Marla Smith Email and Phone Number

Oversee strategic growth initiatives and manage the affiliation process for a leading dental support organization. Architect and implement scalable processes and technologies to enhance affiliation outcomes. Develop and execute innovative marketing strategies to promote business pipeline.

Ownership for the overall architecture, team building and health, processes, and results of the affiliations function. Direct and coordinate with team of 48 individuals to prospect, qualify, value, perform diligence and close on potential affiliation opportunities in partnership with company’s field operations, marketing, and recruiting teams. Drove growth from same office and from the footprint expansion through new office development and affiliations. Advocated Heartland’s mission statement by supporting dentists and their teams. Fostered and grew trusted relationships with intermediaries (accounting and legal firms, brokers, and bankers). • Delivered $150M acquisition growth in single office affiliations in 2021 to increase enterprise value • Contributed to talent acquisition and accomplish set team targets by growing the team by 40% which reduced travel expense and shorted lead to initial meeting time• Produced highly visible and value-driven efforts with a multi-year streak of 20%+ growth, currently targeting $150M+ of annual investment across ~100 transactions.• Established effective partnerships with marketing to generate potential opportunities and lead as preferred bidder in both single and multi-site acquisitions. • Directly engaged with the Senior Team and Capital Committee to consult on key affiliation valuation and acquisition metrics, large deal negotiations, and reporting.

Helped Heartland Dental grow by attracting and affiliating with successful dental practices, owners, and their teams. Responsible for building relationships with doctors and owners that are identified as likely potential acquisitions. Focused on origination and deal sourcing initiatives for Heartland through outbound calls, in-person meetings, conferences, and other marketing efforts in order to expand deal flow. • Acquired the nation’s highest quality dental practices to help Heartland continue its mission to support dentists and their teams.• Oversaw all aspects of the M&A process, with a focus on sourcing new potential acquisition leads.• Assisted internal teams throughout entire deal process, including working closely with due diligence teams. • Facilitated efficient deal closing and coordination with operations and the integration teams for smooth practice transitions.• Worked strategically to find opportunities to help the company grow, while also continuously improving the role to enhance performance across the team.• Delivered and maintained a high volume of interactions with owners, advisors and other third parties, virtually and in person.• Stayed in frequent contact with existing and past owners to uncover opportunities.• Maintained prospect information/tracking data and provided input to CRM. • Helped develop a targeted approach to new and existing markets in which we have a presence to drive growth.• Expanded pipelines through strategic and integrated marketing efforts, using LinkedIn, mail, email, and self-sourced visits. • Secured first signed letter of intent (LOI) within just three weeks after starting in-field operations. • Reached Senior PTR status within year one with 15M investment in single office acquisitions. • Acted as Social Brand Ambassador with over 4k LinkedIn connections.• Won President’s Club 2020, 2021

During my role as the manager, I oversaw the strategic planning and execution of integration processes for dental practice affiliations. This involved ensuring legal compliance and facilitating seamless financial transitions, including tax documentation and establishing bank accounts. I led negotiations for vendor contracts and took charge of directing training initiatives for newly affiliated staff. These efforts culminated in successful handoff to the Regional Director of Operations three months post affiliation. I conducted weekly meetings to oversee affiliation progress, enforce timelines, and clarify objectives. This proactive approach resulted in efficient and goal-oriented project management.Some notable achievements during my tenure include spearheading the integration of two office mergers and facilitating the seamless transition of 39 acquisitions. I also established comprehensive business registration protocols and successfully registered over 50 legal entities within a single year across 14 states. Additionally, I optimized operational efficiency by devising and implementing streamlined procedures, which led to a remarkable reduction of nearly 20 hours in weekly documentation filing time.

Led B2B sales, administrative functions, logistical tasks, and business operations for new location in Cyprus; designing office location, launching procedures for daily activities, engaging, training, and supervising employees, as well as ensuring compliance with local business and employment regulations. Effectively represented 54 pharmaceutical and medical companies; developing strategic sales plans, weekly assessing sales goals, growing customer base by cultivating client relationships in the medical and dental industry, and crafting and leveraging employee incentive programs to spur sales.