MICHAEL J.

HIGGINS
575 Silvertip Drive * Incline Village, Nevada 89450
775-742-1297 * mhf89a14@westpost.net
SALES MANAGEMENT: Medical Devices
Dynamic, results-driven sales management professional with extensive experience
increasing the bottom line with the design, development and delivery of revenue
generating sales programs for medical device companies. Develops business plans
and sales strategies that ensure company attainment of goals and profitability,
as well as new market penetration. Provides clinical practice management and fol
low up to clients in support of product performance. Creates strong relationship
s with Key Opinion Leaders and business decision-makers. Builds trains and leads
high functioning sales teams in the delivery of business growth, increased reve
nues and enhanced profitability. Leads outstanding regional sales success in Cal
ifornia, Oregon Washington, Alaska, Hawaii, Nevada, Arizona, New Mexico, Colorad
o, Utah, Idaho and Montana.

Leadership * Sales Management * Sales / Marketing * New Business Development *

Lead Generation
Relationship Building * Team Management * Economics to C-Level Executives
Customer Service * Sales Presentations * Key Opinion Leader Relations * Business
Planning
Clinical Practice Management / Follow Up * New Technology Introduction
Consultative Selling * Best Practices * Direct / Independent Sales Rep Managemen
t
Account Management * GPO / IDN Management * Pricing / Reimbursement Strategies
Regional and National Sales / In-Service / Clinical Training

PROFESSIONAL EXPERIENCE
ALPHA SURGICAL SOLUTIONS LLC, Walnut Creek, California * 2010-Present
A distribution organization specializing in biological solutions in orthopedics,
spine and sports medicine.
Area Sales Director
Directs all aspects of sales, marketing and business development. Prospects new
business opportunities. Owns responsibility for revenue generation, building sur
geon-customer relationships, and overseeing product approval. Negotiates busines
s contracts and monitors product performance.
TRANS1 INC., Wilmington, North Carolina * 2005-2010
A medical device company focused on designing, developing and marketing products
to treat degenerative conditions of the spine affecting the lower lumbar region
.
Clinical Business Development Manager
Provided thought leadership by developing Key Opinion leaders, managing a nation
al key account focus in targeted U.S. markets, and supporting the limited clinic
al market release of AxiaLIF 2L. Consulted with surgeon advisors and product dev
elopment teams for soft tissue safety improvements and AxiaLIF 2L Plus. Boosted
TranS1 product presence and impact in strategic markets. Furnished a high visibi
lity quotient at spine specialty meetings and associations in alignment with Pre
sident / CEO and Vice President of Sales directives.
Western Region Sales Manager
Led regional business development functions, boosting company revenues, and enha
ncing organizational growth. Oversaw recruitment, training and team development.
 Developed strategic business plans. Led sales teams, set and met sales quotas,
developed sales solutions, and established best practices. Effectively delivered
economic model to C-Level hospital personnel, demonstrating profitability of pr
ocedure to justify premium pricing. Managed a hybrid sales team of 7 direct repr
esentatives, 3 distributors and a 35-member sales force across 12 western states
.
continued.

MICHAEL J. HIGGINS * Page 2 * mhf89a14@westpost.net

Clinical Sales Manager

Served as the initial sales representative for a shockingly different technology
that introduced a new way of thinking about Lumbar Fusion. Drove all new busine
ss development, including market prospecting and consultative selling. Led reven
ue generation efforts, and introduced new technologies to the market. Performed
account management, oversaw customer relations, and delivered product presentati
ons. Conducted educational programs such as in-service and clinical training. Ex
ecuted best practices for sales operations and clinical practice management. Dev
eloped strong Key Opinion Leader relationships.
Major Achievements:
* Introduced TranS1 new technology to the complex spine market, as well as to al
l University of California hospitals and Cedars Sinai in Los Angeles.
* Developed the 1st $5M TranS1 territory as Regional Sales Manager.
* Developed the 1st $3M TranS1 territory as Clinical Sales Manager.
* Partnered in the company's successful $100M IPO.
* Effectively delivered the economic model to C-Level hospital personnel, demons
trating profitability of procedure to justify premium pricing.
* Contributed to global sales training across the US and Europe, and e-learning
websites in 5 languages.
* Introduced TranS1 Technology to China in collaboration with a national surgeon
champion.
* Implemented Best Practice Protocols within sales, marketing and clinical funct
ions.
* Assisted product development programs on soft tissue safety and AxiaLIF 2L Plu
s.
* Initiated the 1st TranS1 AxiaLIF cases in Guangzhou China.
* Named Regional Manager of the Year for Commitment to Excellence in 2006.
* Won the 2008 Rainmaker Award for Making the Difference in Surgeon Adoption/Rel
ationships.
AXYA MEDICAL, Beverly, Massachusetts * 2001-2004
An innovative suture welding Technology Company dedicated to soft tissue repair
in orthopedics and sports medicine.
Director of Sales / Northwest Region Sales Manager
Spearheaded all company business development activities in the western United St
ates, including sales, education, and training programs, surgical case support a
nd clinical follow up. Created the Axya U.S. market development strategy and all
commission programs. Led all recruitment and training of a hybrid regional sale
s force. Produced a quarterly market report for senior management. Participated
in regional and national arthroscopy technology conferences.
Major Achievements:
* Earned Axya Regional Manager of the Year honors in 2002 and 2003.
* Developed premier satellite accounts, including Stanford University.
* Successfully negotiated sales distribution agreements in northern California,
Oregon, Washington and Colorado.
* Bolstered market presence by instituting a Sales Specialist position.
* Partnered in suture anchor technology acquisition.
* Established a sales partnership dialogue with Arthrocare Corporation.

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MICHAEL J. HIGGINS * Page 3 * mhf89a14@westpost.net

LEADINGMD.COM, San Clemente, California * 2000-2001

An independent Internet website design company, providing patient education info
rmation and orthopedic practice management profit builders.
Vice President of Sales
Created and implemented the company's business development and marketing rollout
plans. Developed an independent distribution channel and all sales commission p
rograms. Delivered U.S. market updates to senior management on a monthly basis.
Major Achievements:
* Grew sales 50% over prior year, developing to 100% by year's end.
* Established the Steadman Hawkins Clinic in Vail Colorado as a premier account.
* Initiated a MD Web Center powered by LeadingMD.com at Smith & Nephew Orthopedi
cs.
* Led negotiations and managed sales and marketing agreement with Sulzer Orthope
dics.

PREVIOUS POSITIONS
INNOVASIVE DEVICES, INC., Marlborough, Massachusetts
Clinical Sales / Marketing Specialist - Western Region
* Co-Managed all aspects of company sales within the assigned region.
* Increased Sales 206%, generating an additional $743.4K as Region of the Year i
n 1998.
* Grew sales 240% in 1999, an increase of 240%.
ACUFEX MICROSURGICAL - SMITH & NEPHEW ENDOSCOPY, Mansfield, Massachusetts
National Sales Trainer / Regional Sales Trainer / Arthroscopy Sales Specialist
* Managed sales activities for the Sacramento-based northern California territor
y.
* Trained all new sales representatives, and conducted national sales training p
rograms.
* Won the President's Club Award in 1990, 1991, 1994, 1995, 1996 and 1997.
BARD CRITICAL CARE, CR BARD CORPORATION, Billerica, Massachusetts
Division Sales Trainer / Critical Care Sales Representative
* Drove all BCC products sales in the northern California, Oregon, Washington an
d Hawaii region.
* Earned Regional Rookie of the Year honors, and became a 2-time member of the P
resident's Club.

Career Note: Additional positions as a Sales Representative for ALL-AMERICAN SCH

OOL SUPPLIES and Assistant Director Junior Ski Racing for SNOWBIRD SKI RACING TE
AM. Details upon request.

EDUCATION
Bachelor of Science in Biochemical Sciences
University of Vermont, Burlington, Vermont