Eric Ray

Highly accomplished sales leader, marketing leader and clinical educator with a proven track record of success in providing executive leadership, new business strategy and development, market adoption, talent development and building highly successful sales teams. Proven ability to logically and effectively communicate, analyze market demand, anticipate industry changes and client needs. Extensive experience in driving adoption of new technologies, procedures, and product usage through specifically designed metrics.

Manager, Clinical Education & Sales Training at TriMed, Inc. (2023-08 – 2026-04)

Responsible for the Training and Clinical Education of the TriMed US Sales Team in the treatment of peri-articular fractures. Responsibilities include establishing online training curriculum as well as in-person 3-day training curriculum/courses held multiple times throughout the year in various locations throughout US.

• Identified clinical training and developmental needs and curated training material initiatives and curriculum that could be tracked and reported through working in field with sales team
• Worked cross-functionally with subject matter experts to define training program objectives and develop solutions that address learning needs
• Created all content / curriculum and led a continuous series of web-based / online and classroom trainings geared towards product expertise, competitive strategies, clinical studies and best sales practices
• Designed and executed sales training classes – including product, procedure and selling skills education
• Developed online learning management system using adult learning principles – learning modules delivered monthly to US and international sales teams
• Worked cross-functionally with international colleagues to develop consistency with product information and development worldwide
• Trained over 300 sale representatives – domestic US and international
• Developed Monthly Journal Club – delivered regionally on monthly basis

Manager, Sales Training & Education at Stryker Upper Extremities (2021-09 – 2023-08)

Developed, planned, and conducted various levels of training (home office and regional) on techniques for selling Stryker/Tornier's product portfolio for sales representatives and reseller partners. Designed 15 training classes, curriculum and advanced clinical subject matter. Conducted needs assessments and analyzed employee training needs to determine requirements for new program development. Led coordination with marketing team for new product launches and messaging.

• Identified clinical training and developmental needs and curated training material initiatives and curriculum that could be tracked and reported
• Worked cross-functionally with subject matter experts to define training program objectives and develop solutions that address learning needs
• Managed all training program expenses within assigned budget
• Facilitated and led classroom and lab/cadaver training
• Created engaging learning experiences and compelling course content that enhanced retention and effectively translated into positive performance results
• Implemented digital training technology to develop, deploy, administer, and track training, including learning management systems, eLearning design software, polling software and web conferencing tools

Director, Clinical Education US at Heraeus Medical (2018-08 – 2021-07)

Lead continuous clinical education and training initiatives on the Heraeus Medical portfolio of products and services (total joint arthroplasty & infection management) to internal and external stakeholders applying adult learning principles. Recruit, train, and manage a team of 4 Clinical Specialists to provide field product support, in-services, evaluations and strategically guide the US sales team as clinical sales experts. Member of Executive Leadership Team

• Created all content / curriculum and led a continuous series of web-based / online and classroom trainings geared towards product expertise, competitive strategies, clinical studies and best sales practices
• Designed and executed sales training classes – including product, procedure and selling skills education, needs analysis
• Developed online learning management system using adult learning principles – learning modules delivered monthly to US and international sales teams
• Developed online training and resource platform
• Worked cross-functionally with international colleagues to develop consistency with product information and development
• Worked with US Operations to develop CRM program and integrated into each sales territory
• Conducted and maintained all records for field-based labs, learning events and new person onboarding
• Plan and manage budget to maximize business opportunities
• Developed Monthly Journal Club – delivered regionally on monthly basis

Sales & Marketing Medical Device Consultant at Innovasive Devices, LLC. (2017-02 – 2018-07)

Independent consultant partnering with and providing assistance to clients in the orthopedic medical device industry. Working cross-functionally with Sales Management, Sales Training, Marketing and Business Development teams to create innovative and strategic solutions to achieve revenue goals while offering long-term value. Facilitating new product development, sales enablement and commercialization strategies, creating & designing surgeon and sales representative training programs.

Clinical Sales & Marketing Manager at CONMED, Inc. (2014-08 – 2017-01)

Regional Sales Management of 11 distributor agencies and 10 direct sales representatives selling orthopedic implants, disposables, capital equipment (Power, Video, Shavers, Pumps) as well as allograft tissue and biologics. Provided coaching, leadership and sales force development through the management of established metrics and best practices. Designed and executed sales and marketing launch strategies at regional level for new product introductions.

Established and maintained relationships with regional KOL's and key accounts. Engaged in C-level presentations in negotiating compliance with preferred supplier agreements with regional IDN's and GPO's. Integrated use of CRM Salesforce.com into US Sales force.

• Designed & instituted strategic sales plan in order to achieve revenue targets
• Responsible for over $126M in total sales during tenure, achieving 53% revenue growth over baseline
• Increased annual revenue sales from $32M (2014), $45M (2015), $49M (2016)
• Turned around and underperforming region from #4 ranking (2014) to #1 in 2015 and 2016 nationally
• Designed content, structure and protocol for CONMED Orthopedics Sales Training program (including cadaver training), instructed at 6x/year. Trained over 150 sales personnel worldwide
• Anticipated future shifts and trends in national and regional healthcare marketplace and adjusted strategy as needed to maximize revenue opportunities
• Worked collaboratively with KOL surgeons to leverage ongoing product development

Director of Sales – US at NuOrtho Surgical, Inc. (2009-09 – 2014-07)

A Pre-IPO startup medical device company pioneering a disruptive, novel technology for the treatment of articular cartilage lesions worth $2.5M annually.

Designed

Sales & Marketing strategy / business plan including sales protocols, metrics, messaging and all clinical sales training for a 14-distributor group sales force including 3 Regional Managers. Sourced and established KOL surgeon relationships throughout US. Worked collaboratively within key accounts and OR staff and administration to obtain support for product adoption and clinical usage.

• Took sales from $0 (launched 6/2011) to $2.5M annually (as of July 2014)
• Secured $14M in Series A, B, and C funding
• Secured publication of nine scientific clinical studies
• Secured seven (7) KOL surgeons for podium presentations

Regional Sales Manager – Pacific Northwest & Central US at TranS1, Inc. (2007-01 – 2009-09)

A startup medical device company pioneering a disruptive, minimally invasive surgical approach to lumbar fusion spine surgery. Hired and directed a team of 2 District Managers, 8 Distributors and 10 Clinical Sales Representatives achieving $8.7M annually. Designed regional sales strategy to engage early-adopter surgical specialists (Spinal Orthopedic and Neurosurgeons).

Established specific sales metrics and best practices regionally to drive effective behaviors required for obtaining new surgeon users. Conducted product and technology training to physicians and staff.

• 2007: $3.2M sales revenue / 2008: $8.7M sales revenue
• Grew monthly regional revenue from $0K to over $575K
• Region ranked 2nd out of eight for sales revenue & growth (2008)
• Increased regional surgeon base from seven to 44
• Hired, trained, and coached top 2 Clinical Sales Representatives in US

DePuy Australia / Johnson & Johnson Australia

Colorado College BA 1986