John L. Piazza

6103 Wilson Mills Road, Highland Heights, Ohio 44143

Tel: 440-446-9470 E-Mail: johnlp11@sbcglobal.net

 

Senior Sales & Marketing Executive

 

Excellent Business AcumenStrategic Business Planning P&L Performance Alliances & Partnerships Competitive Market Analysis Market Expansion Leadership & Development of Performance-Driven TeamsSales Management Sales Channel DevelopmentSales Process Design & Improvement

 

Distinctive Executive Qualifications Strategic thinking, imagination and foresight to conceptualize innovative sales approaches to new and existing products/services and new marketing opportunities, as well as the implementation skills to bring them to fruition.  Professional stature with excellent communication and personal interaction skills.  Able to lead high-level discussions and presentations, and interface effectively with top management and external audiences.  Dynamic and open personality with social and political awareness.

 

Expected Results (1) Create strategies and formulate plans that enable the company to achieve its growth objectives and rapid development of market presence, (2) Develop innovative ways to sell into highly competitive markets, leading and managing continuous improvement of the sales process, (3) Evaluate market reactions to marketing/sales programs to ensure the timely adjustment of strategies and plans to meet changing market conditions, (4) Build, motivate and retain sales teams with a common sense of purpose and achievement, and a strong commitment to achieving market leadership.

 

Experience, Key Challenges and Results:

CHA/CHAMPS Management Services, Cleveland, OH – 1986 to 2004

Vice President of Sales (1999-2004)
Director, Sales and Marketing (1990-1999)
Marketing Services Coordinator of Marketing Services (1986-1990)

The company provides group purchasing and management services to its members, including hospitals, nursing homes, and other healthcare provider organizations and is a for-profit management services affiliate of the Center for Health Affairs (CHA), a regional hospital trade association. 

 

Fast track promotion through increasingly responsible leadership roles.  Initial focus on building the group purchasing organization and increasing utilization of contracts through development of new business.  Ultimately provided direction to seven direct reports in driving both new and existing business in multiple markets.

 

         Consistent Revenue Growth.  Positioned the company as a strong regional healthcare purchasing group that gained the interest of customers and manufacturers, with presence at major regional conferences.  Company grew from $45 million to $500 million over 15 years.  Personally produced sales growth from $500,000 to $5 million in a highly competitive market, forming successful, long-term partnerships and strategic alliances with both business partners and customers. 

         Team Leadership and Performance Optimization.  Built, managed, and motivated a top-caliber sales organization, including training and development.  Established new sales management and compensation system, enabling more effective performance measurements and accountability. 

         Expanded Market Segments.  Developed and executed sales strategies and plans that maximized revenues and increased market presence outside of traditional boundaries.  Expanded group purchasing services to include the allied health market, delivering $1.6 million in new net revenues.  Overall, developed a network of 450 new acute, long term and allied health care facilities, including establishing new contracts and creating new pricing structures.  Consistently monitored competitor performance to ensure that CHAMPS maintained and enhanced its competitive position.

 

         Operational Leadership.  Developed well-orchestrated and innovative business strategies.  Implemented effective and efficient workflow processes to support high standard of customer service and ensure the attainment of maximum sales volume at minimum cost.  Efforts included implementation of joint business partner sales promotions, resolution of customer/vendor issues, and cost analysis for current and potential customers. 

         Partner Management.  Developed and maintained regional/national partner relationships.  Successfully negotiated contract with key partner Premier on a national level, enabling substantial market expansion from two to five states, while gaining 25% increase in fee-share for alternate care business.  Involved converting customer base from incumbent provider to Premier, resulting in 50% increase in contract utilization from existing facilities and improvement in overall member satisfaction. 

Cleveland Clinic Health System – Hillcrest Hospital, Mayfield Heights, OH – 1985 to 1986
Patient Relations Manager

 

Provided administrative/professional skills in managing the Patient Relations functions of the hospital.  Served as a community liaison for the hospital administration.   Assessed client issues and facilitated appropriate actions to ensure hospital compliance with legislation and other regulatory standards.

 

         Relationship Management.  Maintained positive relations for patients and their families, providing a link between the hospital, patient and families especially in the area of conflict resolution concerning treatment or care.  Reduced complaints 45%.  Implemented patient satisfaction survey response system that increased response rate 40%.   

 

Education / Training:

BS, Communications, Ohio University, Athens, Ohio

Technical Skills: PowerPoint, Excel, Word

Professional Development Courses: Sales, Negotiating and Customer Relationship Management


Professional Affiliations:

Member, Past Board Member, Health Industry Group Purchasing Association (HIGPA)

Member, Federation of American Hospitals (FAH)

Member, Sales and Marketing Executives (SME) of Cleveland

Member, Healthcare Executives Association of Northeast Ohio (HEANO)