Account Executive
Medtech/Medcare (MTMC)
West Hartford, Connecticut
Eight years in medical sales
Snapshot:
- Born/raised: West Hartford, Connecticut
- Undergraduate: BA, History, Hobart College
- First “real” job: Sales representative for Cintas
- Favorite restaurant: I am spoiled, because we have a lot of great local restaurants, but I would have to say my favorite is Max’s Oyster Bar. I love seafood, especially oysters.
- Family info: I live in West Hartford with my girlfriend, Megan, and our two dogs, Parker and Hayley.
- Hobbies/activities: I love to golf and try to play as much as I can. I played hockey in college and still get out and play once a week in a men’s league. I enjoy time with friends and family and try to spend as much time outdoors as possible. I’m on the board of the West Hartford Exchange Club, whose mission is to make its community a better place to live through programs of service in Americanism, Community Service, Youth Activities and its national project, the Prevention of Child Abuse.
Repertoire: What are the most important things you do for your distributor reps to enhance their sales?
Bradley: My distribution partners are vital to my success and because of that, I constantly need to stay in front of them to let them know of the newest technologies, promotions and contract positions, so that together we can bring value to their accounts. My goal is to find a way to bring value to my distribution partners every time I am in one of their accounts. Whether it is something as simple as staff training, or having higher-end conversations about EHR connectivity, HEDIS measurements or standardization, I strive to bring as much value as possible to my distribution partners and their accounts.
Repertoire: Name some ways distributor reps help you add value to their accounts and increase sales.
Bradley: I work with my distribution partners daily to get in front of their accounts’ key decision-makers to drive sales. Because I represent many different product categories, each account may have a different person as the correct call point. The decision-maker may be someone in the supply chain, someone in value analysis, a clinical nurse, an office manager, someone in biomed, a lab director, or a physician. I constantly challenge my distributor partners to get me in front of the correct call point so that we can bring valued and strategic solutions to their accounts.
Repertoire: What is the biggest change you anticipate in medical products sales in the next 5 years?
Bradley: Medical products sales has changed drastically since I started, and it will continue to evolve over the coming years. Changes have included health system consolidation and movement away from fee-for-service to value-based reimbursement; and these kinds of changes will continue to present challenges for the medical sales rep. Successful medical sales reps must accept the changes and challenges that will inevitably come with the shift in how healthcare is delivered in their accounts. Even so, they must present solutions that meet the health system’s needs.
Repertoire: Ride-days with distributor reps: What do you like? What don’t you like?
Bradley: Ride-days are great and allow for one-on-one time with our distribution partners, but with the ever-evolving healthcare landscape and so many different call points, ride-days need to be structured and planned out to maximize efficiency. Understanding each rep’s business to proactively target accounts with a strategic mindset allows everyone involved to get the most out of it. Utilizing our distribution partners to set strategic appointments with the appropriate call points allows us (distributor and manufacturer) to deliver a solution that fits an account’s specific needs.