SourceOne Healthcare Technologies
Marketing & Sales
Executive Promoted to COO
SourceOne Healthcare Technologies is the largest distributor of imaging equipment,
supplies, accessories and service in the United States. When they contacted the ASLON
Group they were a billion-dollar startup that developed from the merger of two distinct
companies: Health Care Products (HCP), a division of Royal Philips Electronics, and
Diagnostic Imaging (DI), a subsidiary of PSS World Medical Inc. They needed to find
someone who would create their branding and be an integral part of the new company’s
growth and recognition.
Through our proprietary retained search process we identified Robert White, who was the Senior Vice President, Worldwide Sales and Service for Accelrys in San Diego in April 2003. Prior to Accelrys, he was the Global Marketing Executive, Healthcare division at IBM. Bob accepted the position of Senior Vice President, Sales and Marketing and moved his wife and six children to Cleveland where he reported to the President and Chief Executive Officer. He was directly responsible for the management of sales and marketing activities with oversight of five executives and more than 250 people in the Consumable Products, Capital Equipment, Strategic Accounts, Customer Care and Marketing groups
During his first year they turned around HCP and DI’s financial performance to chart solid sales and profitability results and established their lead position in the U.S. imaging distribution market. Additionally, new corporate headquarters were built; a new executive leadership team was put in place; functions were centralized; and manufacturing, distribution and administrative offices across the nation were integrated. Bob White played a strategic and lead role in facilitating the operational and cultural integration of HCP and DI. Under his watch, White streamlined the sales and marketing operations of HCP and DI, fostered relationships with both new and existing business partners to bolster product offerings, launched new corporate image and marketing programs, and began mapping out a new sales approach designed to offer customers enhanced value-added, consultative services.
Effective March 1, 2004, Bob was appointed to fill the newly created position of Chief Operating Officer and Senior Vice President. White assumed responsibility for managing all day-to-day business of the company in the areas of Manufacturing and Operations, Service, Sales, Marketing, and Customer Care. The five vice presidents and directors who lead these areas now report to White, while White continues reporting to the President and CEO. With White at the helm of operations, the CEO will be working closely with their investment group to aggressively pursue the company’s acquisition and diversification plans including opportunities that will pave the way for SourceOne to expand both inside and outside of the radiology marketplace.
Finding the right executive leadership at a critical time can propel a company toward success in less than a year. We know that the ultimate determinant for business leaders rests largely with who they are as people, rather than with their accumulated experience. We match our client’s needs in terms of corporate culture and industry positioning, as well as technical requirements to the candidate’s profile.
Remember - having the right people in the right seats will make your organization great.
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