STEPHEN G.

KLEE
Orchard Park, New York 14127 Mobile: 716-662-3684 SKLEE333@yahoo.com

PROFESSIONAL SUMMARY
Sales Representative with extensive experience in orthopedic and spinal surgical implants used in the operating room. Successfully capture market share through a focus on building lasting relationships with surgeons and operating room staff; superior salesmanship; value added service and innovative programs. Client Expertise: Orthopaedic Surgeons, Neurosurgeons, Orthopedic Trauma Specialists Selected Skills: Medical Product / Medical Device Consultative Sales & Marketing New Business Development O.R. Surgeon Liaison / Consultation Sales / Market Share Growth Client Relationship Building Orthopedic / Spine Sales Biologic Fusion Products

EDUCATION
M.S. - STATE UNIVERSITY OF NEW YORK, Buffalo, New York B.S. - UNIVERSITY OF NOTRE DAME, South Bend, Indiana

PROFESSIONAL EXPERIENCE
STRYKER CORPORATION / OLYMPUS BIOTECH, Kalamazoo, MI 1980 - 1986, 2010 - 2011 A $7B manufacturer of orthopaedic products. Developer of orthobiologic products including Osteogenic Protein 1 (OP-1), a recombinant human bone morphogenetic protein-7 (rhBMP-7) used in bone repair and regeneration, OP-1 Putty for spine fusion and OP-1 Implant for orthopedic non-union / trauma applications.
Territory Manager - Stryker Biotech Division (2010 - 2011) Rejoined Stryker to grow a new expansion territory in the spinal fusion marketplace, leveraging experience in the orthopaedic and neurosurgery market. Sold OP-1 products to spine fusion specialists (orthopaedic surgeons and neurosurgeons) and orthopedic trauma specialists across upstate New York, from Albany to Buffalo. Provided technical consultation in the operating room. Established five new hospital accounts and built relationships with 12 surgeons across upstate New York, successfully building expansion territory. Obtained Institutional Review Board (IRB) approvals, leading the country for spine project approvals for the use of OP-1 products in the operating room. Led the US in sales to new spine surgery cases in numerous months. Effectively trained major institutions on the proper use of OP-1. Marketing Manager - Surgical Products Division (1982 - 1986) Sales Representative - Surgical Products Division (1980 - 1982) Sold Continuous Passive Motion, Cast Room Systems, and Pressure Monitoring Systems to orthopaedic surgeons, cast room technicians and physical therapists. Developed and implemented product training. Grew product group an average of 34% each year, exceeding corporate and divisional growth and profitability objectives. Championed new CPM into divisions #1 gross profit dollar contributor in 1985. Reversed Cast Room products prior year declines, while increasing gross margin percentage. Introduced innovative, hand-held Pressure Monitoring System in 1986, after identifying the product need and creating the business plan. Sales exceeded $1 million in the first 12 months. Received Salesperson of the Year Award for 1982 (40% sales growth). Appointed Regional Field Sales Trainer.

Stephen G. Klee

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PROFESSIONAL EXPERIENCE (CONTINUED)

KLEE & ASSOCIATES, INC., Orchard Park, NY 1992 - 2010 Manufacturers reps selling specialty operating room products to Orthopaedic, Neuro & Plastic Surgeons. (Knee, Hip & Shoulder Total Joints, Biologic Bone Regeneration, Sports Medicine & Extremity Implants).
Owner / Sales Manager Built, trained and coached a dynamic team of independent sales representatives across upstate NY to gain market share for medical device manufacturers. Negotiated exclusive sales contracts with manufacturers. Primary salesperson for Buffalo and Rochester. Managed marketing, cash flow, inventory and billing. Built a team of highly productive salespeople exhibiting integrity, persistent follow-through, loyalty and a constant drive to win and dominate. Carved out market share from entrenched competitors. Grew Exactechs business 27% each year reversing sales declines. Converted customers from competitor. Created new accounts for Biologic Bone Regeneration products including Corporate Clinical Study Site. Cultivated solid, lasting customer relationships with more than 20 sports medicine, hand and foot surgeons across Upstate New York. Initiated new business relationships with neurosurgeons and orthopaedic surgeons, all of whom used our products for the first time. Established (from zero) a major market for Osteomed Corporation in neurosurgery and hand, foot and oral surgery, growing sales 30% annually. Top sales representative for implants. Secured spinal surgeon business that led to hospital sales of $455,000. Gained unmatched surgeon loyalty and captured market share by demonstrating consultative value in complex surgical cases.

MALLINCKRODT MEDICAL (now Covidien), St. Louis, Missouri 1991 - 1992 Producer of single-use temperature monitoring and management products used by anesthesiology clinicians.
Marketing Director Managed the Temperature Systems business. Indirectly managed a team of regional sales managers and territory managers. Directed two product managers and a budget of $1.3 million. Introduced the WarmTouch Patient Warming System, selling over $1 million in 18 months. Stabilized prior year declines in the temperature monitoring business: minimized unit erosion; maximized gross profit.

HOLLISTER, INC., Libertyville, Illinois 1990 - 1991 $160 million company which develops, manufactures and distributes disposable health care products.
Group Product Manager Managed profit and loss of the domestic Wound Care and Incontinence businesses. Achieved 18% unit growth in Wound Care in 1990 by maximizing sales training and convention attendance. Growth was the highest in the division.

C.R. BARD ELECTROMEDICAL SYSTEMS, INC., Englewood, Colorado Former division of multinational C.R. Bard, Inc. (Fortune 400).
Director of Marketing (1989 - 1990) Group Product Manager (1988) Marketed electrosurgical capital equipment and associated disposables.

1988 - 1990

Increased divisional sales by 20% in one year. Realized a 50% increase in unit sales of Argon Beam Coagulator device and 22% divisional growth.

GAYMAR INDUSTRIES, INC., Orchard Park, New York Manufacturer of pressure ulcer and temperature management solutions

1986 - 1988

Director of Marketing Managed product line sales in the United States. Directed staff of 8 and administered budget of $1.5 million. Achieved 25% unit and dollar increases in one year by repositioning the pressure ulcer prevention product line. Marketed a medical educational program that produced and contributed over 500 leads.