Sales Manager

LEN W. SEARS

*** ****** ******* *** ********, TN 37064 615-***-**** ************@*****.***

http://www.linkedin.com/pub/len-w-sears/b/408/b48/

EXECUTIVE SALES LEADER

Build, Position & Profitably Lead Medical Equipment and Supply Companies and New Ventures Targeting

HEALTHCARE NEW BUSINESS VENTURES MEDICAL CAPITAL EQUIPMENT, RENTAL & SUPPLY

Top-flight problem-solving and decision-making talents for organic sales growth

Professional sales leader with expertise in building and growing highly successful companies in the medical supply and

device manufacturing industry. Proven strategist who identifies and captures new business and market opportunities

across the U.S. through identification and negotiation of joint ventures, partnerships and strategic alliances.

Broad cross-functional leadership experience across all core business functions with emphasis on technology

development and commercialization, sales and marketing, finance, human resources, multi-division operations and

productivity/performance improvement. An authentic and credible business leader who makes opportunity a reality.

Top Hospital & Post-Acute Care Expert – serving Architects and General Contractors – Strong General Manager Acumen

CORE COMPETENCIES

Sales Management GPO/IDN Account Management Operations Management

Strategic Planning and Analysis National/Corporate Accounts CRM/Office Suite

Mergers & Acquisitions Revenue Generation New Business Development

Financial Analysis Distribution Strategies/Models Project Management

Capital Markets Marketing Programs Corporate Reorganization

PROFESSIONAL EXPERIENCE

ARJOHUNTLEIGH, (FORMERLY, KCI – THERAPEUTIC SUPPORT SYSTEMS DIVISION), ADDISON, IL M AY 2011 – JAN 2014

A world leader in healthcare and gold standard in the surface space and s upport services industry

NATIONAL ACCOUNTS M ANAGER, POST-ACUTE

Developed revenue around core products such as RotoProne and KinAir and their new cutting edge technology, SkinIQ

Microclimate Manager. ArjoHuntLeigh product portfolio encompassed medical equipment and integrated solutions for

patient handling and hygiene, medical beds and therapeutic surfaces, wound healing, DVT prevention, disinfection and

diagnostics. Brought on board to use extensive knowledge of Post-Acute industry to reinvigorate KCI’s presence in this

market. Highlights include:

Executed duties with almost complete autonomy and responsibility for business development.

Successfully executed GPO contracts with Innovatix, MHA/Navigator, Forum, Care Purchasing, Yankee Alliance, HPSI, HCIS.

Secured capital/rental contracts with IDN and Long Term Care groups HCR/ManorCare, Principle, NHC, Cypress Healthcare,

Genesis, NuCare, Infinity Health, Medical Facilities of America, AdCare, White Oak Mano r, and others from 5 to 450 facilities.

Established relationship with Direct Supply and h eld several high level meetings for strategic direction.

Launched new game changing technology of SkinIQ Microclimate Manager to the market in a clear and concise way to help

customers understand both clinical and financial benefit .

Shared in the design and execution of the SkinIQ Microclimate Manager marketing strategy.

Grew revenues for new product/technology to over $250,000 in Post-Acute.

Trained Executive level, Mid-level Management and the Account Executives on unique propositions of detailing and presenting the

numerous benefits our products and technology bring to the evolving Post-Acute arena

APR 2000 – M AR 2010

DIGNITY, INC. PRISM MEDICAL COMPANY, FRANKLIN, TN

Start-up healthcare products company; sold to Prism Medical Company in 2009

PRISM MEDICAL SOUTHEAST USA, CEO, APR 2009 – MAR 2010

Dignity, Inc. sold to Prism Medical Company in a stock purchase on April 16, 2009 for $2M and became the satellite

office based out of Franklin, TN. Managed region revenue for c eiling lifts under the Waverly Glen brand. Provided

equipment and training services allowing nurses and front-line health care workers to safely move and handle patients in

a dignified manner while preventing occupational injuries. Balanced patient care outcomes and business objectives.

Len W. Sears résumé Page 2 615-***-**** ************@*****.***

Technology and engineering, finance, human resources and quality. Provides optimum direction and re-investment strategies for

accounts to achieve their ROI goals.

Provide sales leadership strategies to teams to train new care giver representatives on produ ct use to include: Waverley Glen

Lifting systems, ErgoSafe Low Friction, Rane Bathing Systems, Optima Chairs, Samarit RollBoards

Maintained relationships with major accounts and GPO’s.

Confer with clients and develop customized reinvestment – repurposing product options focused on identifying optimum product

mix to attain and maximize their purchase & investment goals.

DIGNITY FOUNDER & CEO, 2000 – APR 2009

Initially was President and Owner of Dignity, Inc. and proudly handled the distribution for Liko North America, now a Hill-

Rom company specializing in the safe lifting of residents and patients, and the Rane Bathing Systems Company in the SE

United States. Grew and expanded the territory from Al abama, Georgia, and Tennessee. Strengthened the financial

operation of the start-up to $5M in revenue annually with a staff of 15.

Britthaven: Conducted extensive research to deter the 60-nursing home chain from securing an agreement with national

competitor. Presented the patient sensitive products, lifts and other health devices for transport – secured the $2M contract.

Communicated with potential owners, lenders, partners and professionals to execute development process focused on buyer

requirements while maintaining adherence to all legal binding agreements

Novant Health Systems: Networked entire facility, COO/CNO down to front line caregivers, BioMed and Procurement to secure

acceptance of equipment. After substantial research, extensive meetings with facility and third party clinical service, presented

alternative financial options. Conducted feasibility studies and drew up agreements – secured contract for $1.5M.

Veterans Administration Hospital – Tampa: After our business association for lifting equipment changed from Liko, Inc to Liko

North America, the VA Tampa needed to work through what they termed ‘significant change.’ Collaborated with administration,

nursing staff and engineering department to present the Liko North America products as a ‘best solution’ to the current desired

equipment. Within 3 months of presented alternative financial options and negotiations – secured contract for $500K.

1991 – 1999

ARJO, INC., ROSELLE, IL

A worldwide product line, parent company Getinge; gross revenues of $60M across the United States

Left company to build on manufacturer’s relat ionship and then began Dignity, Inc.

REGIONAL VICE PRESIDENT – SOUTHEAST REGION, 1997 – 1999

Took region to market leader position within first six months – oversaw staff of 10 Sales Representatives across the

Southeastern United States with an annual budget of $7.5M. Achieved unprecedented revenues as a result of gaining

confidence and approval from sales team. Exploded sales from $7.5M to $8.5M within first 12 months.

Notable second year revenue: $8.7M with a budget of $8.0M. With the national safe lifting movement and additional certific ations

and training implemented–gained support from the VA Tampa on all evaluations of product safety.

Implemented ACT! CRM and trained all reps on proper usage. Tracked all activity, pipelines and revenue to insure region wide

success.

ACCOUNT EXECUTIVE, 1991 – 1997

W ithin six short years of presenting new Patient Transfer Equipment-lifts and Hydrotherapy Equipment to the acute care

industry, Veterans Administration, and long term care state facilities; the territory reached an unprecedented $1.1M

from $250K. Promoted to Regional Vice President.

Recognized as high achiever by company; recipient of the Achiever Club Award – seven times.

1994 Account Executive of the Year (based on % of quota)

Secured Arjo products in largest Louisiana state facility after losing initial bid – $100K of orders.

EDUCATION PROFESSIONAL DEVELOPMENT

BBA, Business Management & Marketing, University of Kentucky, Lexington, KY

W ebinar training and proficiency for both ACT! and SalesForce

Member: Alumni Association, University of Kentucky, Lexington, KY Phi Kappa Tau

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