Rick Foster Email & Phone Number

United States

Houston, Texas

Lead and manage Western Area Team of Instrument Specialists

San Diego, Ca

Managed relationships with key national and corporate accounts with revenues of $200M for the clinical division. Assembled the team and implemented mutually beneficial contracts with executive teams from group purchasing organizations (GPOs) and distribution partners across the US.• Secured distribution agreements with Fisher Healthcare ($40MM) and Cardinal ($95MM) in 2013 for Triage products and implemented nationwide training program.• Initiated and implemented a cardiac POC contract extension with HPG during FDA issues in late 2013. Secured new products of Shiga Toxin and HIV combo in early 2014, projected $2.5M in new annual business; implemented webinars for new products.• Secured a contract extension with MedAssets, maintaining the $55M annual business. • Created webinars during role out for product lines including cardiac and infectious disease products to be used by GPO accounts across the US

Pacific Northwest

Transferred to the Northwest US to manage a $28MM area of WA, AK, OR, MT, ID, NV and northern CA with a team of 10 sales and technical personnel. Managed cross-functional teams of Contracts, Finance, Marketing, Legal and Technical Support and collaborated with the Clinical and Technical Specialists in the region for clinical follow up and support to ensure customer satisfaction. Planned all strategic and tactical growth initiatives within the area as the management liaison to the field and managed executive relationships with key accounts to exceed revenue goals and profitability in alignment with corporate initiatives.• Led the team to become the #1 region (out of 10) in 2011 and Champion’s Club; grew focus products $600K and Epocal blood gas sales $480K.• Hired, trained and developed 5 new Account Executives and a Health Systems Executive for the area during role, which led to a more focused group that exceeded sales goals.• Led the team to exceed sales plans each year to become 1st place region (out of 10) and achieve Champion’s Club award in 2012.• Maintained account consistency and business during 2013 product allocation challenges.

Greater Philadelphia Area

Promoted to manage a 7-state, $34M Mid-Atlantic area leading a team of 12 Account Executives and Technical Consultants selling instrumentation, assays and POC testing to hospital emergency departments, heart failure clinics and laboratories. Managed the collaboration between the team and the partnership of a 3rd party blood gas device and panels company to increase market share and exceed sales plans of the line. Ensured regional performance growth during joint field travel and negotiations with executive level management at key accounts in alignment with corporate initiatives.• Led the team to POC sales growth by over $1M in 2010.• Attained 1st place region ranking and Champion’s Club for POC sales growth of $1M in 2009.• Facilitated POC growth of over $1.7M and overall business by $1.3M in 2008 to 2nd place ranking and Champions Club award.• Turned around the region sales from 5th place (out of 9) to top performance within 2 years.

Greater Philadelphia Area

Led all Point of Care initiatives for the Mid-Atlantic region working with a team of 8 Account Executives calling on hospitals and IDNs with focus on emergency and laboratory departments. Developed and maintained reimbursement and coding training for each representative in order to deliver accurate ROI to executive teams and negotiated pricing with hospital executives to help the team accomplish regional and corporate sales goals.• Grew POC business by over $1M each year in 2005 and 2006; ranked 2nd and 3rd, respectively.• Initiated and implemented the company’s first POC Summit in 2006 at Lewis Gale Hospital in Roanoke, VA; assembled prospective customers and established product champions of over 40 during this 2-day workshop.• Negotiated and secured the system wide conversion of the 5-hospital Trident Health System, the largest group in the region at the time; secured POC business worth $890K annually.

Managed a global staff of 23 Sales and Marketing personnel and reported to the President/CEO of the company. Created the strategic business plan for sales activities including sales forecasting for the US and European teams. Managed cross-functional teams of Finance, Contracts, Sales and Marketing to generate mutually beneficial contracts with key strategic national accounts. • Increased company sales to $25.5M in 2004, 104% of plan.• Created the Sales and support team as well as distribution for the UK market.• Grew National Account business by 15% during role by securing contracts with Kraft, Dade Behring and Merck with intellectual property (IP) of specific antibodies.• Introduced and implemented a CRM program globally in 2004.

Swedesboro, Nj

Recruited to increase market share for capital equipment and diagnostics products used in hospitals, reference laboratories and physician offices managing a staff of 13 and reporting to the Vice President and General Manager of the company. Developed and implemented the corporate accounts strategy, coordinated product development enhancements and initiated international distribution and OEM relationships. • Grew annual sales from $2.5M in 1990 to $20M in 2000 and consistently exceeded goals by between 6% and 24% each year.• Increased sales by $1M annually with clients including SmithKline, Sonora Quest and Dianon.• Initiated international distribution and OEM partnerships and grew annual sales from $0 to $3M.• Developed and managed sales promotions that increased sales 21% during role.• Introduced over 100 new products including a unique product, the Protocol Stainer, for Anatomical Pathology through Fisher Healthcare and other distributors, which captured up to 18% market share in 2 years.• Recognized as a “Quality Supplier of the Year.”