Richard D.

Mark

VICE PRESIDENT SALES AND MARKETING, HEALTHCARE

EXECUTIVE PROFILE

Innovative senior sales and marketing executive in the medical device and pharmaceutical industry. Skilled at
launching and growing a start-up company, hiring and launching a sales division with innovative products new to
the optical industry. Past experiences include building a revenue stream within the first year to exceed $58M in
sales in the United States and Canada while remaining a market leader in polycarbonate lens sales. Built strong
business teams by continually coaching and training sales management and account executives to win customer
confidence. Created programs to support direct selling to major accounts and indirect selling through distributors.

CAREER HIGHLIGHTS
A hands-on sales and marketing leader, with a customer-centric attitude, who is experienced in growing a
business in challenging economic climates. Key career highlights include:

Launched two new products and built a sales pipeline from scratch to capture 72% market share within 9
months.

Created marketing channel and product sales roll-out that reached 1,400 eyecare offices and 4,000 providers
within 6 months.

Piloted and sold over 320 products within the Lenscrafters channel and presented to 150 doctor/retail
locations introducing new vision testing product, yielding $400K in annual revenue in first year of start-up.

SKILLS AND EXPERTISE

Revenue Generation
Marketing Strategies
Market Share Leadership
Channel Development
Profit Improvement
Brand Awareness

National Account Leadership

Account Acquisition/Retention
Key Account Development
Sales Presentation/Messaging
High Performance Sales Teams
Training Needs Analysis

Profit/Loss Leadership
Strategic Business Change
Start-ups & Acquisitions
Talent Acquisition/Hiring
Strategic Leadership
KPI Implementation

PROFESSIONAL CAREER
SHAMIR INSIGHT INC., SAN DIEGO, CA, FEBRUARY-OCTOBER, 2015
North American Retail and Managed Vision Care Account Manager
Shamir Insight, Inc., www.shamirlens.com is a wholly owned subsidiary of Shamir Optical Industry, Ltd., an Israelbased company, which is engaged in the development, design and manufacture of premium progressive lenses
for the ophthalmic industry. Serving as the Sales & Marketing center for the USA, Canada, Central/South America
and Mexico, Shamir Insight specializes in the marketing of premium progressive lenses under product brand
names such as Shamir Autograph III, Shamir Attitude III - Fashion and Sport, Shamir Computer and
WorkSpace, Shamir Duo, Shamir InTouch, Shamir Golf, Shamir Autograph II - Attitude and Shamir
Autograph II - Office, the industrys leading occupational lens.
Key accomplishments:
Introduced Gregg Ossip, OD, CEO of Ossip Optometry to Shamir Executive team with an opportunity to
create $8MM in annual sale
Secured new lens design bid for aspheric Trivex and 1.67 lens materials resulting in $3 MM in annucal
business for 2016
Introduce InoTime Lab opportunites to five retail customers providing a potential of $2MM of increased
revenue for 2016

CITYTEAM, SAN JOSE, CA, SEPTEMBER 2014-FEBRUARY, 2015

Business Development
Cityteam, www.cityteam.com ,is a non-denominational Christian non-profit serving the poor, the homeless, and
the lost in San Jose, Oakland, San Francisco, Portland and Philadelphia. Since 1957, Cityteam has been serving
people in extreme poverty and helping them transform their lives, their families and their communities where they
live. Today with the help of volunteers and donors, Cityteam is impacting the lives of over 500,000 people each
year just in the United States and helping hundreds of the thousands of lives in partnership with local leaders in 48
other countries around the world.
San Jose, CA 95125 408.482.4508 (m) 408.286.0157 (o) rickmarkable@msn.com
Linked-In Profile: www.linkedin.com/in/richarddmark

Richard D. Mark

Page 2 of 4

Senior Executive Sales and Marketing, Healthcare

CityTeam provides a variety of vital services such as hot meals, safe shelter, long term addiction recovery for men
and women, learning and career centers, clothing, emergency food boxes, babies items, counseling and other
essential care to help individuals and families to transform their lives and communities.
Key accomplishments:
Manage and grew major donor lists
Successfully presented long term growth proposals to major donors with largest percentage growtth
Present tours with leaning opportunities to Silicon Valley organizationsl such as the San Jose City Chamber
of Commerace, Cisco, Apple, ScanDisk and others to enhance volunteerism

QSPEX TECHNOLOGIES, INC., Alpharetta, GA, OCTOBER 2013-FEB 2014

Executive Senior Director of Sales, North America

QSpex Technologies, Inc, www.qspex.com, Founded in 2007, QSpex Technologies, Inc. has developed a unique,
innovative, patented, quick and easy-to-use system and materials that allow optical outlets to produce premium,
custom spectacle lenses of unrivaled quality. The companys mission is to provide vision care providers the unique
capability to increase patient satisfaction with both the quality of the lenses delivered and the time to finished
product while significantly increasing profitability.
Key initiatives include:

Hired and built a team of 9 senior account executives to meet and exceed sales forecast with the goal
of bringing the company to profitability by 3rd quarter, 2014.

Assist in the development of marketing and advertising messaging which helps enhance awareness of
ease of lens casting as well as demonstrating speed of delivery of a premium lens to the patient.

Work directly with the Director of Technical Support to make sure sales, sales implementation and
training, together with lens manufacturing pull through, happen seamlessly for the optical practice
and/or lab.

Increase office presence from an existing account base of 150 accounts to 375 accounts in 12 months.

Work with ICs to supplement the sales activities of the Regional Account Executives in non-covered
geography.

Develop a sales strategy to bring the Mini Lab into both the small lab environment as well as the small
multi-sited retailer.

Plan and oversee the national sales meeting as well as orchestrate the sales activity at all major optical
shows such as VEE and VEW.

PIXELOPTICS, Roanoke, VA, 2011 - 2013

Director Retail and Managed Care

PixelOptics, www.pixeloptics.com, incorporated in 2005, is a start-up company that develops transformational

innovations in optics and electronics. The company's major investors include venture capital companies such as
SafeGuard, Delphi Ventures, Longitude Capital and Stark Investments with debt of $3.5M and investments of
$75M, as of June 2013. PixelOptics is leading the change from passive eyewear to active eyewear that responds
to the needs of the wearer, and has more than 350 issued patents and patent applications around the world.
Key accomplishments include:

Hired and built a team of 5 senior account sales professionals for a new venture capital backed
PixelOptics over a 4 month timeframe.

Marketed and sold to over 450 independent eyecare practices, leading our sales group to meet goals in
less than 10 months. Signed agreements to generate a projected $1.8M in total annual revenues.

Directed high producing sales team leading the nation in product placement exceeding goal
expectation by 20%

Led initial marketing events in 25 of 64 cities through the US, reaching a total of 1400 eyecare practices
and over 4000 ODs, MDs, Opticians and office personnel. The marketing/sales events took place over 6
months.

Built forecast for product pull-through and individual office rollouts to secure a product sell-through of 4
pairs per month at a retail price point of $1250 dollars, equal to $60K in revenues per practice.
San Jose, CA 95125 408.482.4508 (m) 408.286.0157 (o) rickmarkable@msn.com
Linked-In Profile: www.linkedin.com/in/richarddmark

Richard D. Mark

Page 3 of 4

Senior Executive Sales and Marketing, Healthcare

Enlisted 3 labs to produce the product and trained over 25 lab sales representatives to assist in channel
distribution and sales.

Built and designed marketing programs and promotional events and conducted 39 within retail optical
locations during the first year.

ESSILORUSA, Dallas, TX, 2006 - 2011

Director Sales and Marketing, Visual Fatigue Lenses

Essilor, www.essilorusa.com, is the leading manufacturer and wholesale distributor of optical lenses in the United
States. In 1996, with the establishment of Essilor Laboratories of America, Inc. (Essilor Labs), Essilor became the first
fully integrated optical company in the United States, specializing in ophthalmic lens production, manufacturing
and distribution in addition to wholesale optical laboratory operations. Essilor Labs is the largest wholesale
laboratory network in the United States. These leading, independent laboratories serve opticians, optometrists
and ophthalmologists nationwide. Throughout North America, Essilor has more than 8,500 employees located in
128 facilities and Essilor of America is a fully owned subsidiary of Paris-based Essilor International with
approximately 27,000 employees, world- wide.
Key accomplishments include:

Developed and tested marketing plans and collateral for the launch of a Visual Fatigue campaign.

Planned and promoted, with local sales representatives, to test the Essilor Computer lens and the AntiFatigue lens in Dallas and San Francisco markets. Lens sales of these two new lenses achieving a 72%
share category in the first 10 months.

Grew sales of VF category to 350 pairs per day average with an average pair sales price of $60 per pair
from initial launch of product and division.

Identified, tested and co-promoted, by collaborating with Rx Sun product team, to a multiple pair
eyewear strategy allowing accounts to sell a second pair of sun or visual fatigue eyewear to patients at a
50% discount when sold at the same time. 2nd pair sales received a 38% lift in each of the practices
targeted.

Guided transition of PRIO business to Essilor Visual Fatigue lenses through a conversion of existing product
selection by creating a simplified fitting approach to Essilor Computer and Essilor Visual fatigue lenses.

PRIO INC., Beaverton, OR, 2002 - 2006

Vice President of Sales

PRIO, Inc. was acquired by Essilor USA in 2006, after its initial start-up in 2002. PRIO, Inc. was a VC funded start up
that manufactured and sold intermediate vision testers to combat CVS (computer vision syndrome). Responsible
for sales of PRIO diagnostic device and PRIO NVF lenses to independent ECP, wholesale laboratories and retail.
Led and directed sales force calling on ECP, calling directly on labs and a telesales group supporting both direct
and lab-based selling, sales collateral and promotional programs. Reported directly to CEO.
Key Accomplishments include:

Led a sales team of 6, strategically located across the nation, to sell in a visual testing device to
determine amount of vision correction when viewing a computer screen.

Captured 15% of all independent optical locations in a 3.5 year period with a completely new exam
process. Nurtured and sold 2 OEM manufactured lenses under the private label names of PRIO and
Browser to accommodate the Rx derived from the PRIO near point testing tool.

Sold PRIO units to all Lenscrafters corporate locations and an additional 120 franchise locations for the
largest one time sale in the history of the company, generating $400K in revenues per year.

Promotional and marketing events for distribution to over 150+ Lenscrafters locations to use of the PRIO
products. Launch yielded 22% sales increase within first 90 days.

Launched a new category and captured over 50% market share of computer lenses in 3.5 years as
member of the executive team selling PRIO to Essilor. One of two members of the executive team
retained by Essilor.

San Jose, CA 95125 408.482.4508 (m) 408.286.0157 (o) rickmarkable@msn.com

Linked-In Profile: www.linkedin.com/in/richarddmark

Richard D. Mark

Page 4 of 4

Senior Executive Sales and Marketing, Healthcare

VISION-EASE LENS, Minneapolis, MN, 2001 2002

Vice President National Account Retail Sales

Vision-Ease Lens, Inc. develops and manufactures ophthalmic lenses. The company sells its products through eye
care professionals, such as independent opticians, optometrists, and ophthalmologists; and retailers, wholesalers,
distributors, and dispensing markets to customers in Latin America, Europe, and Canada. Vision-Ease Lens, Inc. is
headquartered in Ramsey, Minnesota with revenues of $105M and approximately 1,500 employees.
Key Accomplishments include:

Led P&L for over $58MM in sales which represented about 50% of all sales for Vision-Ease.

Guided retail account sales and developed marketing promotional plans for retail division, with 8 direct
reports and 2 in the management team.

Nurtured major retail accounts including Lenscrafters, ECCA, and Wal-Mart Henry Ford Optical, Taval
Vision, representing 58% of business or $34MM in annual sales.

COOPERVISION, Rochester, NY, 1996 to 2000

Vice President of National Accounts

The Cooper Companies, Inc., www.coopervision.com, is a global medical device company publicly traded on
the NYSE Euronext (NYSE:COO). In 2005, CooperVision became the worlds third largest soft contact lens
company. In fiscal year 2011, CooperVision celebrated a milestone in achieving over $1 billion in global sales.
Cooper has approximately 7,800 employees with products sold in over 100 countries. It is headquartered in
Pleasanton, CA. Reported to the SVP of Sales and Marketing for a company which manufactured soft contact
lenses with annual revenue of approximately $130MM
Key Accomplishments include:

Grew retail sales from $5 MM to $28 MM in 3 years.

Built and led a team of 3 while traveling about 75% to 80% of the time to call on accounts personally and
assist my team with growing their accounts.

Led the top 150 accounts nationwide accounting for an addition $2MM in sales, annually.

Developed, with my SVP, the annual sales forecast and compensation plan for the retail sales group.

PREVIOUS EXPERIENCE:

VP of Strategic Accounts, Pilkington Barnes Hind, Sunnyvale, CA.

Regional Sales/Regional Sales Trainer, Bristol-Meyers Squibb, Princeton, NJ

EDUCATION
Masters in Divinity, Wartburg Theological Seminary, Dubuque, IA
Bachelors of Arts, Wartburg College, Waverly, IA

PROFESSIONAL ASSOCIATIONS AND SPEAKING

American Society of Training and Development
American Management Association
ABO, Certified Trainer
Instructed more than 300 classes on CVS and VFS for Optometrists and Opticians

San Jose, CA 95125 408.482.4508 (m) 408.286.0157 (o) rickmarkable@msn.com

Linked-In Profile: www.linkedin.com/in/richarddmark