Chad Olsen
Neuromodulation Commercial Excellence
Commercial Strategy Strategic Systems
Commercial StrategyDevelopment Sales Channel
Why Me?
Personal Background
BSC Career Path
Apollo Integration Strategy
National Accounts
Sales Operations
NM Commercial Excellence
Sales Training and Development
Background
My Family
Soccer/Team
Education
Growing Up
My family shaped who I am and what I am. My parents grew up running a jewelry business, where I worked since the age of 10. My father is a typical "salesperson", and my mother is an analytical introvert...I feel I got the best of both worlds...
Graduated from the University of Washington (Business Administration) with a minor in Communications. Additionally, I was President of the University Sales Program and also completed the Sales Certificate Program.
I grew up playing competitive soccer (age 10-college). I learned about development, taking feedback, developing my competitive/winning spirit, and most importantly, understood the importance of a strong team.
This changed my life and my perspective... Wife - Alicia (Healthcare Administration) Son - Caden (4) Daughter - Adeline (2)
Best Feedback I received...
For Fun
DISC Profile - C
J&J
As a new Manager, I was hyper focused on sales results and individual achievement. I struggled to truly connect with my team. A manager gave me outstanding feedback based on a Christmas card, and highlighted the importance of first connecting with people before driving performance.
I am a firm C on the DISC profile, though coming from sales, it took me years to accept. My analytical, strategic approach has helped to differentiate me throughout my career, though can present challenges when building new relationships and leading new teams.
Selling Pharmaceuticals for J&J/Ortho-McNeil was my first job from college. I chose the role/company as it seemed like a significant challenging (influencing physicians) and I was incredibly impressed with the employees.
Aside from my children, I spend my free time collecting sports cards and memorabilia...which has turned into more of an obsession than hobby. My wife and I also enjoy "cheesy" horror movies...our 1st Date was Sharknado...
BSC Endoscopy Career Path
Seattle
WA,OR,MT,AK
Western US
Seattle
Field Sales Trainer
Region Manager
Director, National Accounts
Territory Manager
• Grew territory +$1.8M over Endo sales plan, +$1.2M over Key Technology sales plan over TM tenure.*x2 President's Club Award Winner *x2 Key Technology Award Winner *x1 Founder's Award Winner for #1 Sales Performance over 2 year span
• Managed (12) IDNs, generating $80M+ in annual revenue, 12% growth, and 6.8% ASP growth.• Key health systems negotiated and secured include Kaiser Permanente ($150M), Providence St. Joseph ($100M), Intermountain ($30M), Banner ($40M), Dignity ($40M) .
• Successfully secured 11 of all 12 health systems to committed, primary vendor contracts (85% MS+)
*Achieved #1 (of 29) region ranking over 5 yearsGrew revenue from $18M in 2010 to +$24M in 2014 (35% growth) • x8 reps achieved President’s Club, x5 reps promoted to advanced positions (Management, Sales Training)
*x2 Region of the Year Finalist *Gold Legacy Award Inductee
Facilitited in-field new hire Sales Training and Development, as well as Marlborough based Training Courses. Led Advanced Clinical Selling and Business Management courses.
Assignment: Europe Commercial Contracting Team Build
AVP Commercial Strategy - Strategic systems
AVP Commercial Strategy - Development
US
Western US
US
Europe
Director of Sales
Created new role/team (x8) to deliver 18%+ annual revenue growth and long-term contract wins in 30 largest national IDNs ($400M+ revenue). o Designed new sales training program, comp plan, sales plan, promotion criteria, all sales analytics/tools. o 18% growth YTD (+$48M). 100% contract win/RFP avoidance, including new agreements at Geisinger Health ($8M), Atrium Health ($10M), Northeast Purchasing Coalition ($25M)
*Oversee (1) Director, (6) Managers, and (42) Associate Territory Managers. Tasked with hiring, training, and developing junior sales team that become talent pipeline for full sales organization. *$200M in direct revenue contribution and 14%+ annual growth.* Re-designed new hire sales training/ onboarding and Manager training, onboarding, and development process
*Led (7) RMs and (50) TMs at $210M in annual revenue and 10% annual growth. • Performed 100.3% (2019), 103% (2020), and 102% (2021) to annual sales plan. #2 performing Division over in total growth • #1 performing Division for EXALT Model D Single Use Scope, achieving $3.5M in sales (2020 + 2021) • (2) Region of the Year Awards, (8) Region of the Year Finalists (of 39), and (29) TMs awarded Presidents Club
• Selected as US lead to support build out of 15-person European contracting team. Worked to hire, train, develop, set strategy and direction for European team. Collaborated across Sales Ops, HEMA, Training and Sales Leadership to support commercialization. Understand healthcare markets in UK, Germany, Italy, Spain, France.
Sales Operations
Commercial lead on key pricing, programs, compensation plans and contract strategic initiatives.
NM comp plan
Comp Plan ex.
SSM Forecast metrics
NM Ops opportunity
endo ops overview
promo matrix
BSC Career Path
Got an idea?
Let the communication flow!
ApolloNA Services and Solutions
- Generate experiences with your content.
- It’s got the Wow effect. Very Wow.
- Make sure your audience remembers the message.
Background
Leadership Philosophy
Apollo Endosurgery Acquisition
Led Commercialization and Integration of strategic initiatives during Apollo, Inc ($600M) acquisition period. Key projects included Commercial Model Integration recommendations, portfolio pricing and contracting strategy, and led a commercial team pilot to better understand the endobariatric market.
apollo comp plan
apollo pricing and contracting
Salesforce Endobariatric lead sheet
National Accounts Leadership
europe contract team Build
strategic systems sharepoint
Economic value propostion
pricing and programs
Sales Training and Development
Endo sales training
Endo super 7 sales process
Development training platfform
ssm training program
Economic Training
Commercial Excellence Organization: Grow, Optimize, Develop
why me?
Top 5 opportunities
Accelerating growth
grow/optimize/develop
service line econ study
Development Sales Channel
Re-define Role, Culture, Training and Development
Strat plan summary
culture and values
training and development
PI Division Expansion
ORganizational impact
Strategic Systems Team
Role Overview, Team Build, Tools/Resources, Impact
2023 strat plan
infrastructure-ops
tableau data
Resources
change management process
culture
commercial impact
NM Commercial Excellence
Why me?
olsen keynote - "One is Greater than 1"
Leading organizational change
Chad Olsen - NMD Commercial Excellence - 2023
Chad Olsen
Created on September 5, 2023
Start designing with a free template
Discover more than 1500 professional designs like these:
View
Mobile App Dossier
View
Color Shapes Dossier
View
Notes Dossier
View
Futuristic Tech Dossier
View
Crowdfunding Campaign
View
Company Dossier
View
Economy Dossier
Explore all templates
Transcript
Chad Olsen
Neuromodulation Commercial Excellence
Commercial Strategy Strategic Systems
Commercial StrategyDevelopment Sales Channel
Why Me?
Personal Background
BSC Career Path
Apollo Integration Strategy
National Accounts
Sales Operations
NM Commercial Excellence
Sales Training and Development
Background
My Family
Soccer/Team
Education
Growing Up
My family shaped who I am and what I am. My parents grew up running a jewelry business, where I worked since the age of 10. My father is a typical "salesperson", and my mother is an analytical introvert...I feel I got the best of both worlds...
Graduated from the University of Washington (Business Administration) with a minor in Communications. Additionally, I was President of the University Sales Program and also completed the Sales Certificate Program.
I grew up playing competitive soccer (age 10-college). I learned about development, taking feedback, developing my competitive/winning spirit, and most importantly, understood the importance of a strong team.
This changed my life and my perspective... Wife - Alicia (Healthcare Administration) Son - Caden (4) Daughter - Adeline (2)
Best Feedback I received...
For Fun
DISC Profile - C
J&J
As a new Manager, I was hyper focused on sales results and individual achievement. I struggled to truly connect with my team. A manager gave me outstanding feedback based on a Christmas card, and highlighted the importance of first connecting with people before driving performance.
I am a firm C on the DISC profile, though coming from sales, it took me years to accept. My analytical, strategic approach has helped to differentiate me throughout my career, though can present challenges when building new relationships and leading new teams.
Selling Pharmaceuticals for J&J/Ortho-McNeil was my first job from college. I chose the role/company as it seemed like a significant challenging (influencing physicians) and I was incredibly impressed with the employees.
Aside from my children, I spend my free time collecting sports cards and memorabilia...which has turned into more of an obsession than hobby. My wife and I also enjoy "cheesy" horror movies...our 1st Date was Sharknado...
BSC Endoscopy Career Path
Seattle
WA,OR,MT,AK
Western US
Seattle
Field Sales Trainer
Region Manager
Director, National Accounts
Territory Manager
• Grew territory +$1.8M over Endo sales plan, +$1.2M over Key Technology sales plan over TM tenure.*x2 President's Club Award Winner *x2 Key Technology Award Winner *x1 Founder's Award Winner for #1 Sales Performance over 2 year span
• Managed (12) IDNs, generating $80M+ in annual revenue, 12% growth, and 6.8% ASP growth.• Key health systems negotiated and secured include Kaiser Permanente ($150M), Providence St. Joseph ($100M), Intermountain ($30M), Banner ($40M), Dignity ($40M) . • Successfully secured 11 of all 12 health systems to committed, primary vendor contracts (85% MS+)
*Achieved #1 (of 29) region ranking over 5 yearsGrew revenue from $18M in 2010 to +$24M in 2014 (35% growth) • x8 reps achieved President’s Club, x5 reps promoted to advanced positions (Management, Sales Training) *x2 Region of the Year Finalist *Gold Legacy Award Inductee
Facilitited in-field new hire Sales Training and Development, as well as Marlborough based Training Courses. Led Advanced Clinical Selling and Business Management courses.
Assignment: Europe Commercial Contracting Team Build
AVP Commercial Strategy - Strategic systems
AVP Commercial Strategy - Development
US
Western US
US
Europe
Director of Sales
Created new role/team (x8) to deliver 18%+ annual revenue growth and long-term contract wins in 30 largest national IDNs ($400M+ revenue). o Designed new sales training program, comp plan, sales plan, promotion criteria, all sales analytics/tools. o 18% growth YTD (+$48M). 100% contract win/RFP avoidance, including new agreements at Geisinger Health ($8M), Atrium Health ($10M), Northeast Purchasing Coalition ($25M)
*Oversee (1) Director, (6) Managers, and (42) Associate Territory Managers. Tasked with hiring, training, and developing junior sales team that become talent pipeline for full sales organization. *$200M in direct revenue contribution and 14%+ annual growth.* Re-designed new hire sales training/ onboarding and Manager training, onboarding, and development process
*Led (7) RMs and (50) TMs at $210M in annual revenue and 10% annual growth. • Performed 100.3% (2019), 103% (2020), and 102% (2021) to annual sales plan. #2 performing Division over in total growth • #1 performing Division for EXALT Model D Single Use Scope, achieving $3.5M in sales (2020 + 2021) • (2) Region of the Year Awards, (8) Region of the Year Finalists (of 39), and (29) TMs awarded Presidents Club
• Selected as US lead to support build out of 15-person European contracting team. Worked to hire, train, develop, set strategy and direction for European team. Collaborated across Sales Ops, HEMA, Training and Sales Leadership to support commercialization. Understand healthcare markets in UK, Germany, Italy, Spain, France.
Sales Operations
Commercial lead on key pricing, programs, compensation plans and contract strategic initiatives.
NM comp plan
Comp Plan ex.
SSM Forecast metrics
NM Ops opportunity
endo ops overview
promo matrix
BSC Career Path
Got an idea?
Let the communication flow!
ApolloNA Services and Solutions
Background
Leadership Philosophy
Apollo Endosurgery Acquisition
Led Commercialization and Integration of strategic initiatives during Apollo, Inc ($600M) acquisition period. Key projects included Commercial Model Integration recommendations, portfolio pricing and contracting strategy, and led a commercial team pilot to better understand the endobariatric market.
apollo comp plan
apollo pricing and contracting
Salesforce Endobariatric lead sheet
National Accounts Leadership
europe contract team Build
strategic systems sharepoint
Economic value propostion
pricing and programs
Sales Training and Development
Endo sales training
Endo super 7 sales process
Development training platfform
ssm training program
Economic Training
Commercial Excellence Organization: Grow, Optimize, Develop
why me?
Top 5 opportunities
Accelerating growth
grow/optimize/develop
service line econ study
Development Sales Channel
Re-define Role, Culture, Training and Development
Strat plan summary
culture and values
training and development
PI Division Expansion
ORganizational impact
Strategic Systems Team
Role Overview, Team Build, Tools/Resources, Impact
2023 strat plan
infrastructure-ops
tableau data
Resources
change management process
culture
commercial impact
NM Commercial Excellence
Why me?
olsen keynote - "One is Greater than 1"
Leading organizational change