Ken O'Brien

I joined Keystone Dental Group to optimize operations and enhance market presence across Europe. Over the preceding 10 months, spearheaded strategic initiatives to revamp the European business framework, including the closure of the French entity and relocation of manufacturing and customer support functions to Australia. This decisive action not only relieved financial strain but also revitalized the overall customer experience.

Acknowledging the excellence of our product, I focused on streamlining workflows to fortify operational efficiency, ensuring sustained business stability and fostering growth. Notably, within the last 6 months, identified and capitalized on over $1 million in new business opportunities spanning from Kuwait to Singapore, while also establishing novel channels within the European market.

• Managed multiple partner relationships and internal projects simultaneously in fast-paced work environment.
• Negotiated contracts, securing optimum conditions for business expansion.
• Designed long-term business strategy to guide leadership decision-making.
• Addressed customer issues with compassion and professionalism, ensuring swift, successful resolution.
• Acted as point of contact for high-level queries and represented team at senior leadership meetings.
• Defined business strategies and roadmaps to drive performance across sales, promotions and marketing departments.

This task with this particular role was to turn around a struggling family run distribution business. In order to navigate well we looked to transform our business by realigning roles and responsibilities, changing mindsets, and refocusing product portfolios on core, high-performing, and high-margin items. We focused on developing and executing strategies to drive revenue growth, increase profitability, and create value for customers and stakeholders by engaging these groups and looking at high value / low cost benefits. We instilled a passion about creating value for customers and stakeholders, while driving growth and market success, enabling each company silo to work independently towards a common goal. The results speak for themselves and seeing staff grow and develop was a very rewarding aspect of this particular role.

Key Achievements

• Achieved 166% increase in sales revenue, demonstrating exceptional sales performance and effective growth strategies.
• Attained a substantial 30% net profit, showcasing strong financial management and profitability.
• Successfully reduced products sold by 50%, indicating efficient inventory management and streamlined product offerings.
• Drove a notable increase in customer acquisition by 53%, highlighting effective marketing and sales strategies that attracted and converted new customers.
• Recognized for excellence in quality management and operational processes, receiving the prestigious ISO 9001 certification.

In this pivotal role, fostering entrepreneurial and visionary mindsets was essential to launching and cultivating our fledging company to be seen as experts within our market. Introducing a disruptive product demanded a concerted effort to sway entrenched perspectives among influential Key Opinion Leaders (KOLs) and establish trust within market. Having trained over 150 clients in a new procedure and gain sales of well over 2million in a conservative market was huge.

Key responsibilities encompassed strategic business planning, positioning, and product development, informed by keen insight into market dynamics and customer demands. Successfully navigating complex regulatory landscapes and crafting effective go-to-market strategies were paramount in driving revenue growth and fostering market acceptance.

I'm proud to report that after three years, the product gained widespread adoption across EMEA region. Furthermore, our accomplishments include establishment of manufacturing facility and attainment of ISO and DAMAS accreditations, marking significant milestones on our journey to success.

Key Achievements

• Successfully built a start-up business and achieved impressive revenue of 2 million, demonstrating strong entrepreneurial skills and effective business development strategies.
• Attained a remarkable 30% net profit in year 3, showcasing sound financial management and profitability.
• Earned the prestigious ISO 9001 accreditation, demonstrating a commitment to quality management and operational excellence.
• Received the "Product of the Year" award at the industry awards, highlighting the exceptional quality and innovation of the company's product.
• Achieved a significant increase of 500% in new customer acquisition, reflecting successful marketing and sales initiatives that attracted a large customer base.
• Maintained a commendable customer retention rate of 80%, showcasing strong customer satisfaction and relationship management.
• Implemented Standard Operating Procedures (SOPs) across the company, ensuring consistent processes and operational efficiency.
• Established a new dental lab and Education centre, expanding the company's capabilities and offerings in the dental industry.
• Introduced an educational learning facility called Pendulum 360, providing valuable educational resources and enhancing employee engagement.

Hired with a clear mandate: "Turn things around in 12 months or revert to a distribution model," the focus shifted towards transforming the business by prioritizing sales generation, fostering Key Opinion Leader (KOL) development, and reshaping market perceptions. Swift team alignment was the initial focus, ensuring rapid adoption of the necessary mindset shift.

We became proficient in crafting and executing strategies to drive revenue growth, expand market share, and deliver value to stakeholders, the implementation of the "Big Game Hunt" internally resulted in a notable 38% increase in revenue from new client onboarding within the first year. We built high-performance teams across various departments which became paramount, fostering a culture of innovation and excellence while internally driving change to meet organizational objectives, including initiatives to enhance share of wallet within our existing client base across diverse product offerings.

The launch of The Implant Hub website in the UK & Ireland epitomized our commitment to driving change and creating value in dynamic, competitive markets, setting us apart from mere implant suppliers and we strove to make our client part of our company culture.

I am proud to have spearheaded the transformation of a relatively unknown entity in the UK and Irish markets into a top-tier contender, achieved through a relentless focus on sales growth, KOL development, and market positioning.

Key Achievements

•Achieved an exceptional 592% increase in revenue, demonstrating strong business growth and effective sales strategies.
• Established the company as one of the top three dental implant companies in the UK, solidifying its position as a key player in the industry.
• Achieved a remarkable new customer acquisition rate of 120 pcy, indicating successful marketing and sales efforts that attracted a large number of new customers.
• Launched five new products, showcasing a commitment to innovation and expanding the company's product portfolio.
• Experienced significant staff growth of 80%, reflecting the company's expansion and ability to attract and retain talented professionals.
• Successfully reduced costs by 17% across the company, demonstrating efficient cost management and optimization strategies.
• Commissioned and launched "https://theimplanthub.com/", a valuable platform for dental professionals and an important resource for industry insights and knowledge.
• Introduced an education portfolio based on strategic insights, providing valuable educational resources and further establishing the company as an authority in the industry.
• Achieved a commendable customer retention rate of 84%, indicating strong customer satisfaction and effective customer relationship management.
• Implemented insights to discovery for the entire team, fostering a culture of continuous learning and improvement.
• Won the "Sub of the Year" award three times, recognizing the company's excellence in a specific category or sector.
• Initiated company-wide events and an annual UK event that achieved sold-out attendance each year, fostering community engagement and industry networking opportunities.
• Provided coaching and support to GMBH and Benelux partners, showcasing expertise and collaboration across international markets.
• Promoted five individuals internally, highlighting a commitment to employee development and career growth within the organization.

Initially hired as the interim GM, the mission was to revitalize the company's operations. Within just 30 days, initiatives were spearheaded that significantly reduced aging within the company by 90%, with over 90% of accounts aging below 180 days, concurrently enhancing cash flow.

Introducing a strategic "hunting with intent" mindset, the focus shifted towards acquiring key Key Opinion Leaders (KOLs) over a 12-month period. This strategic approach resulted in the acquisition of 12 key KOLs from our competitors, strategically positioned to influence their colleagues and amplify our market presence.

It's worth noting that this role was consistently positioned as a stepping stone, with the initial appointment as interim GM evolving into leading the sales team as the company evolved.

• Generated new leads and opportunities to maximise revenue.
• Strengthened profit opportunities through targeted customer relationship development, continually meeting sales objectives.
• Fostered positive relationships with customers to enhance loyalty and retention.
• Delivered professional sales presentations, creatively communicating product quality and market comparisons to prospective clients.
• Created and managed client contracts, negotiating positive, profitable terms to aid target revenue attainment.
• Built focused new client networks, growing business opportunities and increasing revenue possibilities.
• Analysed industry and competitor trends to enhance sales strategy.
• Qualified prospects to determine future sales possibilities and improve conversion efforts.
• Worked with internal and external teams to initiate marketing strategies to grow at national, regional and specific sector levels.
• Achieved and exceeded sales targets in line with client growth across all products and services.
• Updated CRM software with contract records, renewal timeframes and customer details.
• Created and implemented area-wise market sector sales and development plans.

• Led a sales team of 10 to achieve 105% of their sales targets over 4 years.
• Boosted team profits with efficient time and resource management focused on meeting and exceeding sales targets.
• Boosted sales numbers with proactive account servicing and diligent relationship-building.
• Built strong client relationships and provided high value-adding services, resulting in company moving to number one in market..
• Boosted revenue by bringing in and cementing relationships with new clients, and optimising servicing of existing customer accounts.
• Consistently met and exceeded department expectations for productivity and accuracy levels.
• Identified and analysed key competitors and related products.

• Conducted sales presentations to build customer understanding of value proposition.
• Built brand presence by developing strong relationships with key opinion leaders.
• Facilitated a smooth sales process by managing pipeline and recording lead activity in Salesforce.
• Maximised sales opportunities, representing company at face-to-face and virtual exhibitions, workshops and events.
• Increased revenue through upselling and consistent contract renewals.
• Identified prospect needs and offered appropriate products and services.
• Demonstrated products to encourage purchases by showcasing features and benefits.

• Generated accurate summaries and YoY growth percentage for accounts.
• Maintained regular contact and strong relationships with existing customers by providing comprehensive support.
• Produced regular reports with in-depth detail of sales performance.
• Carried out sales visits to current and prospective customers.
• Identified and qualified new sales prospects to continually meet targets.
• Set highest personal performance standards for self.
• Provided trustworthy feedback and after-sales support to maximise customer lifetime value.
• Retained existing customers and substantially grew customer base, product line and sales volume.
• Planned and developed strategies to increase sales territory positioning, exceeding company targets.

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