Integral Case Study
“It was a wonderful experience working with Mark and I look forward to working with him again when it’s the right time to expand our commercial and GTM team. Mark operates more like a co-pilot in the recruiting process, rather than a hired person just finding good candidates. He calibrated to our company culture and balanced that with the performance requirements of the roles to find high functioning, high culture fit candidates. He also worked with us and the candidate on ensuring smooth interview and negotiation processes. Overall, Mark’s collaboration is what stands out about him.”
— Shubh Sinha, Hiring Manager CEO
Integral, a San Francisco, CA-based company which specializes in safeguarding privacy and data quality, raised $6.9M in Seed funding. The round was led by Haystack, The General Partnership and Virtue Ventures, with participation from Also Capital, Array Ventures, Caffeinated Capital, GreatPoint Ventures, LiveRamp Ventures and Venrex.
Integral is building the data infrastructure for healthcare. With support from top healthcare and technology investors, they are empowering companies to share and analyze healthcare data in regulatory compliant and privacy preserving ways to eliminate misdiagnoses, reduce costly care, and more at an unprecedented speed. They’ve processed billions of records and powered data analysis for big tech, big pharma, AI companies and a variety of other healthcare startups. Reporting to their Chief Commercial Officer, Integral was looking for the perfect candidate to be their first sales hire.
The perfect candidate:
● A proven track record as an Account Executive, Sales Account Manager, or
similar role, where your singular focus was on the pharmaceutical industry.
● World-class communication, presentation, and influence skills.
● A network, and the ability to leverage it, that lets you hit the ground running
● A relentless advocacy for the solutions a customer needs.
● Both appetite and experience for creating enterprise-level commercial success.
● The tact and willingness to walk from an opportunity if it is not right for both parties.
Placement: Sales Director
The incumbent would play an instrumental role in unlocking the growth potential within the pharmaceutical sector.
The MCZ Align Process:
● Internally calibrated on the type of profile and started outreaches as soon as we were aligned on the correct profile.
● Identified and built out list of all relevant digital health companies with a focus on data and life sciences.
● Identified all business development leaders at or equivalent from the target companies.
● Use our Digital Health Executive search network to find other relevant leaders in the space.
“Mark has been amazing to work with. I appreciate the dedication to getting to know me as an individual and as a professional to determine what path I wanted to take my career in. Mark has been extremely thoughtful in identifying roles that he thinks fit my vision for my career and very respectful of my right to opt out of opportunities that didn’t fit. I appreciate the personal connection that we’ve built over the years and I really appreciate how hard Mark fought for me to get what I wanted in my career change.
— Cameron Vens, Hired Candidate Senior Director
Sagebrush Health Case Study
“You really care and have graciously made several high impact introductions for me without expecting anything in return. The introductions have lead to many good conversations and business opportunities. Given this, I knew you have incredibly strong relationships to help fill a very important position for us.”
— Amol Mahajan, VP Strategy
Sagebrush Health Owns and operates care delivery practices for infusion management in three states. Connecticut, Arizona, Nevada. Services include Rheumatology, Infusion Centers, Neurology, Infectious Disease, Prep/PEP.
Under the radar: Sagebrush Health has stood up a Pharmacy Program for Health Systems to help them with 340b and is now partnering with providers in all 50 states.
Funding: $0
Revenue: topline revenue 2023 $50M; 2024 projection $100M+
Sagebrush Health created a newco off the parent company. The company will be a Specialty DTC platform leveraging 340b discount.
The perfect candidate:
10 years of progressive GM experience in (DTC) Growth or Product.
Demonstrated success in developing and executing DTC healthcare user experience (U/X) and growth strategies.
Strong understanding of pharmacy operations, DTC healthcare and compliance requirements to identify, design, build and launch critical capabilities within Sagebrush’s DTC product.
Demonstrates significant pharmacy and healthcare product competence and ownership to broad audiences while driving progress on company and business unit strategic objectives.
Strong ability to be an ambassador for Sagebrush’s DTC product and represent our brand and offering.
Placement: GM/ DTC Product Experience/ with full P&L responsibility
The incumbent would be able to have demonstrated successfully building a direct-to- consumer healthcare business.
The MCZ Align Process:
Internally calibrated on the type of profile and started outreaches as soon as we were aligned on the correct profile.
Identified and built out list of all relevant digital health companies with a focus on direct to consumer and product.
Identified all business product leaders at or equivalent from the target companies.
Use our Digital Health Executive search network to find other relevant leaders in the space.
“Mark has helped me find the right fit, and I love it here! I first connected with Mark through LinkedIn when he reached out to me for a new opportunity, just like many recruiting companies or recruiters do. But, and it’s a BIG BUT, what set him apart from the others was his knowledge of the healthcare sector, which matters when it comes to senior/executive-level management. I don’t want to talk to someone who just tells me, “This might be the right fit for you” or, “You can refer it to someone you know who might be the right fit for this position.” I want this recruiter/recruiting company to understand what I do daily at a granular level so they can answer the most important question: “Why do they think I am the best fit for the job?
I got that from Mark’s first message, where he mentioned the current telehealth practices, care delivery, life sciences, government grants, and more that I was dealing with daily. This made me all the more curious to learn about this NEW OPPORTUNITY and how he knew what I do. After talking to him, I understood that he was trying to do more than just recruit me for this new position. He wanted to gauge if I understood what all of this meant, and once he was assured that I was the best fit, he told me about all the research that went into identifying me as the most probable candidate.
After getting to know him more, I found out that he is an advisor and strategic planner who can help executives reach their potential goals and partnerships, among other things. Even in the future, when I am looking for my next challenge, I will be sure to reach out to him and get his counsel because not everything can be solved by artificial intelligence. When it comes to healthcare, you want actual human intelligence just as much, if not more!”
— Prakhar Surolia, hired GM DTC online specialty pharmacy business
Large Multi-State PE-Backed Infusion Company Case Study
“Mark and the MCZ Align team did a phenomenal job not just quickly identifying candidates that had the experiences and knowledge required to do the job, but also presented a diverse mix of candidates that enabled us to calibrate quickly and efficiently on the personality of the ideal candidate. I was impressed with how tenacious and effective Mark was at engaging candidates and applying feedback.
He was a true partner in the process.”
Large Multistate Private Equity Backed Infusion Management Company, Hiring Manager CEO
Client Opportunity
Large multistate private equity-backed infusion business.
The perfect candidate:
Education: Bachelor’s degree in healthcare administration, Business, or related field; MBA or Master’s degree preferred.
Experience: 7+ years of leadership experience in healthcare operations, preferably in infusion services, home health, or specialty pharmacy.
Strong knowledge of revenue cycle management, clinical operations, and patient intake processes.
Demonstrated ability to lead cross-functional teams and drive process improvements.
Knowledge of healthcare regulations, insurance processes, and reimbursement procedures.
Excellent communication, strategic thinking, and problem-solving skills.
Placement: SVP Operations
An experienced and dynamic Sr. Vice President of Operations to lead and oversee key functions across company, including Patient Intake and Authorizations, Revenue Cycle Management, and Clinical Operations. This role would be pivotal in ensuring the seamless delivery of care, operational efficiency, and financial sustainability. The SVP of Operations is a critical member of the executive leadership team to drive operational excellence and support the company’s growth objectives.
Responsible for leading all infusion operations and ensuring that every piece of the puzzle works harmoniously. From the seamless patient intake process, where the team ensures no patient is left waiting, the revenue cycle hums smoothly as claims are processed with precision, and the clinical staff delivers top-notch care. This leader is at the heart of it all, driving excellence, solving challenges, and paving the way for the company's growth.
The MCZ Align Process:
Internally calibrated on the type of profile and started outreaches as soon as we were aligned on the correct profile.
Identified and built out list of all relevant, private equity backed companies with a focus on referral-based businesses.
Identified all operations leaders at or equivalent from the target companies.
Use the MCZ Align network to find other relevant leaders in the space.
Hired SVP Operations Candidate says:
“Mark is an exceptional recruiter who sets the bar in partnering with candidates and hiring managers. For hiring managers, he understands the unique nuances of the role and doesn’t adhere to any cookie cutter profile. He helps find custom-tailored candidates. As a candidate, he provides a thorough understanding of the business, role and profile upfront, to help think through how to show as your best, authentic self. Would unequivocally work with Mark again.”
—Large Multistate Private Equity Backed Infusion Management Company, Hired
Large Multi-State PE-Backed Infusion Company Case Study
“Mark and the MCZ Align team did a phenomenal job not just quickly identifying candidates that had the experiences and knowledge required to do the job, but also presented a diverse mix of candidates that enabled us to calibrate quickly and efficiently on the personality of the ideal candidate. I was impressed with how tenacious and effective Mark was at engaging candidates and applying feedback.
He was a true partner in the process.”
Large Multistate Private Equity Backed Infusion Management Company, Hiring Manager CEO
Client Opportunity
Large multistate private equity backed infusion business.
The perfect candidate:
Bachelor’s degree in Business, Healthcare Administration, Marketing, or a related field.
Proven track record of at least 10 years in executive leadership roles, with experience in provider engagement, marketing, and strategic planning within the healthcare industry.
Strong understanding of healthcare provider relationships, referral processes, and marketing strategies.
Exceptional leadership, strategic thinking, and interpersonal skills.
Ability to build and maintain strong relationships with internal and external stakeholders.
Placement: SVP Sales and Marketing
The incumbent would play an instrumental role in unlocking the growth potential by expanding referral base and executing the growth playbook in new markets.
The MCZ Align Process:
Internally calibrated on the type of profile and started outreaches as soon as we were aligned on the correct profile.
Identified and built out list of all relevant, private equity backed companies with a focus on referral-based businesses.
Identified all revenue leaders at or equivalent from the target companies.
Use the MCZ Align network to find other relevant leaders in the space.
Hired Candidate SVP Sales and Marketing says:
“Working with Mark was truly an exceptional experience. He was always accessible, ensuring no question went unanswered, and his communication was consistently clear, timely, and thoughtful. Mark’s dedication and professionalism made what could have
been a stressful process feel smooth and effortless. I couldn’t have asked for a better recruiter to guide me through this journey.”
—Large Multistate Private Equity Backed Infusion Management Company, Hired