Expert Profile
I have over 30 years experience in the healthcare business from both the provider and medical device equipment perspective. My experience includes leadership of North American business in Diagnostic Imaging and extensive knowledge of the ambulatory outpatient imaging businesses. Additionally, my experience includes deep understanding of the business drivers in the Radiology and Radiation Therapy industry with both technology utilization and reimbursements in the US. I have consulted on many additional topics such as equipment service and maintenance, Optical Coherent Tomography, and general market conditions in the US for medical-related businesses. Dramatic top-line revenue growth is my strength. Demonstrated success in both Sales and Marketing leadership roles with national and international responsibility. Recognized and received awards for national performance beginning with individual contributor roles all the way up to North American Sales and Marketing positions. Gained 7% market share as VP, North American MRI Marketing and delivered 48% increase in North American Sales Management role.
Broad experience and dedicated career in Healthcare sales and marketing. Diagnostic Imaging, Radiation Oncology, Radiosurgery and MRI specific domain knowledge. Developed the skills to capitalize on my natural talents to see ideas for the future and help assess and create strategic plans to capitalize on the opportunities.
Specialties:Sales, Marketing and Business development. Managed both National and International organizations. Market research. Product Pricing and Positioning. Go-to-Market Strategy. Sales Deployment. Alternate Channel Distribution. Business Development. Contract Consulting. Strategic Alliance. Magnetic Resonance Sales and Marketing expertise. Radiation Oncology and Robotic Radiosurgery knowledge.
***** Medical
Accuray, Inc. *****
Region Sales Director
Leadership of sales effort of Stereotactic Radiosurgery systems in 11 western states. Requires marketing, business development and sales acumen in the Oncology market to develop opportunity for CyberKnife sales. Created lead generation program, dynamic business case proforma and successful sales strategy.
Ambulatory Services of America, Brentwood, TN *****
Vice President, Business Development and Founder
Leadership responsibilities for growing the Physician partnerships within Cardiology and Oncology vertical markets. Created the go-to-market strategy to close acquisitions and de novo startup opportunities. Major responsibility for due diligence and business valuation to complete proposal and contract negotiations. Initiated successful lead development program for the Oncology vertical market.
Philips Healthcare, Bothell, WA *****
Vice President, Entrepreneurial Business Group *****
Responsible for building and leading the Entrepreneurial Business Sales Group in managing large, Multi-site Operators accounts. Identified and capitalized on the growth opportunities in the Cardiology, Oncology and Imaging markets in North America. Analyzed the healthcare delivery industry to identify the trends and future opportunities for the North American Sales team. Structured the Entrepreneurial Business Group to drive growth in the development of strategic relationships with key non-hospital customers.
Vice President, Magnetic Resonance Business Unit *****
Executive leader responsible for managing the North American MRI business team to achieve profitable market share growth. Created and led the execution of the business strategy to achieve the Annual Operating plan of $330 million. Drove profitable contribution margin and income from operations to meet expectations through effective product positioning and pricing. Effectively communicated gaps between North American market and the MRI products and solutions to the Global executives of the Product Manufacturing Group. Developed relationships with Key Opinion Leaders to enhance market presence.
GE Medical Systems, Waukesha, WI *****
Region Manager, Minneapolis, MN *****
Responsible for leading growth in diagnostic imaging equipment and service total revenue through managing 30 people in a matrix organization. Restructured distribution to increase account penetration, which resulted in #1 rank in total revenue of $170 million. Created new process to improve order quality, opportunity tracking and installation quality. Restructured sales deployment to implement Alternate Channel sales representation. Recognized for obtaining operational excellence in business operations.
Training
Sales Manager Training Course, GE Medical Systems, 1999
New Manager Development Course, GE Crotonville, 1999
Managerial Skills Development Course, GE Crotonville, 1997
Additional Experience: Philips Medical Systems, Nashville, TN
Hitachi Medical Systems America, Danbury, CT,
United States Surgical Corporation, Norwalk, CT
Whittaker General Medical, Lexington, KY
EDUCATION
Transylvania University, Lexington, KY
B.A., Pre-Medical Studies
University of Kentucky, Lexington, KY
Masters, Health Administration (incomplete)