EXECUTIVE PROFILE
Senior executive with extensive expertise in marketing, branding, association management, business analysis, strategic planning, and legislative / regulatory advocacy for health care products and services. Proven ability to drive sales results and improve business performance for Fortune 100 and mid-sized privately-held companies. Outstanding analytical and conceptual skills in identifying and implementing strategic growth options and developing effective business plans. Persuasive and dynamic communicator, facilitator, and presenter. Demonstrated strengths in building long-term customer partnerships.
CAREER ACCOMPLISHMENTS
HOLLISTER INCORPORATED, Libertyville, IL 2000 - 12/2008
Manufacturer and supplier of medical products for ostomy, continence, and wound care. Independently-owned company services over 90 countries.
Director, Global Market Intelligence 2006-2008
Director, GMC, MISA, & CPR 2004-2006
Led global marketing functions: GMC (Global Marketing Communications), MISA (Market Intelligence & Strategic Analysis), and CPR (Customer & Professional Relations). Managed staff of nine to seventeen.
• Built strategic alliances with key professional and patient associations and accelerated new product/ service development by creating and implementing several corporate partnership programs.
• Achieved sales and marketing efficiencies and revitalized the Hollister brand for four product lines representing $500 million in sales with the creation and launch of first global branding program.
• Accelerated global brand implementation, lead generation, and competitive conversion efforts through the development and launch of the company’s global internet strategy.
• Contributed to reversing stagnant sales performance and generated 10%+ growth in key geographic markets by identifying and operationalizing short and long-term business strategies.
• Drove share gains of 1 - 3 points in mature markets and sales and operating efficiencies by providing consultative business analyses and recommendations to global product lines and country managers.
Global Marketing Director, Continence Care 2000-2003
Successfully launched the Global Continence Care business as part of the company’s first major diversification effort. Managed staff of twelve.
• Produced year over year revenue growth, increasing sales over 40%.
• Increased key product category sales 80% over prior year by developing and launching proprietary new product line and comprehensive global branding program.
• Launched two major product lines increasing sales more than 200% over prior year and generating cost savings by negotiating major OEM agreements.
CARDINAL HEALTH, Medical Products and Services, McGaw Park, IL 1997 - 2000
Manufacturer and distributor of medical, surgical, and laboratory products and cost-management services used by health care providers. Formerly Allegiance Corp., the company was acquired in 1999 by Cardinal Health Inc., a $44 billion publicly-owned global health care company.
Director, National Accounts, Care Continuum Products and Services Division
Identified, closed and led implementation of new business in key national accounts in the surgery center and physician office markets. Led and managed the implementation of all major health system agreements in these accounts.
• Produced year over year revenue growth, increasing sales over 50%.
BAXTER HEALTHCARE CORPORATION, Renal Division, Deerfield, IL 1988 - 1996
Global medical products and services company with expertise in medical devices, pharmaceuticals, and biotechnology.
Director of Marketing, Advanced Solutions and Hemodialysis 1994-1996
Created business strategy and implemented marketing and product management activities for $100 million US Hemodialysis business. Managed staff of four.
• Doubled prior year’s sales for instrumentation product line by repositioning product and driving improvements in overall sales process.
• Increased sales 50% over prior year for disposable product area by effectively re-launching product and improving market position.
Director of Government Affairs / Marketing 1992-1993
Provided leadership and overall strategic direction for all US payment policy and government affairs initiatives. Managed marketing communications function and $100 million IDPN (Intradialytic Parenteral Nutrition) business. Supervised staff of five.
• Successfully lobbied Federal government to encourage sponsorship of outcomes research on ESRD (End Stage Renal Disease) patients. House Appropriations Committee included language in their report accompanying FY’94 Appropriations Bill. AHCPR funded major study.
• Effectively campaigned to assure that home dialysis would not be subject to physician self-referral ban defined in 1994 Budget bill.
Group Marketing Manager 1989-1992
Market Development Manager 1988-1989
Developed physician and patient education, reimbursement, economic, and market segment programs for global utilization. Managed staff of three.
• Developed two-part video series for patients on ESRD treatment options. Videos widely used by more than 80% of all dialysis clinics.
• Initiated divisional efforts to influence Federal policy for the U.S. ESRD program. Established strategic alliances with key provider, regulatory, and congressional groups.
• Launched specialty line of solutions globally. Created innovative physicians’ monograph for new solution. Patient utilization grew to 30% within one year.
• Successfully increased awareness and trial of peritoneal dialysis treatment option through innovative public relations campaign.
PRIOR EXPERIENCE
Held progressively responsible positions:
LEO BURNETT U.S.A 1987 - 1988
Assistant Account Executive
BAXTER HEALTHCARE CORP 1983 - 1987
Sr. Market Manager
Business Associate, Sr. Business Associate - Strategy Development Group
Product Manager
AMERICAN HOSPITAL SUPPLY CORP 1980 - 1983
Sales Representative and Product Manager
EDUCATION
J. L. Kellogg Graduate School of Management, Northwestern University, Evanston, IL – Masters of Management (Majors: Marketing/Policy, Dean’s List)
Williams College, Williamstown, MA - Bachelor of Arts (Magna cum laude with Honors in Psychology, Phi Beta Kappa, Herbert Lehman Scholar, Dean’s List)
OTHER ACTIVITIES
Selected for Allegiance Mentoring Program (Allegiance Corp. was acquired by Cardinal Health, Inc. in 1999). |
