EXECUTIVE PROFILE
Accomplished Senior Executive with extensive leadership experience in the life sciences industry ? with diagnostic, medical device, healthcare services and information technology companies. Demonstrated success in shaping corporate direction, designing and executing business strategies, building and leading diverse operational teams to deliver results in multiple corporate environments including startup, strategic repositioning, low & high growth.
Strong focus on profitable growth through cost-effective selling and operational efficiency. Highly personable, collaborative, performance driven leadership style. Fortune 100 Best Practice experience with Eli Lilly Company and Cardinal Health.
Core competencies include:
?Sales & Marketing Strategy
?P & L Management
?Partnerships & Strategic Alliances
?Growth Strategy Execution
?Field Operations & Support
?Distribution Channel Management
?Team Leadership & Development
?Customer Service/Relations
?Outsourced & Enterprise Solutions
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PROFESSIONAL EXPERIENCE
HEALTHCARE DIAGNOSTIC SERVICES COMPANY
Company provides a safe, non-invasive, and accurate test for the early detection of cardiovascular disease that can lead to a heart attack or stroke.
MANAGEMENT CONSULTANT: DIRECTOR, AND INTERIM VP OF SALES
?Recruited under 12 month consulting assignment for special situation, healthcare restart.
?Revamped entire business strategy to accelerate transformation from pharmaceutical research vertical to direct patient care providers in primary care, internal medicine, cardiology, preventative healthcare, and imaging centers.
?Re-calibrated sales/marketing programs to align with patient care provider model including product name, value proposition & pricing, marketing collateral, product evaluation process, and client site integration.
?Closed new business, increasing customer base by 27% in the first six months (annualized rate of 46%).
?Engaged and trained two 3rd party service organizations to extend delivery of services.
?Supported planning, discussions, and capital funding presentations for financing.
CONSUMER DIRECTED HEALTHCARE TECHNOLOGY (CDHC) COMPANY
Investor financed provider of comprehensive healthcare administrative tools for consumer driven healthcare. Web-based service bridges the gap between health plans, third party administrators, and financial institutions for Health Savings Accounts (HSA).
VICE PRESIDENT OF SALES AND MARKETING
?Recruited by the CEO and Board to assist with revitalization of moribund business.
?Instituted a detailed product and sales roadmap to broaden solution offerings and delivery abilities to drive consumer driven health initiative.
?Built strong business partnership program (agents & channel partners) to reach targets of opportunity in the mid-sized and small business segments. Increased the number of channel partners by 100% over 12 months.
?Sustained financial viability by implementing pricing and contracting strategies to increase gross profit margins by 20%+.
?Company retrenched in 2007 for future funding, which has been subsequently received.
HEALTHCARE TECHNOLOGY COMPANY
Privately held, early stage healthcare company established to develop, produce, and market a complete, integrated system for managing electronic medical records (EMR) at the point-of-care.
MANAGEMENT CONSULTANT: Sales and Marketing Consultant for pre-revenue healthcare technology company
?Advised early stage company on sales & marketing programs for market entry into Hospital Emergency Departments.
?Developed guidelines for early adopter pricing, beta account management, site implementation and cost justification tool set.
INFORMATION TECHNOLOGY AND DATA SERVICE PROVIDER
Privately owned, venture-financed, $21 million information technology & data service provider of comprehensive outsourced data solutions for environmental, health, and safety information and compliance management.
VICE PRESIDENT OF SALES
?Recruited to assist with the initial repositioning of the company after Venture Capital acquisition.
?Restructured and realigned the sales organization to reflect long-term business strategy by transforming team of 40 telesales representatives into field based, customer facing sales organization.
?Delivered record results: drove top line from $16.8MM to $20.4MM for 21% increase in revenue, 30% increase in net billings and 35% improvement in renewals (client retention) over 15-month period by focusing on key product and sales opportunities, and improved service.
?Implemented Strategic-Solution Selling methodologies and business case selling (ROI Analysis ~ Financial Dashboard) as critical step to selling outsourced solutions/services to ?C-Suite? decision makers, resulting in 21% growth in ?new sales? revenue in 2004.
?Spearheaded changes in pricing approval and contract management process resulting in 10% improvement in profitability (gross margin) through lower discounts.
?Instituted weekly review with finance department of customers to improve payment compliance, resulting in 48% reduction of days sales outstanding (DSO).
?Designed, recommended, and led successful outsourcing program for Wal*Mart generating $1MM in new revenue over two years. (2nd largest contract in Company history).
?Closed significant new business and executed contracts with Exel Logistics, Cardinal Health, Ferguson Enterprise, Southern Company, and Centex Homes.
INNOVATIVE MEDICAL DEVICE COMPANY
Venture-financed manufacturer of innovative medical technology used in the treatment of nausea & vomiting associated with chemotherapy, surgery, pregnancy, and motion sickness.
EXECUTIVE VICE PRESIDENT OF SALES
?Recruited to build high-level sales, clinical, and customer service team to pioneer a ?first to market? non-invasive medical technology to treat nausea and vomiting.
?Leadership role included business development, sales and marketing strategies, customer segmentation models, incentive and channel programs, resulting in:
*Direct, broker agent and distributor models.
*Opening of 4 strategic sales segments (Medical, Consumer, E-Commerce, and International).
*Established international sales through distributors and resellers in 8 countries (Korea, Taiwan, China, Japan, Spain, UK, France, and Australia).
*National Call Center and Customer Service to support domestic & international clients.
*Recognition as ?New Vendor of the Year? (2002) by the nation?s largest marine retailer.
*National GPO status for Premier Health.
?Successfully defined, branded, and launched a new market and product category within the hospital and consumer retail market for this start up organization resulting in growth of sales from $0 to $6MM, unit sales from 0 to 120,000 in three years. Total of $12MM in revenue prior to sale of company to Abbott.
?Initiated and led the company?s clinical advocacy program with U.S. Government Centers for Medicare and Medicaid, resulting in award of highly coveted HCPCS reimbursement code and Medicare coverage and follow on insurance coverage by Aetna.
?Actively supported and participated in raising $32 million in new capital for the company
AUTOMATED MEDICATION TECHNOLOGY AND PHARMACY SERVICES COMPANY.
A $250 million pioneer of medication and supply automation, information ~ revenue cycle management, and outsourced pharmacy management services to healthcare institutions worldwide. Acquired by Fortune 20 Healthcare Corporation.
AREA VICE PRESIDENT OF SALES AND OPERATIONS - Southern (SE & SW) United States
?Provided leadership for organization of 90 staff members, including:
?Direct Sales Force of 2 Regional Sales Directors, 16 Territory Managers, and 5 Clinical Professional Consultants, and 1 Materials Services Consultant.
?Operations Team of 2 Area Business Managers, 7 Operations Managers, 2 Senior Engineers, 6 Engineers, and 46 applications specialists.
?Responsible for 1997 Business unit P & L of $60 million and for supporting customer base growing at 50%+ annually.
?Consistently recognized as the #1 Area for revenue production and profitability (5 out of 6 years): total revenues of >$140MM, 342 new account conversions, 9,000+ units installed, gross margin of 71%, and >90% market share. The Company was named America?s fastest growing small company in 1994 by INC. Magazine.
?Developed and implemented national account strategy resulting in 4 new agreements representing revenue potential of $100MM (HCA, SunHealth, Shared Services, and Support Health).
?Redirected operations/implementation team?s focus to significantly reduce cost, resources, and timelines involved in system implementation. Our ?train the trainer? approach and tools were adopted by the company as the new standard for installing large, hospital-wide systems.
*Instrumental in taking company from start-up status to $1 Billion+ market valuation in six years through sales, operations management, personnel recruitment, and retention.
EDUCATION:
University located in Southeastern USA
Bachelor of Science in Pre-Law & Political Science
University located in Western USA
Global Commerce Certification 2006
ORGANIZATIONS:
Member, Device Alliance - Irvine, CA
Member, HIMSS
Board of Advisors, Concordia University's Healthcare Management Program - Irvine, CA
Member, Leadership Healthcare - Nashville, TN
Former Board Member - Healthcare Diagnostic Service Provider (West Coast Metro Area) (2007-2008)
Former Board Member - Largest Children's Theater Program in United States (501 c-3 Corporation) (2005-2009) |
