David Harling Email & Phone Number

Hercules, Ca, Us

Hercules, Ca, Us

Hercules, Ca, Us

Lead the entire national team of National Account Managers (covering Group Purchasing Organizations and Federal Government) and Health System Executives (managing relationships with Integrated Delivery Networks) in the U.S. Develop strategy to drive growth and market share focusing on executive level relationships with GPOs, IDNs, and Government.

Hercules, Ca, Us

Strategic accountability for day-to-day and long term management of top two GPOs: HealthTrust Purchasing Group (HPG) and Novation representing more than $80 million in annual sales. Concurrently drive regional sales, manage sales process, pricing and contract negotiations with healthcare systems in 22 states partnering with regional managers and sales teams. Lead sales, pricing, account management, financial analysis, forecasting, budgeting, risk management, category planning and program development/implementation; build and leverage relationships at corporate and site levels (Laboratory Advisory Committee, executive, director of contracts). Drive GPO volume through strategic product programs, sole source supplier contracts and innovative supply solutions. Lead complex contracting from RFP and technical presentation through implementation; engage legal, marketing, finance and executive teams to support contract initiatives. Summary of Accomplishments:• Delivered 8-10% revenue growth with HPG year over year since 2008.• Drive regional health system sales volume achieving 6-12% year over year revenue growth.• Managed several high-profile, complex contracting initiatives with HPG (2008-present) and Novation (2012-present):− Led full cycle strategy, pricing and negotiations with Novation for Quality Controls representing more than $42 million in annual sales;− Closed sole source awards for Quality Controls and HPLC A1c (Diabetes) Instrumentation with HPG;− Leveraged relationships to retain sole source contract with HPG on Quality Controls category;− Signed a dual source contract for MRSA.• Conceptualized, developed and launched formalized presentation format supporting new business proposals providing detailed pro formas outlining profitability, sales projections and cost of goods sold; rolled-out nationally.

Warsaw, Indiana, Us

Led national sales strategy, pricing, product management, competitive analysis, market positioning and contract negotiations for all core Zimmer product lines representing more than $850 million in annual sales. Managed pull through sales supporting indirect sales channel of regional, branded independent dealers, while leading strategic contract pricing, negotiation, development and management of GPO contracts and strategies. Led high dollar hospital and health system negotiations at the C-Suite level for distribution network, including pricing and contract conditions. Member of senior sales team defining and launching North American sales vision and new product/service offerings. Negotiated high dollar, multiyear contracts with GPOs and distributor partners; developed forecasts, pricing and incentives.Summary of Accomplishments:• Grew national sales from $723 million in 2004 to $850 million, while improving profit margin.• Consistently exceeded core metrics across new business development, distributor engagement, market share, contract profitability and product penetration.• Directly managed multi-level relationships with four key GPOs (Premier, Consorta, Amerinet, MedAssets); led RFP responses and contract negotiations. Administered diverse contract portfolio ranging from $10 million Orthopaedic soft goods contract to $400 million Premier Total Joint contract. • Drove executive alignment and customer intimacy with key GPO and distributor accounts. Trained, consulted and engaged distributor senior leadership and sales forces to increase sales volume at surgeon levels; led product education and sales training to improve physician connectivity, developed sales tools/ collateral and secured opinion leaders.

Abbott Park, Illinois, Us

Enjoyed a 14 year career with Abbott beginning in the Financial Professional Development Program transitioning into Sales (Scottsdale, AZ), followed by a return to corporate in Contract Marketing, Manager of Inside Sales and Sales Administration, and continued into the role of Divisional Manager in Baltimore.Full strategic and business management accountability for sales, marketing, pricing, account management and strategic pipeline management for $35 million, 13 state northeast US territory. Assembled, developed and led a team of eight account managers and an anesthesia specialist driving sales through distributors, home infusion, long-term care and surgery centers closing intravenous solutions/equipment, electronic infusion devices, injectable drugs and inhalation anesthesia drugs. Managed $950,000 annual expense budget. Executive control for sales strategy development and execution in region.Summary of Accomplishments:• Exceeded sales goals annually delivering a compound growth rate of 14% while meeting expense budget goals.• Grew regional ranking to #2 out of six regions for sales performance in 2002 and 2003; projected #1 region in 2004.• Recipient, “Home Team Award” in 2001, 2002 and 2003 for overall quota achievement.• Led high value new business pursuit targeting C-Suite and VP level contacts: drove executive alignment and presented value proposition; executive lead for multiyear, multimillion dollar solution sales and contracting.• Developed, coached and trained a top performing team of sales talent consistently exceeding sales goals; mentored and developed several top sales performers into leadership roles across the enterprise.