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- 1. DANIEL ETHAN LAW 727-744-8618 dlaw3265@gmail.com SALES MANAGEMENT / PROGRAM MANAGER Advancing revenues and profits through excellence in sales and operations High-energy sales management/program management professional with a record of achievement in leading teams to exceed goals and expectations, conducting acquisitions due diligence and integration, and delivering a successful product proposal. Career history of consistently and successfully rising through progressive levels of responsibility in medical sales for a broad range of equipment and products. Quick learner who picks up new technologies rapidly and trains others. Areas of expertise include: Medical Sales Operations Project Management Sales Forecasting Sales Meetings Presentations P&L Recruiting/Hiring Budgets Leadership Problem Solving Training PROFESSIONAL EXPERIENCE Lincare Division Manager, Georgia/Central Florida 2013-Present Lead sales and operations producing $41 million in gross revenue annually. Oversee four district managers with 32 branch managers at 30 branches and extensive teams of administrators, nurses, customer service representatives/intake coordinators, respiratory therapists, and service technicians. Supervise P&L, purchasing budgets, capital expenditure, salary budget, payroll, and incentives. Recruit and train the sales force. Manage facilities and vehicle fleets. Orchestrate sales meetings for groups of branch managers, including securing venues and presentations and facilitating meetings. Conduct due diligence for acquisitions, including projected financials and performance, and support integration of businesses. Highlights Earned a rank of 4 of 20 regions for 2014 by recruiting top teams and setting clear expectations; boosted monthly gross revenues by $1 million from 2013 to 2014. Achieved record numbers in all four districts for unit dose medication new starts based on a 13- month trend via external and internal patient care activities, including compliance and file monitoring. District Manager, Northwest Florida 2007-2013 Managed P&L for a group of Lincare operating centers, including interviewing, hiring, training, and supervising quality center managers. Developed a business plan with sales forecasts, expense budgets, capital budgets, general business plans, salary budget, and employee projections. Oversaw asset management, inventories, fixed investment, and rolling stock. Ensured compliance with regulations, including DOT, FDA, EEO, OSHA, and other agencies. Played a key role as subject matter expert on Medicare regulations and reimbursement (government and private payer). Analyzed and reported on competition and availability of potential acquisitions. Highlights Achieved three times the company district average in patient count increases (15% vs. 5%); increased overall patient count from 2,000 to more than 9,000 in five years via effective management. Opened six successful new branches, gaining new accounts and penetrating new territories.
- 2. DANIEL ETHAN LAW Page 2 727-744-8618 dlaw3265@gmail.com Professional Experience, Continued Attained a national ranking of 2nd of 180 in oxygen patient growth, Lincares core business, by supporting sales teams. Proposed a successful noninvasive home ventilation product for consideration in 2009; played a key role in obtaining Medicare approval. Suggested a successful recruitment and hiring initiative for consideration in 2014; played a key role in the development of an ATS and the ongoing development of a career site. Branch Manager, St. Petersburg, FL 2006-2007 Recruited, trained, and coached a high-quality sales team. Called on existing and potential referral sources, including physicians, administrators, and respiratory therapy directors. Maintained compliance with federal, state, and local regulations that applied to DOT and FDA. Controlled inventory and purchased equipment and supplies. Grew the patient base through top customer service. Ensured profitability of the center and implemented cost controls. Set up equipment in patients' homes. Highlights Advanced patient counts across all product categories by 30% in the first year (vs. a company average of 8%) by cultivating referral sources and delivering top customer service. Boosted revenue by 50% year over year (from $200,000 to $300,000 monthly gross revenue) via effective management. MED4HOME (DBA OF LINCARE) Sales Representative, Lakewood, CO 2005-2006 Identified and built relationships with medical referral sources. Prospected at trade shows, exhibits, and advertising campaigns. Facilitated in-services for referral sources in the use and application of company equipment. Developed plans for sales territory management. Reported problems with product or services to management. Contributed to the preparation of sales forecasts. Informed referral sources on products, pricing, and Medicare/insurance procedures. Supported centers in preparing paperwork prior to submission to reimbursement offices. Highlights Achieved more than 300 referrals sources, and transformed development accounts into maintenance accounts by developing outstanding relationships. Achieved a ranking of 15 out of 180 districts in the launch of PT/INR blood value testing via primary organic external sales and internal patient care activities. Earned 15% in additional commission premium incentives by regularly exceeding expectations; ranked at the top of the class in the initial training course. EDUCATION Certificate, Project Management University College/University of Denver Bachelor of Arts Elon University TECHNICAL PROFICIENCIES Microsoft Office, Adobe Photoshop, Microsoft Project, and a Broad Range of Applications