David Dellafave Email & Phone Number

United States

Dynamic and visionary CEO with a specialized focus on healthcare / wellness in the e-commerce, B2C space. Challenged with driving strategic growth of start-up company that provides solutions in the food allergen space. Shape corporate direction, foster innovation, and cultivate high performance partnerships and collaborations to increase brand awareness. Successful in securing funding and navigating the challenges of scaling a new business. A results drive leader committed to delivering products to the market that allow individuals to live their best life.

Boutique leadership and commercial excellence training organization. Offered 1:1 and group coaching, strategy & tactic sessions, completed projects such as Voice of Customer exercises to deliver back to organizations, and Variable Compensation Strategy and Design completion. Additionally, acted as mentor for several new leaders in healthcare / wellness arena to support their efforts in building leadership skills.

Waltham, Ma, Us

Recruited by Thermo Fisher Scientific as the architect for a new sales structure within the North American microbiology division that specializes in offering a comprehensive line of diagnostic technologies to laboratories within the healthcare, food, and pharmaceutical industries. Responsible for overall P&L of $300M and leading a sales organization of over 100 employees with both a direct and distribution partner focus. Looked up on as strategic leader of domestic and international distribution business with major focus on North America, EMEA, and APAC.• Re-aligned the sales organization to provide greater focus and attention on key growth areas resulting in a 25% increase in sales qualified leads of focus products within the first 90 days, and additionally greater focus on Distribution / Channel Partners which equated to 60% of revenues• Acted as the liaison with all distribution partners. Led strategic sales planning, marketing plans that were calendarized to ensure proper focus on the portfolio.• Successfully transitioned the business away from small, transactional sales to complex, enterprise sales and returning the business to sustainable growth within the first seven months of implementation by utilizing a focused direct and distribution sales model and segmentation of the market• Credited as the driving force in securing a record-setting HealthTrust Purchasing Group contract resulting in $15M in new, recurring profitable revenue• Developed key performance metrics and dashboards that helped the sales organization focus on key performance drivers that also were aligned with Distribution Partners strategic activities • Implemented comprehensive pipeline reporting tools tracking opportunities from lead generation to revenue realization, account development, and retention. These same tools were implemented with Distribution Partners to ensure sales alignment

Heverlee, Vlaanderen, Be

Responsible for defining and executing the commercial strategy of this IMEC and Johns Hopkins University start-up medical device company with a total of 35 employees. Defined a market segmentation, positioning, value proposition, and go-to market model to fuel growth and achieve the long-term revenue and market expansion expectations of the business through the utilization of distribution partners globally with specific focus on EMEA and APAC.• Led the voice of customer strategy to ensure a robust research and development program and liaised with key technical owners at Johns Hopkins University medical research laboratories to provide key progress updates• Owned the commercial partner relationship program and met with top global in-vitro diagnostic companies and global Distribution Partners to discuss partnership options from sales and marketing to manufacturing and distribution• Developed and executed a brand awareness campaign including: marketing collateral, web content, product videos, onsite demonstration tools. This resulted in generating 50 marketing qualified leads (MQL's) within 60 days of implementation

Forchheim, De

Transformed the organization into a data-driven culture using predictive analytics for prioritized prospecting and data analysis for territory planning. Recruited, developed, and retained team of 60 direct and indirect reports. Managed $3.5B revenue for sales and marketing teams. Instituted several workflow process improvements for the CRM system that increased internal and external customer service levels and enabled differentiated conversations at all levels of customer interaction.• Devised and implemented a consistently repeatable forecasting and reporting process for $3.5B/year in equipment, consumables, and services• Spearheaded launch of new CRM system for sales and marketing with 100% adoption in Field within 3 months of launch. This same system was utilized with Distribution Partners to ensure synchronization of strategies and tactics both domestically and globally• Provided mission-critical intelligence to senior leadership that improved operational and financial forecasting of the pipeline• Implemented and oversaw curriculum development learning program to help on board new reps and train seasoned reps on new and enhanced products• Restructured the sales operations organization to provide greater support levels to the sales team and enabled customer service at the highest level. • Channel sales annually reached close to $1Billion USD

Provided sales and marketing leadership to the start-up based behavioral healthcare technology company.• Software As A Service (SAAS) Start Up Company• Designed and implemented sales protocols, tactical plans, controls, and administrative reporting procedures to serve existing and future sales efforts while exceeding sales goals• Organized and structured day-to-day sales management processes while developing long-term strategic and tactical sales and marketing plans• Voice of customer to R&D and represented sales and marketing functions in the product development planning process• Managed and led consistent with the company's mission and core values in order to execute sales and marketing efforts, establish long-term sales and marketing effectiveness strategies, and attain short and long-term sales and profit goals• Developed KPI metrics to measure the effectiveness of sales and marketing activities and customer satisfaction• Coached senior-level sales and marketing personnel and built a high-performing team in executing program. • Bootstrapped channel relationships both from a strategic and tactical standpoint, build tactical sales plans, analyzed all financial performance in order to course correct customer approaches.

Forchheim, De

Advanced to Senior Sales Director role to serve as a key member of the executive team developing sales strategies for the lab diagnostics, point-of-care, and critical care testing business segments. Successfully led the commercial sales organization to exceed annual operating plan of $350M through both direct and distribution/channel partners. Directed sales activities of 80 employees with direct reports.• Chosen to lead a strategic planning think tank - initiative globally with best in class tactics and strategies to work with Distributors, Channel Partners, and Integrators / Consolidators across EMEA, APAC, and Latin America.• Achieved 2012 Sales Director of the Year Award for outstanding sales results out of 12 national sales directors• Realigned sales organization to create strategic market segmentation focus and increase the level of service offered to customers• Served on numerous global strategic planning committees and initiatives focused on future sales and product direction. • Managed the long-term strategic development of the national account management team with focus on the top customers and products to assure alignment and allocation of the required resources and talents within the sales organization

Forchheim, De

• Advanced to National Director Sales Drove leading the commercial sales organization to exceed the annual operating plan $275M for the lab diagnostic and point of care testing business segments driven solely through Distribution Partners. Managed a sales team of 65 employees.• Awarded 2011 Sales Director of the Year for outstanding sales performance• Achieved perfect record of exceeding sales budget every year• Selected to serve as consultant to Canada and Latin America sales and marketing organizations to support their distribution partner strategy• Developed a performance driven sales culture with relevant KPI's and compensation structure

Regional Sales Manager, Siemens Healthineers, Malvern, PAAugust 2006 — February 2008Managed a sales staff of 7 while planning and implementing sales strategies over a 14-state territory of $25M. Created high-level data analysis, reporting, and action plans to drive key opportunities and exceed revenue expectations. Developed strategic sales plans with key channel partners. Headed weekly discussions where sales goals, initiatives, and accomplishments were shared.National Sales Trainer, Siemens Healthineers, Los Angeles, CAFebruary 2005 — August 2006Developed and implemented curricula relevant to the training of new field personnel. Partnered with marketing and field development to develop key messaging and content for sales training programs. Designed, developed, and delivered learning solutions that increased the effectiveness and credibility of participants by adhering to adult learning principles and sound training design.Global Strategic Marketing Manager, Abbott Laboratories, Chicago, lLAugust 2003 — February 2005Successfully designed and implemented brand awareness campaigns of the Hepatitis and HIV product segments at Abbott. Worked cross-functionally with product marketing managers and commercial managers to support value proposition development. Developed annual marketing plans for key product segments.Key Account Sales Representative, Abbott Laboratories, Los Angeles, CASeptember 2001 — August 2003

Mendoza College Of Business, Executive Education

Bs, Sociology

Aas, Human Servies

Education record