I consult with startup enterprises and companies that seek to engage the marketplace through contracts with group purchasing organizations, integrated delivery networks, and reference laboratories.Utilizing relationships developed through years of contract development, I introduce products to organizations, respond to requests for proposals. negotiate contracts, and implement agreements.

BSN medical, Inc. is a manufacturer of fracture management, compression therapy and wound care products with $1B in worldwide sales. I managed and grew the business with all group purchasing organizations for orthopedics, compression therapy and wound care products, increasing sales by 5.9% to $51M. I led the development of marketing materials and pricing for shareholders in buying groups that created opportunities for sole source agreements.To ensure a full and timely response I coordinated and developed responses to Requests for Proposals.Once awarded I conducted business reviews with customers to identify opportunities for compliance with our agreements.I negotiated twelve new agreements with leading group purchasing organizations valued at $37M.

Thermo Fisher Scientific is a global $12B distributor and manufacturer of laboratory instruments, reagents and supplies for clinical, research and industrial healthcare markets. I developed profitable business relationships with group purchasing organizations, reference laboratories, Kaiser Permanente, integrated delivery networks, distributors and government accounts for three business units while overseeing achievement of revenue goals and gross margin of strategic accounts.As an OEM instrument manufacturer I developed strategic and tactical plans for commercial accounts that resulted in the company exceeding sales plan.I managed and developed five sales personnel for two business units.While responsible for managing the contract process and implementation of agreements I negotiated a 3% price increase and one year extenstion of a national agreement, a new $600,000 agreement with a reference laboratory and a new distribution agreement with the largest distributor.

Pro-Lab Diagnostics is a privately held manufacturer and distributor of manual microbiology products for clinical, research and industrial laboratory markets. I developed and implemented a national accounts program for a specialty manual microbiology company while establishing agreements with group purchasing organizations, federal and state governments, industry, distributors and reference laboratories.I managed and trained sales personnel in performance of their duties, providing guidance to the United States office in business operations.While creating a strategic sales and marketing plan for driving revenue growth I developed the first product catalog for United States market.I grew the distribution channel through current and new distributor relationships.

Alere is a health management company and manufacturer of point-of-care diagnostic instruments, reagents and devices for physician, hospital and reference laboratory markets.I created a national accounts program from inception for a molecular diagnostics company with a urology medical device, identifying focus accounts in group purchasing organizations, integrated delivery networks, Veterans Administration and Department of Defense, managed care, occupational health and in-store clinics on a national level to drive revenue opportunities.I led a five-person inside sales staff in efforts to support national and regional sales activities and trained and led sales personnel in the sales process with national accounts.While working with a lobbyist on state and national legislation and funding for testing at the federal level I established sales with five Veterans Administration Medical Centers worth $200,000 annually.

Roche Diagnostics is a global healthcare manufacturer of laboratory instruments and reagents for hospitals, reference laboratories and physician office testing. I managed activities of the corporation with integrated health networks, group purchasing organizations and reference laboratories to maximize the goals and objectives of corporation, developing and implementing overall sales and marketing strategies as well as major initiatives for accounts. While developing acquisition proposals and contracts for all business units, I negotiated twelve national agreements valued at $88M/year in molecular diagnostics, chemistry, blood glucose monitoring, blood gas, urinalysis instrumentation/reagents. I exceeded sales plan up to 131% for nine consecutive years. I developed and implemented an e-commerce strategy for the department, negotiating an agreement with Empact Health for supply chain management.