Alan Gonsenhauser

Current

• VP, Marketing & Customer Operations at Straumann

Past

• EVP, Chief Marketing Officer at Independent Health
• VP Marketing at GE Healthcare Financial Services
• VP, General Manager at Lifeline Systems

• Principal at Demand Revenue
• VP, Chief Marketing Officer at Salience
• Senior VP Marketing and VP Sales at AT&T Capital Corporation
• National Marketing Manager, Facsimile and Electronic Whiteboards at Panasonic Communications & Systems Company
• Field Sales, Product Marketing Manager at Xerox Corporation

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Education

• Drexel University - College of Business and Administration
• Drexel University - College of Business and Administration
• Brighton High School

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Recommended

18 people have recommended Alan

Connections

500+ connections

Industry

Medical Devices

Alan Gonsenhauser’s Summary

SENIOR MARKETING and BUSINESS DEVELOPMENT EXECUTIVE

Marketing, sales and P&L general management growth leader. Built and mentored leadership teams. Experience: healthcare technologies, health plans, and services; eldercare security systems; lease financing and business process outsourcing. Proven operating results in startups through Fortune 50. Developed new markets, products, sales channels, strategic alliances and national accounts. Skilled at growing brands, on-line strategies, and revenue generation programs with sales channels. Positioned and mobilized products, services, and financing programs. Acquired and integrated competitors.

SELECTED ACCOMPLISHMENTS
• Independent Health – Re-focused teams, simplified products 67%, created new leadership product suite.
• GE – Grew product revenues 184% to $86.4MM and Practice Acquisition business 55% to $77.5MM in 2006.
• Lifeline Systems – Expanded sales 233%, elevated market share from #8 to #1, drove division profitable and closed and integrated two competitive acquisitions in two years.
• Salience – Increased revenue 338% in two years to $35MM and drove firm EBITDA positive.
• AT&T Capital – Developed seven vertical markets, resulting in 67% increase in leasing business to $1.5B.
• Panasonic – Propelled sales 163% to $67.3MM, restoring profitability with new products and channels.
• Xerox – Introduced new disruptive plain-paper fax category with $25MM revenue in first 2 years. President's Club for sales achievements.


Consistently recognized for accelerating revenue and profit growth, Skilled at developing the plan and delivering results. Focused on understanding customer needs; launching products, channels, and vertical markets; positioning brands; and maximizing customer value. Built and mentored marketing and business development leadership teams. Marketed worldwide via direct, channel and partner models.

Alan Gonsenhauser’s Specialties:

Marketing, Business Development, B2B, B2B2C, B2C, Health Plan, Health Insurance, Proactive Health, Chief Marketing Officer, Business-to-Business, Eldercare technologies, Sales, General Management, Lease financing, Mergers and Acquisitions, National Accounts, Branding, Marketing Communications, Strategic Planning, Global Product Development, Marketing in the Health Care Technology, Senior Living, Security, Telemedicine, Telehealth, ehealth, Business Process Outsourcing.

Alan Gonsenhauser’s Experience

• VP, Marketing & Customer Operations

  Straumann

  (Public Company; Medical Devices industry)

  2008 — Present (1 year )

  Lead North American Marketing (Segment Product Management and Marketing Communications), Customer Operations (Customer Service, Sales Support, and Technical Support) and Regenerative Market Development (our Biotech Tissue and Bone Regeneration business) for leading firm in the Dental solutions space. Straumann is the global leader in implant dentistry, oral tissue and bone regeneration, CAD/CAM prosthetics, and digital dentistry.

• EVP, Chief Marketing Officer

  Independent Health

  (Non-Profit; Insurance industry)

  2007 — 2008 (1 year )

  Led Sales, Marketing, Product Management, Market Research & Intelligence, and Foundation for a $1.5B Buffalo, NY Health and Pharmacy Plan.
  
  Recruited to assist in company’s transformation from health insurance plan to proactive healthcare firm. Led 130 person staff, mentored leadership teams.
  • Re-organized sales force into segment and channel focus; deployed new sales planning, training, compensation plan and broker relationship processes. Revamped sales automation. Exceeded all 2008 sales and profitability targets.
  • Integrated product management organization and simplified products by 67%: from 1,573 to 526 base plans and riders. Created new products to re-position company: “$0 Co-Pay for Preventative Services”
  • Re-positioned marketing communications to proactive healthcare with case studies,ROI tracking, consumer & business advertising, collateral, products and public & community relations.
  • Transformed firm’s customer satisfaction processes with Net Promoter Score.

• VP Marketing

  GE Healthcare Financial Services

  (Public Company; 10,001 or more employees; GE; Financial Services industry)

  2005 — 2007 (2 years )

  Lead Marketing and Strategy for division of GE Healthcare Financial Services that finances medical and dental device manufacturers' and distributors' sales to doctors, dentists and medical group practices.
  
  • Launched new financial products with 2006 growth of 184% to $86.4MM. Grew Practice Acquisition business 55% to $77.5MM with new policies, products and re-organization.
  • Deployed 2006 marketing programs resulting in $454MM leads and $189MM financing activations.
  • Led re-branding of GE HPSC and Vendor business units. Drove research, creating new positioning and value propositions.
  • Mobilized alliance to expand value proposition for national real estate financing.
  • Outsourced management of 170 trade shows, streamlining processes and saving 50% in administration costs.
  • Segmented medical device industry and prioritized vendor segments and targets for relationship development.
  • Deployed win/loss, competitive benchmarking and vendor satisfaction management processes.

• VP, General Manager

  Lifeline Systems

  (Public Company; LIFE; Medical Devices industry)

  2003 — 2004 (1 year )

  Hired to turn-around business P&L at Lifeline System's Senior Living Division. Crafted and deployed new vision, business plan, and systems products; and acquired competitors. Reorganized field and inside sales, technical operations, and marketing. Opened new national accounts, dealer and distributor channels. Outsourced leasing program.
  • Drove top-line revenue 91% in 2003, 64% in 2004 (from $3MM to $10MM); grew market share position from #8 to #1 and drove division profitable.
  • Grew national accounts 113% in 2003 and 194% in 2004 with industry leaders.
  • Propelled indirect channels 8x to $0.9MM in 2003 and 4x to $4.0MM in 2004. Initiated services business.
  • Closed and integrated two competitive acquisitions, expanding customer base from 300 to 1,500 installations.
  • Repositioned the brand, creating industry “buzz.” Generated leads through revamped marketing collateral, website, trade show booth, sales and support CD-ROM, PR, direct mail and search engine programs.

• Principal

  Demand Revenue

  (Marketing and Advertising industry)

  2002 — 2002 (less than a year)

  DEMAND REVENUE, Northborough, MA 2002
  
  Principal – Provided marketing consulting to high-tech, software, and outsourcing companies. Presented demand generation seminars at industry conferences. Positioned and built on-line and off-line brands, creating market awareness and PR.
  
  • Expanded web leads and top-line revenue via search engine optimization for New England-based software and high-tech companies.
  • After 11 months with a Boston-based software company, expanded web presence 5X to 387,000 impressions/month and 8X to 3,400 web visitors/month.

• VP, Chief Marketing Officer

  Salience

  (Privately Held; 51-200 employees; Computer Software industry)

  2000 — 2002 (2 years )

  Led Marketing and Consulting functions for $35MM, venture-funded professional sales outsourcing services firm that mobilized sales forces for medical device, telecom, energy, and high-tech firms.
  
  Drove awareness of field sales outsourcing category and positioned Salience as its leader. Crafted business plans and executed through growth strategies. Built communications, consulting, alliance and database functions.
  • Grew sales from $8MM to $35MM in 2 years. Drove firm EBITDA positive. Developed strategic investor and acquisition targets.
  • Generated demand through web, e-marketing, DB marketing, collateral, sales training and PR. Implemented sales force automation and marketing ROI systems. Built web presence 5x nearest competitor.

• Senior VP Marketing and VP Sales

  AT&T Capital Corporation

  (Public Company; 10,001 or more employees; T; Telecommunications industry)

  1994 — 2000 (6 years )

  A $1.5B division of a $12B firm that leased products for manufacturers and dealers.
  
  SVP, Marketing, and VP, Sales (1997 – 2000) Led 22-person marketing group with $8MM budget.  Drove growth across industries.
  • Grew leasing sales 67% to $1.5B by refocusing organization around vertical markets and customers.
  • Led national accounts and regional field sales forces with over $100MM in leasing sales, growing Ricoh, Danka, Hirsch, and A.B. Dick by over 30% in 2 years.
  
  VP, Product and Segment Marketing (1994 – 1996)
  Recruited to build segment and product marketing group.  Led team in crafting segment strategies, marketing plans and new products.  “Circle of Excellence” Award.
  • Segmented and drove growth plans across 7 vertical markets; doubled new product revenue.
  • Created sales & marketing plans for vendor financing programs and joint ventures.
  • Deployed online e-commerce financing programs, reducing cycle times and improving vendor satisfaction.

• National Marketing Manager, Facsimile and Electronic Whiteboards

  Panasonic Communications & Systems Company

  (Public Company; 10,001 or more employees; MC; Consumer Electronics industry)

  1991 — 1994 (3 years )

  A division of Matsushita Electric Corp., an $18B global electronics manufacturer.
  
  Recruited to refocus the Panafax brand/product line and grow market share after a period of flat sales. Planned, priced, launched and promoted three product lines. Recruited product management, sales training and marketing teams. Managed $110MM divisional P&L. Re-energized and grew dealer, national account and retail channels.
  • Grew the fax segment 163% to $67.3MM, increased market share by 28% and restored profitability.
  • Propelled electronic whiteboard products 79% in 3 years, dominating the category share.
  • Planned and deployed a $20MM low-end product line for small-office/home-office customers. Distributed through office products superstores, warehouse clubs and consumer retail channels.
  • Developed and marketed 16 new technology products. Winner of the “Fax Manufacturer of the Year” award.

• Field Sales, Product Marketing Manager

  Xerox Corporation

  (Public Company; 10,001 or more employees; XRX; Information Technology and Services industry)

  1980 — 1991 (11 years )

  The leading $16B global office products manufacturer and marketer.
  Held six positions of increasing responsibility in financial analysis, corporate audit internal consulting, market research, product marketing, retail channel marketing and field sales.
  
  • Launched the plain-paper fax category which generated $25MM in top-line revenue in the first 2 years.
  • Revamped the pricing, sales incentive and customer promotion strategy for copier and printing sales forces.
  • Awarded “Xerox Presidents Club” for field sales achievements and five “Xerox Achievement Awards.”

Alan Gonsenhauser’s Education

• Drexel University - College of Business and Administration

  MBA , Finance and Investment Management , 1978 — 1980

  Graduate teaching assistant in Finance and statistics.

  Activities and Societies:

  Beta Gamma Sigma, GPA 3.9/4.0, Cum Laude

• Drexel University - College of Business and Administration

  BS , Finance and Accounting , 1975 — 1978

  Cum Laude, G.P.A 3.8/4.0

  Activities and Societies:

  Beta Gamma Sigma

• Brighton High School

  High School , 1971 — 1974

Additional Information

Alan Gonsenhauser’s Interests:

Technology, Amateur Radio, Bicycling, Social Networking, Healthcare technology applications and models to improve outcomes and lower costs for Chronic Disease Management, Telemedicine, Telecare, eHealth, Connected Health, Public speaking opportunities, Search Engine Marketing and Web 2.0.

Alan Gonsenhauser’s Groups:

ELFA -- Equipment Leasing & Finance Association Research Committee, ALFA -- Assisted Living Federation of America President's Council, MENG -- Marketing Executive Network Group, SENG -- Senior Executives Networking Group, MIT Enterprise Forum, TopLinked.com, American Telemedicine Association, Continua Health Alliance, ARRL.

•    Executive Suite
•    Marketing Executives Networking Group
•    Open HealthCare
•    Xerox Extended
•    GE Alumni
•    Chief Marketing Officer (CMO) Network
•    Drexel University's LeBow College of Business Alumni Association
•    GE - General Electric Company
•    Panasonic alumni
•    CMO Executive Network
•    Amateur Radio Enthusiast
•    AT&T Capital / AT&T Credit Alumni
•    Drexel Boston

Alan Gonsenhauser’s Honors:

GE Six Sigma
Xerox President's Club awards for sales achievements
Five Xerox Achievement Awards
AT&T Capital Circle of Excellence
Fax Manufacturer of the Year award for Panafax product line
Presented at conferences and shows across five industries
LinkedIn network of 15.0 Million connections, worldwide.

Alan Gonsenhauser’s Contact Settings

Interested In:

• new ventures
• job inquiries
• expertise requests
• reference requests
• getting back in touch