1. Thomas Schwartz
1556 Belvedere Ave., Okemos, MI 48864
233 E Wacker Dr #2502, Chicago, IL 60601
Home: 517-339-3998 Mobile: 517-896-1316 tschwartz02@gmail.com
PROFILE
I am a driven and passionate self-starting medical device professional whose career has progressed from sales representative,
distributor agency principal, corporate sales executive to corporate sales manager. Increasing responsibility in each job title has
culminated in my current role as Regional Sales Manager, where I take great pride in my strategic deal making acumen. P & L
responsibility allows my creativity and flexibility to aggressively pursue new business, while maximizing representative
commissions. Working in a boutique-style minimally invasive surgical product manufacturer environment, I rely on strategic industry
partnerships, where my leadership and involvement largely determine my successes.
PRODUCT EXPERTISE
Current competencies include: endoscopic video products, image capture, Video on Demand, networking and EMR integration, Data
Aggregation software for patient safety and surgeon dashboard reference, image routing solutions, telescopes and instruments for
Neurosurgery, General Surgery, Arthroscopy, Urology, Gynecology, Cardio-thoracic Surgery, and GI flexible endoscopy. Orthopedic
products sales included: sports medicine soft tissue implants for knee and shoulder procedures, total joint and trauma sales (Tornier
and Encore Orthopedics), and Fluid Management Systems (FMS).
EDUCATION
B.S., Michigan State University, 1980-1984
PROFESSIONAL EXPEREINCE
KARL STORZ Endoskope Sept 2004 to Present
Regional Sales Manager (May 2006 to Present) - Successfully manage both sales and business activities within my defined
geographic region of: Wisconsin, N. Illinois, N. Indiana, Michigan, and in 2015, N. Ohio and W. Pennsylvania.
Direct responsibility of a sales team, but also play a significant role in the sales and management of large deals. Establishing
strategy and directing all field resources to include: account executive, sales engineer, and project managers for successful
competitive conversions of hospital OR video and integration systems. These sales processes involve high-level technical
presentations with C-Suite personnel, IT managers, equipment planning consultants, and biomedical engineering departments. After
winning, continued engagement is required to successfully deliver the technically demanding endoscopic video systems, network
based image capture and archiving solutions, and the OR integration platforms. I’ve lead major conversions and installations at
many of the biggest regional institutions, such as Henry Ford Health System, University of Michigan Medical Center, University of
Chicago Medicine, Rush Presbyterian Hospital, NorthShore University HealthSystem, Cancer Centers of America, and University of
Illinois Medical Centers. Large scope and instrument proposals require detailed procedural knowledge, but often require delivery
mechanisms outside of a straight capital acquisition. Complex proposals often require equipment, long-term maintenance, and repair
solutions up to and including the sale of onsite personnel resources to handle and manage equipment. My role of Regional Sales
Manager demands detailed customer knowledge to accurately position and present the required solution to assure a profitable
company win.
• Development and implementation of sales strategies to aggressively grow market share of all KSEA products, including
those in the following specialties: Urology, Arthroscopy, Gynecology, Laparoscopy, ENT, General Surgery, Documentation,
Thoracoscopy, Anesthesia, Plastic Surgery, Video and Image Capture, and OR Integration to every hospital account and, where
appropriate, to surgery centers and physicians’ offices.
• Primary responsibility for IDN Contract strategy and implementation within region. Successfully negotiated company
contracts with: Northwestern Medicine, University of Chicago Medicine, Northshore University HealthSystem, Presence
Health, and The University of Michigan Health System. By working with key customer decision makers and leveraging vast
company product portfolio with defined customer needs, productive long-term agreements are created. While the creative vision
can be simple, customer advocacy within a cross-cultural organization requires strategic internal alliances with our pricing office
director, sales operations department, and executive leadership team.
• Hiring, training, and ensuring compliance with company sales policies and the company’s Code of Conduct related to Anti-
Kickback Statute and Sunshine Act reporting are core sales management responsibilities.
• Successfully manage regional Operating Expense (OPEX) budget and sales sample inventory. OPEX encompasses meals, travel,
entertainment, routine business expenses, gas, etc. Local meeting and convention spend is also part of the regional OPEX budget.
I manage an ROI vetting process to assure participation and support of organizations and events that can truly drive incremental
sales growth. Ongoing relationships with local hospitals and organizations have allowed flexibility in negotiating exhibitor fees
to allow maximum participation within budget constraints.

2. • Responsible for coordination and participation of various internal company departments and functions. Master Sales and Service
Agreements, Terms and Conditions negotiations, and KARL STORZ Capital financing options, are coordinated through region
management position. I carry responsibility to direct collaborative company activity for all RFP responses in region.
• Key driver for collaborative sales from all company business segments including CORE Surgical sales force, Uro/Gyn Sales
Force, Head and Neck Sales Force, Neuro-Spine Sales Force, and Airway Management Sales team.
• Responsible for accurately delivering monthly and quarterly sales forecasts for the region’s new capital equipment sales, repair
and service sales, and disposable product sales. Accuracy expected to fall within 95% to 105% of actual.
• Manage key company surgeon relationships and “Centers of Excellence” agreements at Northwestern Memorial Hospital
(Chicago), NorthShore University HealthSystem (Evanston Hospital), Rush Presbyterian (Chicago), the University of Michigan
Medical Center, and Henry Ford Hospital.
• One of three U.S. managers to develop and implement updated sales force training program for Segmented Urology and
Gynecology Sales Force.
• Member of 5-person cross-functional team for a 2011 Sales Force Segmentation Plan including creation of territory
potentialization matrix.
Territory Manager (Sept 2004 to May 2006)
• Drove significant territory growth and major customer conversion in video, Glass and Steel, and OR1.
• Converted video sales in Sault Ste Marie, MI, Midland, MI, Bay City, MI, and Goshen IN.
• Closed the company’s largest airway management sale of 2005 at Spectrum Health in Grand Rapids MI.
• Helped create neuroendoscopy programs in Kalamazoo and Grand Rapids MI.
Miotech Orthopedic Sales LLC Jan 2002 to August 2004
Distributor Partner - Promoted to lead a sales organization covering Michigan and parts of Ohio and Indiana calling on physicians
and hospitals throughout the distributorship, selling products including: bracing and rehabilitation products, arthroscopic
instrumentation and implants, arthroscopy pumps, bone growth stimulators, and digital imaging.
• Increased sales from $4.5 million to $6.2 million in two years
• Co-Managing a sales force of 7 and selling in a territory.
• Instrumental in negotiating for new product lines and successfully integrating them into our sales force.
• Coordinating all training and continuing education for distributor group.
• Establishing customer programs to drive sales, i.e. a points and reward program in lieu of discounts for large customers.
• Attendance at all major Orthopedic physician meetings such as AAOS, AANA, ACAOS, AOAO, AOSSM, as well as local and
regional meetings in order to expand and leverage key relationships to drive sales.
• Meeting coordinator for distributorship, planning entertainment, and relationship building opportunities.
• Managing ongoing growth in distributorship by tracking each territory’s upcoming opportunities through a business development
funnel.
• Co-travel with sales representatives, and coordinating and closing large accounts.
Great Lakes Medical Technologies Oct 1991 to Dec 2001
Sales Representative - Hired to grow territory through promotion of multiple product lines in a successful and aggressive
independent distributorship. Territory consisted of eastern third of Michigan, from Lansing north to Sault Ste. Marie, east to the
shoreline. Call pattern directed to physicians and surgeons primarily, but also inclusive of hospitals and surgery centers, rehabilitation
centers, colleges and universities, professional sports teams, and orthotic facilities. Effectively developed and implemented strategies
to increase sales each year.
• Grew original territory from $150K to 2 million in sales.
• Regular attendance at national and local trade shows and orthopedic meetings to aid in the development of customer
relationships.
• Managed growth in territory through hard work, and analysis of most accounts down to the product level.
• Multiyear winner of Salesman of the Year for distributorship covering 5 states.
• National Salesman of the Year for djOrtho. Seven consecutive years as a member of djOrtho Platinum Representative Group,
(top 5% of producers)
• Top 5 Nationally in Dollar per Doctor, a national quotient for penetration in a territory.