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Director Resume Example

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DIRECTOR
Executive Profile
A senior executive with extensive experience in the diagnostics industry, holding multiple executive positions with a proven track record of building successful companies through organic sales, business retention, strategic business development and acquisitions.  
Skill Highlights
  • Identifying and capitalizing upon market opportunities
  • Driving revenue and earnings in a highly competitive market
  • Demonstrated ability to attract top talent and nutures excellent relationships throughout the industry
  • Engaged proven leader who develops and empowers a loyal team
  • Executive leadership experience with leading private equity investors
Core Accomplishments​
In addition to successfully forming the largest independent laboratory on the West Coast focused on Women's Health, led the growth of several large national laboratories and has consistently achieved profitable growth by setting aggressive, yet realistic objectives.
Professional Experience
PWNHealth LLCNew York, New YorkDirector10/2016 to Current
PWNHealth enables easy and safe access to diagnostic testing, treatment and professional guidance that empowers individuals to improve their health. Using our national physician and genetic counselor networks, robust technology platform and patient services center we provide services to a broad range of health industry customers. PWN was formed with private equity backing through the acquisition of Medivo's Clinical Services Division and Bind Health.

Laboratory Corporation of America, Inc.San Diego, CAConsultant04/2016 to Current
Following the sale of Pathology Holdings to LabCorp, I was retained to consult on the company's integration and Women's Health Initiatives.
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Pathology Holdings, Inc.Torrance, CAPresident & CEO10/2009 to 04/2016
Prior to recapitalization in 2009, Pathology, Inc. was focused exclusively on anatomic pathology with a limited molecular menu.  Following the recapitalization in 2009 and introduction of a new management team, the Company grew rapidly.  Growth was fueled by expansion into new business lines (molecular, clinical, reproductive donor testing, and clinical trials), expansion into new geographic markets outside of Southern California , and the acquisition of two clinical laboratories, West Coast Clinical Laboratories and Central Coast Clinical Laboratories in addition to opening a Chicago laboratory. Pathology, Inc. became the largest independent laboratory in California and a national leading full-service Women's Health laboratory.  Headquartered in Torrance, California, the Company offered a comprehensive menu of laboratory testing services with expertise in anatomic, molecular, clinical and digital pathology services, as well as reproductive FDA donor testing and Clinical Trials.  Pathology, Inc. earned an outstanding reputation for industry leading technology, scientific and pathology leadership, unsurpassed customer service and advanced reporting capabilities and was acquired by Laboratory Corporation of America in 2016.
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Spectrum Laboratory NetworkGreensboro, North CarolinaExecutive Vice President, Sales and Marketing08/2006 to 10/2008
  • Grew revenue from $95 million to $148 million (2006-2008) Restructured sales and service organization to drive desired outcomes Improved EBITDA margins to 18% Led the expansion in new markets Atlanta: Increased revenues by $1.5 million per month from 2006 Nashville: Increased revenues by $700,000 per month from 2007 Washington, DC (metro): Grew revenue from $0 to $775,000 per month in 8 months.
Specialty LaboratoriesValencia, CaliforniaSenior Vice President05/2005 to 09/2006
  • Responsible for overseeing the sales and marketing initiatives along with field customer service for a leading national esoteric reference testing laboratory with revenues of approximately $150 Million.
  • Replaced prior management in May of 2005 to drive sustainable, profitable growth while implementing certain expense reduction initiatives.
  • Increased EBITDA by $1.6 million in the first quarter of employment.
  • Instrumental in the sale to AmeriPath in October 2005.
DiFrancesco ConsultingPrincipal09/2003 to Current
  • Clinical & AP Consulting focused on business development strategies, M&A advisory services, Sales and Marketing and Outreach Optimization.
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Quest DiagnosticsTeterboro, New JerseyVice President, Health Systems/Hospital Sales and Marketing04/2002 to 08/2003
  • Following the sale of American Medical Laboratories, Inc. to Quest Diagnostics created a business model and associated management/organizational structure with a value proposition focused on the unique needs of hospital customers.
  • Implementation and management of the Hospital Services Organization with existing revenues of $650 Million and a 15% growth initiative.
  • Retained strategic at-risk customers and national contracts with revenues of $285 Million.
  • Re-engineered a collaborative sales and service organization and developed a competitive compensation plan to drive new sales, while growing the current book of business.
  • Developed and implemented Marketing programs to stimulate organic growth, increase market share of high revenue genomic and esoteric testing, stem customer attrition, mitigate competitive activity and pricing issues with hospital customers.
  • Improved business processes and operations through implementation of customer service metrics, support services, procedures and reporting for the Hospital Services organization in the 30 business units within the company.
  • Member and presenter at the Executive Leadership Forums.
  • Member of the National Product Launch Committee (NPLC), which determines new product development, market launch process, licensing agreements and equipment platforms for testing.
  • Along with the Executive team, presenter of the quarterly results with Q&A to the employees, which was televised live, and a presenter at investor meetings.
American Medical Laboratories, Inc.Chantilly, VAExecutive Vice President, Sales01/2000 to 04/2002
  • Sales AML sold to Quest Diagnostics for $500 Million with revenues of $300 Million.
  • AML established its position in the market as the third largest esoteric reference laboratory with a reputation for exceptional customer service throughout the organization and a partner not a competitor to hospital laboratories.
  • Worked with the Executive leadership team in preparation for an IPO.
  • Secured three National Contracts with revenues of $30 Million.
  • Award of the largest GPO contract at the time of sale to Quest Diagnostics.
  • Successful integration of the AML business model following the acquisition of APL, Las Vegas, while continuing to enhance profitability.
Senior Vice President, Sales and Marketing01/1999 to 12/1999
  • Responsible for the acquisition of Associated Pathologist Laboratories (APL), Las Vegas, establishing AML as a bi-coastal esoteric reference laboratory.
  • Established a National accounts contracting team in Nashville and expanded with two additional executive sales directors for the Mid-West and Southeast.
  • Implemented aggressive sales and business development strategies, expanding markets and achieving goals while ensuring cost containment Coordinate and direct the test menu expansion with the R & D team.
  • Recruitment of scientists to expand molecular diagnostics test offering.
  • Participant in daily operational and technical review meetings.
  • Developed pricing and profitability models with our finance team.
  • Secured the Kaiser Permanente national contract with revenues of $20 Million.
  • Expanding our market within 6 months to California, Colorado, Hawaii and Oregon.
Vice President, Business Development10/1997 to 12/1998
  • Responsible for development and execution of a national hospital esoteric laboratory strategy and national hospital sales team.
  • AML revenues at $75 Million as a Mid-Atlantic regional hospital and physician laboratory.
  • Acquisition of PLA labs in Maryland as a fold in to our Virginia operations.
  • Secured a laboratory management contract with Georgetown University Medical Center along with associated outreach revenues.
  • Responsibilities included pursuing targeted acquisitions and expanding our esoteric testing menu.
  • Hired key executive sales directors to lead the Northeast and Western expansion.
Laboratory Corporation of America, Inc. (formerly National Health Laboratories, Inc.)San Diego, CaliforniaAssociate Vice-President02/1995 to 10/1997
  • Division Business Development and Customer Service, West Oversee sales and field customer service for California.
  • Management responsibilities include development of alliance opportunities, managed care contracting, clinical/specialty sales and business retention.
  • Interim operational responsibility of the San Diego laboratory while seeking a replacement General Manager.
  • Hospital Alliance team captain for the western division and oversee western division specialty sales.
  • Restructured business retention program in California to enhance customer retention cost effectively.
  • Recognized as Associate Vice President of the Year 1996.
  • During this time I led the team of four California Regional Sales Directors to achieve over quota achievement for their regions.
  • Overall sales 116% of budget.
National Health Laboratories, Inc.San Diego, CARegional Sales Director02/1994 to 02/1995
  • Management of two sales managers, managed care contracting for California, and personal sales production, which included hospital sales and initiation of hospital alliance opportunities.
  • Locations achieved over 150% of quota.
  • Recognized for the second consecutive year as Salemasters Elite (one of two individuals to achieve this status twice).
  • Fifth consecutive year as a member of Salesmasters Plus.
  • Regional Sales Director of the Year, Honorable Mention: lead the Southern California team to top honors of Sales Manager of the Year, Sales Rep of the Year-Hall of Fame, Associate Sales Manager of the Year and developed two reps who became Rookies of the Year.
Sales Manager02/1992 to 02/1994
  • Orange/Riverside/San Bernadino Counties.
  • Promoted to sales manager in a region with sales historically producing 14% of budget and produced personal sales exceeding 200% while leading the location's overall sales achievement for two years of 110 and 127% of quota.
  • Recognized as Sales Manager of the Year, 1993 and 1994.
  • Salesmasters Plus member, and led two Associate Managers to award recognition.
Associate Sales Manager01/1991 to 01/1992
  • San Diego Region.
  • Promoted after one year to Associate Manager.
  • Responsible for five sales reps and personal sales production, which exceeded 158% of quota.
  • Initiated the first managed care contract for National Health Laboratories.
  • Awarded Salesmasters Plus and 100% Club recognition.
Senior Sales Representative02/1990 to 02/1991
  • Recruited by National Health Laboratories senior management.
  • Could not enter the company as a manager and therefore accepted the interim position as a sales representative.
  • After a successful first year exceeding 300% of quota, opening 6 patient service centers, and developing new territories and business opportunities I was promoted to Associate Sales Manager.
  • Awarded Sales Representative of the Year, Salesmaster Plus and the only representative to achieve Quota Buster recognition.
Allied Clinical LaboratoriesWestern Regional Director of Sales02/1987 to 02/1990
  • After the sale of California Veterinary Diagnostics, South to HCA/Allied Clinical Laboratories, it was integrated into their Allied Division.
  • Duties involved management of sales and service representatives in San Diego and Tucson and one Sales Manager in Salt Lake City.
  • Completed 1988 275% of budget.
  • Recognized as #1 in Regional Sales in Allied's Laboratory Network and awarded Operating Unit of the Year for overall achievement of goals.
California Veterinary Diagnostics CVDGeneral Manager and Partner01/1985 to 01/1987
  • Joined CVD, North, the leading veterinary diagnostics lab in Northern California, to become one of three partners in CVD, South.
  • Responsible for operations, sales and marketing in Southern California.
  • Within two years achieved 50% of the market share in San Diego and Orange Counties.
  • Sold to Hospital Corporation of America, Allied Clinical Laboratories division who was expanding into the Veterinary market.
Technicon Instruments CorporationMarketing Support Specialist01/1983 to 01/1984
  • Responsible for software and technical support for all Chemistry and Hematology systems.
  • Provided sales support for the customer demonstrations, assisted in development of sales strategies, presentations and lab workflow analysis.
  • Designed and conducted laboratory productivity seminars.
University of California, Davis Medical CenterSacramento, CaliforniaSupervisor, Chemistry02/1979 to 02/1983
Technical Specialist, Automation/Chemistry
Clinical Laboratory Scientist
Education
Bachelor of Science:Biological Science1978California State University, Sacramento, CA
Concentration in Clinical Laboratory Science, Minor in Chemistry
Clinical Laboratory Scientist1979UC Davis Medical Center, Davis, CAInternship necessary for licensure
Undergraduate Business Classes1983UC Davis, Davis, CA
Business and Finance classes1987UC San Diego, San Diego, CA
Professional Affiliations and Licensures
Licensed Clinical Laboratory Scientist, State of California
Licensed Medical Technologist, American Society of Clinical Pathologists (ASCP)
 
Memberships:
American Clinical Laboratory Association (ACLA)
California Clinical Laboratory Association (CCLA)
California Laboratory Manager's Association (CLMA)
New York State Clinical Laboratory Association (NYSCLA)

Personal Interests
Married, one daughter. Fluent in Greek. Hobbies include viticulture, cycling, skiing, cooking and travel.
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Resume Overview

Companies Worked For:

  • PWNHealth LLC
  • Laboratory Corporation of America, Inc.
  • Pathology Holdings, Inc.
  • Spectrum Laboratory Network
  • Specialty Laboratories
  • DiFrancesco Consulting
  • Quest Diagnostics
  • American Medical Laboratories, Inc.
  • Laboratory Corporation of America, Inc. (formerly National Health Laboratories, Inc.)
  • National Health Laboratories, Inc.
  • Allied Clinical Laboratories
  • California Veterinary Diagnostics CVD
  • Technicon Instruments Corporation
  • University of California, Davis Medical Center

School Attended

  • California State University
  • UC Davis Medical Center
  • UC Davis
  • UC San Diego

Job Titles Held:

  • Director
  • Consultant
  • President & CEO
  • Executive Vice President, Sales and Marketing
  • Senior Vice President
  • Principal
  • Vice President, Health Systems/Hospital Sales and Marketing
  • Executive Vice President, Sales
  • Senior Vice President, Sales and Marketing
  • Vice President, Business Development
  • Associate Vice-President
  • Regional Sales Director
  • Sales Manager
  • Associate Sales Manager
  • Senior Sales Representative
  • Western Regional Director of Sales
  • General Manager and Partner
  • Marketing Support Specialist
  • Supervisor, Chemistry

Degrees

  • Bachelor of Science : Biological Science 1978
    Clinical Laboratory Scientist 1979
    Undergraduate Business Classes 1983
    Business and Finance classes 1987

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