Larry Kessler

Drive new business development for 3rd party imaging services.

• Asked to revitalize sales in the 9-state West Zone based on the successful turnaround of the South Zone. • Led and supported 21 account managers across 3 regions. • Delivered 139% to quota for 2012. • Sold complex technical products in the Philips imaging portfolio, as well as a full range of Philips solutions to enhance revenue by improving department workflow, efficiency, and patient processing. • Recognized technical product expert and strategist; developed/presented proposals and closed highly complex sales. • Recruited by former colleague from ADAC Labs to spearhead turnaround of 7-state South Zone. • Managed and re-energized 30-member team; built relationships with C-level hospital administrators, improved training, defined sales strategy/goals and established accountability metrics.

• Recruited to lead 8-state region in business development and sales of new Cyberknife Stereotactic Radiosurgery System technology to Neurosurgeons, General Surgeons, Thoracic Surgeons, and Radiation Oncologists. • Drove new sales by educating physicians on this innovative, non-invasive cancer treatment technology. • Surpassed all Regional 2006/2007 sales quotas, winning the President’s Club Award.

• Selected to VP role by the CEO of CTI; managed sales and oversaw 20+ sites manufacturing radiopharmaceutical product. • Managed P&L, strategic planning, marketing, operations, sales objectives, budget, and cost control for Central US Region. • Directed 20-member sales/operations team including Account Managers, Market Development, Doctors of Pharmacy and Integrated Solutions • Established processes and efficiencies to help sales force achieve goals including reporting and accountability standards. • Set up educational programs, including CD-based training for physicians. • Built positive, loyal client relationships, ensuring highest levels of customer retention (98%). • Drove National and Strategic Account business resulting in exclusive contracts. • Secured faster, more cost-effective product delivery channels, enabling the organization to increase revenue and margins. • Recruited to expand the sales force from 4 to 16 representatives; recruited and trained top talent. • Cultivated and maintained strong relationships with oncologists and radiation planning/therapy clinicians. • Key driver in closing $26 million in sales (14 systems). • Closed the 1st 16-slice PET/CT system in the country, a $2+ million contract. • Provided PET, PET/CT, and pre-clinical field sales/marketing support to CTI regional sales/service teams, including product knowledge, sales process expertise, relationship management, and project leadership. • Selected to be Regional mentor based on leadership/training abilities and outstanding performance.

• Directed PET business across 4 of 18 regions, with responsibility for the Central Atlantic Zone (Kansas City, Cincinnati, Pittsburgh, and Detroit); managed 52 account managers. • Recognized as GE Subject Matter Expert and selected to the role of Product Specialist for planning/treatment with PET; partnered with Varian in treatment planning and therapy. • Defined growth objectives, developed presentations, conducted clinical education and ensured account follow-up. • Won President’s Club Award in 2001; achieved 230% of sales objective. • Increased GE installed base by 266%. • Asked by VP of Sales to Manage and grow the Mid -West Region following GE’s acquisition of a Nuclear Imaging Company; trained, motivated and led 4-member sales team. • Achieved and exceeded operating and growth plan, managed budgets, and oversaw new camera installations from sale to completion. Trained in Six Sigma methodologies. • Recruited to Account Manager role with full sales responsibility for the entire portfolio of imaging modalities, including CT, X-Ray, MR and Ultrasound. • Increased total sales volume by 43% within 6 months; exceeded sales targets in all areas of coverage. • Committee Chair for Regional GE Work/Life program.