Craig Prather

Background

About Craig Prather

As a top-performing and customer-focused sales executive, I drive transformational strategies across the medical device and equipment sales sector, leading diverse teams to consistently exceed targets and secure multimillion-dollar deals. I excel in aligning strategic objectives to foster significant growth across various product lines while creating a culture of high performance. This approach has resulted in a remarkable 100% retention rate, ensuring every team member feels valued and motivated. My recent career highlights include: Consistently exceeded sales targets, achieving 100.6% of the budget vs. actual (BVA) in 2023 and 102.5% in 2022, with notable achievements in disposables and capital equipment sales totaling billions of dollars. Negotiated strategic corporate agreements, resulting in $100M+ between 2 contracts with high-profile hospital and healthcare systems. Secured substantial competitive gains, realizing $9.6M annually through a successful deal with a major health system while separately achieving $112M in new capital equipment sales. Known for my calm and balanced approach, I've led teams across different regions to drive market share growth and maintain strong performance, even during challenging economic times. My ability to leverage data-driven strategies for pipeline development and forecasting, craft aggressive sales incentive programs, and even navigate complex M&A integrations has been instrumental in driving sustainable growth and success. My professional principles are shaped by two core beliefs: “Know your customer better than they know themselves” and “Understand all the details; the answers are in the details”. Complementing my practical work experience, I obtained an MBA degree from the Keller Graduate School of Management and a bachelor's degree in Marketing from Iowa State University. My areas of expertise include: Executive Sales Leadership | Solution Selling | Medical Devices & Equipment | Account Management & Sales Leadership | Process Creation | Process Improvement | GPO/IDN Contract Management |Sales Incentives | Compensation Plans |Customer Support | Customer Experience | Mergers & Acquisitions | Forecasting | Financial & Budget Oversight | Product Portfolio Management | Contracts & Negotiations | Analytics, Metrics, & Insights | Pipeline Development | Lead Generation | Strategic Partnerships | Relationship Management | Coaching, Mentoring, & Training | Staffing & Team Building