National Accounts Director

1. David J. Szalko Home: 630.910.1652
8101 Hampton Drive Cell: 630.215.3230
Woodridge, IL 60517 dszalk29@comcast.net
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Accomplished sales professional with extensive knowledge of the healthcare industry and supply chain.
Consistent record of top performance in sales and national account management leveraging exceptional
abilities in identifying, cultivating and maintaining relationships. Contract negotiation, implementation and
business development expertise. Proven ability to work collaboratively with internal and external
stakeholders to deliver value and execute sales growth strategies.
Core Competencies
- “C” Level Selling - New Product/Technology Launch and Implementation
- Strategic Planning - Distributor/Channel Management
- GPO and IDN Contracting - Business Process Development
Professional Experience
Invuity – San Francisco, CA
Director of Strategic Accounts and Business Development 2015
• Responsible for the targeted growth and implementation of proprietary Intelligent Photonics™
technology at IDNs and GPOs.
• Supporting sales efforts of Invuity sales team nationally and regionally
Surgical Specialties Corporation (fna Angiotech) - Reading, PA 2009 – 2015
Senior National Accounts Manager
• Executed, launched and managed contracts with Premier, MedAssets, Novation and Health
Trust. Agreements resulted in $1.5M of new sales.
• Secured agreements via New Technology and Breakthroughs tracks allowing SSC’s new
products to be purchased “on contract”.
• Executed committed purchasing and pricing agreements with 50 major IDNs, Regional
Collaboratives and ASC Chains. Initiated the Business Line Review (BLN) process to manage
these customers and build strategic relationships.
• Positioned products and pricing for Government (VA and DoD) customers.
• Negotiated and managed agreements with mainline distributors (Cardinal, Owens and Minor,
Medline, Suture Express) to convert SSC business from direct distribution into a distributed
model to allow customers easier access to SSC products.
• Negotiated and managed agreements with major kit packing companies (Medline, Cardinal and
Medical Action). Received preferred status on high volume items with Medline and Cardinal
resulting in an increase in unit sales of 30%.
• Managed Private Label and OEM products at Medline and Cardinal.
• Developed Standard Operating Procedures (SOPs) for the execution, loading and launch for all
contracts resulting in increased pricing integrity and transparency, reducing pricing issues,
increasing efficiencies and overall customer satisfaction.
• Developed modules and trained sales organization on IDN and HQ selling.
• Transitioned business on divested and assigned business to acquiring organizations.

2. David Szalko - Page 2
PREMIER INC. / Supply Chain Solutions – Charlotte, NC 2003 – 2009
Region Director, Acute Care
• Managed supply chain costs at 14 hospitals in the Greater Chicagoland area through
implementation and optimization of Premier GPO agreements.
• Managed and reduced operating expenses in all key function areas (Rx, Laboratory, Facilities
and Construction, IT, Cath Lab, Foodservice, Distribution, Capital Equipment Operating Room,
Med/Surg).
• Extensive interaction with senior administration, department managers, clinicians, physicians and
materials professionals.
• Collaborated with suppliers and distributors to ensure the value of the agreements understood
and executed.
• Aligned financial and clinical goals of the hospitals with the sales goals of the suppliers.
• Active participant in product review (VAC) committees.
• Increased contract sales revenue $60M in 5 years.
• Served as liaison to the Food Service Committee ($2.1B contract portfolio).
Region Manager, Continuum of Care 1999 - 2003
• Managed a 14 state region delivering contract savings and efficiencies to the “non acute” market.
These customers include Physicians and Clinics, Urgent Care Centers, ASCs, LTC facilities,
Assisted Living, Imaging Centers and DMEs).
April 1999 - August 1999: HOME MEDICAL OF AMERICA - Account Manager
March 1997 - April 1999: APRIA HEALTHCARE - Account Executive
August 1995 - March 1997: YOH SCIENTIFIC - Account Manager/Director of Operations
January 1995 - August 1995 UNITED HEALTHCARE OF ILLINOIS - Account Executive
June 1988 - November 1994 ALLERGAN INC. - Senior Territory Manager
June 1986 - June 1988 NESTLE FOODS - Region Sales Representative/Management Training
EDUCATION: DePaul University - Graduated June 1986 - Financed 100% of Education
Bachelor of Science - Marketing
Bachelor of Science - Human Resource Management