More than ••••• years of accomplishments as a Sales, Marketing, and Operations professional in the intensely competitive field of high-tech, computerized capital equipment and diagnostics for medical laboratories. A hands-on manager bringing real world and international experience and success to the areas of sales/marketing staff recruitment, structure, and supervision while responsible for budget formulation and control in excess of $••••• million. Major strengths demonstrated in turning troubled areas of marketing and sales into productive contributors utilizing talents of the management team to implement sales and marketing plans, developing integrated programs of promotion, including financial, advertising, design, international logics to launch new, and revitalize current products in a global market. A proven negotiator with real revenue and profit to show for sales management, executed joint ventures and the ability to drive those proposals to conclusion.
After a series of progressively responsible positions, promoted, reporting to the CEO and General Manager, as part of a transition team, after ••••• consecutive months of operating profitability. Direction given to streamline worldwide corporate sales/marketing operations for hematology portion of our business. In conjunction with domestic US operations, which includes sales, marketing, customer services, also negotiated overseas joint ventures, mergers, acquisitions, and contracts. As a result: „h Company hematology and rapid test operation (joint venture and sales) have now commenced in China, Mexico, Puerto Rico, Korea, and Malaysia, (see ¡§ACCOMPLISHMENTS¡¨) „h Managed product launch efforts of two new major immunology and electrophoresis analyzer instrument lines. „h Finished domestic hematology business with the largest number of placements in history, in excess of •••••, •••••% over projected AOP production forecast. „h Negotiated and participated in one acquisition and two joint ventures (See ¡§ACCOMPLISHMENTS¡¨) „h Managed and coordinated the interface efforts between the three sales forces which brought additional revenue from microplate (reagent) sales in excess of $4MM.
Director of Sales•••••
To incorporate an expanded western hemispheric scope, promoted to this position to design, implement and manage sales and marketing efforts of multi-product lines. From this position, direction could now be given to drive projects across multi-departmental lines, such as: „h Coordinating the transfer of international sales for western hemisphere from Europe to US. „h Directing the introduction and launch of the immunology project in the United States and Canada. „h Negotiating external domestic and international partnership and acquisition projects to augment and/or streamline the product offering. „h Initiating joint ventures to maximize our manufacturing capacity, increasing absorption, thereby lowering costs. „h Integrating finance into the sales/marketing operation allowing for a full utilization of our finance department in development of budgets and programs. „h Expanding immunology focus to incorporate wider target market. „h Creating marketing support groups for each sales discipline enabling quicker response, more focused attention and smoother interaction for each sales team, including technical marketing/engineering group. „h President¡¦s Club recipient ••••• „h Vertically integrate field sales force by product discipline to enhance focus. „h Expand management focus and accountability by creating: - National Sales Manager for Hematology - National Sales Manager for Immunology •••••••••••••••PAGE 2
- Distributor Marketing Manager - Clinical Consultant positions. „h Computerize field sales operation by designing and implementing framework for sales prospect and quote system. „h Standardize marketing/sales focus in: - Hematology-Oncology - Immunology-Infertility „h Initiate joint sales programs with the Pharmaceutical Division. „h Create financial and distribution programs to enhance sales and contribute incremental business. „h Exceeded ••••• AOP @ •••••% „h Presidents Club Recipiant •••••
Recruited by Serono after acquisition of Baker Instruments to rebuild lagging sales organization, implemented plans to ¡V „h Complete field structure integration of two sales forces. „h Refocus sales area on goals after acquisition turmoil. „h Assess and remedy marginal performance. „h Hire and train sales personnel.
These achievements led this area from last to first position in ••••• months. President¡¦s Club and Regional Manager of the Year, •••••
Reformatting of the entire chemistry area Coulter Electronics created a new opportunity to - „h Design a strategy to bring Coulter Chemistry into the physicians¡¦ market. „h Set up a network of distribution to actively integrate chemistry into this market place. „h Identify and shore-up eroding chemistry account base through aggressive financial programming.
Acquisition of Technicon by Cooper Biomedical presented a unique opportunity, as management spun the Hematology Division into its own SBU. Asked again to revitalize a disappointing sales area. Analysis dictated that action be taken to ¡V „h Assess competitive strategy to date and set up viable reference account base quickly. „h Identify active target account base, with narrow closing criteria for reps. „h Set up multiple system acquisition plans, in conjunction with marketing thrusts to establish product identity and confuse the marketing thrust of the competition.
These efforts produced immediate results, strengthening the company and regional position in revenue and profits by moving from a third to second place position in the Midwest market for hematology systems in the $•••••K+ category. This new group direction and emphasis increased total placements in large laboratories by •••••%.
Promoted to this position, reporting the VP of Sales; responsible for the supervision of sales and technical staff. Faced with immediate problems of stability and leadership void of the region. Moved quickly to ¡V
„h Revamp account management and strategy implementation of sales and technical representatives, leading to an immediate increase in diagnostics sales. „h Promote from within organization and recruit technically trained individuals from other areas of the company to improve technical sales competency. „h Initiate and conduct Closing Tactics and Financial Conferences at sales meetings to integrate latest sales and contractual techniques. „h Formalize and expand operating parameters of sales force in pricing and negotiations of complex and financially sensitive contracts. „h President¡¦s Club Winner - •••••
Systems Marketing Manager•••••••••• ¡V •••••
Assumed P & L accountability of $•••••+ million business unit, reporting to VP of Marketing/Sales and included control of, or responsibility for, market planning, positioning, forecasting, advertising, and logistics of multinational (European & Asian) product lines in the United States. Achievements included ¡V
„h Assembling and directing the Hitachi ••••• Project Team to launch the new system in the market place on time and within budget. „h Combining all aspects of Hitachi •••••/••••• equipment marketing control under a single program center. „h Managing the mandated shutdown of the ••••• instrument so as to have minimal impact on the business plan, inventory and operations while reducing costs through costs through packaging design and utilization of service parts for assembly. „h Streamlining operational accountability by initiating and supervising a project management system to replace the product management system previously utilized.
••••• PROFESSIONAL ACCOMPLISHMENTS „h Negotiated and executed joint venture between BioChem/Carter Wallace/Diasorin resulting in a three-year prospectus valued in excess of $••••• million. „h Negotiated technology acquisition with Citicon Electronics (Argentina) for BioChem „h Negotiated and executed joint venture between BioChem/Mindray Electronic (P.R. China) for hematology instruments and reagents. „h Overseas, ••••• new and significant contracts are in place, as of January •••••, with companies, such as: (Italy and Spain) A. Menarini (Mexico) GlobalTechno (Korea) Dong-A Pharmaceuticals (P.R. China) Great Pacific & Mindray Technologies
EDUCATION AND PROFESSIONAL
Received Bachelor¡¦s Degree from West Virginia University, including on-going work for Master¡¦s/Ph.D. degrees in European foreign policy. Education kept current with business courses from Indiana University/Purdue University at Indianapolis advance marketing program, West Virginia University and Muhlenberg College Schools of Political Science & Foreign Policy.
Working knowledge of French. Business experience in France, England, Italy, Canada, Mexico, Argentina, Brazil, Hong Kong, Singapore, and the People¡¦s Republic of China.