EXECUTIVE BUSINESS CONSULTANT
PERSONAL PROFILE
- 41 years in healthcare and medical biologics products industries, delivering expert business consulting
strategies to organizations ranging from Fortune 500 companies to start-up medical device and healthcare firms.
EXPERTISE
Business Development, Strategic Business Planning, Revenue Growth Strategies, Process Improvement, Program Development, Contract Negotiation, COS Reduction, Organic/Acquisition Growth, Budget Administration, Product Distribution Strategies, National Sales Leadership, Performance Management, Change Management, M&A Sales Integration, Operations Management, Competitive Intelligence, Training and Mentoring, Industry Partnering, and Sales Reporting. Therapeutic Areas: orthopedic and reconnective surgery in spine and trauma, and sports medicine specialties.
PROFESSIONAL EXPERIENCE
President/Owner, C.C. I. Performance Group, LLC
Provides specialized, sound advice on sales and product distribution strategies to expand footprint and grow revenue. Communicates with company presidents and senior sales executives to identify needs and provide sustainable solutions. Serves as executive consultant to key stakeholders. Guides clients through change management initiatives. Develops action plans. Provides leadership development and sales talent performance management. Assists companies in bringing viable products to market. Successes include a restructured sales force resulting in 2-year sales growth from $9M to $28M and quadrupled customer counts, and facilitation of a spine company/medical device organization acquisition that delivered significant performance improvements.
Board of Directors, RTI Biologics
Serves on executive-level, decision-making team to identify, assess, and capitalize on emerging business development opportunities to build company market presence and enhance revenue streams while supporting medical innovations and healthcare excellence. Appointed to Compensation and Science Committees. Participated in acquisition of competitor that nearly doubled the size of RTI.
Vice President, Sales, Stryker Orthopaedics
Performed as VP of Sales for the largest orthopedic company in the US. Directed strategic planning and development of corporate sales initiatives via a 700-member national sales organization. Administered a $400M operating budget. Instituted and implemented short- and long-term sales objectives and training initiatives. Developed and implemented policies, procedures, and process improvements across sales force and 350 support personnel. Grew the business from $588M to $1.1B in four years and expanded sales organization from 450 to almost 1,000. Gained market share in all product categories. Grew Reconstructive share one point per year, Spine business from 1% to 10% of market share, and Trauma from 9% to 14%. Reduced sales costs 5.4% and doubled the top line across 42 locations. Developed sales leaders who now practice their craft worldwide.
Senior Director Sales, Regional Sales Manager, Howmedica-Osteonics
Directed organic and acquisition growth, and developed and executed strategic sales and business development programs. Managed and motivated 200+ sales producers in territories covering 50% of the continental US. Led merger of two sales organizations for largest acquisition in company history, while achieving all sales goals and maintaining 90+% of acquired sales. Oversaw sales and performance of $50M territory comprised of seven independent agencies, three branches, and a 75-member sales and management team. In one year, turned around one region experiencing 20% revenue loss to achieve 10% sales increase. Worked across functional lines with teams and departments, including HR and Legal. Negotiated contracts.
Director of Sales, Joint Medical Corporation
Developed a team of sales agents and instituted and executed strategic sales program. Led realignment of regions and redesign of reporting structure. Within 2 years, turned around a downward spiral of national sales to grow revenues by $17M (from $18M to $35M). Fostered a culture of performance and accountability company-wide.