1. Wayne A. Pino
1124 SE Kirk Street ♦ Stuart, FL 34997 ♦ (772) 872-6203 ♦ waynepino@gmail.com
Senior Territory Manager
Expertise in Medical / Surgical Device Sales
Award-winning and persuasive Sales Manager offering 14+ years of successful experience in positions of
progressive responsibility within medical / surgical device industry. Impressive track record of always
outperforming revenue goals, increasing profits, and expanding market share through a creative, customer-
driven, and solutions-focused strategy. Maintain high close rates by aggressively seeking / capturing new
business from inception to delivery of products and services. Possess unique blend of business acumen and
strong technical background, including factory-certified training on various biomedical devices. Polished
communicator who can customize conversation to specific customer requirements. Core Competencies:
► Territory / Account Management ► New Business Development ► Strategic Business Planning
► New Market Penetration ► Customer Service / Retention ► Sales Cycle Management
► Contract Management & Negotiations ► Market Positioning & Analysis ► Consent Decree experience
► Sales Forecasting / Trend Analysis ► Customer Needs Assessment ► Event Planning
► Cost / Benefit Analysis ► Competitive Analysis ► Relationship Building
CAREER PROGRESSION
TERUMO CARDIOVASCULAR SYSTEMS, INC., Ann Arbor, MI 2003 – Present
[Terumo holds #1 cardiovascular market share in the U.S. and generates $5.2 billion worldwide.]
Senior Territory Manager (2006 – Present)
Manage 40 accounts across South Florida territory in the sale of capital equipment used in cardiothoracic
surgery and related disposable products to hospitals and private practice groups. Establish new business, expand
existing accounts and provide continuing education to optimize product utilization.
• President Club for FY2014. #1 ranking Territory Manager of the year
• Won Top Performer Award in 2008,2009, and 2011,ranking #3, #2, and #4 out of 28 managers respectively.
• Won #1 rank and awards trip for distributed products in both FY2013 and FY2014
• Took over underperforming territory and drove annual sales of disposal products from $1.2 million to $4.0
million in 9-year period through high close rates, customer retention, and increasing market share.
Trainer / Product Specialist (2003 – 2006)
Instructed cardiothoracic surgeons and perfusionists on use of heart lung bypass machines.
JOSTRA CORP., The Woodlands, TX 2001 – 2003
[Jostra manufactured medical devices for open heart surgery.]
Product Manager
Trained clinical providers in operation of heart lung bypass machines nationwide. Educated sales staff on
products to gain competence for presentations. Supported sales reps by demonstrating products to close sales.
• Played instrumental role in increasing annual sales of capital equipment from $200,000 to more than $7
million during 2-year period through development of new sales after purchase of Bentley product line.
SORIN BIOMEDICAL, Irvine, CA 1996 – 2001
[Sorin is a provider of cardiovascular products.]
Field Service Representative
• Received Field Service Representative of the Year Award in 2000 out of 12 reps.
EDUCATION
California Coast University, Santa Ana, CA
B.S., Business Administration
Tampa Technical Institute, Tampa, FL
A.S., Electronics and Computer Engineering Technology, Graduated with High Honors
MILITARY SERVICE
UNITED STATES MARINE CORPS, 29 Palms, CA
Field Radio Operator — Received Honorable Discharge