Andy Kalajian

Experience

• 

  DeRoyal

  Aug 1985 - Dec 1987

  Sales Representative

  DeRoyal Industries was my first Professional Sales job. I sold Stat orthopedic softgoods to orthopedic surgeons and hospitals and Qualtex custom procedural trays to the OR and ER. I grew my business from $0 to $400K/year.★It was here that that I won the Salesman of the Year awarded by the Kennestone Hospital System in 1987.

• 

  J &J DePuy Orthopedics

  Jan 1988 - Apr 1990

  Sales Associate

  DePuy was my first experience in orthopedic implants. It was here that I first learned about Trauma Plates and Screws and I converted the VAMC from Synthes to DePuy ORIF with the help of Lorraine Germany, VAMC Administrator. In addition I sold a few AML Hips, AMK Knees, and Kurosaka Screws for ACL Reconstruction.

• 

  Zimmer Advantage

  Apr 1990 - May 2012

  In 2006, Mark Osborn Zimmer Southeast, asked to me be the Trauma and Orthobiologics Manager for Zimmer Southeast. I was responsible for the Trauma and Orthobiologics Sales for the states of Georgia, Alabama, Mississippi, and part of Florida. I was also responsible for the asset allocation in the field and at our 5 offices. This was an overlay position, training, selling, and motivating more than 40 reps.I grew the business from $3.9M in 2006 to $5.5M in 2011 as the leadership transferred from Mark Osborn to Clayton Brewer at Zimmer Advantage. Show less I was responsible for updating the ECT product portfolio and providing extensive marketing and sales collaterals. I launched the Herbert Whipple and Herbert Mini Bone Screws. I launched the first bar coded single packaging plates and screws to facilitate more field evaluations.In addition, I launched the Forte Distal Radius Plate with Peter Carter, and the Pelvic Reconstruction System with Bob Winquist, MD and Chip Routte MD et al. ★I initiated the first to market Peri Articular Plating System with Doctors Winquist, Benirschke, Templeman, Duwelius, and Goulet.I was also featured on Sales Cassettes and a Video Tape. Show less I started at Zimmer as a Fracture Management Specialist on my 29th birthday. I had 8 states, responsible for 9 Zimmer Distributors and their Sales Associates.★I was the leader in converting 11 hospital in 13 months from Synthes to Zimmer ECT. ★I was honored to speak in front of 500+ people at the Zimmer National Sales Meeting in Innisbrook Florida to explain how we did it. Shortly afterward, I was invited to come to Warsaw Indiana to be an Associate Product Manager in Fracture Management Marketing. Show less

  • Manager, Trauma and Ortho-Biologics

    Aug 2006 - May 2012

  • Sales Associate

    Apr 1997 - Aug 2006

  • Product Manager

    Jun 1992 - Apr 1997

  • Field Marketing Specialist

    Apr 1990 - Jun 1992
• 

  ConforMIS, Inc.

  Dec 2012 - Nov 2013

  Southeast Regional Sales Manager

  Drove ConforMis Sales within the territory of responsibility including TN, MS, AL, GA, SC and Pan-handle of FLA. Four direct sales Reps and 1 Agency with 7 Agency reps.My SE Region was #1 in Sales Revenue, #1 in raw dollar growth and #2 in new customer/surgeon acquistion. I had 44% quarter over quarter Sales growth in Q4 2013 vs Q3 2013.I developed the Sales Rep of the year in South Carolina. Lead by example to teach and develop good sales work habits for direct and agent sales representatives while instilling a team ethos of impeccable character and integrity. Show less

• 

  Zimmer Biomet

  Mar 2014 - Feb 2017

  Southeast Regional Sales Director, Biologics

  I was responsible for leading 12 Zimmer Biomet Distributorship Sales organizations to drive revenue growth in the ZB Biologics portfolio across 9 states in the Southeast USA. The product portfolio consists of devices that produce Bone Marrow Derived Nucleated Cells, Platelet Rich Plasma, Autologous Thrombin, and Autologous Fibrinogen. In addition, the portfolio contains Living Juvenile Hyaline Cartilage, Amniotic Membrane, Etex CaPO4 (MIT, Cambridge MA.) and several other bone graft technologies. My Territory of responsibility includes GA, FLA, AL, MS, LA, TN, SC, NC, KY Show less

• 

  MicroPort Orthopedics, Inc.

  Jun 2017 - Oct 2018

  Eastern Region Sales Manager

  Responsible for leading the sales efforts of the MicroPort (formerly Wright Medical Technology) Evolution Medial Pivot Total Knee and the SuperPath Total Hip from Maine to Miami and Puerto Rico. I have 10 Distributors and their sales teams. I conduct Product Training, Sales Skills Training, Sales Coaching, and Customer Relations. I am lead in Business Development and Sales Analysis on a weekly basis.

• 

  Fort Leadership and Sales Consulting

  May 2019 - now

  Founder and President
• 

  The Sales & Marketing Academy™

  Dec 2020 - now

  Faculty Instructor, Consultative Selling