Mark A. Michelson Resume

1. MARK A. MICHELSON
120 Sir Thomas Lunsford Drive, Williamsburg, VA 23185 • (760) 519-8320 • mark61765@yahoo.com
QUALIFICATIONS SUMMARY
Results-driven business leader with 28 years of experience in sales, marketing, executive and mid-level management,
hiring, and training in the healthcare industry.
Extensive experience managing sales teams, creating and implementing marketing programs, building trustworthy and
strategic vendor relations, and consulting in the perioperative and supply chain arenas.
Dedicated and driven hands-on problem solver and decision maker able to innovate current practices, implement best-
in-class processes, and successfully lead healthcare organizations through a difficult business climate.
AREAS OF EXPERTISE
 Branding and Positioning
 Supplier Relations
 Strategic Planning
 Data Analytics
 Product Design and
Innovation
 Customer Experience
 New Market Development
 Team Building
 Solutions Oriented Selling
 Training and Professional
Development
 Contract Negotiations
 Key Account Management
 International Product
Sourcing
 Perioperative Supply Chain
Consulting
PROFESSIONAL EXPERIENCE
INNOVISION MEDICAL SOLUTIONS, LLC, Williamsburg, VA
OWNER/SENIOR EXECUTIVE CONSULTANT January 2015 – Present
 Supporting Total Packaging Services (TPSYes.com) efforts to better penetrate the healthcare market
 Contracting with Owens & Minor ( $9 billion med/surg supplier based out of Richmond, VA)
 Assisting O&M with a struggling division acquired in the fourth quarter of 2014
 Working with sales leadership to develop programs to enhance bid responses and clinical consulting
 Strengthening supplier partnerships while reducing overall material costs by over $1.2M annually
 Developing program to package and sterilize product during supplier’s FDA recall generating $8M+ in sales
PROFESSIONAL HOSPITAL SUPPLY/MEDLINE INDUSTRIES, Temecula, CA
VICE PRESIDENT January 2007 – October 2014
 Directed team of 70 sales professionals tripling business over 15 years with total growth of $600M
 Member of 7 person Executive Management Team responsible for setting and executing the strategic vision for
an $850M healthcare organization
 Cultivated corporate relationships with global manufacturing partners by developing corporate agreements and
implementing cutting-edge programs in various product sectors
 Established and directed a marketing and clinical consulting team of 10 focused on driving bottom line results
 Developed a branded sourcing initiative resulting in significant margin growth as well as savings to customers

2.  Designed or enhanced over 100 medical and surgical products to improve patient care, staff safety, and reduce
procedure costs
NATIONAL SALES MANAGER January 1999 – December 2006
 Grew Custom Packaging Division from $10M to over $240M annually
 Built a national sales force of 35 for expansion of Custom Packaging Division
 Created sales training program, market strategy, sales leadership team, and marketing collateral
 Developed strong vendor relations and product sourcing strengthening opportunity for profitable growth
 Originated and designed analytical tools for consulting to maximize financial results
 Established processes to streamline and improve consulting engagement outcomes
MAXXIM MEDICAL, Clearwater, FL
SALES DIRECTOR January 1998 – January 1999
 Managed a sales team with annual sales of $50M+ for Southern California, Southern Nevada, and Arizona
 Drove restructuring and consolidation of sales teams by developing Excel-based tools, collaborating with the
sales team, and making customer-focused decisions
 Established budget and sales plan focused on a well-balanced promotion of all product lines
 Coordinated sales efforts with Marketing and Operations Management through tactical sales pipeline data
management
DIRECTOR OF MARKETING June 1995 – January 1999
 Directed $60 million Boundary Surgical Drape & Gown and Protective Apparel Brand
 Doubled $30M base of business to $60M during tenure
 Increased profitability of brand by over 10% gross margin
 Developed and managed Marketing and R&D team of 6 that provided sales direction, support and positioning
of the brand
 Designed and developed over 300 new and improved products
SALES REPRESENTATIVE March 1989 – May 1995
 Planned and initiated sales strategy for San Diego, Riverside, San Bernardino, Orange County, Southern
Nevada, and Arizona
 Increased annual sales from $300,000 to $7.2M in six years. Exceeded quota each and every year
 Executed largest company-wide exam glove and custom pack implementations in 1993 and 1994 respectively
EDUCATION
University of Florida, Gainesville, Florida August 1986
Bachelor of Science: Business Administration, Finance Magna Cum Laude
INTERESTS
Family, Travel, Charitable Activities, Golf, Tennis, Cooking with my wife, Fantasy Football Commissioner, Playing and
hiking with my dog Bailey