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JOHN DAWSON — Page 2
Led BRLI’s second largest business unit comprised of 9 District Sales Managers, 2 Business
Development Managers, 2 Genomic and Esoteric Testing Managers, 7 Billing Information
Specialists, and 120 FTE’s, realizing $399 million in annual sales revenue. Managed development
and implementation of integration strategy following acquisition of Laboratory Corporation of
America.
♦ Successfully integrated BRLI and LCA sales forces and client bases of 13.000 clients
across NC, SC, TN, GA, MS, and AL.
♦ Salvaged BC/BS contract valued at $34 million the largest contract in the Southeast.
♦ Reduced attrition rate to less than 1%, saving company $10 million.
♦ Served as Six Sigma Trainer, Owner, and Champion, resulting in first year savings of $1.65
million for Billing DSO and $1.7 million for Account Profitability.
♦ Achieved all Price and Volume growth objectives; exceeded sales budgets and forecasts
for three consecutive years.
♦ Recognized with the “Six Sigma Impact” award for Integration Sales plan and execution.
♦ Worked closely with Managing Director, achieving OM in excess of 20% each year.
BIO REFERENCE LABS, INC., New York City, NY 1983 − 1999
Leading provider of diagnostic testing and services; acquired by LCA in 1999.
SENIOR DISTRICT SALES MANAGER, PHYSICIAN MARKET, 1997 – 1999
♦ Managed regional sales force for Physician Market comprised of 1 District Sales Manager
and 23 FTE’s charged with expanding revenue base of $100 million.
♦ Achieved #1 district in the U.S. in 1997, 1998, 1999 for new sales productivity.
♦ Served on national “Selectest” team charged with the development and rollout of new
pricing models; assumed regional leadership for launch following successful pilot.
♦ Led national Healtheon DX pilot program, resulting in company-wide product launch;
product became primary IT product offering.
♦ Ramped up numerous sales and service initiatives including A/R UPIN, saved $270,000;
MLCP Reduction, netted $359,000; and Call & Reporting Process, adopted as best practice.
♦ Five time recipient of the “President’s Club Award”.
DISTRICT SALES MANAGER, SOUTHEAST REGION, 1994 – 1996
♦ Managed regional sales force of 11 Physician Account Managers and 1 Sales Support
Specialist across GA, TN, SC, and NC.
♦ Ranked #2 in the U.S. for new sales; exceeded annual sales budget by $10 million.
EARLY CAREER PROGRESSION:
Senior Territory Sales Manager (1992-1994); Territory Sales Manager (1983 – 1992).
EDUCATION
Bachelor of Business Administration, Accounting
NAIA Golf Champion
P
RINCETON UNIVERSITY, Princeton, New Jersey
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