sales performance by achieving top rankings within the region (7th out of 58), zone (11th out of 131), and nationwide (19th out of 131).
• Successful New Product Launches:
  Led the successful launch of two new products within the Diabetes division, consistently achieving the highest growth and Depth in New RX in 2011, underscoring impactful market entry strategies.
• Territory Management and Contract Negotiation:
  Effectively managed key territories, fostering robust customer relationships and skillfully negotiating hospital contracts to drive business growth.
• Prescription Stimulation and Loyalty Enhancement:
  Stimulated new and existing prescriptions, skillfully navigating healthcare access challenges to enhance customer trust and loyalty, contributing to sustained business relationships.

Accomplished sales professional with a track record of rapid and successful product introductions, earning a Special Award for introducing products across four institutions in a year. Club Double Top Performer, ranked #1 out of 23 in Allergy and Anti-infective Sales Force. Revenue growth leader, exceeding corporate targets through strategic account management. Expert in managed care, formulary systems, and product positioning. Skilled in prescription stimulation, fostering customer loyalty. Strong in strategic planning, execution, and market engagement. Exceptional understanding of customers, regulations, and market trends. Proficient in engaging healthcare practitioners and driving results with unwavering commitment.

• Special Recognition for Rapid Product Introduction: Received a Special Award for successfully introducing products within a year in four institutions within my assigned territory, highlighting outstanding performance and quick market penetration.
• Club Double Top Performer 2010: Attained the prestigious Club Double Special Award for exceptional performance, ranking #1 out of 23 in the INST/SPEC Sales Force of the Allergy and Anti-infective Business Unit.
• Revenue Growth Leadership: Managed hospital accounts with a primary focus on exceeding corporate revenue targets for the business unit, showcasing strong leadership in revenue growth initiatives.
• Prescription Stimulation and Loyalty Building: Fostered the stimulation of new and existing prescriptions, effectively enhancing customer trust and loyalty, contributing to sustained business relationships.
• Expertise in Managed Care and Formulary Systems: Demonstrated in-depth knowledge of managed care dynamics, formulary systems, and cost-related challenges faced by practitioners, contributing to effective market engagement.
• Strategic Product Positioning: Effectively moved clients along the buying cycle, optimizing product positioning by leveraging positive brand positioning within accounts and the community setting. Executed "transition of care" pull-through plans for enhanced execution.
• Exceptional Customer and Market Knowledge: Displayed exceptional understanding of customers, related markets, disease states, and competitive products. Stayed current with CMS, JACHO regulations for Puerto Rico, reimbursement, DRG payments, and top MHC plans.
• Comprehensive Account Engagement: Engaged healthcare practitioners (HCPs) in comprehensive discussions on the payer environment, contracting process, and served as a content expert for each account within the assigned territory.
• Strategic Planning and Analysis: Developed robust account plans and conducted analyses to identify opportunities, threats, trends, and barriers. Modified and communicated plans effectively to drive successful execution.
• Commitment and Results-Driven Approach: Demonstrated unwavering commitment and drive for results, particularly in the face of resistance, consistently achieving a higher level of performance.