Tim Nicholson
1563 Linkside Drive, Atlantic Beach, FL 32233
Home: 904-247-1737 Cell: 904-616-6117
Regional/ National Sales Director
Revenue/ Profit Growth ~ Market Expansion ~ Sales Leadership
Highly motivated, aggressive sales executive with 20+ years of comprehensive experience in sales management, marketing, and sales training within the healthcare industry including pathology, surgery, oncology, and healthcare information software. Proactive approach to creating innovative solutions that consistently produce increased revenue growth and market share. Exceptional account management skills with the ability to inspire confidence and gain trust through attentive service and efficient problem solving. Strong leadership techniques and professional attention to detail supplemented by the ability to influence others.
Proven success in identifying, developing, and closing critical opportunities that
consistently achieve measurable results
Professional Experience
Clarient, Inc. (formerly Chromavision Medical Systems) – San Juan Capistrano, CA 2000 to Present
Market leader in image analysis, providing innovative technologies, services and expert support for the characterization, assessment and treatment of cancer; with projected annual revenues of $20M for 2005.
National Sales Manager (2003-Present), Region Manager (2000-2002)
Oversee entire sales organization for medical device and oncology reference lab services to drive top line growth; accountable for implementation of company sales strategy and budget administration. Manage and conduct various sales and marketing activities, serving as primary contact for customers to ensure requirements are acknowledged. Lead development of new geographic markets. Recruit, train, and supervise 4 direct reports and 16 indirect reports. Serve on the Executive Team; provide leadership and develop initiatives in order to create cohesive groups.
· Increased startup oncology services revenue 223% during first 6 months of 2005 by implementing an account and territory specific targeting and segmentation plan.
· Launched new services to targeted customers, which improved average account monthly revenues by 15%YTD.
· Grew startup oncology lab revenues more than 100% in 9 months by designing and executing a sales training program that increased productivity levels and quality of accounts.
· Developed and implemented an account retention program that maintained over 90% of accounts and improved 30-day forecasting accuracy from less than 50% to greater than 90%.
· Realized unprecedented startup growth within the lab industry by generating $2M in revenue from a zero base for the new reference lab business during the last 5 months of 2004.
· Successfully launched new image analysis product without clinical trial data by redesigning sales message focused on improved results through standardization and quantitation, generating increased revenues of 300% during the last 6 months of 2000.
· Honored with the Presidents Cup Leadership Award in 2004, and the Presidents Club as Top Region in 2001 and 2002.
MasterChart – Bannockburn, IL 1999-2000
Startup healthcare information technology company with a focus on hand-held technology for both electronic medical records and electronic prescription software for point-of-care capabilities (sold to Allscripts, Inc. in May 2000).
National Sales Manager
Directed all aspects of field sales at a national level; accountable for selling to major accounts, providing comprehensive sales forecasts, and recruiting and training sales personnel. Developed solid customer relationships within account base, maintaining and increasing both margin and market share. Coach and motivate field sales personnel, ensuring programs are successful.
· Key contributor in development of detailed sales process for the hospital IT market and the ambulatory physician office market for both product lines.
· Gained market share within competitive environment by evaluating sales funnel and launching new hands-on approach to support product, which facilitated the closure of 17 of the 30 targeted accounts resulting in $10.2 M in new revenue.
Care Management Science Corporation – Philadelphia, PA 1997-1999
Leading provider of care management and clinical access solutions for healthcare providers nationwide; offer Internet-based suite of workflow and analytic tools that automates information flow throughout the care process.
National Account Manager
Managed all sales activities for national accounts and IDN’s. Delivered influential presentations to key decision makers including CEO’s, CIO’s, and CMO’s, gaining consensus on plans to improve patient outcomes by disease type utilizing innovative software tools. Researched and identified top chains; completed competitive analysis to establish credibility of product.
· Successfully closed Daughter of Charity 40-hospital account to a 3-year contract valued at more than $4M.
· Consistently met or exceeded established goals; achieved 111% of plan in 1997 and 122% of plan in 1998.
· Recipient of the ‘President Cup’ in 1997 and 1998.
Dornier Medical Systems – Atlanta, GA 1996-1997
A leader in the urology market, offering innovative therapeutic, diagnostic and service solutions worldwide for numerous healthcare fields.
Key Account Manager
Accountable for developing effective sales strategies and marketing tools for large hospitals and multiple urology practices throughout a 4-state region. Collaborated extensively with clients/prospects to identify needs; conducted needs assessment, determined business strategy, and defined sales structure to gain market share and increase revenues. Created and delivered effective presentations.
· Ranked number two in the nation during the first 6 months of 1997; achieved more than $1M in sales.
Oncotech – Irvine, CA 1989-1995
An innovative oncology company, providing state-of-the-art molecular oncology laboratory services to assist physicians in the care and management of their cancer patients.
National Sales Manager (1993-1995), Region Manager (1990-1993), Sales Representative (1989-1990)
Developed national sales and marketing strategies for clients throughout territory; devised and implemented plans to increase sales and profitability. Performed forecasting and budget management functions. Established and cultivated long-term relationships in an effort to drive sales and maximize renewal business. Created and delivered value-based presentations and proposals. Recruited and trained sales organization of 20.
· Designed and executed program that focused sales personnel on relationship development, which generated additional revenues and realized a growth in the top 20 accounts of more than 70% within 6 months.
· Instrumental in doubling revenue in 1994 to $9M; recognized as the number one region for three consecutive years.
· Launched innovative new lab services, which exceeded plan by 38%.
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Early career includes Key Account Manager, (Binney and Smith – Easton, PA), Key Account Manager/Territory Representative, (Gillette Company – Boston, MA) and Territory Manager, (Sandoz Pharmaceutical Company – Minneapolis, MN)
Education & Credentials
Bachelor of Science in Marketing – Auburn University, Auburn, Al
Professional Development
ACCLIVUS Sales & Sales Management Seminars ~ PSS Sales Training
Miller Heiman Sales & Sales Management Seminars ~ Face-to-Face Sales Training