R. Todd Blanton

Managed all operations for a manufacturer and market leader in rotary and endodontic dental instruments, generating an average of $31 million in annual revenue. Responsible for top and bottom-line performance for the US subsidiary of the global, German-based company, including sales revenue for the US and Canada. Annual budget of $30M; P&L responsibility of $17M; staff of 90 employees.

• Improved operations in Sales, Marketing, Finance and Human Resources

• Worked closely with German leadership to improve brand awareness in the US market

• Established a new marketing leadership team focused on gaining key customer information via VOC and focus groups; improving website on on-line ordering capabilities; creating a Key Opinion Leaders group; and developing a much improved trade show strategy.

• Streamlines sales operations by reducing the number of sales representatives and introducing a new sales compensation plan to improve performance and retention.

• Established a new endodontic market strategy, investing in additional employees and capital to drive commercial success.

• Improved financial reporting and analytics

• Established an annual review process for all employees and created a management team bonus program.

Note: with the exception of 2020, due to pandemic disruption, Komet USA increased sales every year during my tenure. 2021 was a record sales year, significantly exceeding topline sales and EBIT targets. Q1 2022 was the best quarter in the history of the company.

Managed Corporate Accounts, including all dental distributors in North America, for a manufacturer and world leader in dental instrumentation, which generated an average of $170M in annual revenue.

• Worked closely with Hu-Friedy Strategic Business Units and Marketing to build strategies and oversee sales results

• Managed the South Region Sales Team (2016)

• Asked to create the "model region" to pilot and implement a new CRM

• Responsible for Group Practice sales and strategy for US

• Managed 15 direct reports and responsible for the sales efforts of 48 reps

• Managed Corporate Accounts, with a sales plan of $71M and P&L responsibility of $2.4M

• Enhanced existing dental distributor programs

• Increased Group Sales 23% in 2014 and 29% in 2015

• Increased Government and Institutional sales for 2014 and 2015 an average of 13.3%

• Coordinated with Finance team to revise dealer pricing program, which resulted in margin improvement

• Launched new Strategic Markets pricing program and conducted training at national and regional sales meetings

Provided sales and marketing business consulting services designed to support small to medium-sized businesses, with an emphasis on revenue growth, sales management, team development and customer relationship management.

Managed global key opinion leaders, group corporate accounts, universities, study clubs and the "Insiders" focus group. Implemented government healthcare guidelines. Developed and implemented a corporate group dental sales strategy.

• Successfully managed $10M budget, meeting all budget parameters

• Grew corporate group sales from $2.3M to $3.8M

• Gained access and membership to the DGPA (Dental Group Purchasing Association), resulting in significant new revenue

• Developed and implemented a corporate pricing program

• Created a university instructors program and conducted annual meetings, resulting in increased exposure to residents

Developed and implemented all sales strategies in the US and Canada. Managed 12 direct reports, with responsibility for approximately 60 inside and outside sales representatives. Sales budget of $126M; P&L responsibility of $15.4M

• Increased graduate order revenue from $2.8M to $3.4M

• Developed an active recruiting program and partnered with colleges offering sales degrees to establish a funnel for outside sales team. Program used as an example of "best practice" for other companies within the Danaher organization.

• Created and implemented two compensation plans for sales representative/region manager positions

Led all sales activity and P&L management within 7-11 states, managing 10-14 sales representatives.

• Promoted to Senior Region Sales Manager in 2004

• Consistently exceeded sales targets while controlling expenses

• Developed a university analysis system that was implemented in other regions

• Created an active recruiting program that was implemented in other regions