Louis Galasso

Senior-level Sales Executive and Leader in Healthcare and Pharmaceuticals

A highly motivated and proactive Senior-level Sales Executive and Leader in Healthcare, Clinical Laboratories, and Pharmaceuticals who has exceptional organizational and networking skills and a strong history of surpassing sales goals. Known for a keen ability to foster trust, develop strong client relationships, and drive revenue for organizations up to an increase of 20%. Highly skilled and adept at using analytical and creative problem-solving to complete the full sales cycle from new business development, data gathering, analysis, consultative selling, providing new product and service solutions, and superior client care and customer service.

 

Experience

July 2021 – Present

Owner/Operator

Launched and currently managing a home improvement business specializing in bathroom renovations, trim work, tile installation, and flooring. Created a marketing plan and sales process, developed new commercial construction clients, and landed multiple accounts with the local communities. Manage a team of subcontractors – plumbing, electrical, painting, sheetrock, and demolition – regarding client issues and design ideas. Created a Word-based invoice system, a website using WordPress, and digital advertising campaigns.

  • Started an owner-operator home improvement company after job loss due to the Covid-19 pandemic and changes in federal government guidelines for outsourcing laboratory and clinical services. Utilized sales and marketing skills to network with local real estate agents and leverage the company website. Grew startup revenue from $0 to $100K in one year in residential and commercial projects and built a team of high-quality, skilled tradesmen.
  • Developed and implemented a marketing plan to increase sales by networking and building relationships with homeowner associations and communities within a 10-mile radius. Presented free do-it-yourself (DIY) classes covering subjects including tile installation, trim work, and how to replace sheetrock. These events earned a trusted reputation and resulted in an increase of 25% in residential and commercial sales.

March 2020 – July 2021

Vice President of Sales & Marketing

Hired to create and lead a team of 12 Sales Managers, and to develop, execute, and evaluate overall sales strategy and tactical plans. Analyzed sales trends and developed strategies, which resulted in market growth and company profitability. Created a strategy to optimize ROI with internal and external clients. Managed costs and ROI of marketing and trade shows. Collaborated with Sales Managers in key account calls and presented the value propositions and competitive advantages of RDx BioScience services to senior-level decision-makers.

  • The new team of 12 Sales Managers surpassed the company’s goals of growth and revenue by 84%. Additionally, 1o of 12 Sales Managers exceeded their goals by at least 25%. These higher-than-expected results were attained in the first 11 months after accepting the senior leadership role and by using an aggressive incentive program for each team member.
  • Developed and implemented a Peer Speaker Program to increase sales of lab specimen volume by building relationships and trust with potential clients. These events resulted in sales of $290K and an increase in lab specimen volume of 35%.

January 2016 – January 2020

National Sales Manager

Shared responsibilities with the VP of Sales in all aspects of Sales, Marketing, Client Services, and Distributor Channels for established national clinical lab dealing in toxicology, blood, hereditary/cancer genomics, and PGX testing. Worked cross-functionally with all teams, including Compliance, HR, Branding, R&D, Scientific, Managed Care, Billing, and Logistics. Recruited, trained, and managed sales teams that led to the largest three-year increase in revenue in company history. Integrated Salesforce CRM to centralize efforts of Sales, Client Services, Logistics, and Marketing. Leveraged and monitored key reports and sales KPIs and contributed analysis and recommendations to senior leadership. Collaborated with the Senior VP of Sales & Marketing to change Ammon’s corporate strategy in the national lab industry.

  • Oversight for Sales, Sales Operations, and Client Service teams with total sales of $40M+.
  • Grew sales in assigned territory by $11M in 2017.
  • Enlarged clinical testing footprint from 3 to 32 states.
  • Collaborated with the SVP of Sales and exceeded the annual revenue goal for 2020 by 308%.
  • Managed a team of 110 employees, including 25 Sales Reps and a Director of Client Services. Developed and conducted a three-day training program for Sales Reps that taught a higher level of client service orientation, communication, and a value-driven mindset for lab services. Within three months, all 25 reps increased their current book of business ranging from 16% to 50% growth.

November 2012 – January 2016

Owner & CEO

Created and launched a successful multi-million dollar clinical lab. Led all functions from employee hiring and training, budgets, clinical and financial analytics, customer service, sales and sales management, compliance, managed care, and legal. Recruited, hired, and managed a successful sales team and wholesale distributor channels. Created a Salesforce CRM platform for the sales team. Secured regional Managed Care contracts with BCBS, Aetna, United Healthcare, and other major providers. Developed key relationships with vendors, distributors, MCOs, ACOs, POLs, and MSOs to drive volume growth.

  • Leveraged relationships with physician contacts and knowledge of drug testing using urine drug tests (i.e., urine, blood, and hair) to develop an innovative “Reference Lab” with a 450% average profit with each tested specimen. The lab delivered the results to the physicians but outsourced the testing to another lab and eliminated equipment and building costs. First-year revenue was three times the forecasted volume and increased to $900K in four years.

January 2009 – July 2012

Pain Care Specialist

Sold pharmaceutical pain medications to pain management physicians within the state of New Jersey. Reinvigorated the demand and education for Cephalon’s Break Through Cancer Pain (BTCP) medication to oncological and pain management physicians to increase prescriptions and benefit more patients.

  • Developed four National Speakers to deliver presentations to large audiences of healthcare professionals. Provided patient education on the importance of following through on difficult or time-consuming care routines; helped physicians explain to patients the difference between desired and needed treatments. As a result, sales territory was among the highest sales volume in the U.S., and one physician was the highest prescriber of BTCP in the nation.
  • Leveraged chiropractic and pharmaceutical knowledge and experience to gain trust and build relationships with physicians, and increased market share and profitability of new pain medication and muscle relaxer in sales territory by 31%.

Results

Oversight for Sales, Sales Operations, and Client Service teams with total sales of $40M+.

Grew sales in assigned territory by $11M in 2017.

R

Developed and implemented a Peer Speaker Program to increase sales of lab specimen volume by building relationships and trust with potential clients. These events resulted in sales of $290K and an increase in lab specimen volume of 35%.

Expertise

  • B2B
  • Business Development
  • C-Level Decision Support
  • C-Level Relationship Management
  • Client Relations
  • Client Retention & Satisfaction
  • Healthcare
  • Health Care Management
  • HIPAA
  • Leadership
  • Leadership Development
  • Market Expansion
  • ​Marketing Specialist
  • Mentoring
  • Product Launches
  • Project Management
  • Recruiting & Training
  • Sales
  • Sales Management
  • Strategic Growth Planning
  • Succession Planning
  • Team Building
  • Team Leadership
  • Territory Management
  • Training & Development
  • Vendor & Client Relations

Education

Doctor of Chiropractic (DC)

Bachelor of Science (BS)

Biology

Associate of Science (AS)

Marketing

Meet Louis

Q&A

Why did you choose your profession?

After learning so much about the human body from chiropractic college, I wanted to remain inside the healthcare arena.

What is your greatest accomplishment?

Being able to re-invent myself as a Contractor for Home Improvements. When nothing else was available during the global pandemic, I relied on my transferrable skills to market and grew my business to be a success.

Do you live by any piece of advice or motto?

Never Give Up! There is always a way to succeed!

What behavior or personality trait do you most attribute to your success, and why?

Fortitude!
No matter how hard things seem to be, keep moving forward with a positive mindset! Why? Because this is applied in all aspects of life!

What is the one thing you need to know about your co-workers?

That they are committed to success!

Do you have a favorite season?

Spring

Testimonials

“Lou has shown this company what it takes to work hard and follow through with his word! He has single-handedly increased our sales team customer service abilities that turned into a record year for revenue gained from sales.”

Mandeep Gill SVP of Sales – Ammon Analytics

“Lou is a rockstar and makes me proud that he is part of our team!”

Stephen Haupt – CEO of Ammon

“Lou increased his territory ranking within the company to Presidential Status in just one year! He thought outside the box, and it paid off!”

William Freiberg – District Manager – MEDA

Interests & Hobbies

Exercising

Golfing

Visiting the Beach