275 Clearwater Drive | Ponte Vedra Beach, FL 32082 | E: | T: 904. 993.4519

Mark Steele

Multi-faceted healthcare executive with 18 years of diverse experience spanning sales, marketing, fiscal management, and operations leadership. Head of a $600 million division, offering deep experience in instituting the processes and capabilities to drive ROI and yield impressive results in both top-line and bottom-line efficiencies. Innovative strategist with an ability to drive revenue and profit in emerging and mature markets through an equal blend of Vision, Strategy, Execution, and P&L leadership. Integral member of the executive teamwith a well-sharpened acumen in selecting, training andbuilding a culture of service, performance and operational excellence.

High-Yield Business Growth Strategies / Mergers/Acquisitions/Divestitures
Capital & Operating Budget Leadership / Division-Wide Change Management
Sales/Marketing/Product Distribution
C-Suite Presentations & Negotiations / Results-Based Business Plans
Product Development & Pricing

PSS World Medical, INC.(acq. by McKesson Corp. Feb. 2013) 1995 – 2013

President, Gulf South Medical Supply 2010 – 2013

Hold P&L leadership for $600 million division representing 30% of PSS World Medical, Inc. total revenues. Drive Sales, Marketing & Finance of wholesale distribution business and all operational results for the Medicare Part B Billing segment, representing 350 people.Key thought leader reporting directly to CEO, leading strategy to identify current and emerging areas of interest to expand margins for a $2.1 billion national distributor of medical products and supplies, diagnostic equipment, healthcare information technology and pharmaceutical products.

Key Accomplishments:

  • Acquired strategic oversight of underperforming unit; in just 12 months ignited a gross margin improvement of 160 basis points 26.9% to 28.5%,lifted net operating margin by 210 basis points 5.0% to 7.1%, and ROCC by 360 basis points through increase in private brand sales, pricing initiatives, and strategic vendor management.
  • Built a business plan including market analysis, financial projections; spanning capital expenditures and operating results, competitive and regulatory situation, and preparation for business launch;led team to achieve a 4.5x improvement in new account acquisition 311 to 1,384.
  • Spearheaded turnaround in Private Brand growth from negative penetration to 220 basis point improvement in FY11, 336 basis points in FY12, and 89 basis points in FY13 during divestiture process resulting in incremental $5.1 million in sell & buy side profitability.
  • Launched 4 healthcare technology tools to improve Nursing Home quality of care and in turn improve Customer retention. Two are exclusive partnerships and one isan in-house developed system.
  • Developed and launched Sales Representative ‘Peer Pricing’ tool that created incremental sales side profitability of $5.6 million.
  • Attained and integrated 3 long term care organizations totaling $30 million in revenues at 10% EBITDA adding 10 experienced sales representatives. Acquired 70% ownership in a consulting organization.
  • Created a “company first”innovative iPad application that connected customer need with one or more of existing solution offerings generating a 30% increase in solution selling.
  • Led divestiture due diligence process of nursing home & HME/DME business which included management presentations and due diligence with multiple private equity and strategic organizations before PSS World Medical sold to McKesson in October.

Mark Steele

Vice President Marketing, PSS 2005 – 2010

Oversaw a $6 million budget and38 personnel. Managed Marketingrelated activities for a $1.4 billion division spanning 700 sales members. Positioned the sales group for long-term growth, creating strategic vendor partnerships, developing and implementing sales strategies and training programs designed to expand new and existing business. One of four Division Executive Management Team members reporting up to COO that re-defined and executed growth strategy, resulting in organic business growth of $350 million over 5 year time period.

Key Accomplishments:

  • In just 3 years; launched exclusive physician office point of care lab diagnostic instrument that went from zero to $11 million in incremental revenue.
  • After securing agency relationship with flu vaccine manufacturer; developed customer and sales programs that drove $15.7 million in year one and grew to $44.4 million by year three.
  • Conceived and implemented the operations framework for supporting 2 exclusive Healthcare Information Technology relationships: one EMR that generated $4.6 million in annual revenues and one Revenue Cycle Management/EMR that has generated $4.7 million in annual profit.
  • Created and directed new customer acquisition campaignthat on-boarded 15,000 new Customers with 10,000 Customers continuing to buy after 1 year.
  • Improved overall buyside profitability by $52.5 million through private brand increase and co-launching a strategicsupplier management program.
  • Developed strategic partnerships, sales force training programs, customer offerings and annual incentive program to drive top line clinical laboratory diagnostic growth by $125 million in revenue.
  • Directed, managed and oversaw all aspects of annual National Meeting and initiatives to enhance revenue; managed a $2.5 million budget, and steered the project team from concept to execution of strategy sessions, cultural engagement, sales collateral development and adoption, speaker line-up, and expense reduction through vendor partnerships.
  • Shaped the approach to opportunity analysis through rep training and customer programs that shifted sales force from product selling to solution selling.

Vice President Sales, Northern Region, PSS 2002 – 2005

Delivered profitable performance, leadinga balance between growth, employee engagement, and customer management. Held full P&L responsibility of $250 million with$11 million net income,12 sales managers and a 200member sales force.Devised and executed strategic sales and business development initiatives; oversawconsistency of policy, training, and operations to secure incremental gains in market share, revenue growth, account penetration and acquisition.

Key Accomplishments:

  • Spearheaded efforts to turn around a business unit with 7 years of missing forecast to achieve incremental sales of $33 million in 2003, which represented an increase of 15%.
  • Led Region from worst performing to best performing in one year as measured by performance over plan in Sales, Gross Margin, and Net Operating Profit.
  • Improved Revenue FY04-FY05 by 10% and Net Income by 15%.

Sales Manager, Chicago, PSS 1998–2002

  • Directed 20 Reps and P&L of $25 million revenue and $2 million net income.After 1 year of restructuring sales staff and processes, hit net operating income plan the subsequent 3 years.
  • Initial member of Fast Track A, a step-up assignment for high achievers within organization to receive executive training and work on strategic company projects.
  • Recipient of Eagle Award for Sales Leader for FY2002.

Mark Steele

Sales Manager, West Texas, PSS 1997–1998

  • Managed $15 million P&L and $1.8 million net income, leveraging a detailed understanding of the growth rate, profitability and competitive market dynamics.
  • Developed and implemented uniform policies and procedures. Formulated and executed sales and marketing strategies. Handled budget management functions and developed sales forecasts.
  • Doubled branch operating net profitability from 6% to 12% through increased volume with major growth in the highly profitable product segments of diagnostic equipment and laboratory reagents. Was 2nd highest net operating income performer out of 60 branches.

Sales Representative, Southern California, PSS 1995 –1997

  • Responsible for growth of a $750,000 territory spanning 140 accounts.
  • Exceeded sales plan by 183%.
  • Improved profitability by 400 basis points in 4 months through strategic pricing process.

Bachelor of Science, Biology – University California, San Diego

Northwestern University-Kellogg School of Management: Executive Leadership Training

University of Notre Dame Mendoza College: Executive Training, Strategy & Negotiation

HIDA Physician Advisory Council, 2005 – 2010

HIDA Board of Directors, 2011 – 2013

HIDA Educational Foundation, Thought Leaders Council, 2012 – 2013