Sales Customer Service

MICHAEL M. SCHER

**** ***** *** *****, ******* Grove, IL 60089

Residence: 847-***-**** Cellular: 708-***-****

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

SENIOR SALES MANAGEMENT – BUSINESS DEVELOPMENT EXECUTIVE

Results-driven, market savvy business development professional with a dynamic record of building and

managing revenue-producing startup, turn-around and growth related sales organizations.

Over 20+ years of experience in planning, developing and managing complex sales strategies in local and

regional markets within the highly competitive clinical laboratory reference testing industry. Proven

ability to achieve corporate goals and business objectives through excellent qualifications in sales

management, staff recruitment and development, P&L/sales forecasting, geographic expansion,

contract negotiations, and strategic growth initiatives.

Well versed in both hospital and physician office sales strategies, esoteric testing, managed care,

outsourcing, alliances and joint ventures. Responsive to the changing needs of today’s health care

systems and providers, with a focus on building working relationships with clients and senior-level

decision makers.

August 2009 to Present

VANGUARD HEALTH SYSTEM – CHICAGO / GENESIS CLINICAL LABORATORY

Senior Sales Representative

Recruited by senior leadership to expand market presence of hospital based commercial laboratory in

the Chicagoland area. Primary role focused on obtaining new physician office business, managed care

contracts, and expansion. I assisted the program director with proposal development and pricing, new

marketing literature development, and various team initiatives.

Maintained quota plus levels of new sales production, developed new literature and branding, and

handled all pricing approvals and proposal offerings.

August 2002 to February 2009

QUEST DIAGNOSTICS, INC.

Business Solutions and Strategic Account Executive – Hospital Business

Responsible for leading all strategic sales and non-traditional hospital opportunities for the Hospital

Division’s Western Region. In addition, my responsibilities included developing and implementing

market strategy in collaboration with the physician team, IDN and corporate health system strategies,

and business solutions including outsourcing and alliance ventures. In my role I worked closely with the

Sales Directors within the region on their targeted large accounts and trained and coached the sales

teams to cultivate new opportunities. I collaborated with the physician division, business unit leadership

teams, and regional executives. As a member of the Business Solutions team I focused on the

development of hospital laboratory outsourcing and laboratory management contracting.

Major Accomplishments:

• Sold strategic hospital accounts, each over $1MM per account, valued at $12.5MM annual run

rate.

• Sold 2 full laboratory management contracts, each valued at over $3MM annual run rate.

• Developed the test outsourcing strategy for hospitals and produced marketing and training

materials.

• Developed sub-market growth and tactical strategies with the physician teams in Texas,

Colorado, Louisiana, Mississippi, Illinois, Minnesota, Indiana, and Wisconsin.

• Authored Big Deals for Dummies – a sales guide presented at the National Sales Meeting.

December 1997to August 2002

AMERICAN MEDICAL LABORATORIES, INC.

Vice President – Midwest Business Development

Recruited by Senior Leadership to develop strategic relationships with large revenue producing health

systems, hospitals, and commercial laboratories within a 5 state region. Produced growth through direct

competitive selling and national account/GPO strategies. Developed new relationships with over 20 new

institutions producing sales growth of $4.8MM annual run rate. Spearheaded the Midwest effort with

Consorta Purchasing Partners (GPO) to award AML a preferred vendor agreement.

May 1985 to December 1997

LABORATORY CORPORATION OF AMERICA

Associate Vice President – Division Sales and Business Development

Chicago Regional Laboratory –March 1993 to December 1997

Relocated by senior management in 1993 to serve as Director of Sales and Business Development of

new start up facility in Chicago positioned for organization’s Midwest expansion strategy. During facility

construction and development, my primary responsibility was the re-organization and business plan for

the salesforce to meet goals for the new region. Upon completion of corporate merger, I accepted

promotion to Associate Vice President, and completed the sales structure for all business segments in

the division, and the consolidation of the two organization’s sales teams.

As the Sales Leader for the division, I maintained P&L accountability and managed direct reports that

included the traditional sales team, managed care, hospital and niche testing, customer service, and

strategic alliances.

During this new laboratory expansion I led teams of sales, IT, customer service, and billing professionals

in the conversion of diverse client systems from 5 large laboratory acquisitions that had been completed

within our division. I recruited and developed a top quality sales team and developed the necessary

sales infrastructure to support the expansion of the salesforce. Strategically we obtained managed care

and vendor alliances, and expanded the penetration of the salesforce into new geography.

Major Accomplishments:

• Growth – In 1993 annual sales $13MM. Increased annual sales for division to $33MM by 1996.

• Expansion – Increased sales team from 8 to 16 sales representatives with 70 % of the team

obtaining Presidents Level performance.

• Responsible for $5.4MM annual growth budget.

NATIONAL HEALTH LABORATORIES

Regional Sales Manager

Oak Park, Michigan Regional Laboratory April 1987 to February 1993

Promoted and relocated from New York to assume sales management role at company’s Michigan

facility. Charged with generating substantial growth at an under-achieving division, through re-

organization of the sales team and geographic expansion. Corporate goal was to relocate this laboratory

to a more favorable location.

Major Accomplishments:

Penetrated locally dominated managed care market, to drive growth initiatives. Expanded

geographically into Western Michigan, Northwestern Ohio, and Minnesota.

Significantly increased annual sales from $9.6MM in 1987 to $23MM in 1992, enabling goal of

relocating to a new state-of-the -art laboratory. Repositioned this business unit from the bottom of the

national sales rankings to a consistent top performing team.

Led the sales team of 10 direct reports while maintaining a personal sales quota. Recipient of

numerous major awards and bonuses including Sales Manager of the Year 1990 and 1991. Attained

Sales Master Plus levels of personal sales production.

NATIONAL HEALTH LABORATORIES –Plainview, NY

Physician Sales Representative May 1985 to March 1987

Recruited by Senior Leadership to sell testing services to physicians and clinics in the 5-borough New

York City area.

Major Accomplishments:

Earned nation-wide Rookie of the Year award in 1985. Exceeded sales goals and obtained Sales Masters

Plus production awards consistently each year.

September 1981 to April 1985

SMITHKLINE BIOSCIENCE LABORATORIES – Lake Success, NY

Hospital Specialist / Physician Sales Representative

Obtained invaluable introduction to sales and the clinical laboratory industry. Responsible for new client

development and maintenance of accounts within a large territory covering the 5 borough New York

City region. Advanced to Hospital Specialist maintaining a $4MM annual sales budget. Continuously

attained budgeted sales goals and received recognition awards.

EDUCATION:

Colgate University, Hamilton, NY - B.A. Biology 1981

Varsity Men’s Soccer & Rugby

PROFESSIONAL SALES TRAINING:

Dale Carnegie – Human Relations

Xerox – Feature/Benefit Selling

Miller Heiman – Strategic Selling

Tom Vishia Associates – Influencing and Managing Sales Relationships

Afterburner Seminars – Leading Flawless Execution

PROFESSIONAL ACTIVITIES:

ACHE, AHA Healthcare Forum, The Dark Report, Healthcare Daily E-News, LinkedIn Focus Groups

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