Why Consider Guido Manzo?

Relevant “Hands On” Experience

Sales Territory Manager Sr. Territory Manager Field Sales Management (District, Regional)

Marketing Product Manager

~40 new product launches, line extensions

Relevant Leadership and Management Experience

VP Worldwide Sales VP Worldwide Sales and Marketing Director level marketing and sales

management – worldwide and US Regional/District level sales management Order Entry and Finished Goods Warehouse

Relevant Leadership and Management Experience

Track record of growth and moving to the “next level”

Extensive experience managing managers Extensive experience managing remote

direct reports Genuine appreciation and affinity for

developing talent from within

Relevant Leadership and Management Experience

Strong record of promoting from within and mentoring into strong managers

Build for tomorrow despite the strengths of the organization today

Relevant Technical Skills

Expertise and experience Hospital and Reference Laboratories Hospital Point of Care (OR, Interventional

Catheterization Lab, Respiratory, ICU/CCU, step down units, etc.)

US acute (hospital) and non-Acute (non-hospital, doctor’s offices, etc.)

International acute and non-acute

Relevant Technical Skills

Chemistry Immunodiagnostics Anatomical pathology Specialty chemistry Hemostasis (coagulation)

Relevant Sales Process Skills

Miller Heiman “Conceptual Selling” Miller Heiman “Strategic Selling” Multi-call point and complex selling

environments Direct Sales and distribution in US Hospital, US

non-acute, and international Distribution: specialty, general lab, general non-

acute, med-surg

Relevant Sales Process Experience

US GPO’s (group purchasing organizations) US IDN’s (regional multi-hospital buying

groups) Contracting (GPO’s, IDN’s, US and OUS

distribution, individual end users, marketing and sales partners)

The complex, multi-call-point world of Point of Care

Relevant Marketing Skills

VP of Marketing and Sales Director of Marketing and Sales Multiple Product Launches + Line Extensions Product Development (e.g. NPS, product

improvements) Development of effective field sales tools Networking and relationship building with KOL’s Key Marketing Awards New market development

Relevant Management Skills

Multi tasking, prioritization Project management Metrics and accountability Guidance and availability to direct reports Mantra of skill set and performance Management of up to 14 direct reports

Relevant Management Skills

Sales force organization, optimization, and disbursement/placement

Development of effective and motivational variable compensation plans

Tie hiring profiles & selling skills to market, product, sales channel, and call points

Balance of tactical and strategic – act early

History of Performance

Results oriented Grew top line from $35 to >$100MM Grew international share from 20% to 40% As individual contributor, first line manager,

senior executive/manager See resume

High Points of Personal Philosophy

Team Honesty, integrity Call it like you see it – answer the question

honestly and directly Coach and counsel early Communicate effectively and clearly Act in a timely fashion (“when you know”)

Personal Philosophy – Cont’d

An agent of “continuous improvement” Set Expectations CLEARLY Hire and develop your backfill Balance work and family – encourage direct reports

to do the same Manage with respect and protect one’s dignity

through both good and challenging times

Summary

Should there be enough in my background that dovetails with the opportunity; or

Should you have additional questions, then Please contact me:

Guido Manzo 908.451.4031 (mobile) guidomanzo@Comcast.net