Founder/Chairman at 1Helping1
1Helping1 is a 501(c)(3) organization being developed to facilitate connection, communication and collaboration on a peer-to-peer and a mentor-to-mentee basis. The focus will be on leadership development, professional/personal growth with specific programs for those in career transition.
Founder/President at Black Rhino Partners
Founded a boutique consulting company (www.blackrhinopartners.com) focused on partnering with and serving global clients. We currently provide services in leadership and team development, communication, and organizational priorities.
Our firm was inspired and created based on the principle of partnership. We believe that partnership is essential for success, with our clients and with our team. Our other key ideas or values that define who we are: leadership, communication and results. It is our belief that with strong leadership, great communication and clear priorities that sustainable results will follow.
Vice President, International Sales & Global Sales Operations at Biomet Microfixation
January 2010 - September 2012
Leadership of International Sales and Global Sales Operations teams located throughout the globe driving and supporting revenue through a mix of independent and affiliate distribution partners. (Leadership role eliminated 09.12 due to divisional consolidation.)
> Recognized in FY12 as inaugural recipient of the Walter Lorenz Memorial Leadership Award recognizing courageous servant leadership focused on growing the business, people and brand.
> 105.9% to plan for FY12 with average daily sales growth of 14.3% globally (best year in overall revenue and EBIT in company history) vs market growth of mid-single digits. Delivered 12.5% average daily sales growth in FY11 (98.7% to very aggressive plan) with little impact from new product introductions, including single largest global sales day in entire company history (52% above previous mark), driven by implementation of new sales strategy focused on market penetration vs geographic expansion.
> Inherited organization with limited infrastructure, process and documented, sustainable growth strategy. Initiated and led Due Diligence Process/Compliance Certification and execution of Distribution Agreements with independent business partners. Demonstrated courage in leading difficult, long overdue changes in sales leadership and distribution channel leadership and structure.
> After 10 months aboard, assumed leadership of Global Sales Operations Team consisting of Global Customer Service, Global Sales Education and Training, Inventory Services, US and International Sales Support, Pricing and Contracting and Inventory Logistics. Transformed disparate groups into a cohesive, focused, high performing team.
> Executive sponsor and champion for implementation of Salesforce.com as enterprise platform for data-driven sales accountability and as platform for future organizational capacity and growth.
Senior Director, Marketing at Medtronic
August 2004 - January 2010
Responsible for portfolio and market management of $5.9B+ core spinal markets. During tenure promoted 4 times, compensation increased over 100+%, responsibility and scope increased exponentially. Tasked with leadership of challenging, complex or underperforming areas and consistently exceeded expectations and delivered results.
> Awarded Medtronic Boundary Breaker Award in 2009 for leadership and collaboration.
> Developed multi-generational product plan and product portfolio renewal to reverse market share decline in key technology segment. Multi-year product development project culminating in full system launch in late 2009 to reverse consecutive year revenue and market share loss and provide $30M+ incremental revenue in 2010.
> In 2009, led establishment of Market Management team focused on portfolio/market share drivers in key markets.
> Initiated and led regular meeting of domestic sales and marketing leadership teams and US and OUS marketing leadership teams resulting in significant improvement in communication, collaboration, coordination and alignment on strategic initiatives and tactical execution planning.
> Initiated and led monthly divisional Marketing Summit to coordinate, collaborate and communicate among all marketers. First effort of its kind in division history. Forum for sharing best practices, recognizing success and developing entire Marketing team.
> Created and led cross-functional Monthly Inventory Management Summit to focus on Inventory Management of existing brand families. Resulted in marked increases in forecasting accuracy and improvements in obsolescence planning and execution.
> Recognized for documented track record of finding, hiring and mentoring top-tier leadership talent. Strong reputation for being the "one to work for" due to team focus, servant leadership style, and team and individual successes.
Senior Commercial Leadership Roles at AmeriPath
June 2000 - July 2004
Director of Sales and Marketing - Center for Advanced Diagnostics - Jun 00 - Jun 02
Led sales and marketing for de novo esoteric testing laboratory. Developed entire product, sales structure and support staff from ground zero. Grew net revenue from $0 to $16M+ in 2 years. Developed sales training program, compensation plan and all sales and marketing tools for sales team. Accountable for a variety of functions including sales, product management, client services and billing. Heavily involved in the development and operations of the laboratory.
Director of Sales - Anatomic Pathology and Oncology - Jun 02 - Jul 03
Led national team of 4 Regional Managers and 40+ Territory Managers selling pathology services. Designed and implemented incentive compensation plans, forecasting and accountability tools leading to quota attainment resulting in revenue growth in 2003 of 28.5% from $91M to $117M.
Director of Marketing - Anatomic Pathology and Oncology - Jul 03 - Jul 04
Assumed leadership of a fractured marketing group and transformed it into a cohesive, productive team of Product Managers, Marketing Communications, Conventions, and Sales Training. Drove the development and delivery of a broad array of sales tools based on market feedback and sales team needs. Led cross-functional alignment with sales, operations, IT, Managed Care, billing and executive leadership to drive product/business development and to create marketing solutions and programs resulting in revenue growth of 17.3% to $137M.
National Account Manager at Ventana Medical Systems
April 1999 - June 2000
Promoted after only 9 months (most junior employee to be promoted) to drive growth of largest, most critical accounts in the SE region. #1 Account Executive in the SE Region. Completed training program including Strategic Selling with 100% academic average, awarded Ventana "ACE Award" for superior performance during training. Grew territory by 216% in six months. Regional Account Executive of the Quarter for Q3 and Q4 1999 and 1999 President's Club Award Winner (most junior employee to attend). Placed 2nd in 1999 National Sales Contest.
Territory Manager at Abbott Diagnostics
April 1998 - April 1999
Grew $3M+ metro Atlanta territory by positioning a broad scope of laboratory diagnostic equipment and reagents to array of hospital stakeholders. Exceeded sales quota (106%) for entire term of employment. Solid experience calling on broad spectrum of customers including very small rural hospitals, military and government accounts, state and local health departments and very large metro hospitals/health systems. Rookie of the Quarter Runner-Up for Q4 98.
Director, Customer Service Planning and Implementation at Humana
June 1997 - April 1998
Promoted to Director after 3 months in "Executive Leadership Development Program". Charged with strategic planning for customer service operations at 4 regional customer service centers. Led team of Quality Advisors engaged in leading process improvement teams and activities resulting in operating efficiencies and cross-facility best practice development. Developed broad understanding of all facets of health insurance, managed care, customer service operations, and quality systems theory and application.
Captain - Infantry at United States Marine Corps
December 1991 - May 1997
Rifle and Weapons Platoon Commander and Adjutant at 3rd Battalion, 8th Marines - 26th MEU (SOC) Deployment to Mediterranean; DFT to Panama for Small Unit Training; Operations Officer (S-3) for Special Purpose Marine Air Ground Task Force (SPMAGTF) UNITAS - Deployment to South America; Series Commander and Staff Secretary at Marine Corps Recruit Depot Parris Island.