HEALTHCARE EXECUTIVE Customer Strategy, Business Development
Dynamic and strategic healthcare executive with history of providing comprehensive and authoritative view of the customer, creating corporate and customer strategy at the highest levels of company to maximize customer acquisition, retention, and profitability. Detail oriented leader with proven record of success in managing and growing profitability by employing diverse range of customer focus, sales and managerial skills.
01/2008 to Current
Responsible for all activity and support services that touch customers, in all segments of the business.
Accountability for all sales, customer service and contracting.
Ensures organization is held accountable to the "voice of the customer" and drives improvement in experience across all customer channels.
Responsible for driving profitable growth and penetration across the enterprise of Cardinal Health customers.
Accountable for company's Group Purchasing Organization (GPO's) activity by securing, driving implementation and maintaining strategic and critical executive relationships.
Lead team effort to effectively manage, position and negotiate Cardinal Health's full portfolio of product services totaling more than $25 billion in annual revenue.
Lead strategic activity with key Integrated Delivery Networks (IDN's); over $13 billion in enterprise wide sole source agreements.
Responsible for initiating and maintaining customer centric culture within Cardinal Health.
Closed Global Sourcing Agreement worth $2 billion that partnered manufacturer, distributor and GPO.
Responsible for securing Defense Logistics Agreement (DLA) for the Department of defense, five year agreement worth $500 million; largest agreement ever negotiated with government for medical surgical distribution.
Closed and secured sole source award for Presource business, $250 million agreement for 5 years.
President01/2005 to 01/2008Integrated Provider Solutions Acute Care
Responsible for building enterprise wide sales team (accountable for $23 billion in annual revenue) providing integrated solutions to industry's leading hospitals, Integrated Delivery Networks and GPO's.
Tasked with development, collaboration, coordination, implementation and change management of a standardized sales process that touched over 20 business units and 3500+ individuals.
Designed and implemented Integrated Provider Solutions (IPS) Health Systems Organization to include common regions across all domestic Cardinal Health IPS businesses.
Ensured cost-neutral posture while establishing IPS selling structure.
Implemented clearly defined roles with accountability supported by adequate training, performance metrics and aggressive communication.
Developed and integrated customer profitability model for strategic IDN's to understand customer level profitability
EVP, Corporate Sales and Marketing.
01/2002 to 01/2005Cardinal Health and Allegiance
Oversight of Corporate Sales and Marketing for acute care market.
Responsible for $16 billion in annual revenue.
Assisted with all PDMP business units in the overall pursuit of top line sales objectives by facilitating, coordinating and implementing specific incentive criteria to drive sales process.
Developed thorough understanding of strategies, goals and objectives of the Cardinal Health companies to serve as source of information to GPO headquarters.
Explored and identified new market opportunities with major GPO's to support Cardinal Health's cross-selling strategy.
Secured Integrated Services (Closed Loop) Agreements with the combined elements (SBU components) for each region representing approximately $200 million annually in incremental business for Cardinal Health.
Managed the tactical pursuit of new business development opportunities through intercompany task force initiatives and/or strategic "bolt on" acquisitions
EVP, HealthSystems and Marketing.
01/1999 to 01/2002
Oversight of Sales and Marketing for Pharmaceutical Distribution Hospital Market.
Responsible for approximately $7 billion in annual revenue.
Developed and implemented specific Marketing Programs (eReceiver, eNtelligence, eProcurement, CardinalASSIST, Assist Complete, eRecovery).
Effectively realigned Health Systems internal and external teams to facilitate a more cooperative and collaborative working environment.
Positioned field distribution team to effectively work with Corporate Solutions Team to ensure accurate representation of Cardinal Health's distribution business when working with IDN's.
Realigned GPO team to work closely with Divisional Corporate Teams to ensure appropriate and effective management of GPO's was achieved.
Chief Customer Officer01/1996 to CurrentCardinal Health, IncDublin, OH
General Manager01/1996 to 01/1999RVP
of five distribution facilities through the Southeast.
Full P&L responsibility for all sales and operations.
Responsible for approximately $3 billion in annual revenue.
Served as integral leader in the closing and relocation of three Cardinal Health distribution facilities.
Oversaw selection of geographic locations, construction and ramp up of three 145,000 sq.
Vice President and General Manager01/1989 to 01/1996Amsco International
Helped facilitate turnaround in the company's sales, service and marketing efforts.
Responsible for approximately $150 million in annual revenues, full P&L responsibility for North America.
Assisted in acquisitions, as well as sale of the company to Steris.
Director01/1985 to 01/1987
National Accounts - Chicago.
Region Manager01/1983 to 01/1985
01/1981 to 01/1989American Hospital Supply / Baxter InternationalSan Francisco
Sales Representative01/1981 to 01/1983Birmingham, AL
Education and Training
Bachelor's Business Administration1980University of Tennessee
acquisitions, acute care, change management, closing, customer service, Delivery, driving, government, Logistics, marketing, Market, enterprise, Networks, new business development, Purchasing, selling, Sales, strategy, strategic