Michael Fanning Email & Phone Number

Westlake, Oh, Us

Chesterfield, Missouri

Cleveland, Ohio, Us

Focused on providing organizational guidance and product commercialization of patient specific software for analysis of corneal and refractive surgical outcomes. Founded in 2008 by Dr. William J. Dupps Jr. and fully owned by the Cleveland Clinic Foundation, OptoQuest is uniquely positioned to drive more informed patient outcomes through proprietary modeling of patient specific corneal measurements.

St. Louis, Missouri, Us

I worked for a publically traded (SURG-Nasdaq) St. Louis, MO., medical device company specializing in retinal surgical devices. On a regular basis I led and directed the domestic sales organization to exceed company financial and strategic objectives. I designed and executed to-market sales strategies for a full line of capital and disposable retinal products. As Vice President of Sales, I hold a strong focus at establishing and maintaining commercial relationships with industry competitors and strategic partners while identifying and analyzing early stage technologies in complimentary clinical pathways to determine fit with corporate vision. In this role, I collaborated with the business development team on technology transfers and integration team to maximize opportunities on acquired companies and technologies. Key Achievements- Served as a company officer and key strategy contributor with measurable operating, deal and industry expertise - Played a key role in product development and market analysis for effective assembly of long-term business strategies

St. Louis, Missouri, Us

Here, I provided strategic and tactical direction to the entire sales organization, coordinating efforts to compete against multi-national organizations. Key Achievements- Served as the key decision maker and strategist for all strategic growth initiatives and their alignment with company objectives and resources while ultimately establishing shareholder value- Increased sales by 13% while leading the expansion of domestic sales organization to 23 total territories

St. Louis, Missouri, Us

Here, I received a promotion after a period of restructuring and high employee turnover and challenged to stabilize sales organization for $16 M ophthalmic franchise. I led an outside sales force comprising three regional managers, two clinical managers and 17 territory managers. I held full P&L accountability, developed and controlled budgets, created and managed compensation plans, lead national and regional sales training meetings and managed key relationships with strategic partners and M&A candidates. Key Achievements- Recipient of Presidential Award for Exemplary Leadership- Played key role in driving a 12% increase in revenue and a 5% increase in profits, while integrating and training inexperienced sales force- Increased sales of mature product lines by establishing a bundling strategy, boosting existing account sales 13%- Significantly transformed under-performing sales team by implementing staff changes, overhauling sales approach and bringing accountability through regular reporting- Boosted market share 18% and increased product offerings, thus allowing an expansion of sales force- Initiated a massive training initiative to bring sales force up to speed, employing several senior managers to serve as mentors, quickly creating an energized and effective sales team

St. Louis, Missouri, Us

In this role, I was assigned to territory that was performing below expectations, ranking last out of 12, which had been vacant for prior the 12 months. Key Achievements- Recipient of Bright Light Award for exceptional sales achievement- Improved territory from last to first a three-year period, growing revenue from $450K to $900K- Consistently exceeded customer expectations on clinical knowledge, product knowledge and account support- Established rapport with surgeons and hospital staff, proving around-the-clock support in many cases- Introduced company as the market leader for OR-based retinal products by working closely with industry thought leaders to understand the marketplace and the competition- Assisted in turning around several under-performing territories by coaching employees in those regions- Taught skills such as best practices, sales productivity, managing expectations and vertical selling within hospitals

At Hima, I managed Partner Promotion textiles B2B start up with special focus on customized convenience item for premium brands, high-end hotels, resorts and spas. Key Achievements- Served as the principal executive responsible for establishing brand, distribution and revenue growth from 0 to $747,000 in a mere 15 months- Established and maintained key vendor relationships, overseas- Effectively negotiated and closed contracted business with the following premium brands, Ritz-Carlton, Wailea Resorts and Hotels, Mercedes. Successfully transitioned business partner

Here, I was recruited to a start-up B2B sales organization and charged with building sales function from the ground up. I successfully recruited and led a team of 11, establishing all sales processes, procedures and strategies.Key Achievements- Built top-notch sales organization including recruiting 11 reps, training, setting strategy, establishing sales approach and systems, and setting up performance management and compensation systems- Implemented direct-to-market sales strategies by challenging secondary market broker sales channel, quickly establishing the company as the industry leader- Served as key player in the company’s sales growth from $0 to $46 million, and eventual sale to eBay- Contributed to a seamless transition after eBay acquisition, overseeing integration of proprietary systems and implementing a customer loyalty program to assist with retention measures

Norwalk, Ct, Us

As a National Remarketing Manager, I provided leadership to seven-member sales team, selling capital equipment and services at the corporate level. I also negotiated and closed large financial transactions in excess of $30 million. I was tasked with full P&L accountability and managed sales, operating/capital leasing, financing and asset remarketing. Additionally, I was directly involved in cross-selling other GE and GE Capital services to portfolio customers. Key Achievements- Substantially increased assets under management from $14 million to $77 million within two-year period- Created new business model that allowed corporations to turn capital investments into working cash, improving client cash flow while establishing GE as a true business partner

Norwalk, Ct, Us

Key Achievements- Increased national account portfolio by 65% within 18 months in this position- Selected as President’s Circle award winner 1996 and 1997 and earned promotion- Identified market opportunities and created sale-leaseback business model, rolled out throughout the US- Drove divisional growth, attaining record sales results

Norwalk, Ct, Us

Key Achievements- Led complete operational turnaround of Cleveland and Columbus branches, transforming the struggling branch into the #2 performer in the country- Boosted income for the Columbus branch from $850,000 to $3.4 million within a three-year period

Norwalk, Ct, Us

Executive Education, Business Administration And Management, General

Ba, Political Science And Government

College Prep, College/University Preparatory And Advanced High School/Secondary Diploma Program