ISMAIL HUBAISHY

Chicago, IL
ihubaishy@gmail.com
https://www.linkedin.com/in/ismailhubaishy
ACES, Riyadh, KSA / Molnlycke Health Care / Cydallia LLC / Abbott Laboratories Inc. / Hospira
Worldwide Inc / DiaMed Lab Supplies Inc / Foothill Hospital / University of Calgary

Vi c e P r e s i d e n t / D i r e c t o r / G e n e r a l M a n a g e r
Sales / National Accounts / Marketing

Medical Devices / Pharmaceuticals / Healthcare Products

A proven visionary and strategic leader who uses business strategies and innovative sales programs to
maximize profits. A highly accomplished sales management professional with 20+ years' cumulative experience
mainly in healthcare industry. Extensive exposure to medical devices, pharmaceuticals and other broad based
healthcare products. From science to commercialization, a track record of providing strong leadership,
empowering sales professionals and teams to achieve maximum results in an economically challenged market.
Consistently delivers multimillion-dollar sales growth, exceeding bottom-line goals while expanding market
penetration.
Built strong goal-oriented organizations by instilling a culture of investment, urgency and accountability.
Cultivating strong, lasting relationships with key clients, stakeholders, and industry leaders in target segments.
Proactively identify and capitalize on new business opportunities in both emerging and established markets and
demonstrate achievements in accelerating and supplementing an organic growth.
Seeking a senior-level position in a company that wants to take the business to the next level and needs
someone who can take charge and lead a team to achieve exponential growth.

S K I L L S A N D E X P E RT I S E
Global / National / Regional Sales

C-Suite Presentation

P&L Management / Financial

reporting
Sales force programs & Incentive
setting
GPO / IDN Sales & sales Strategy

Contract development &

negotiations
Product launch
New Business Development

"C-suite" B2B customer

relationship
Wholesalers, Distribution
Account development / acquisition
Acute & Non-acute Market
channels

ACHIEVEMENTS & ACCOMPLISHMENTS

ACES, Riyadh, KSA - Gained five product evaluations for a new medical device and therapy, resulting in an
initial order of $1.6 Million order by the Health Minister. Potential $200 Million annual disposable revenue
Molnlycke Health Care, Norcross, GA - Transformed North Central Region from underperforming to the
number one region. Grew sales by 14.1% in 2013 and 12.7% in 2014.
Cydallia LLC, Caseyville, Illinois - Turnaround client by dramatically changing their business model and go to
market strategy resulting in a substantial rebound from 5.8 M SAR loss to 14 M SAR profit in one year.
Abbott Laboratories Inc. / Hospira Worldwide Inc., Lake Forest, IL - (2009) Increased sales by 36%, $107
Million over plan. Margin profile 9.5% over plan. (2010) Increased sales by 34%, $102 Million over plan. Margin
profile 8.2% over plan. Grew the business from $43Million to $80Million annually over three years. Delivered four
of the five newly released Hospira MMS and Safety Software sold globally and signed the first reference sites.
Contracts valued at $9 million leading to a $100 million opportunity for Hospira
DiaMed Lab Supplies Inc., Mississauga, ON. Canada - Consistently surpassed annual Sales goals for the
Western Region by an average 130%. Successfully developed, manufactured and launched the Gel
Documentation System. A new company was created to market the system in North America.

Foothill Hospital / University of Calgary, Calgary, AB. Canada - Successfully obtained new research grants
and negotiated contracts resulting in 30% savings over and above the University negotiated contracts.

P R O F E SS I O N A L E X P E R I E N C E

ACES, Riyadh, KSA

July 2015 - Present
ACES is a consulting company created to serve the Middle East marketing and business development needs.
Hospi-Lab is the pharmaceuticals, medical devices and Laboratory Division of ACES serving the emerging
markets healthcare marketplace..
VP, Sales & General Manager, Hospi-Lab
Managed the launch and commercialization of new technology by BeneChill, the RhinoChill IntraNasal Cooling
System. Involved in Manufacturing, R&D, Regulatory, Medical Affairs, Sales and Marketing.
Successfully applied and managed the Saudi FDA approval. Based on the product success and MENA sales
forecast, BrainCool a Swedish Medical Device company recently acquired the entire BeneChill business. The
acquisition includes all assets (patents, trademarks, technology and rights to the product RhinoChill)

Mlnlycke Health Care, Norcross, GA

September 2012 September 2015
Mlnlycke Health Care is a manufacturer of wound care and single-use surgical products and a service provider
to the healthcare sector.
Region Manager, Surgical (North Central)
Reported to the President, Americas. Led the surgical committee for revamping the quota structure (to drive the
business plan), Sales and Sales Managers Performance Goals and Surgical sales force, corporate accounts and
recruitment strategies.
Managed nine Territory Sales Managers and one Clinical Nurse Consultant.

Cydallia LLC, Caseyville, Illinois

January 2011 September 2012
Cydallia is a global consulting company created to serve the marketing and business development needs of the
pharmaceuticals, medical devices and Laboratory companies in the healthcare marketplace. Specialized in the
USA, Canada, Middle East.
VP and General Manager
Provided strategic direction to client companies mainly within Pharmaceutical, Laboratory and Medical Devices.
Advised their top management on market entry and helped them establish and firm up their long-range goals,
strategies, plans and policies.
Consulted on marketing support for European, U.S., and Asian Manufacturers across the region. Introduced and
partnered pre-qualified global manufacturers to the MENA region.

Abbott Laboratories Inc. / Hospira Worldwide Inc., Lake Forest, IL

March 1998 December 2010
Hospira is a global company created from Abbott HPD spinoff. Hospira offers a broad portfolio of generic
injectable pharmaceuticals, oncology injectables and biologics, as well as integrated infusion therapy and
medication management solutions and drug-dose safety software.

Director of National Accounts Sales and Marketing

Promoted to take leadership responsibilities for the $450M Non-Acute franchise. Developed and executed the
Go-To-Market strategy. Areas of responsibilities included national accounts, sales, marketing, contracting,
training and sales administration.
Structured and implemented marketing strategies to drive division sales which included a groundbreaking one
involving a new product launch in Oncology channel. Led the US planning team in marketing, positioning and
development for Biosimilars.
Represented entire product portfolio while balancing key customer relationship with group purchasing
organizations, major wholesalers and integrated delivery networks.
Created and implemented a new trade (wholesaler and distributor) strategy to optimize value within supply
chain operations
Manager, Strategic Commercial Contracting
Promoted to lead a team of three contract marketing managers, twelve analysts, and six project analysts to
cater to Americas region with a $2 Billion base business. Used innovative contracting strategies to maximize
revenue and margin growth across the region. Managed and led the contract development and negotiations for
high-value GPO/IDN (>$20 Million IDN; >$100Million GPO). Product lines included Medication Management
Systems, IV Devices, Software Products, Specialty Injectable Pharmaceuticals and disposables.
Led key initiatives resulting in securing major GPO and IDN contract positions with Premier, Novation, HPG,
Ascension, CHI, CHE, Mayo, Fairview, Sutter, and Providence. Developed and launched the Premier agreement
strategy.
Provided the strategic and tactical direction for corporate executives and the sales force to develop and execute
growth plans for the Hospiras product portfolio for their respective territories.
Liaisoned and worked directly with the legal, finance, compliance, business units and national accounts to
Identify and execute new contract structure resulting in maximization of opportunities for revenue and margin
growth.
Divisional Manager (New England: CT, RI, NY, NH, MA, VT)
Recruited, and nurtured a well-balanced, diverse, focused sales team through motivation, leadership, training
and establishment of relentless customer relationship management as the foundation for business success.
This sales team consisted of eight Account Executives, two Medication Management Technology Executives and
two Clinical Nurse Consultants. Team was mandated to promote and grow Hospiras products into Hospitals as
well as IDN's in the region. Products Line included Medication Management Systems (MMS), IV Devices, drugdose safety software products, Specialty Injectable Pharmaceuticals and disposables.
Contract Marketing Analyst
Negotiated, analyzed, and guided implementation of field sales contracts for the region. Created and used
analytical tools to track contract compliance, sales growth, product pricing and assure overall profitability.
Effectively implemented divisional business pricing strategy for the products line resulting in favorable price and
margin against the plan.
Negotiated and analyzed the pricing proposals with field sales personnel to effectively meet profit objectives.
Created and used analytical tools to track contract compliance, sales growth, product pricing and ensure overall
profitability.
Created Vascular and ACCS Tools that would significantly enhance contracting ability and GPO advantage. These
tools got an overwhelming positive response by the top management within Sales/ Marketing.
Account Executive / Medication Management Systems (MMS) Specialist
Achieved sales targets for product lines consisting of Specialty Injectable Pharmaceuticals, capital equipment,
Medication Management Systems, IV Devices, and disposables within the designated territory.
Leveraged the Needle Stick Prevention and Safety Legislation to successfully negotiate a system conversion.

Negotiated financial proposals and presented cost justifications for MMS products for eight sales representatives
and a clinical nurse consultant. Sustained a sales growth of 120%.

DiaMed Lab Supplies Inc., Mississauga, ON. Canada

September 1993 March 1998
DiaMed is a major wholesaler, distributor, and contract manufacturer of equipment and Pharmaceutical Kits.
They sell to federal/provincial health labs, university medical research, hospitals, and private diagnostic
laboratories.
Regional Sales Manager (Western Canada)
Led the region team consisting of four sales representatives and a Service Engineer, Connectivity Executive,
Software Development Engineer each. Developed marketing and sales strategy of new product launches and
growth of existing products.
Successfully negotiated system contracts with Universities and Government Labs, Hospitals, Red Cross and
Blood Banks.

Foothill Hospital / University of Calgary, Calgary, AB. Canada

July 1987 September 1993
Foothills Medical Centre (FMC) is the largest hospital in Alberta and is located in the city of Calgary. It is one of
Canada's most recognized medical facilities as well as one of the leading hospitals in Canada.
Research Assistant
Researched the impact of Annexin phosphorylation by various kinases and the role they play in the cell
regulation. Led to the successful publication of major scientific journals. Conducted Drug Study for
Pharmaceutical Companies as part of the Saskatoon Cancer Centre clinical drug trials program.

E D U C AT I O N A L Q UA L I F I C AT I O N S
Bachelor of Science in Biochemistry - University of Calgary
Ph.D. Candidate. Coursework Completed in Biochemistry - University of Calgary

C E RT I F I C AT I O N
Management Leadership Academy

Negotiating Skills

Large Account Management Process (LAMP),

Strategic Corporate Coaching Skills

Conflict Resolution

Strategic Selling,

Executive Presentation Skill

Versatile Pharmaceutical Coach

Project Management and Project Success

The Challenger Sales (CEB)

Advance Communication Skills

Versatile Strategic Account Manager

Territory/Account Sales Planning

Program
Flawless Execution

Personality & Influence

Write to the Top: Writing for Corporate Success

Interviewing: STAR Selection

Professional Selling Skills

Salesforce.com

Operating Room Technician

Socratic Selling

Miller Heiman

S C I E N T I F I C P U B L I C AT I O N S

Mi

Bellagamba, C., Hubaishy, I., Fitzpatrick, S., and Waisman, D.M. (1997) Tyrosine Phosphorylation of Annexin
II Tetramer Is Stimulated By Membrane Biding. J. Biol. Chem 272 pp 3195-3199.
I. Hubaishy, P.G. Jones, Bjorge, C. Bellagamba, S. Fitzpatrick, D. Fujita and Waisman D.M. (1995) Modulation
of Annexin II tetramer by tyrosine Phosphorlation. Biochemistry, 34, 14527-14534.
Johnstone, S.J. Hubaishy, I. and Waisman, D.M. (1993) Regulation of Annexin I Dependent Aggregation of

Phospholoipid Vesicles By Protein Kinase C. Biochem. J. 294, 801-807.

Johnstone, S.J. Hubaishy, I. and Waisman, D.M. (1992) Phosphorlyation of Annexin II Tetramer By protein
Kinase C Inhibits Aggregation of Lipid Vesicles by the Protein J. Biol. Chem. 267, 25967-25981.
Hubaishy, I. Jones P. and Waisman, D. (1994) Regulation of Annexin II Tetramer Function By Protein
Phosphoylation FASEB J A1230.
Waisman D., Bellaamba, C., Hubaishy I. and Jones, P. (1995) Negative Modulation of annexin II tetramer by
protein phosphorlation. 2nd International Congress of Pathophysiology. 1, Supplement 1, p 178.