Karin Pflug
Minnetonka,MN
Summary
Accomplished medical device and healthcare sales leader with 18+ years of consistent quota-surpassing performance in highly competitive markets. Proven expertise in IDN/hospital system account strategy, capital equipment sales, clinical education, and territory development across cardiology, cardio-metabolic, critical care, and diagnostic segments. Recognized as a Top 5 National Performer and five-time President's Club Award winner with a track record of converting competitive accounts, leading cross functional teams, and delivering measurable YoY revenue growth. Known for a tireless hunter mentality, deep clinical fluency, and a client-first approach that drives lasting account loyalty and patient pull-through.
Professional with experience in managing client relationships and driving sales growth. Skilled in strategic planning, market analysis, and negotiation. Strong focus on team collaboration and adapting to changing needs. Reliable in achieving targets and fostering long-term partnerships. Excellent communication and problem-solving abilities.
Overview
19
19
years of professional experience
Work History
TERRITORY ACCOUNT MANAGER - CARDIOMETABOLIC
Abbott Laboratories
Minnetonka, MN
01.2025 - 01.2026
- Managed cardio-metabolic device sales across Physicians' Clinics (Primary Care & Specialty), Surgery Centers, Wellness Centers, and Laboratories, promoting the Afinion 2 Analyzer and Cholestech LDX System for point-of-care HbA1c and lipid testing.
- Achieved 136% of annual territory sales plan, ranking among top regional performers.
- Cultivated and maintained value-based relationships with physicians, lab directors, and purchasing supply chain partners.
- Managed distribution and direct purchase agreements to optimize account access and revenue capture.
- Executed rigorous gap analysis to identify untapped account opportunities and improve product pull-through.
- Maintained accurate CRM records, supporting data-driven territory planning and field reporting.
- Conducted market analysis to identify opportunities for product expansion and competitive positioning.
- Developed and maintained relationships with key clients to drive territory growth.
ACUTE CARE SPECIALIST
Hillrom / Baxter International
Minnetonka, MN
07.2021 - 03.2024
- Drove consultative device sales of airway clearance solutions (Volara and VEST Airway Clearance System) into IDN health systems, VA health systems, acute care hospitals, and long-term care facilities.
- Achieved 126% of annual territory sales goal.
- Earned Top 5 National Sales Performer ranking across entire U.S. sales force.
- Converted a major IDN comprising 18 hospitals to Volara and VEST airway clearance devices - one of the largest system wide conversions in the region.
- Appointed to the Sales Leadership Council for three consecutive years (2021, 2022, 2023), contributing to national sales strategy and best-practice development.
- Led and guided a cross-functional team of 5 through strategic account planning and program growth facilitation.
- Developed training materials that improved staff understanding of compliance standards and regulatory requirements.
- Ensured a clean, safe environment for patients by following infection control protocols and maintaining proper hygiene practices.
REGIONAL ACCOUNT MANAGER
Arkray USA
Edina, MN
07.2017 - 06.2019
- Identified, researched, and engaged prospective IDN, reference laboratory, and hospital clients to secure capital equipment purchases of urinalysis and HbA1c analyzers.
- Developed innovative sales strategies and served as a hands-on coach and mentor to field sales teams.
- Launched FDA-approved capital equipment analyzers into the highly competitive U.S. market, establishing new accounts and displacing entrenched competitors.
- Recognized as the first manager in company history to sell the Customer Reference Program in conjunction with the Adams Ha8180v HbA1c instrument - a breakthrough in consultative sales positioning.
- Achieved 118% of Sales Incentive Plan (SIP) in 2017.
- Achieved 103% of Management by Objectives (MBO) incentive in 2018, driving measurable improvements in product pull through.
- Cultivated relationships with key clients to enhance satisfaction and retention.
- Developed strategic account plans to align client needs with company offerings.
SR. TECHNICAL SALES REPRESENTATIVE / CLINICAL APPLICATION SPECIALIST
Instrumentation Laboratory
Bedford, MA
08.2006 - 07.2017
- Drove sales of critical care diagnostics (blood gas, coagulation, and point-of-care platforms including the GEM 4000) across hospital and IDN settings.
- Overcame gatekeeper resistance to access key decision-makers including practice managers, surgeons, and physicians.
- Leveraged clinical expertise and advanced negotiation skills to close competitive accounts.
- Delivered consistent Territory P&E Revenue vs. Budget excellence: 114.9% (2016), 101.4% (2015), 114.9% (2014), 103.3% (2013).
- Earned President's Club Award in 2010 and consecutively from 2013 through 2016 - five total.
- Achieved 125% YTD to plan on GEM 4000 analyzer installations.
- Maintained 96% Territory P&E Revenue during K+ FDA disable issue on GEM 4000 - demonstrating exceptional account retention and consultative crisis management.
- Recognized as Peak Performer, 2009.
- Appointed to Sales Advisory Board, 2008 and 2010.
Education
Bachelor of Science -
St. Cloud State University
St. Cloud, MNAssociate of Science - Physical Therapy Assistant
Anoka-Ramsey Community College
Coon Rapids, MNEmergency Medical Technician (EMT) -
HennepinTechincal College
Robbinsdale, MNSkills
- Medical Device & Capital Equipment Sales
- IDN / Hospital System Account Strategy
- Consultative & Complex Sales Process
- Sales Forecasting & Pipeline Management
- Cross-Functional Team Leadership
- Negotiation & Contract Closing
- CRM Management & Value-Based Care
- Account Executive Coaching & Mentoring
- FDA-Regulated Product Launches
- Team building
- Sales presentations
- Sales training
- Pipeline management
- Business management
- Performance tracking
- Revenue generation
- Competitive analysis
- Customer relationship management
Websites
Clinical Competencies
- Critical Care Diagnostics: Blood gas analysis, coagulation, point-of-care testing (GEM platform)
- Cardiometabolic: HbA1c monitoring (Afinion2), lipid panel testing, point-of-care cholesterol (Cholestech)
- Pulmonary / Airway: Airway clearance devices, bronchial hygiene, VEST therapy, Volara high-frequency oscillation
- Lab Diagnostics: Urinalysis analyzers, immunoassay platforms, A1c instruments, reference lab integration
- Infectious Disease / Sepsis: Sepsis biomarker awareness, rapid diagnostic workflows (Gem4000)
- Regulatory Awareness: FDA 510(k) capital equipment, HIPAA compliance
Signature Achievements
- Five-Time President's Club Award Winner, Instrumentation Laboratory, 2010, 2013, 2014, 2015, 2016
- Top 5 National Sales Performer, Hillrom/Baxter International, 2021
- Exceeded 100% of consumable sales goals, 2017, 2018, 2025
- Member, Sales Leadership Council, 2021, 2022, 2023
- Member, Sales Advisory Board, 2008, 2010
- Recognized as Peak Performer, 2009
Timeline
TERRITORY ACCOUNT MANAGER - CARDIOMETABOLIC
Abbott Laboratories
01.2025 - 01.2026
ACUTE CARE SPECIALIST
Hillrom / Baxter International
07.2021 - 03.2024
REGIONAL ACCOUNT MANAGER
Arkray USA
07.2017 - 06.2019
SR. TECHNICAL SALES REPRESENTATIVE / CLINICAL APPLICATION SPECIALIST
Instrumentation Laboratory
08.2006 - 07.2017
Bachelor of Science -
St. Cloud State University
Associate of Science - Physical Therapy Assistant
Anoka-Ramsey Community College
Emergency Medical Technician (EMT) -
HennepinTechincal College