Susan Xuereb

Responsible for the overall productivity and effectiveness of the ArjoHuntleigh Canadian Sales Organization. Led a portfolio valued at $75M+ by cultivating an organization of continuous process improvement and championing a winning sales culture and true team collaboration. Provided leadership to 6 Regional Sales Directors, 35 Account Executives and 8 Clinical Consultants. Demonstrated a solid track record of results through the successful implementation of Sales and Marketing plans and by fostering an environment of trust, commitment and team collaboration. Managed C-Level suite customer relationships and participated in closing strategic opportunities with National Purchasing Organizations and Regional Health Authorities while leading both Corporate Accounts and the Canadian Sales Team. In partnership with Marketing formulated business strategies to deliver customer expectations, resulting in achieving aggressive revenue growth in key product areas; ceiling lifts, therapeutic surfaces and bathing product lines.

Responsible for the management of Key Corporate Accounts in long-term care, acute care and home-care markets. Team lead for establishing, building and maintaining client relationships by implementing well-documented strategies to benefit both ArjoHuntleigh and our valued customers. Successful in negotiating and closing key Request for Proposal offers in all market segments, by demonstrating the commitment to our customer. Signed sole vendor partnership with a large Long Term Care Corporate account, delivering $2M in revenue within the first year of agreement and an estimated $5M over 3 years. Granted a 2-year extension with MedBuy Corporation for Therapeutic Surface Rental agreement, estimated at $3M per year.

Directed a team of 4 Regional Sales Managers, 3 Clinical Consultants and 21 Accounts Executives. Created and implemented effective sales strategies and lead nation-wide direct and dealer sales personnel, delivering KCI's sales objectives every year. Developed and maintained partnerships with Key Corporate Accounts, creating agreements with Dealer Network and negotiating direct sole vendor relationships by delivering solutions. Team awarded $15M in therapeutic surface rental business per year, with the award of HealthPRO and MedBuy (Group Purchasing Organizations). Received a commitment of 5 years from HealthPRO and 3 years from MedBuy with the option to negotiate an additional 2 years. Partnered with dealer network to maintain CCAC (Community Care Access Centre) wound closure and therapeutic rental surface business, resulting in $5M+ in sales over 2 years.

Responsible for the hiring, coaching and development of the Ontario Sales Team. Exceeded sales forecasts in the Central Region each consecutive year, with the successful implementation of Sales and Marketing strategic planning.

Managed the newly created General Healthcare Division (customers deemed non-acute). Key responsibilities were: to develop Government partnerships (Dept of National Defence), sourcing and selecting dealers to work in conjunction with the direct sales team to gain stronger coverage and manage multiple districts within the region to achieve Cardinal's financial objectives. Awarded 5-year sole vendor agreement with Department of National Defence as their medical supply distributor and gained $10M in revenue. Key supplier of medical supplies to all Emergency Services for SARS, resulting in $7M+ additional revenue.

Each year consistently excelled sales targets (130%+ for two consecutive years) Earned Distinguished Sales Club award. Recipient of Raising Star award for highest territory growth. Contributed as a Team member, winning Division of the Year (1994 and 1995)

Responsible for developing and maintaining month end business reviews for Senior Sales Executives. Created quota setting process and maintained monthly financial reporting. Worked directly with the General Manager and provided on-going financial analysis support.

Major: Marketing Minor: Finance