Michael Erdtmann

Digital Health Enthusiast | Agile Leader & Passionate Learner | 
Building & Scaling sustainable Businesses in HealthCare | 
Bringing Strategy to Hands-On Execution

Profile

Customer oriented senior level leader with passion for driving change in the HealthCare industry.

Proven track record of delivering results in multiple business environments while developing and leading international teams. 

Leading by example and making everyone in the team empowered and accountable for delivering best-in-class results.

About me

PROFESSIONAL EXPERIENCE

Chief Revenue Officer [CRO]
Heartbeat Medical (HRTBT Medical Solutions GmbH)
Managing Director
Surgical Process Institute Deutschland GmbH (a JNJ Company)

Business Management | Legal | Compliance | Data Privacy

03/2019
 - 08/2021

▪ Responsible for managing the German SPI legal entity with 50+ staff incl. all functions (development, regulatory, finance, sales, implementation).

Senior Director Sales EMEA
Surgical Process Institute Deutschland GmbH (a JNJ Company)

Agile Business & Commercial Development | 
Customer Journey & Value Proposition | Business Scaling

03/2019
 - 08/2021

▪ Responsible for managing the EMEA sales team.
▪ Full P&L responsibility incl. achieving EMEA expansion & sales targets.
▪ Increased market penetration to 17 markets & grew customer base by 300%. Contracted sales > $25M.
▪ Used agile leadership & experimentation to accelerate Go-To-Market & commercial model development. Enabled country sales organisation taking ownership & driving business independently.
▪ Developed Value Based HealthCare approach, Risk Share & Outcome Based Agreements, Customer ROI Model.

DIRECTOR COMEX EMEA & INTEGRATION LEAD
Surgical Process Institute Deutschland GmbH (a JNJ Company)

Commercial Strategy & Sales Model Development | 
Acquisition Integration

02/2018
- 02/2019

▪ Developed commercial strategy (new JNJ Tech acquisition) incl. Go-To-Market, pricing & commercial models (direct sales, product bundling, technology subscription); built EMEA Sales Team
▪ Implemented customer acquisition model for EMEA expansion resulting in +3 markets in EMEA in Year 1. Increased customer base by 230%.
▪ Led post-acquisition SPI integration into Johnson & Johnson.

DIRECTOR Strategy & Transformation
JNJ Medical Devices Germany (Johnson & Johnson Medical GmbH)

Go-To-Market Model | Organisational Change | Virtual Sales

03/2016
- 02/2018

▪ Responsible for managing the transformation of former Surgery, Orthopaedics & Specialty Solutions Functions into a Medical Device (OneMD) organisation.
▪ Responsible for Business Intelligence, Sales Force Effectiveness (CRM), HEMA & Project Management Office. Managed team of 25 staff. Member of Commercial Board.
▪ Established Virtual Sales team for customer with <100K sales (700 hospitals | >$60M sales) to redeploy field force to “Win | Grow” accounts.