Richard Upshaw is the Vice President of Sales and marketing for Glycomark, Inc. The GLYCOMARK test is FDA-cleared for intermediate monitoring of glucose control in people with diabetes and is CE marker for use in Europe. Components of glycemic monitoring include postprandial hyperglycemia and hypoglycemia. GlycoMark, Inc. is a joint venture among Toyota Tsusho America, Inc. (New York, NY), Toyota Tsusho Corporation (Tokyo, Japan) and Nippon Kayaku Co., Ltd. (Tokyo, Japan) 1,5-anhydroglucitol biomarker was originally discovered to be linked to diabetes by a researcher in the 1980s and since its discovery, over 40 clinical trials have been completed using the marker around the world. The test has been used since the early 1990s and is a standard of glycemic biomarker in many countries. Richard manages sales, marketing and PNL for the company.

Currently managing the finance and clinical transformation engagement for Regional and Physician Owned laboratories (POL) for Molecular laboratories testing instruments. Current focus CYP450 assays specializing in Pharmacogenomics. Reorganizing Shared Services with Commercial Laboratories and Single entity Pathologist, Pharm-D, and Geneticist.

SUMMARY: More than 25 years of sales, marketing, Health plans and acquisitions experience in both sales management and sales execution, specializing in clinical and anatomical laboratory sales. KEY CAPABILITIES: Expertise in multiple skills sets necessary to effectively manage, and direct the efforts of multi-disciplined Sales teams. Capabilities include, but are not limited to: Action-oriented executive focused on results-oriented solutions and aligning the overall corporate strategy with executive capabilities  Significant experience in Clinical Laboratory Sales Management to include hiring of Sales Directors, Strategic Business Development Executives, Account Executives and reaching stretch financial and test specific goals. Acquisitions of Small Independent Laboratories and POL Analysis.  Experienced in successfully bridging the gap between operations and sales  Skilled at providing leadership, creativity, organization, and results Effective problem-solver and facilitator with demonstrated abilities to conceptualize and describe complex systems and processes, and communicate appropriate solutions to clientele Proven track record of re-engineering sales, and bringing working solutions Driven to handle multifaceted issues, and consistently deliver solid sales Innate ability to effectively build, manage, and direct the efforts of multi-disciplined teams Solid understanding of all aspects of the sales life cycle and how it applies to operations and other functions of the organization. Specific experience in the following areas: team building, territory planning, opportunity management, lead development, account maintenance/growth, sales analytics and sales forecasting Six Sigma Certified: trained and experienced in planning and directing complex projects and operations

SUMMARY: More than 25 years of sales, marketing, Health plans and acquisitions experience in both sales management and sales execution, specializing in clinical and anatomical laboratory sales. KEY CAPABILITIES: Expertise in multiple skills sets necessary to effectively manage, and direct the efforts of multi-disciplined Sales teams. Capabilities include, but are not limited to: Action-oriented executive focused on results-oriented solutions and aligning the overall corporate strategy with executive capabilities  Significant experience in Clinical Laboratory Sales Management to include hiring of Sales Directors, Strategic Business Development Executives, Account Executives and reaching stretch financial and test specific goals. Acquisitions of Small Independent Laboratories and POL Analysis.  Experienced in successfully bridging the gap between operations and sales  Skilled at providing leadership, creativity, organization, and results Effective problem-solver and facilitator with demonstrated abilities to conceptualize and describe complex systems and processes, and communicate appropriate solutions to clientele Proven track record of re-engineering sales, and bringing working solutions Driven to handle multifaceted issues, and consistently deliver solid sales Innate ability to effectively build, manage, and direct the efforts of multi-disciplined teams Solid understanding of all aspects of the sales life cycle and how it applies to operations and other functions of the organization. Specific experience in the following areas: team building, territory planning, opportunity management, lead development, account maintenance/growth, sales analytics and sales forecasting Six Sigma Certified: trained and experienced in planning and directing complex projects and operations

Established: Consistent, successful performance record of medical sales awards, and achievements. Drove: Sales growth to record levels by securing major accounts with hospitals, surgery centers, physician specialists, and laboratories. Maintained: Highest volume in Sales in Southeast Territory for: 1994, 1995, 1996, 1997, 1998, 2000, and 2002. Produced: Over One Million in New Sales for each year during 1994-2002. Reached: Top Performer for 1998 in New Dollar Sales, out of 185 Account Executives. Awarded: "Best of Quest" for 2000, creating over Two Million in Sales, while maintaining Number One status in the Southeast. Awarded: Number One in Central Region and Number Two for the Country in 2002. Generated: Over 15 Million in New Growth from 1998 to 2003 as an Account Executive.

Number One in the Country Account Executive District Sales Manager for 2009. Over 122% Growth to Plan for 2009. Managed Eight Account Executives and One GETS Representative. Over Six Million in Growth for the Run Rate of 2009.

Ranked: Number One DSM for the Atlanta Business Unit for 2007 and 2008. Received: "Outstanding" for annual review (PDR) during 2007. Managed: Two "Growth Teams" in 2007. Directed: 18 Direct Reports, 2007. Completed: Fourth Quarter at 286% of New and Up Sell, 2007. Obtained: Total Attainment of 95.7%, in a market without access to the two largest payer contracts. Ranked: Second out of seven districts, in the Atlanta Business Unit for New Sales in 2006. Positioned: 124.1% for Fourth Quarter in New and Up Sell. Produced: Over 40 Million in New Sales for 2005. Ranked: Second for all High Impact Tests, "HITS" by volume, 2005. Awarded: Atlanta Eagle Award for Top District for Second Quarter, 2003. Received: Honorable Mention for Sales Training, and Advisory to Vice President of Sales and Marketing, 2003. Directed: Total responsibility for Customer Appreciation Day. Maintained: Supervisory duties for Dermatology Initiative. March, 2003- January, 2005Managed: Eastern Tennessee and North Georgia District in the Atlanta Business Unit. Engineered: All sales, retention, and fiduciary relationships with practices in the geography. Developed: Significant experience in driving new and existing business. Trained and Managed: Sixteen External Account Executives and one Internal Sales Representative. Supervised: Client Base of over Sixty Million in Existing Sales. Produced: Over 6.5 Million in New Sales, 121.1% in New and Up Sell.

Established: Consistent, successful performance record of medical sales awards, and achievements. Drove: Sales growth to record levels by securing major accounts with hospitals, surgery centers, physician specialists, and laboratories. Maintained: Highest volume in Sales in Southeast Territory for: 1994, 1995, 1996, 1997, 1998, 2000, and 2002. Produced: Over One Million in New Sales for each year during 1994-2002. Reached: Top Performer for 1998 in New Dollar Sales, out of 185 Account Executives. Awarded: "Best of Quest" for 2000, creating over Two Million in Sales, while maintaining Number One status in the Southeast. Awarded: Number One in Central Region and Number Two for the Country in 2002. Generated: Over 15 Million in New Growth from 1998 to 2003 as an Account Executive.

Finance transformation, Sales Senior leadership, Market Operating Model, Shared Services, Financial Planning and Analysis, Enterprise Performance Management and Reporting design and implementation

Established: Consistent, successful performance record of medical sales awards, and achievements. Drove: Sales growth to record levels by securing major accounts with hospitals, surgery centers, physician specialists, and laboratories. Maintained: Highest volume in Sales in Southeast Territory for: 1994, 1995, 1996, 1997, 1998, 2000, and 2002. Produced: Over One Million in New Sales for each year during 1994-2002. Reached: Top Performer for 1998 in New Dollar Sales, out of 185 Account Executives. Awarded: "Best of Quest" for 2000, creating over Two Million in Sales, while maintaining Number One status in the Southeast. Awarded: Number One in Central Region and Number Two for the Country in 2002. Generated: Over 15 Million in New Growth from 1998 to 2003 as an Account Executive.

Managed sales and marketing activities for national medical surveillance program; directed at the Hazardous Waste and Environmental Management Industry. Revenues exceeded 1.25 Million by year-end. Maintained total sales and marketing responsibility. Supervised a team of seven representatives at occupational medical practices. Assisted with business and strategic planning. Directed promotional campaigns, trade shows, and industry conferences.

United States Army Infantry, 1/13th 8th I.D.Airbrorne SchoolRIP SchoolSchool of AmericasEIBCIB