robert lanc

Accountable for all aspects of Branch Office Operations including business development through marketing and sales, human resources, budget and fiance, quality management, information systems through 10 direct reports and a staff of 150 PSW's, RPN and RN's.

* Challenged to reverse three years of declining market share, restructure the Canadian sales department, and improve key account relationships with a need for a quick turn-around in a $19 million region with four direct and three dotted line reports. * Key Accomplishments * Hired and developed four new Territory and Clinical Managers, and lead retraining efforts that significantly improved productivity and moral while managing personal territory of $2.8 million * Accountable for all multi-unit Long Term Care homes, Acute Care GOP's, national distributors, retail pharmacies and Home Health Care contracts * Developed ground-breaking national distribution strategy and increased focus on previously neglected pharmacy and retail Home Health Care marketplace * Regained $1.4 million penetration lost to highly competitive marketplace in LTC and pharmacies

Combination position selling capital equipment and medical supplies to Family Physicians, Gynecologists, Dermatologists while concurrently launching Shoppers Institutional into Acute and Long Term Care Increase sales on average 23% over-budget, doubled physician base in first 12 periods. 2005 - 54% over quota Launched Shoppers Institutional into LTC homes with sales and tender bidding on ceiling lifts and pressure relief systems, negotiating $1.1 million in new contract, while managing 3 direct reports Promoted to negotiate all Ontario service and equipment contract for all multi-unit LTC homes.

* Recruited to manage six clinical representatives while calling on materials managers, central supply supervisors and CFO's detailing advanced wound care supplies * Negotiated 75 hospital and three national distributor contracts, in excess of $5.1 million. * Selected on team to create their National Sales Process. Created best-practice guidelines now used throughout the Canadian sales force * Increased sales 17% and holding market share despite 25% reduction in hospital spend due to SARS

* Negotiated and managed contract for 45 existing suppliers with two direct reports selling to 1200 independent pharmacies throughout Canada for sales in excess of $34 million * Identified and signed 40 additional suppliers increasing sales $1.8 million in 12 months * Created, designed and successfully launched three additional lines for the Certified private label program * Directly responsible for the largest Home Heath Care buying group, 275 members

* Managed sales and new product launches through 350 accounts in Ontario and Alberta through national dealers, whole distributors, home healthcare stores and pharmacies * Grew territory five consecutive years on average 35%. Brought territory to #1 in Canada from sales of $750K to $2.8 million * Trained all outside sales staff in every aspect of sales and territory management

Reporting directly to the CEO and member of the senior management team, top-level decision maker responsible for over-all profitability, all federal Class I, II, III Medical Devices and provincial regulations, 2500+ item Canadian catalogue and pricing decisions. Responsible for seven direct reports in a team of 50 employees across multiple departments, LTC and acute care distributors, retention of key accounts, marketing strategy for all channels, forecasting and cost of acquisition in an SAP environment.