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Work Background
American Pathology FoundationMember of the Board of Directors
Dec. 2021The American Pathology Foundation (APF - www.apfconnect.org) is a non-profit professional society devoted to the business and management of pathology. Founded in 1959, the Foundation focuses on providing quality educational programs and practice management resources for its members. Membership in the Foundation is open to pathologists in private practice, hospital and academic settings, independent labs and residency. Non-physician pathology practice managers are encouraged to become members of the APF and participate in the Foundation’s programs. • Strategic Appointment: Personally recommended and recruited by Co-President Karim Sirgi, MD, to join the Board of Directors. • Governance and Oversight: Serving a three-year term, contributing to the strategic direction and governance of the foundation. • Industry Expertise: Leveraging extensive experience in pathology and business management to support the foundation’s mission and initiatives.
Esoteric Lab Consultants, LLCPresident and Founder
May. 2010United StatesA consulting firm specializing in the niche laboratory sector, catering to privately owned specialty laboratories generating annual revenues ranging from $5M to $30M. Offering continuous consulting services during the periods of 2010-2012, 2017-2019, and from May 2023 to the present. • Strategic Consulting: Provided consulting services to top organizations, including Nichols Management Group, Poplar Health, Asuragen, Inc., Biocept, Inc., Calloway Labs, CSI Labs, Lightfleet, Gestalt Diagnostics, CDX Diagnostics, and Health Network Laboratories. Offered comprehensive assessments and tailored strategies to support their revenue growth initiatives. •Sales Structure Optimization: Conducted thorough reviews of sales structures encompassing talent assessment, territory planning and placement, business metrics, compensation plans, accountability tracking, sales forecasting, and government compliance. • Managed Care Evaluation: Evaluated existing managed care contracts, reimbursement trends, positive medical policies, health plan pitch decks, and accompanying medical data. Submitted actionable recommendations to improve overall success rates. • Interim Leadership: Served as interim CEO/CCO when necessary, providing leadership and strategic direction during transitional periods. • Public Speaking and Moderation: Invited to speak and moderate at national conferences, including G2 Intelligence and Executive War College, sharing expertise and insights on industry trends and best practices.
Inform DiagnosticsChief Commercial Officer
Apr. 2021 - May. 2022Irving, Texas, United States · HybridPrivate equity owned national anatomic pathology laboratory • Strategic Leadership: Personally recruited by the CEO to prepare the company for a successful capital event (sale). • Sales Team Optimization: Conducted a comprehensive assessment of the national sales team, implementing necessary changes, revising territory sizes, and introducing performance metrics and reviews to ensure accountability. • Talent Acquisition: Hired two top-performing Vice Presidents, including one former colleague from PAML, enhancing leadership within the sales team. • Marketing Revitalization: Revitalized the MARCOM department to enhance brand awareness, developing a comprehensive branding guide and refreshing 50% of outdated and static collateral. • Commission Plan Overhaul: Thoroughly restructured the existing commission plan to better align with company goals and incentivize performance. •Capital Event Success: Played a key role in the successful sale of Inform Diagnostics in May 2022 to Fulgent Genetics, achieving a 2.98x multiplier of the original purchase price.
Incyte DiagnosticsChief Executive Officer
Mar. 2019 - Apr. 2021Spokane Valley, Wa · On-sitePrivate company founded in 1957 by pathologists to provide diagnostic pathology services throughout the Pacific Northwest. • Organizational Leadership: Led a $65M annual revenue organization with 420 employees and 50 pathologists. • Strategic Expansion: Successfully launched a clinical laboratory in the Northwest region within the first year, addressing the gap left by LabCorp’s acquisition of PAML in 2017. Oversaw cost controls, completing the project within 0.8% of the original pro forma. • Talent Acquisition and Growth: Recruited high-quality talent to drive organizational growth and profitability, fostering an environment of change, progress, and team retention. • COVID-19 Response and Recovery: Implemented a new revenue channel through COVID-19 testing, recovering from a 70% business loss post-shutdown. Secured government loans and established testing within six weeks, generating $2.8 million per month and becoming a leading COVID-19 testing provider in Washington. • Financial Performance: Achieved the strongest cash position in company history, with an 8% growth rate and robust net operating income. • Industry Recognition: Invited to speak at the General Session of the Executive War College in 2020, addressing 800 attendees on navigating COVID-19 successfully. • Media Presence: Featured guest on the “Ask a CEO” podcast, sharing insights and experiences in leadership.
PAMLSenior Vice President, Sales Marketing and Business Development
Jun. 2012 - May. 2017Spokane, Washington Area · On-siteFor-profit esoteric reference laboratory owned by Providence Health & Services (PHS) and Catholic Health Initiatives (CHI). Company was sold to LabCorp in May 2017. • Sales Team Transformation: Rebranded the company, overhauled infrastructure, and implemented necessary leadership changes, enabling the sales team to surpass their quota for the first time in several years. • Revenue Generation: Spearheaded business development, joint ventures, mergers, acquisitions, and marketing initiatives, contributing $275M to the company’s $350M annual revenue. Developed a joint venture candidate profile to ensure alignment with organizational goals. • Team Leadership: Directed a team of five direct reports and over 70 sales and marketing representatives, selling esoteric lab testing to primary care physicians and hospital laboratories. • Employee Retention: Minimized turnover by fostering a communicative and transparent work environment, launching creative incentives and promotion opportunities, and retaining all team members during a 2½-year period leading up to the potential sale of the company. • Financial Oversight: Developed and managed a multi-million-dollar budget, maintaining P&L responsibility for seven ventures across multiple states. • Strategic Leadership: Selected as one of two senior leaders among ten to serve on five of the nine PAML joint ventures (PACLAB, TVL, CLA, CLS, and KLS). Served as a paid Board member of CellNetix in Seattle from 2013 to 2017. • Successful Negotiations: Led the full-cycle negotiation and closing of a minority purchase of CellNetix, increasing net operating income by $1.5 million annually. • Consistent Revenue Achievement: Achieved 103% of net revenue goals in 2012, 2014, 2015, and 2016. The team was performing at 103% of the goal at the time of departure from the company.
IkonisysDirector - Global Sales and Marketing
Oct. 2008 - May. 2010HybridPrivately held start-up company with global reach focusing on Molecular Laboratory and Molecular Lab Equipment. Company is comprised of approximately 90 employees and generates $10M in annual revenue. • Pioneering Leadership: As the first commercial hire, established and led a global sales and marketing team for the newly established clinical lab and Ikoniscope® (an automated microscopy system for FISH). • Regulatory Insight: Identified and resolved inaccuracies in CPT codes used for reimbursement before the official launch of oncoFISH® cervical. • Innovative Solutions: Created the “Ikonisys solution,” allowing customers to start as clinical lab clients and scale up their testing volumes to eventually utilize our automated microscope. • Revenue Achievement: Met 2009 revenue targets and achieved 100% growth in 2010 with the successful launch of the first signature test offered by Ikonisys, oncoFISH® cervical. • Team Management: Managed 15-20 sales and marketing staff, maintaining $15M P&L responsibility for the engineering arm of operations. • Brand Development: Drove brand awareness by creating marketing collateral, sales tools, intranet and website content, and product messaging.
LabCorpAssociate Vice President, Managed Care - Esoteric Business Unit
Apr. 2002 - Oct. 2008RemotePublicly held Biotech company with 1.24 billion in revenue sales and more than 28,000 employees. Specialized in lab testing, utilized by Hematology/Oncologists, Pathologists, Gastroenterologists, Dermatologists, and Endocrinologists. • Contract Negotiation: Directed a team of up to five managed care staff, negotiating contracts totaling $400M in revenue across 26 states. • Revenue Growth: Increased existing revenue by negotiating higher reimbursement rates for all contracts associated with EBU tax IDs. • Comprehensive Management: Led all phases of managed care contract negotiations from inception to completion for the entire Esoteric business unit, including USLABS, Dianon Systems, and Esoterix. • Operational Optimization: Enhanced cash collection success by collaborating with billing teams to analyze health plan payment history, claim submissions, and accession counts regularly. • Database Development: Developed a customized Act! Database to facilitate the tracking of contacts, meeting data, pricing, contract terms, billing specifics, and documentation.
USLABS/EsoterixDirector, Mid-Atlantic Region
Jan. 2006 - Mar. 2007• Business Transition: Transitioned to the Oncology side following LabCorp's acquisition of Esoterix in 2005. • Team Leadership: Managed up to eight direct reports to maximize revenue from leukemia/lymphoma testing services, virtual image capabilities, and specialized coagulation testing. • High Performance: Built a new team from the ground up, achieving second place out of six teams by 2006.
EsoterixDirector, Mid-Atlantic Region
May. 2002 - Dec. 2005Remote• Sales Leadership: Led a team of eight sales representatives to achieve sales goals for leukemia/lymphoma, specialized coagulation, endocrinology, infectious disease, and allergy testing services. • Talent Development: Recruited and managed three team members recognized among the top five sales representatives in the country. • Outstanding Performance: Won Director of the Year and Region of the Year in 2004 and 2005, producing the highest revenue in the company for 24 consecutive months. • Rookie Development: Hired two team members who later became Rookies of the Year in 2003 and 2004. • Revenue Management: Managed a $16M revenue portfolio and secured $2.9M in net revenue growth in 2004.
Ciba Corning, AVL Scientific, Myriad GeneticsEarly Career Experience
Sep. 1996 - Dec. 2002RemoteCapital equipment sales for both blood gas and automated immunoassay analyzers, asset management for capital instrument repairs in major hospital systems, and a pioneering management role at Myriad Genetics, where I contributed to the revolutionary BRCA 1 and BRCA 2 genetic testing. This diverse background laid the foundation for a robust understanding of the healthcare and diagnostics industry, equipping me with a comprehensive skill set in sales, asset management, and cutting-edge genetic testing technologies.
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