Sheila Brewer

Championed and drove marketing and communications focused on clinical laboratory services. The lab service line team consists of ~975 team members providing service in 40+ sites plus outreach and performs 24 million tests per year across a full-range of diagnostic modalities. The team is going through a major multi-year strategic and operational evolution. ✔Co-developed new lab outreach strategy ✔Created and implemented marketing strategy and brand plan for lab outreach. Additionally supported Sales through non-marketing activities such as sales strategy, training, and coaching. ✔Led planning and execution of communications plan for a major lab restructure (impacting 75% of team members). Championed and created marketing strategy, brand plan and execution for Precision Genomics Program (genomic consultation program for patients with metastatic cancer) Started working with this group 11/2017. ✔Currently outperforming expectations with 150% growth year over year.

Led evolution of Peer Advocacy into full-spectrum sales-enablement program supporting $784M integrated clinical lab solutions sales. ✔Elevated customer / prospect experience by overhauling program and improving influence across client journey, versus the end, of a ~36+ month sales cycle; mitigated sales / close risk and reduced cost per interaction. ✔Developed comprehensive and cohesive marketing presence including KOL’s, advocates, speakers, events, white papers, customer testimonials, and education. ✔Implemented metrics for measurement of effectiveness, customer satisfaction, and utilization and value analysis. ✔Improved corporate image, efficiency, customer experience, and satisfaction by sourcing and onboarding a vendor to manage logistics of virtual and on-site visits and to free up Sales’ time. ✔Created digital and virtual technology strategy that increased customer touch points, reduced costs and delays, and improved reach and flexibility.

Held large-scope responsibility for leading both marketing and product management of complex IVD capital equipment portfolios. Advanced from low/specialty to mid to high volume markets for clinical chemistry, immunoassay, and urinalysis (CC/IA/UA). Drove and managed all downstream B2B marketing and product management. Facilitated upstream product marketing through global group. Drove goals through: > SALES ENABLEMENT - integrating messaging & tools ♦ engaging customers ♦ customer strategy ♦ creating loyalty ♦ growing revenue > MARKETING MANAGEMENT - campaigns ♦ messaging ♦ collateral ♦ competitive positioning ♦ KOL’s ♦ digital strategy ♦ sales training ♦ AOP ♦ promotions ♦ market research ♦ process improvement ♦ RFP’s ♦ budget management ♦ tradeshows/events > PRODUCT MANAGEMENT - lifecycle management ♦ product launch & sunset ♦ product enhancements ♦ forecasting ♦ pricing ♦ market research ♦ process improvement ♦ budget management ✔Achieved double digit growth and improved market position, in a flat market, while remaining a value-provider. ✔ Transformed Sales presentation effectiveness and reduced regulatory risk by establishing and providing field-access (via iPad) to consistent and branded core collateral. Created new content to address Sales needs. Earned Corporate Excellence Award with small team. ✔Addressed customer satisfaction. Co-created and managed Customer User Group that delivered 21 events, in 1st year, with 100% of attendees rating as value-added. Earned Customer Driven Marketing Award. ✔ Drove organizational focus on post-launch customer experience for flagship product; created and co-led task force. Focus on product validation (messaging and performance) and resolution of product care issues.

Led team of 8 Sales Specialists in driving and expanding new equipment and consumable sales ✔Achieved breakthrough results with inexperienced team, resulting in 7 (of 8) tracking above aggressive plan. ✔Recognized for Preferred Performers Club (PPC) sales performance; exceeded yearly goals by 122% and 185% and won Diamond Award for landing in Top 10% of Sales Team

Led new Sales effort and 6-person team in handling/resolving complex customer issues (contracts, billing, product supply) and facilitating process improvements. ✔Translated Senior Leader’s desire for increasing Field Sales’ selling time into reality within aggressive 6-month timeframe; increased selling time 6.4%, reduced costs, and improved morale. ✔Rapidly achieved breakthrough results with new team, from concept development, to execution (hiring, processes, metrics), to go-live and established a thriving win-win process.

Led new team and initiative servicing high-value accounts for order-to-cash process (contracts, credit, customer service). ✔Improved efficiencies and built customer loyalty, through customer-specific strategies based on metrics and trends. ✔Established best-in-class team and operation.