Business Analyst Vice President

MICHAEL OKUNIEWSKI

***** ****** *****, ******** *****, CA 92883 • 804-***-**** • ************@*****.*** Summary of Qualifications

High energy, multi-dimensional, creative leader with extensive history of success in implementing innovative growth strategies combined with a management style that emphasizes high performance expectations, empowerment with purpose, and elevated customer satisfaction. Career achievements include general management and P&L responsibility consistently exceeding performance expectations; building & developing top performing teams; significant success executing new market opportunities; and solid internal/external relationships. Proficient at managing all phases of a project cycle from needs assessments throughout implementation. Articulate communicator with an adept ability to be flexible and persuasive. Personifying attributes are self- motivated with high energy and initiative. Adept listener with a seasoned ability to identify issues and present alternative solutions. Key qualifications include:

• Corporate Vision &

Strategic/Operational Planning

• Joint Ventures & Strategic Partnerships

• Cost Reduction/Containment & Profit

Optimization

• Communication/Negotiation

• Reorganization Management

• Re-engineering Operations & Process

Management

• Negotiations Large Contracts

• Global Market Penetration & Pricing

Strategies

• Laboratory Operation & SOP

• Forecasting & Budgeting (Operating &

Capital)

• Turnaround time Management

• Creative Branding & Financial Business

Planning

• Competitive Analysis & Marketing

Development

• Marketing Implementation of a 50 gene

Hotspot panel focused on solid tumors

• Marketing preparation and launch of

BRCA1/2 testing (MiSeq Illumina

Platform)

Professional Experience

Sterling Pathology, CA 11/2011 – Present: Vice President Hold accountability for the sales, marketing, and operations initiatives. Provide leadership experience in all phases of the sales and operation process, as well as budget and forecast achievement. Responsible for the teams’ promotion of hematopathology and anatomical, clinical, and molecular laboratory services to community-based physicians. Developed, negotiated, and implemented logistics operations throughout the company. Trained and managed the national Client Service department. Oversee all phases of the sales and marketing process, budget and forecast achievement, and overall P&L.

Directed and launched a national campaign of laboratory services.

Directed Laboratory operation, SOP MediaLab, Client Service customer retention campaign

Directed internal Client Servicecs team on the launch of Hematopathology and Molecular service.

Implemented Logistics for National and local services.

Hired and oversaw training of the team of 6 sales persons and a support client services team.

Directed and Implemented a national marketing campaign to brand Sterling Pathology

Worked closely with CEO to manage sales growth of $2M – 7M

Negotiated a long-term strategic alliance with national vendors, competitive barrier to entry

Reviewed financial statements and sales and activity reports to ensure that organization’s objectives are achieved

Developed a communication of all Client Services call points to sales through CRM

Responsible for adding HSMA, Regal, and IEHP Insurance Contracts MICHAEL OKUNIEWSKI

24182 Brison Drive, Temescal Vally, CA 92883 • 804-***-**** • ************@*****.*** Bostwick Laboratories, VA 7/2007 – 10/2011: Vice President of Sales Hold accountability for all sales and marketing initiatives throughout North America for this specialty anatomic pathology laboratory generating $120 million in annual revenue. Managed and directed the overall production of a team of 35 Sales professionals. Develop both long-range and short-range marketing plan, formulate sales strategies with a dual focus on increasing market share and margin and collaborated with operations to ensure a cohesive communication approach within the market place. Managed and directed the product and services of 3 laboratories throughout the United States. Managed and directed a 28-50% growth within a highly competitive industry. Oversee all phases of the sales process, budget and forecast achievement. Responsible for the team promotion of anatomical and clinical services to physician-based Urologist. Product line includes prostate, bladder, kidney, metabolic serums and the clinical presentation and education of in-house services.

Directed a team of executive colleagues to manage sales growth of $77M-$120M within a 4-year period

Instrumental on in reducing the companies cost per goods sold over 8%

Directed the launch and re-engineered initiative of existing operations and guided the successful launch of critical business models to sustain and enhance Division growth

Managed an unprecedented result by maintaining an 85.7% account profitability

Improved overall productivity by 27% and created a low-cost business solution within the industry’s consolidation paradigm

Conferred with board members, organization officials, and staff members to establish policies and formulate plans

Negotiated a long-term strategic alliance with national vendors imperative to the to the control of cost and competitive barrier to entry

Managed and oversaw financial statements and sales and activity reports to ensure that organization’s objectives are achieved

Bostwick Laboratories, VA 4/2005 –7/2007: Assistant Vice President of Sales Provided sales support and assumed administrative and marketing responsibilities. Assisted with and directed sales team in-concert with Vice President of Sales. Managed and implemented sales policies, objectives and new product development.

Assisted in the recruitment of a world class sales organization responsible for territory product volume growth of over 380% and an unmatched 97% sales team retention

Assisted in the growth of sales growth of $30M-$77M within a 3-year period

On-site presentations, including utilization of technical knowledge for analysis of customer needs, potential applications, definition of specifications and performance. Client base of hundreds of large and small practices.

Responsibilities also included recommendation of new products/applications, marketing and sales aids, competitive pricing, detailed sales forecasts, attendance at trade shows, staff development, customer training and relations, and associated troubleshooting and problem solving.

Directed activities of organization to plan procedures, establish responsibilities, and coordinate functions among departments and sites

Analyzed operations to evaluate performance of company and staff and to determine areas of cost reduction and program improvement

Reviewed financial statements and sales and activity reports to ensure that organization’s objectives are achieved

Launched and re-engineered initiative of existing operations and guided the successful launch of critical business models to sustain and enhance Division growth

Directed and launched new products of business involved in the growth of market division market share

Directed in-service training of staff

MICHAEL OKUNIEWSKI

24182 Brison Drive, Temescal Vally, CA 92883 • 804-***-**** • ************@*****.*** Bostwick Laboratories, VA 8/2004 – 4/2005: Corporate Sales Trainer

Established the basics of training both internally, as well as, externally to improve on the corporate standard operating procedures

Assisted in the launch and training of new products US Labs, Irvine, CA 12/2001 – 8/2004 (Company Sold): Anatomical Pathology Management Responsible for the promotion of anatomical pathology services to hospital-based Pathologists and Oncologist and Urologist. Product line includes Immunohistochemistry, Flow Cytometry, Cytogenetics, FISH and RT-PCR.

Instrumental in increasing managed territory from $0 - $1.2M

#1 in Region in the growth of Urology product line UroCor Labs, Oklahoma City, OK 12/1998 – 12/2001 (Company Sold): Technical Sales Specialist Managed and directed the sales of diagnostic laboratory services and injectable therapeutics. Disciplines specific to Prostate Cancer, Bladder Cancer and Renal disease. Primary target market Urology. Assisted and negotiated Managed Care and Hospital contracts. Target Market: Urologist, Hospital, and Nephrologist 2001

Increased Michigan territory from an 800K –2.14M annual revenue territory 2000

Awarded trip for maintaining positive net client retention year 2000 Ranked #1 in the nation. (37 representatives)

1998-1999

Achieved Award in 1999 as #1 prostate biopsy growth (Region) McKesson Health Systems, Livonia, MI 6/1996-12/1998: Account Manager Hospital/Alternate Care Sales related to Inventory management systems and services to both existing and new accounts in the Michigan territory. Implemented the order application software. Managed the sales and promotion of, monoclonal blood products and therapeutic pharmaceutical product line. Target Market: Hospital Alternate Care, Directors of Pharmacy, CEO of Hospital, Pharmacist, and Materials Manager.

1997-1998

Ranked #1in account retention, applying skills in neutralizing potential damaging situations and developing strategies to improve account satisfaction levels. Assisted in Robotics software application and the implementation of hardware and software. Managed Pharmacy Directors and CEO’s.

1996

Achieved and exceeded on annual basis region goals and MBO’s. MICHAEL OKUNIEWSKI

24182 Brison Drive, Temescal Vally, CA 92883 • 804-***-**** • ************@*****.*** NSS/Cardinal Health, Madison Heights, MI 1/1988-6/1996: Senior Oncology Representative Sales of injectable pharmaceuticals, medical supplies to physician-based offices. Managed a $19.2M territory.

Target Market: Oncology, Plastic Surgeon, Urology, Infectious Disease and Pharmacy Home IV 1993

As Senior Oncology Account Representative Ranked #1 in sales in company, consistently meeting or exceeding all monthly and yearly quotas.

1991-1993

Promoted West Coast Division Oncology Sales Manager, generated a record 200% territory growth over forecast. Ranked #1 in Region growth and #2 in division sales. 1989-1991

Promoted to Supervisor Second year of service over team of 3. Ranked #1 in account retention, sales, gross profit sales and med/surg sales. Field trained new employees to improve time management skills of territory. Forecasted territory expectations, analysis of account and unit growth. Product presentation and meeting corporate objectives. Implementation of patient education marketing material. Launched marketing tools assisting Med/Surg sales growth.

1988

First year ranked #2 in the company

Education/Career Achievements

B.S. Business Administration, Wayne State University

• Exemplary performance increasing West Coast Oncology Division to record sales.

• Ranked #1 in Oncology Med/Surg sales in company, consistently meeting forecast.

• Ranked #1 in product categories in the company, 2000. Record sales increase in 1999.

• Assisted in the production and implementation of Marketing training program and tools to assist sales department meet company objectives.

• Closed Managed Care contract with Physician buying Group.

• Developed designed and implemented training program. REFERENCES PROVIDED UPON REQUEST

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