Christopher Lutz
Brighton,MI
Summary
Influential executive with a proven track record in sales, marketing, operations management, and key account management across multiple industries, including 20 years in healthcare. Demonstrated leadership skills in developing and executing strategic and tactical business plans for both private and publicly traded companies. Expertise in change management and organizational redesign, with experience in startups, turnarounds, mature organizations, and fast-paced environments. Skilled in developing channel strategies to enhance go-to-market execution. Utilizes cross-functional collaboration to drive key business objectives, resulting in increased revenue, EBITDA achievement, strengthened market share, and improved shareholder value through effective cost and productivity management. A transformational leader who attracts top talent, inspires followership, and fosters the development of individuals to maximize their potential, ultimately leading to enhanced organizational performance.
Overview
31
31
years of professional experience
Work History
Vice President- Healthcare Vertical
Convergint
05.2018 - Current
- Responsible for strategic business plan and local market engagement to drive vertical market growth
- Grew and managed channel partner relationships for healthcare growth across physical security and clinical workflow and communication technology
- Developed relationships across key healthcare associations for physical security and clinical technology to build brand awareness and business growth
- Doubled the business over 3 years from $140M to $280M
Vice President and General Manager, Strategic Corporate Accounts
Siemens Healthineers
10.2007 - 10.2018
- Responsible for the Premier GPO relationship with ~$600M in annual sales across the enterprise
- Managed 8 direct reports who were accountable for driving sales across Premier’s largest health systems
- FY17- Achieved 55% Imaging Equipment growth
- FY18- Finished #1 in Strategic Corporate Accounts: 24% Imaging equipment growth, 10% Laboratory/Point of Care equipment and consumables growth, and 10% Service revenue growth
Vice President, Central Zone Sales
Siemens Healthineers
10.2007 - 10.2018
- Responsibility, including P&L for $250M of business annually for the laboratory diagnostics division
- Direct and indirect line of responsibility for Sales, Technical, and Service teams totaling 350 employees and 8 Direct Reports
- Sales Executive for the National Laboratory Automation team for the NE, SE, and Central Zones
- Achieved 107% to Lab Automation Goal, which was the highest year ever achieved
- FY16 Performance: Reagents and Consumables improved .5% over prior year and sold 1% more in capital equipment
- FY15 Performance: Reagents and Consumables improved 3.5% over prior year and sold 33% more in capital equipment
Vice President, Commercial Operations- U.S. Region
Siemens Healthineers
10.2007 - 10.2018
- Responsible for 200 people supporting $1.8B in revenue across 8 commercial operations departments
- Key functions and performance achievements: Inside Sales
- FY12- Achieved over 300% to sales goal, FY13- 113% to sales goal, FY14- 111% to sales goal
- Healthcare Consulting Met $330M in revenue contribution for FY12 with a win rate of ~80%
- Met $320M in revenue contribution for FY13 with a win rate of ~75%
- Exceeded revenue contribution goal of $300M for FY14 with a win rate of ~55%
- Customer Service Exceeded all key metric goals for FY12, FY13, and FY14, including an average order accuracy of 99.83% and ~400 new e-Commerce conversions
- Fleet Management FY12 reduced overall vehicle cost by $1.2M and collision rates improved by 10.7%
- FY13 reduced over vehicle costs by over $500K and collision rates improved by 9.8%
- FY14 average cost per vehicle down by 3% vs
- Prior year
- North American Training (Customer, Clinical, and Sales) Successful integration of global team to North America in FY12
- Achieved FY13 training initiatives, including Challenger Selling, Financial Acumen, & Executive Engagement
- FY14 focused on CRM Excellence and Siebel CRM initiatives
- Sales and Marketing Analytics & CRM team Streamlined and improved reports to meet the needs of the North American Leadership Team, business management team, and customer facing teams
- Completed the following projects: CRMe maturity level 3 certification, Customer Classification and Market Segmentation (CCMS) measurement, and Siebel CRM Implementation
- Quality Process Management Ensured preparedness for our ISO 9001 Audit and HQ internal Audit in FY12 by focusing on sales training
- Achieved no major violations for the ISO 9001 Audit and only 1 major and minor nonconformance on the HQ Internal Audit for FY13
- Passed ISO 9001 Audit with no major violations in FY14
- Customer Mobile Engagement Restructured vendor contracts to reduce operational costs and implemented metrics to measure the value of our demo fleet and demo unit programs in FY12
- Reduced operational costs by $10K and increased revenue contribution by over $5M for FY13 vs
- FY12 by implementing CCMS and strategic placement measures
- Achieved 200% revenue contribution growth in FY14
Regional Sales Director
Siemens Healthineers
10.2007 - 10.2018
- 2012 Performance: #6/27 in U.S
- For reagents and consumables growth and #9/27 to overall capital equipment, and reagents and consumable’s goal
- 2011 Performance: 94.4% to reagents and consumable’s goal, 70.6% to capital equipment goal
- 2010 Central Lab Performance: Rank #10/27 in the U.S., #2/27 in the U.S
- For total capital equipment sold, 106% to capital equipment goal, and closed $5.5M in new reagent and consumables business
- 2009 Microbiology and Molecular Performance: 110% to capital equipment goal, 100% to reagents and consumable’s goal, and 101% overall, Finished #2 out of 8 in U.S
- - Presidents Club
- 2008 Molecular Performance: 102% to overall capital equipment and reagents and consumable’s goal
Chief Commercial Officer
MediLynx Cardiac Monitoring
11.2018 - 05.2018
- Executive head of sales, marketing, training, customer service, payor contracting, and supply chain/distribution
- Responsible for 100 people with 9 Direct Reports along with P&L responsibility for ~$50M in business annually
- Commercial management of business turnaround resulting in 15% total test improvement for 2nd half 2019
- 11 straight months of double-digit year over year growth from Q2 2020 through February 2021
- Led payor contract team to support our managed care initiative, which resulted in growing our in-network coverage from 31% to 65% in 2019
- We are now ~85% in-network through December 31st, 2020
- Added over 250 new accounts in 2019 and 2020 through sales restructuring and CRM sales fundamentals improvement
- Implemented new CRM system to support funnel and forecast management and market transparency
- Acquired healthcare insights solution to support the sales process for key strategic deals and outcomes-based sales approach
- Contracted with outside agency to support our marketing plan, inclusive of corporate messaging and positioning, digital marketing campaign, standard of care initiative, website development, and brand identity and visualization
- Developed new hire sales training curriculum and sales certification process
Chief Operating Officer
Papa Romano’s / Mr. Pita Inc.
07.2006 - 09.2007
- Responsibility, including P&L for operations and market share growth of 90 restaurants with 15 direct reports
- Achieved 3% sales growth on a base of $30M year over year for 2007, which was a 10% improvement over 2006 and the first positive sales growth number in 5 years
- Prevented 20 store closures over the first 12 months through new franchisee and corporate acquisitions
- Formed an operations committee and implemented field visit processes to improve Product Quality, Service, and Image
- Created a multi-faceted advertising program by forming a corporate and franchisee-based marketing committee to drive sales growth and improve brand awareness
Senior Vice President of Marketing and Business Development
Panzano & Partners LLC
11.2005 - 07.2006
- Achieved over $500K in new business for 2006 and had over $4M in the pipeline for fiscal 2007
- Responsible for the development and execution of our agency’s marketing and business development
- Accountable for all proposals in response to client RFP’s
Associate Sales Training Manager- Ortho McNeil Women’s Health and Urology
Johnson & Johnson Inc.
05.2002 - 11.2005
- July 2005 and October 2005 Encore award winner
- Member of 4 Lean process improvement teams
- Responsible for all new hire and advanced selling skills training for 600 Sales Representatives
Professional Sales Representative- Ortho McNeil Women’s Health and Urology
Johnson & Johnson Inc.
05.2002 - 11.2005
- Ranked consistently in the top 3 out of 60 in the Region and #1 out of 10 in the District
- 2-time President’s Pinnacle Club Award Winner
- Region Rookie Representative of the Year and Region Representative of the Year
Regional Account Manager
DataTrend Information Systems
01.2001 - 04.2002
- Created systems and processes for our ERP, CRM, Telecommunications, and IT Organizational Effectiveness Practices
- Developed and set up ten different vendor contract accounts with Fortune 500 companies, Universities and State agencies for continual business growth
Director of Operations- Detroit Market
Pizza Hut Inc.
09.1993 - 12.2000
- Responsible for the operations and market share growth of 48 restaurants with 5 direct reports
- Managed annual sales of over $25M and increased average weekly sales by $2K per store average
- Improved overall profit margins by 200 bps, which accounted for a $500K annual profit improvement
- Achieved a restaurant average Hospitality, Quality, Service, and Cleanliness score of 93%
- Winner of Top District Manager for financial performance out of 500 Districts- Presidents Circle
Education
MBA - Marketing
Roosevelt University
Chicago, ILBachelor of Science - Food Industry Management
Michigan State University
East Lansing, MISkills
- Executive Leadership
- Sales Management
- Training
- Development
- CRM Maturity
- Execution
- Strategic Account Management
- Mentoring
- Coaching
- Order Management
- E-Commerce
- Strategic Planning
- Tactical Execution
- Cross Functional Collaboration
- Market Strategy
- Segmentation
- Change Management
- Organizational Redesign
- Quality Process Improvement
- Sales
- Marketing Analytics
- Business Development
- C-Suite Engagement
- Lean Workflow Excellence
- Supply Chain
- Distribution
Timeline
Chief Commercial Officer
MediLynx Cardiac Monitoring
11.2018 - 05.2018
Vice President- Healthcare Vertical
Convergint
05.2018 - Current
Vice President and General Manager, Strategic Corporate Accounts
Siemens Healthineers
10.2007 - 10.2018
Vice President, Central Zone Sales
Siemens Healthineers
10.2007 - 10.2018
Vice President, Commercial Operations- U.S. Region
Siemens Healthineers
10.2007 - 10.2018
Regional Sales Director
Siemens Healthineers
10.2007 - 10.2018
Chief Operating Officer
Papa Romano’s / Mr. Pita Inc.
07.2006 - 09.2007
Senior Vice President of Marketing and Business Development
Panzano & Partners LLC
11.2005 - 07.2006
Associate Sales Training Manager- Ortho McNeil Women’s Health and Urology
Johnson & Johnson Inc.
05.2002 - 11.2005
Professional Sales Representative- Ortho McNeil Women’s Health and Urology
Johnson & Johnson Inc.
05.2002 - 11.2005
Regional Account Manager
DataTrend Information Systems
01.2001 - 04.2002
Director of Operations- Detroit Market
Pizza Hut Inc.
09.1993 - 12.2000
Bachelor of Science - Food Industry Management
Michigan State University
MBA - Marketing
Roosevelt University
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