Experience

StatLab

• United States
• Medical Equipment Manufacturing
• 100 - 200 Employee

• Senior Vice President, Sales

  • Feb 2021 - Present

  McKinney, Texas, United States Responsible for leading commercial sales, learning and development, and technical service teams for StatLab Medical Products. StatLab is a leading specialty supplier exclusively focused on providing histology, cytology, and immunohistochemistry consumable supplies to more than 3,000 anatomic pathology laboratories throughout the United States.



JMV Healthcare Solutions

• Principal Owner

  • Oct 2019 - Feb 2021

  Chicago, Illinois, United States



Thermo Fisher Scientific

• United States
• Biotechnology Research
• 700 & Above Employee

• Vice President, Commercial Operations, Americas Region Clinical Diagnostics Division

  • Jul 2016 - Sep 2019

  Led commercial execution of sales and marketing strategies for Thermo Fisher Scientific Clinical Diagnostics Division products, including Toxicology/Drugs of Abuse testing, General Chemistry Quality Controls, Molecular Controls and Biomarkers. Responsible for $144M in annual revenue through direct and distributor channels and managing 100 team members within sales, marketing, business development and customer service. ▪ Expected to achieve revenue targets in all three Business Units in… Show more Led commercial execution of sales and marketing strategies for Thermo Fisher Scientific Clinical Diagnostics Division products, including Toxicology/Drugs of Abuse testing, General Chemistry Quality Controls, Molecular Controls and Biomarkers. Responsible for $144M in annual revenue through direct and distributor channels and managing 100 team members within sales, marketing, business development and customer service. ▪ Expected to achieve revenue targets in all three Business Units in 2018 ▪ Led project to revamp Salesforce.com dashboards and reports ▪ Improved monthly and quarterly forecasting and plan process ▪ Introduced Miller Heiman SPIN selling model ▪ Restructured Biomarker sales team

• Vice President, Sales, Healthcare Market Division

  • Dec 2007 - Jun 2016

  Executive team member reporting directly to the President, HealthCare Market Division (HMD). Assisted in creation and implementation of the division’s strategic direction and vision. P&L responsibility for $1B in annual revenue and management of 210 team members including 7 Directors within Field Sales, Specialist Sales, Health System Sales and Inside Sales. Drove commercial execution including channel management, strategic planning process and tactical execution, pricing and contracting… Show more Executive team member reporting directly to the President, HealthCare Market Division (HMD). Assisted in creation and implementation of the division’s strategic direction and vision. P&L responsibility for $1B in annual revenue and management of 210 team members including 7 Directors within Field Sales, Specialist Sales, Health System Sales and Inside Sales. Drove commercial execution including channel management, strategic planning process and tactical execution, pricing and contracting policies, sales compensation planning, selling and marketing collateral development as well as identifying and developing strategic partnerships. ▪ Exceeded financial targets for 2013, 2014 and 2015. At 2016 revenue and EBITA targets through June before moving to new position. o Increased level of field sales execution by employing Directed Sales Initiatives using 4Dx approach o Improved all aspects of the Health System Executive program o Achieved revenue and placement targets for key suppliers of IA/CC/Hematology capital equipment ▪ Exceeded financial targets for 2012, including revenue, EBITA, Self Manufactured Products and MVP Suppliers ▪ Exceeded revenue target for 2011 ▪ Developed robust HR process in 2011 that includes manager wide assessment of all personnel. Process identifies high/low potential employees, career path planning and continuous improvement opportunities. ▪ Met instrument placement targets necessary to fulfill a new distribution relationship with Abbott Diagnostics in 2010. ▪ Met sales targets for 2010. ▪ Exceeded all capital equipment financial targets in 2009. ▪ Exceeded all divisional financial targets for 2008. ▪ Implemented significant improvements to the capital equipment selling model which resulted in achieving 149% of sales targets and exceeded placements targets by 128% in 2008.



Abbott

• United States
• Hospitals and Health Care
• 700 & Above Employee

• General Manager, Physician Group Diagnostics

  • Jan 2006 - Dec 2007

  Abbott Park, IL Accountable for full P&L and commercial operations including sales, finance, marketing, customer service and business development functions for entire Physician Office Laboratory Market segment in U.S. $55M+ in annual revenue with 82% generated through exclusive distribution partner, Physician Sales and Service (PSS). Managed 48 employees within sales, marketing and sales support. ▪ Exceeded 2006 sales plan. ▪ Led a successful re-organization of PGD business in 2006. Improved… Show more Accountable for full P&L and commercial operations including sales, finance, marketing, customer service and business development functions for entire Physician Office Laboratory Market segment in U.S. $55M+ in annual revenue with 82% generated through exclusive distribution partner, Physician Sales and Service (PSS). Managed 48 employees within sales, marketing and sales support. ▪ Exceeded 2006 sales plan. ▪ Led a successful re-organization of PGD business in 2006. Improved infrastructure including contracting and pricing policies. ▪ Launched the Afinion analyzer that performs tests for Glycated Hemoglobin, Abbott Diagnostics first “waived” lab analyzer for the Physician Office.

• Senior Director, Global Marketing, Immunoassay Systems

  • Jul 2004 - Dec 2005

  Abbott Park, IL Led corporate and product marketing globally for the Immunoassay Systems business that included Architect, AxSYM, IMx, TDx and TDxFLx. Led marketing team of 5 responsible for product commercialization efforts including annual marketing plan creation, pricing policies, budgeting and implementing strategic and tactical business objectives. Developed and implemented overall branding strategy, sales training programs and marketing materials to include sales tools, product brochures, e-commerce and… Show more Led corporate and product marketing globally for the Immunoassay Systems business that included Architect, AxSYM, IMx, TDx and TDxFLx. Led marketing team of 5 responsible for product commercialization efforts including annual marketing plan creation, pricing policies, budgeting and implementing strategic and tactical business objectives. Developed and implemented overall branding strategy, sales training programs and marketing materials to include sales tools, product brochures, e-commerce and competitive intelligence for products currently available. ▪ Participated in development of 2005 Global Focus Marketing Strategy and Initiative. ▪ Developed Immunochemistry Systems life cycle management strategy. ▪ Unveiled the newest Architect Immunochemistry Systems (c16000 and i1000) at major global trade shows - IFCC and AACC

• General Manager, U.S. Blood Screening

  • Jan 2004 - Jun 2004

  Abbott Park, IL Led sales, marketing and field for the U.S. Blood Screening Market - $196M of annual sales revenue. Led 30 employees selling infectious disease testing products to US blood banks and plasma centers. Negotiated contracts, developed new product launches, identified new business and served as main contact with major accounts. Hired a team of 5, developed launch strategies, and led cross-functional teams of sales, marketing, legal, R&D/quality and support to ensure preparedness. Led U.S. commercial… Show more Led sales, marketing and field for the U.S. Blood Screening Market - $196M of annual sales revenue. Led 30 employees selling infectious disease testing products to US blood banks and plasma centers. Negotiated contracts, developed new product launches, identified new business and served as main contact with major accounts. Hired a team of 5, developed launch strategies, and led cross-functional teams of sales, marketing, legal, R&D/quality and support to ensure preparedness. Led U.S. commercial organization for 2004 launch of Prism Instrument System including sales training programs and materials, contract execution and preparing internal tech support groups. ▪ Amended contract with American Red Cross to add an additional product worth $5M per year. ▪ Negotiated and closed a 5-year contract to supply products to the AIBC worth over $15M.

• General Manager, Canada Operations & U.S. Blood Screening

  • Aug 2002 - Dec 2003

  Abbott Park, IL Led all aspects of commercial ops including sales, finance, marketing, customer service, tech support, distribution and quality/regulatory for Abbott’s diagnostic products for all of Canada - 83 employees and $52M in sales. Responsible for U.S. Blood Screening market including 30 individuals and annual sales of $196M. Developed and implemented a new organizational structure in Canada by creating P&L based sales and service teams led by a local area Business Manager resulting in greater overall… Show more Led all aspects of commercial ops including sales, finance, marketing, customer service, tech support, distribution and quality/regulatory for Abbott’s diagnostic products for all of Canada - 83 employees and $52M in sales. Responsible for U.S. Blood Screening market including 30 individuals and annual sales of $196M. Developed and implemented a new organizational structure in Canada by creating P&L based sales and service teams led by a local area Business Manager resulting in greater overall customer satisfaction, increased teamwork and bottom-line accountability. ▪ Exceeded sales and contribution margin goals for U.S. blood screening. ▪ Awarded a 5-year viral screening products contract with America’s Blood Centers worth over $250M; gained an additional 20% increase over previously contracted business.

• Commercial Director of Worldwide Marketing, MediSense Products

  • Jan 2001 - Jul 2002

  Bedford, MA Determined global strategic direction of Abbott’s $500M blood glucose monitoring business, including sales programs, lifecycle management, tool development and pricing. Led team of 10 marketing individuals to ensure MediSense products exceeded revenue and market share performance objectives. ▪ Completed an extensive market research project with McKinsey Consultants to refine the commercial strategy, short and long term R&D pipeline and improve operational efficiencies. ▪ Launched the next… Show more Determined global strategic direction of Abbott’s $500M blood glucose monitoring business, including sales programs, lifecycle management, tool development and pricing. Led team of 10 marketing individuals to ensure MediSense products exceeded revenue and market share performance objectives. ▪ Completed an extensive market research project with McKinsey Consultants to refine the commercial strategy, short and long term R&D pipeline and improve operational efficiencies. ▪ Launched the next generation glucose strip, G3a, Precision Xtra and Optium to the worldwide markets. Completed launch of Sof Tact to worldwide markets. ▪ Launched Precision Xtra Luminous meter to U.S. and Canada marketplace.

• Regional Sales Manager, Northeast

  • Feb 1998 - Dec 2000

  Andover, MA Created and implemented commercial initiatives for 76 employees generating annual sales of approximately $135M per year. Directed staff, including 6 District Managers, 46 Sales Representatives, 13 Tech Support Specialists, 5 Regional Product Managers and 6 Administrative Assistants covering a 10-state, Northeast region. Reorganized and realigned commercial infrastructure to include sales, service and support. ▪ Area Region of the Year, 2000; Area Region of the Quarter for Q1, Q2 and Q3. ▪… Show more Created and implemented commercial initiatives for 76 employees generating annual sales of approximately $135M per year. Directed staff, including 6 District Managers, 46 Sales Representatives, 13 Tech Support Specialists, 5 Regional Product Managers and 6 Administrative Assistants covering a 10-state, Northeast region. Reorganized and realigned commercial infrastructure to include sales, service and support. ▪ Area Region of the Year, 2000; Area Region of the Quarter for Q1, Q2 and Q3. ▪ President’s Club status, 1999 and 2000. ▪ Developed and implemented 2000 USO compensation plan for sales organizations including performance measurement tools. ▪ Created a Performance Excellence initiative that included development of career learning and development plans for direct reports.

• National Accounts Manager

  • Jan 1996 - Feb 1998

  Abbott Park, IL Responsible for strategic planning, contracting and management of three Group Purchasing Organizations (GPO’s) - Premier, Consorta and Purchase Connection. Negotiated national agreements with exec levels of major GPO’s to drive sales growth and market share. Worked with field members and contract sales operation processes to include contract compliance, sales and customer service. ▪ National Accounts Manager of the Year, 1997 ▪ President’s Club status in 1997 ▪ Successfully negotiated… Show more Responsible for strategic planning, contracting and management of three Group Purchasing Organizations (GPO’s) - Premier, Consorta and Purchase Connection. Negotiated national agreements with exec levels of major GPO’s to drive sales growth and market share. Worked with field members and contract sales operation processes to include contract compliance, sales and customer service. ▪ National Accounts Manager of the Year, 1997 ▪ President’s Club status in 1997 ▪ Successfully negotiated Immunoassay contracts with Premier and Consorta with total business worth over $130M in annual sales. ▪ Created and implemented software pricing models for the U.S. sales organization and contract marketing to assist with pricing options for Premier and Consorta immunoassay contracts.

• District Sales Manager

  • Mar 1993 - Jan 1996

  Portland, Oregon Area Responsible for $17M+ in annual revenue with an operating budget of $220M. Managed 10 reps selling entire diagnostics portfolio including capital equipment and reagents to hospitals in Oregon, Washington, Idaho, Alaska and Northern California. ▪ District of the Year, 1996. ▪ President’s Club status in 1994 and 1995. ▪ Improved national ranking from 55/56 in 1992 to 23/62 in 1993, 9/62 in 1994 and 5/62 in 1995.

• U.S. Marketing, Senior Product Manager

  • Jul 1991 - Mar 1993

  Abbott Park, IL Oversaw all product marketing activities for Hepatitis/Retrovirus products and the Data Management System used in U.S. blood screening centers. Responsible for competitive information and development of customer centric sales tools, product information and collateral. ▪ Awarded U.S. Marketing “Outstanding New Product Introduction” ▪ Planned and executed launch of HIV 1/2 to U.S. Market. ▪ Created and implemented a computerized database of U.S. blood bank customer to be used for… Show more Oversaw all product marketing activities for Hepatitis/Retrovirus products and the Data Management System used in U.S. blood screening centers. Responsible for competitive information and development of customer centric sales tools, product information and collateral. ▪ Awarded U.S. Marketing “Outstanding New Product Introduction” ▪ Planned and executed launch of HIV 1/2 to U.S. Market. ▪ Created and implemented a computerized database of U.S. blood bank customer to be used for financial business plans, updates, new product development and market share analysis.

• Regional Product Manager

  • Jan 1990 - Jul 1991

  Lincolnshire, IL Execute tactical launch of several new products, including Hepatitis C. ▪ Regional Product Manager of the Year, 1990.

• Major Account Executive

  • Dec 1987 - Jan 1990

  Cincinnati, OH and Lincolnshire, IL Responsible for forecasting, negotiating and implementing contracts and building strong relationships with customers to grow existing accounts and identify new business opportunities. ▪ President’s Club status in 1988.

• Diagnostic Sales Specialist

  • Jan 1986 - Dec 1987

  Dayton, Ohio Area Sold complete Analytical Systems and diagnostic product lines to hospitals, clinics and reference laboratories throughout Dayton area. ▪ President’s Club status in 1987.