Global Medical Device/Diagnostics Executive and Wharton MBA with cross-functional depth spanning General Management, Operations, Sales, Marketing and Finance. Expertise in analyzing, identifying and executing globally on innovative market opportunities that drive sustainable growth, propel $MM revenues, and sharpen competitive edges. Consummate creative leader, skilled communicator and trusted advisor passionate about bringing new medical technologies to market. Broad success leading strategy and operations in startup, high-growth and turnaround settings.
Sales/Marketing Experience: Aesthetics, Cardiology, Diagnostics, Diabetes Care, Electrophysiology, Emergency Medicine, Neurology, Oncology, Orthopedics, Radiology, Surgery and Womens Health.
" Top Companies and BrandsLearned from the best (e.g. Eli Lilly, Johnson & Johnson, Wharton) to manage both the regional rollout of major brands (e.g. DePuy orthopedics, Hitachi diagnostics, OneTouch diabetes care, Proximate staples, Recormon biotech, SMART stents, Vicryl sutures) and the global launch of disruptive technologies (e.g. SilverHawk atherectomy, TruTouch diagnostics.)
" Global BreadthGrew medical device companies in established and emerging markets from napkin to launch, launch to $25M, $25M to $100M, and $50M to $200M+. Two-time peer-elected Chairman of the Association of International Pharmaceutical Manufacturers.
" Startup ExperienceRaised over $20M in venture funding as the strategy and marketing head for innovating startups, learning from both failures and successes.
Expertise Creating Company Value
" Strategic Planning
" Global Operations
" Country Launches
" P&L Accountability
" Business Development
" Sales and Marketing, Branding
" Product Development, Launches
" Marketing Communications
" Operating Infrastructures
" Finance, Negotiations
" Team Building and Leadership
" Training and Development
" Strategic Alliances
" Revenue and Profit Optimization
" International Business Plans
A Career Managing Innovative Medical Technologies
NITINOL DEVICES AND COMPONENTS (NDC), Silicon Valley, CA 2010 Present
J&J spinoff and global leader in developing and manufacturing implantable and disposable nitinol-based medical devices for both major brands and startups, with offices in the US, Europe, and Latin America.
VICE PRESIDENT, MEDICAL DEVICES
VICE PRESIDENT, MARKETING
Hold full P&L accountability for 400-person core business including corporate strategic planning, reporting to founding CEO. Own the corporate five-year plan and strategic roadmap. Directed the engineering of NDCs first clean-room produced, packaged, and sterilized medical device, and dozens of other devices.
" Exceeded 2012 growth target by 62% while coming in under budget and meeting or surpassing all annual goals and objectives.
" Grew the top line 121% in 2011, transforming a money-losing division to profitability while significantly exceeding growth and revenue plans.
" Led the division that achieved three of the four exceeded goal ratings on the Corporate Top-10 Objectives list and drove 300% net income growth.
" Partnered with startup CEOs and corporate program directors throughout the product development and regulatory cycle to bring innovative designs to market on time and on budget.
" Refocused customer outreach initiatives, executing electronic marketing campaigns with exceptionally high (17%) click rates and growing the development pipeline from $50M to $200M+.
TRUTOUCH TECHNOLOGIES, Albuquerque, NM 2007 2009
J&J spinoff and venture funded developer and manufacturer of noninvasive alcohol testing systems using NIR spectroscopy; awarded one of TIME Magazines Inventions of the Year (2006).
CHIEF MARKETING OFFICER, EXECUTIVE VICE PRESIDENT
Recruited to spearhead the startup of commercial operations for a breakthrough diagnostic technology, including upstream and downstream marketing, sales, and customer service, reporting directly to the founding CEO. Drove long-range strategic planning and tactical implementation efforts to create multiple new markets.
" Led conceptual product design efforts, working with engineering and industrial design companies to devise the next five generations of product; devised a strategy for gaining FDA clearance via 510(k) vs. planned PMA.
" Branded TruTouch including creating the mission statement, taglines, product names, and logo; secured trademarks, designed website and created advertising and marketing collateral.
" Created and delivered investor pitches, securing $1M in bridge financing.
" Forged strategic partnerships for TruTouchs workplace, retail, and medical diagnostic business segments.
FOXHOLLOW TECHNOLOGIES, Silicon Valley, CA 2007
Venture-funded developer; manufacturer of the first widely accepted atherectomy systems. Acquired by eV3 in Q4, 2007.
VICE PRESIDENT, INTERNATIONAL
Hired to launch international expansion with responsibility for all US markets.
" Authored companys first comprehensive international business plan, with detailed market-entry strategies for all major worldwide markets.
" Represented company alongside CEO on stage at Goldman Sachs 28th Annual Global Healthcare Conference and before numerous institutional investors.
NOVELIST, MYSTERY WRITERS OF AMERICA, Clearwater, FL 2004 2006
Repatriated back to US and devoted three years to authoring three novels (Coercion 2005, Betrayal 2006, and Flash 2007), receiving critical acclaim for Well paced action, appealing characters, and snappy writing, and prose that snaps and pops with a fresh, nearly breathless energy reminiscent of Ludlum, Le Carré, Clancy et al.
JOHNSON & JOHNSON, Various locations 1998 2003
VICE PRESIDENT, CORDIS ENDOVASCULAR EMEA/
EUROPEAN MARKETING DIRECTOR, Brussels, Belgium (2001-2003)
Recruited to lead international endovascular operations for $1B J&J company. Directed sales and marketing operations across Belgium, France, Germany, Italy, the Netherlands, and the UK, and supported sales and marketing operations in 18 other EMEA countries, reporting directly to Worldwide President. Wrote and executed European business and strategic plans; personally managed two key accounts in each market.
" Drove sales growth at triple the market rate without the benefit of new products, increasing market share from 26% to 32% over two years and attaining the #1 market position in Europe.
" Launched two major hands-on training programs to improve physician comfort and competency with Cordis products while strengthening brands, image and opinion-leader relations.
" Increased EMEA profitability by over 10 percentage points while improving customer service ratings by streamlining marketing and distribution operations; programs were adopted globally.
MANAGING DIRECTOR, MEDICAL DEVICES AND DIAGNOSTICS, Russia and CIS, Moscow, Russia (1998 2000)
Directed strategy and operations of 10 medical device companies under J&J umbrella with 12 direct reports (Franchise Managers, Finance Director, HR Manager and Shared Services.) Reported to MD&Ds Company Group Chairman for Europe.
" Grew sales 150%from $30M to $75Mtaking MD&D from least to most profitable sector in J&J Russia, and Russia from least to most profitable MD&D country in Europe vs. BP.
" Guided J&J through a severe national financial crisis and major company restructuring, including slashing 2/3 of personnel and four of five expats, into a lasting period of hyper-growth.
" Established or maintained #1 or #2 market position for all 10 franchises, including: ASP, Biosense Webster, Codman, Cordis, DePuy, Ethicon, Ethicon EndoSurgery, Gynecare, Medical, and LifeScan.
" Concurrently served as Country Manager for LifeScan Russia, propelling it to the largest franchise in Russia and establishing it as a benchmark for growth and customer service within LifeScan internationally.
BOEHRINGER MANNHEIM (acquired by Roche in 1997) 1994 1997
Multibillion-dollar German multinational developer and supplier of laboratory diagnostics, point-of-care diagnostics, diabetes care products and pharmaceuticals.
MANAGING DIRECTOR, RUSSIA, Moscow, Russia
Recruited for expertise in international business to direct the startup of all four corporate divisions (pharmaceuticals, diabetes care, express diagnostics, and clinical chemistry) including establishing legal and operating infrastructure, hiring staff and authoring the first business plan. Managed marketing and sales forces during first year of operations.
" Exceeded plan each year, growing sales from the ground up to $25M.
" Drove Recormon (EPO) and AccuCheck (diabetes care) to the #1 market position.
" Forged a powerful sales and marketing alliance with Eli Lilly for diabetes care products.
" Partnered with the Russian Space Agency on creative marketing initiatives.
Early Professional Experience
ELI LILLY & COMPANYAdvanced rapidly from Financial Analyst through positions as Treasury Analyst and Foreign Exchange Trader to Business Development Manager within three years.
MBA, Major in FinanceThe Wharton School, University of Pennsylvania, Philadelphia, PA; 1994
Elected Finance Club President and Student Body Vice President
MA in International StudiesThe Lauder Institute, University of Pennsylvania, Philadelphia, PA; 1994
Edgar J. Bronfman Scholar. Eli Lilly Scholar
BA in Philosophy and Mathematics, cum laudeHanover College, Hanover; IN; 1990
Richter Foundation International Scholar.
Interventional Radiology PreceptorshipLeeds Hospital, UK
Surgical Sales SchoolEthicon Inc. US
Organizational BehaviorINSEAD, France
Ethics and Public Policy InternshipWashington, DC
Featured Speaker at Business ConferencesAlbuquerque, Amsterdam, Moscow, St. Petersburg
ASSOCIATION OF INTERNATIONAL PHARMACEUTICAL MANUFACTURERS, Moscow, Russia 1996 1998
CHAIRMAN OF THE BOARD
Elected to three terms on the Board including two terms as Chairman and President, and one as Vice Chairman.
" Grew association to 50+ multinational medical companies representing $1B+ in sales.
" Worked with Government of Russia to draft Russias first law on medicine; partnered with the Ministry of Health, European healthcare organizations, and Russian professional organizations to establish a modern industry.
US ARMY SPECIAL FORCES (Green Berets) 1987-1995
Soviet Counterintelligence Specialist; 11th Group Special Forces (various global locations)
" Graduated Military Intelligence School and The Presidios Russian program with distinction.
" Granted Top Secret Security Clearance, Paratrooper Wings, and Green Beret.