Chicago, Illinois, United States
Experienced and results driven senior healthcare professional, with over 20 years of progressive commercial leadership experience. Career accomplishments include driving top line growth by winning large books of corporate accounts business and building a consulting business to support commercial needs. Special expertise in relationship development with the C-suite, aligning strategic objectives to execute sustainable outcomes. Known as a motivated innovative leader who exemplifies commitment, hard work, and reliability.
Led execution of Beckman Coulter Diagnostics' Performance Partnership program, a Danaher initiative to create a consulting and value partnership team within the Beckman Coulter commercial organization. Further developing end to end program that is currently being used as blueprint for additional Performance Partnership programs globally and future potential within Danaher. Partnered with Beckman Strategic Accounts Health System Executives to drive new business for Danaher. Focused on value-based healthcare contracting strategies with top clients.
Led high-growth team of consultants across North America, Europe and East Asia, and oversaw new organization designed to partner with our largest client partners in a more strategic way. Beckman Coulter's proprietary Performance Partnership 2.0 program leverages the Danaher Business System (DBS) to provide laboratory personnel and organizations with the knowledge, framework, and tools to drive operational efficiencies, reduce waste and maximize the laboratory’s contribution to patient care. Built new diversified team including Consulting Principals (Enterprise Sales), Assessment, Analytics and Delivery teams. Program development included new incentive compensation program, key performance indicators, sales stage and funnel management process, new branding and value proposition strategy, voice of customer studies, overall go-to-market strategy and collateral targeting health system C-level. Led development of standard work for consulting assessment and analytics process, cross training/education for the sales organization and overall change management strategy to imbed Performance Partnership within the sales organization. Explored business development opportunities for strategic partnerships within the IT space and other white label programs with third parties. Early stage strategy development for Europe, using UK as preliminary EU test market. FY 2020-2023: Signed 16 enterprise performance partnerships contracts throughout and after the pandemic, valued at over $100M in new business to Beckman Coulter.
Coach and driver of growth supporting the executive team and commercial operations in North America, focused on increasing revenue, removing waste and utilization of the DBS tool kit for the North American Commercial Operations sales and marketing teams. Worked alongside SVP of Developed Markets, VP of Danaher Business System and VP Sales to drive growth in $1.3B North America commercial organization. Led organizational Policy Deployment (PD) with a focus on growing competitive wins. FY 2016: Competitive win growth of 5% YOY 2016 across North America; Growth of 62% in primary care market over the past 36 months, a point of focus in PD. FY 2016-2017: Largest competitive win growth over the past ten years vs plan.
Serviced multiple areas of the hospital, including Pharmacy, Infectious Disease physicians and Emergency Department physicians. Representative for products in entire bioMerieux clinical portfolio: microbiology, infectious disease and pharmacy–related software, hemostasis, immunology and molecular biology. FY 2004: #1 ranked sales representative in North America. President’s Club winner. Growth of $1.7 million over 2003 sales.
Responsible for selling and mentoring bioMerieux Acct. Managers in the sale of coagulation equipment. FY 2001-2002: #1 ranked instrument sales and competitive conversions nationally, achieving $600K YOY. President’s Club Winner. Balanced Performer and Top Revenue Dollar Increase Awards.