THOMAS WOLK

11909 Mira Mesa Drive, Austin, Texas 78732

512.820.2123
twolk@austin.rr.com

EXPERIENCED SALES MANAGEMENT EXECUTIVE

Qualified, consistently high performing, self-motivated Business Leader, Senior
Sales, and Strategic Sales Management Professional with track record of success
in increasing sales, pioneering services, developing and maintaining strong rel
ationships, and establishing focused marketing programs and strategies in the me
dical device industry.
- Exemplifies expertise in business and personnel management, combines bro
ad-based and hands-on experience in performing and supervising activities.
- Demonstrates expertise in commercialization strategies, including accoun
t attainment and management, strategic planning, sales techniques, and market ev
aluation.
- Identifies and capitalizes on new growth opportunities through market an
alysis, product development expertise, and keen business instincts from breadth
of experience.

AREAS OF EXPERTISE
- Key Account Management
- New Business Development
- Contracts and Negotiations
- Client Relationship Management
- Territory Management
- Consultative and Solution Sales
- Direct Sales and Reseller Management
- Channel Sales Development
- Sales Force Development
- Budgeting and Forecasting
- Strategy and Execution
- Sales Leadership

PROFESSIONAL EXPERIENCE
Philips Healthcare / Agilent Technologies / Hewlett Packard Company ~ 1996-2010

CARDIOVASCULAR ULTRASOUND SENIOR ACCOUNT EXECUTIVE

Philips Healthcare ~ Austin, TX ~ 2008-2010
Overview of Results:
- Successfully boosted sales revenue by 68% or $3.38M for FY08/FY09.
- Led all efforts in establishing key luminary reference sites in all four
major markets in Southwest Texas.
- Thrived in replacing 10 competitive units in FY09.
Synopsis: Provided proactive leadership to a cross-functional team of technical
, clinical, and partner personnel in a high volume, fast cycle sales and impleme
ntation process.
Implemented all sales functions in the South Texas region for cardiovascular ult
rasound product line and cardiology PACS product line, which included: prospecti
ng for and developing opportunities through closure; preparing proposals; conduc
ting ROIs; delivering presentations to CXOs, administrators, and physicians; neg
otiating with hospital CXOs; as well as purchasing and mentoring new hires in st
rategic selling techniques and sales processes.

ULTRASOUND NATIONAL NEW MARKETS / CHANNEL MANAGER

Philips Healthcare ~ Austin, TX ~ 2006-2008
Overview of Results:
- Recognized partners and facilitated negotiations of contracts for six di
stributors representing Philips in four months in FY06.
- Efficiently surpassed FY07 sales revenue finishing 124% to plan.
- Drove growth in revenue for out-of-hospital market by 16% in FY07.
- Supported five of six partners in their efforts to meet and /or exceed o
bligations for FY07.
- Contributed in the annual Channel revenue growth of 19% FY08.
Synopsis: Performed operational duties, including identifying distribution requ
irements; devising national strategies; influencing internal functional areas to
set priorities for channel needs; negotiating contracts; developing programs fo
r demand generation; determining and restructuring logistics on processes for sa
les operations; preparing pricing structure to optimize margins, revenue, and ma
rket growth; defining training and education requirements; evaluating channel pa
rtners’ sales plans and results on quarterly basis; and overseeing overall business
relationship between channel partners for ultrasound products in the veterinary,
women’s health, small hospital, and out-of-hospital markets.
Determined and developed distribution strategy with existing sales organization
to establish presence, and drive revenue in key growth ultrasound markets.

CARDIOVASCULAR ULTRASOUND ZONE SALES MANAGER

Philips Healthcare ~ Austin, TX ~ 2004-2006
Overview of Results:
- Led initiatives to increase zone sales revenue from 35% to 97% of plan i
n six months while filling four open positions in FY04.
- Successfully surpassed zone annual sales revenue plan in FY05 by finishi
ng 118% to plan.
- Boosted product revenue by 20% and service agreement revenue by 100% in
FY05.
- Drove six of eight representatives to achieve or exceed product plan and
seven of eight representatives to achieve or exceed service plan in FY05.
Synopsis: Supervised sales executives in territories throughout Mid America Reg
ion (Texas, Oklahoma, Louisiana, Arkansas, Nebraska, Iowa, Missouri, and Minneso
ta). Developed regional strategies; recruited and established new sales account
managers; maintained and reported quarterly business management results; and co
ordinated sales and marketing activities with other business units.

CARDIOVASCULAR ULTRASOUND SENIOR ACCOUNT EXECUTIVE

Philips Healthcare/Agilent Technologies/Hewlett Packard Company ~ Tampa, FL/Rale
igh, NC ~ 1996-2004
Overview of Results:
- Selected for Achiever’s Club/ Pinnacle Board every year eligible.
- Consistently overachieved quota performance-7 consecutive top 6 out of 5
0 rankings (1997-2003).
- Multiple district sales MVP awards.
- Selected as Top Sales Contributor to marketing business unit in FY00.
- Contributed on Sales Strategic Team interfacing with Marketing on produc
ts and strategies.
Synopsis: Executed all sales functions for cardiovascular ultrasound product li
ne and cardiology PACS product line. Prospected for and developed opportunities
to closure, conducted ROI’s, created proposals, delivered presentations to CXO’s, admini
strators and physicians, negotiated with hospital CXOs and purchasing. Mentored
and trained new hires in strategic selling techniques and sales processes.

REGION SERVICE MANAGER

Hewlett Packard Company ~ Raleigh, NC ~ 1994-1996
Overview of Results:
- Received District of the Year Award FY95.
- Exceeded financial targets FY95 & FY96.
- Developed and implemented revenue generation programs resulting in incre
ased contract revenue by 10%.
- 5 of the 15 engineers were promoted to new positions within 2 years.
Synopsis: Organized a 15 engineer field service team across a 5 state region (Ne
w Jersey, Pennsylvania, Delaware, Maryland and Virginia). Developed and implemen
ted regional plans to maximize T&M billings, retention rates and influx of new s
ervice contract revenue. Managed the support activities across the assigned dist
rict to achieve customer satisfaction, expense control objectives, service reven
ue budgets and employee satisfaction. Managed and developed the engineer skill
levels to ensure highly professional service is achieved.

EDUCATION:
Bachelor of Science/Electronics Engineering Technology ~ DeVry Institute of Te
chnology ~ Atlanta, GA