Sales Customer Service

DOUGLAS MERKER

Laguna Niguel, CA *****

949-***-**** (home)

714-***-**** (cell)

****.******@***.***

SUMMARY

Sales Management and Operations Executive with proven success in leading

companies to profitability by bringing a strong customer focus to all areas

of operations. Demonstrated expertise in increasing revenue, gross margin

and profits while managing through periods of change. Key strengths

include personal drive, rapid growth and turnaround strategies. Engaging

relationship builder with superior leadership and communication skills.

Key competencies include:

Sales and marketing management Strategic Planning

Business development Key account development

P&L responsibility High-impact coaching

Operations management Business continuity planning

C-Level relationships E-commerce

PROFESSIONAL EXPERIENCE

GERSON LEHRMAN GROUP

2010 - Present

GLG operates a network of industry experts, academics and scientists to

provide consulting services to businesses to improve their decision making

process.

Member of GLG Healthcare Council - independent consultant providing

expertise on medical device and healthcare market issues.

KARL STORZ ENDOSCOPY, Goleta, CA 2005 - 2009

World's largest privately held medical device manufacturer.

Vice President / General Manager

Recruited to change the direction of niche surgical products division after

12 consecutive years of operating losses. Directed sales team, as well as

marketing, operations and finance.

. Delivered profitability for the first time in company history by

controlling product acquisition cost, increasing gross margin and

streamlining inventory to improve customer satisfaction.

. Increased sales 63% in 4 years while market grew at 5%/year (KPMG /AVMA

study) by identifying and developing critical growth markets.

. Improved sales effectiveness by aligning increased call activity with

business goals, reinforcing behavior through extensive coaching and by

implementing a CRM program which improved communication and overall

customer satisfaction.

. Doubled rigid endoscope sales in two years by helping pioneer high volume

endoscopic procedure targeted to the general practitioner through,

developing continuing education programs and collateral material.

. Developed strong relationships with key industry opinion leaders

resulting in the placement of our equipment at every major university

teaching hospital in North America.

. Personally negotiated the single largest sale in the company's history

($500K sale of an integrated operating room to a nationally recognized

clinic).

KARL STORZ IMAGING - OPTRONICS ENGINEERING DIV. 1995

- 2005

Director of Sales

Managed direct sales force and distributor network for a division providing

comprehensive imaging and software solutions used in diverse life science

markets.

. Increased sales of this previously unprofitable division by 12-26% per

year while decreasing expenses, redirecting sales focus toward growth

markets and expanded distribution in the life science, microsurgery,

forensics and biomedical research markets.

. Led a team that developed and marketed a unique imaging system for

documenting eye disease that was successfully sold through a nationwide

network of ophthalmic distributors.

. Established strategic alliances with major microscope manufacturers

(Leica, Nikon, Olympus and Zeiss) resulting in private label programs to

provide imaging and documentation systems used in life science and

biomedical research applications.

. Decreased reliance on in-house product development by launching an e-

commerce business called ImagingPlanet, which offers imaging and software

products designed to provide system solutions for diverse imaging

applications.

KARL STORZ VETERINARY ENDOSCOPY 1993 - 1995

National Sales Manager

Assumed sales management role for start-up division to promote endoscopy

instrumentation to veterinary market in North America.

. Increased sales from $20,000 to $400,000 in the first 8 months by

building relationships with key opinion leaders and veterinary teaching

hospitals.

. Increased sales in the second year to $1million while increasing profit

margin 30% and reducing expenses 20%.

. Developed all expense policies, compensation plans, marketing programs,

CRM framework and customer service policies.

PREVIOUS EXPERIENCE - As Regional Sales Manager for Bausch & Lomb I led the

successful turnaround of two regions (Midwest and West Coast) selling

ophthalmic surgical instrumentation and pharmaceuticals to physician

offices, hospitals and ASC's. Includes GPO experience.

EDUCATION

MBA

Baldwin-Wallace College, Berea, OH

Bachelor of Science, Business Administration

John Carroll University, University Heights., OH

Will relocate for the right opportunity

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