Scott Hirst
32009 Cypress Way · Castaic, CA 91384
· www.linkedin.com/in/scotthirst1
Cell (661) 618-4510 · Home (661) 295-8651
Healthcare Sales & Marketing Executive
Marketing Management · Strategic Accounts · Business Development
Highly accomplished sales & marketing executive with outstanding record of building teams, growing revenue and EBITDA, expanding market share and increasing brand awareness. Results-oriented, decisive leader with proven success in directing and developing talent, managing strategic accounts and corporate alliances. Recognized for building and executing integrated marketing programs, product development & launch and portfolio management. Skilled in market analysis, strategic planning and execution, customer insight expertise and establishing lasting business alliances. Experience with merger & acquisitions, integration planning and execution, and managing through ownership changes via private equity.
Core Competencies
· Leadership· Team Building & Mentoring
· Relationship Management / · Forming Strategic Alliances
· Market & Channel Management
· Solution Selling / · Strategic Planning & Implementation
· Contract Negotiations
· Budgeting & Forecasting
Professional Highlights
PRECISION DYNAMICS CORPORATION – San Fernando, CA 1991-Present
Director of Strategic Partnerships (2010-Present)
Directed efforts to grow $37 million strategic partner business with key channel partners.
Ø Managed the Strategic Partner Plan within each assigned distribution partner, maximizing new business development. Focused on new revenue and growth, and establishing effective relationships with C-level executives.
Ø Pioneered new business opportunities totaling $18 million, program savings of $500,000 and shared supply chain savings of $400,000.
Ø Built partner strategy in Canadian healthcare market resulting in $10 million new business opportunity
Ø Redesigned and launched $2.3 million national Value Added Reseller program.
Ø Executed partnership program with national scientific distributor resulting in $1.4 million new business pipeline.
Director of Marketing (2006-2010)
Planning, development and execution of integrated marketing plans for the $80 million North America healthcare business segment.
Ø Marketing lead on Private Equity Investment project and M&A team for three acquisitions totaling $100M.
Ø Successfully restructured and integrated marketing team(s) following company’s largest merger. Included resources and programs in multiple locations (CA, IL, FL), $40 million product portfolio, corporate re-branding, websites, item master integration into Oracle and 18,000 line item competitive cross-reference.
Ø Delivered new product sales (including line extensions) contribution of $6.6 million over 4 years.
Ø Led cross-functional team for New Product Development Roadmap. Introduced business case process to create a more efficient method of identifying and selecting new projects, and improving speed to market.
Ø Coordinated marketing efforts to divest $2.5 million of non-core products. Included identifying buyers, negotiating terms and ensuring successful transition to achieve revenue & EBITDA objectives.
Ø Liaison for business development and marketing support for international markets (EMEA & APLA).
Scott Hirst / / Cell (661) 618-4510 Page 2
Marketing Manager (2004-2005)
Managed all product marketing activities for $36 million healthcare division. Included marketing strategy, forecasting, advertising and promotional programs, product management, customer satisfaction, and distribution strategies.
Ø Developed and executed detailed marketing plan for Auto-ID Solutions. Resulted in annualized double digit growth for bar code related media.
Ø Catalyst for incremental revenue growth of $855,000 resulting from Private Label and GPO contracts.
Ø Negotiated terms and conditions on a strategic distribution agreement resulting in $240,000 savings in program fees..
Product Manager (2000-2003)
Portfolio management responsibility for $3.6 million product category
Ø Exceeded plan for product portfolio by $755,000.
Ø Catalyst for $2.9 million in sales growth at top 10 national accounts.
Ø Transitioned product line to off-shore supplier resulting in +$400,000 change in gross margin.
Regional Sales Manager (1994-1999)
Trained and managed 4 independent sales representatives responsible for generating $4.3 million in sales per year. Team consistently met monthly and annual goals.
Ø Achieved 100% of targeted growth plan over 6 years. Regional Manager of the year award 1997.
** Additional experience in sales and account manager positions with companies in healthcare and telecommunications.
Educational Background
Master Business Administration · University of La Verne, La Verne, CA
Bachelor of Science in Business · University of Scranton, Scranton, PA
Professional Development:
Board of Governors – Healthcare Manufacturers Marketing Council (HMMC)
Advance Medical Sales (AMS) - Health Industry Distributor Association (HIDA)
Product Innovation Workshop – IBM Centers for Solution Innovation
Speed to Market – Lean Product Development - California Manufacturing Technology Consulting (CMTC)
Proficient in Microsoft Office, Oracle ERP/CRM and Salesforce.com