2. Lighthouse Symbolism Chris Wilson - Senior Sales Representative | p. 2
LIGHTHOUSE SYMBOLISM
GUIDANCE The historical role of lighthouses was to guide
and protect sailors as they approached the shore.
DEDICATION Lighthouses are stable structures that have
weathered many storms and this has made them
a symbol of stability and steadfastness. Their
immovability inspires perseverance and dedication.
HOPE After a long and often difficult trip at sea, sailors
felt joy and hope at the first sight of a lighthouse.
3. Chris Wilson’s Lighthouse Symbolism Chris Wilson - Senior Sales Representative | p. 3
CHRIS WILSON’S LIGHTHOUSE SYMBOLISM
GUIDANCE With nine years of experience in the field, I will guide my
team with an authentic ability to seek understanding while
driving results.
DEDICATION I have succeeded in three different territories for Medtronic by
persevering through tough storms and cultivating winning
cultures by my diligence to collaborate and change patient lives.
HOPE I have been a symbol of hope for my patients, co-workers
and now as team leader by empathizing and challenging
through resonant leadership. The SOUTHWEST District will
identify with their District Manager.
4. What I will bring to the Southwest District Chris Wilson - Senior Sales Representative | p. 4
WHAT I WILL BRING TO THE SOUTHWEST DISTRICT
Nine years of field experience Servant leadership
Vision for hope Strong business acumen
Strong resonant leadership Ability to create momentum
experience
Authentic ability to seek
Passion for excellence understanding
Emotional intelligence Proven track record of creating
a culture of winning
5. What I will bring to the Southwest District Chris Wilson - Senior Sales Representative | p. 5
WHAT I WILL BRING TO THE WEST REGION AND
CORPORATE LEADERSHIP TEAM
Fresh perspective on needs of Engagement of corporate Ideas
sales team
Transparency and authenticity
Results oriented ideas to promote
new patient growth Positive contagious attitude to
grow and learn
Strong collaboration skills
Can-do attitude
6. Thirty Sixty Ninety Day Plan Chris Wilson - Senior Sales Representative | p. 6
30 THIRTY
SIXTY
60 NINETY
90 DAY PLAN
7. 30 Day Plan Chris Wilson - Senior Sales Representative | p. 7
30
Review San Diego business plan with fellow District Manager Chris
Robinson to ensure a smooth transition and continued momentum for
San Diego territory
Meet with Dave Meyer to review Southwest District business expectations,
personal needs, and open head counts to ensure revenue growth
Meet with John Kowalczyz to review corporate expectations and align
Southwest District appropriately
Meet with Brenda Burns to review Southwest CS team and expectations
Meet Health Economic Manager Tamara Rook to review reimbursement
for Arizona, New Mexico, and Nevada
8. 30 Day Plan Chris Wilson - Senior Sales Representative | p. 8
30
Create weekly conference call with Southwest district sales team to
formally meet, review sales numbers, patient pipeline through N Link,
administration expectations, budget, education needs and instill HOPE
Call each West Region Pain and ITB District manager individually to
thank them for their support and seek counsel to create a strong
team environment
Personally meet with each team member in their respective territories to
review business goals, personal goals, and vision for Southwest District
Meet with Internal Partners: Marketing, Finance, Human Resource Team,
Contracting, Health Economic Managers, and Education Team to under-
stand needs and expectations
Have dinner with KOL: Dr. Lisa Stearns to understand needs and opportunities
for Cancer pain
9. 30 Day Plan Chris Wilson - Senior Sales Representative | p. 9
30
Identify and meet with the top five doctors of each territory based on prior
year implants and revenue
Identify the top five competitive doctors of each territory to assess
opportunities and ascertain what they value
Close Q1 out at or above plan with less than 50K on PO pending
Meet talent acquisition representatives to build a strong candidate pool for
open headcounts
Identify the best school district and family oriented community in Phoenix
and smoothly transition family
10. 60 Day Plan Chris Wilson - Senior Sales Representative | p. 10
30
Finish open action items from 30-Day Plan.
Assess Q1 performance of each territory and strategically adjust direction
based on patient pipeline and territory dynamics
60
Continue weekly conference call to confirm accurate forecast, patient
pipeline, and budget
Complete adoption of N’Link and its capabilities to ensure sustained growth
Work with Dave Meyer to plan district meeting
Conduct interviews for open sales territories
Work with Brenda Burns to conduct numerous interviews for open
CS headcounts
11. 60 Day Plan Chris Wilson - Senior Sales Representative | p. 11
30
Meet with Brenda Burns to create CS driven, Primary Care new patient
education forums, to create an extensive patient pipeline
Continue meeting with top five doctors in each territory
60
Cultivate relationships with top five competitive doctors in each territory
Send out two-day, ride-along calendar for each territory to plan strategic
meetings with Key Doctors, Hospitals, and ASC’s
Meet Kyphon and Spine District Managers to create collaboration plan
Meet Access Mediquip territory managers to assess business opportunities
Attend cadaver course with Southwest team members and strategic doctors
12. 90 Day Plan Chris Wilson - Senior Sales Representative | p. 12
30
Address performance concerns among sales and CS team
Continue unfinished action items from 60-Day Plan
Conduct District Meeting with all Sales Reps to share vision and establish a
60
winning culture. Give each team member a lighthouse memento
Incorporate CS driven, Primary Care new patient education forums to
create a deep pipeline of patients in each territory
90
Analyze office-based trials vs. ASC, Hospital trials to assess long-term
health of business
Complete FY13 Q1 performance acceleration reviews
Hire for all open headcounts
13. 90 Day Plan Chris Wilson - Senior Sales Representative | p. 13
30
Cultivate relationships with bottom tier Medtronic loyal doctors in each
territory to assess potential opportunities for STIM and TDD
Meet top five referral doctors in each territory to assess education needs
to increase STIM and TDD referrals
60
Spend three days in Minneapolis to meet with Tom Tefft, Julie Foster, John
Kowalczyk, Finance, Marketing, and Contracting to align corporate goals
with district goals
Prepare team to make plan for Q2
90
14. SWOT Analysis Chris Wilson - Senior Sales Representative | p. 14
SWOT SOUTHWEST
SWOT
ANALYSIS
15. SWOT Analysis Chris Wilson - Senior Sales Representative | p. 15
STRENGTHS Focused and engaged Senior Leadership Team with a can-do attitude
Motivated and tenured sales force
Strong service/support with CS team
101.5% to plan for month of May for total pain
56% revenue growth over prior year for STIM in May
5 of 7 territories made plan on TDD in May
Corporate engagement of competitive doctors through Summit Meetings
16. SWOT Analysis Chris Wilson - Senior Sales Representative | p. 16
WEAKNESSES Only three territories made plan on stimulation
Lack of culture and accountability created for Southwest District
Top customers lack confidence in leadership due to past District Manager
Three District Managers in less than five years for Southwest District
Open headcount in Tucson, AZ
17. SWOT Analysis Chris Wilson - Senior Sales Representative | p. 17
OPPORTUNITIES Newly appointed District Manager Chris Wilson to lead the Southwest District
Launch of Restore Sensor to convert competitive market share
Strong pipeline of pending new products for Stimulation and Target Drug
Delivery system
Launch of N’LINK to gauge patient pipeline, assess health of business, and
not burden sales force with duplicating efforts
Strong direction for CS team with new implant strategies
18. SWOT Analysis Chris Wilson - Senior Sales Representative | p. 18
THREATS Possible changes in reimbursement with Palmetto and Trailblazer could
affect office based trials
Pending Codman pump to market
Pending Boston Scientific 32 lead system
St Jude Epiducer penetration
Vertos-MILD Procedure (Distraction from Stimulation and TDD, OR time)
19. Thank you Chris Wilson - Senior Sales Representative | p. 19
THANK YOU FOR
YOUR CONSIDERATION
Christopher Wilson
Senior Sales Representative
Phone: 619-823-8199
Email: Christopher.wilson@medtronic.com
