Name and how long you have been in the industry.
Courtney Lancaster, 11 years in this wonderful industry.
Short background bio – How did you get into the industry? Anything that drew you in?
I interviewed with Philips multi-vender as an imaging parts buyer, after having my second child in 2013. I
wanted a change and working with such a large company made me feel like I had a lot of opportunity to
move up and grow. My first boss, Pete Price, has remained a dear friend, supporter, vendor, customer,
throughout my entire career. The role had the highest level of stress I had ever encountered, yet I
maintained my commitment due to its impact on helping patient lives. Philips did a great job at
highlighting how my purchases directly contributed, motivating me to show up every day. I pushed my
stress and anxiety aside to ensure I was the best in my division. I have loved this industry since day one.
The relationships we cultivate in this space are amazing; customers become friends, vendors become
teammates, and coworkers become family.
What milestones or contributing factors helped elevate you to where you are today?
Having mentors and supportive figures throughout my journey has been key. I was fortunate to have Kevin
Gill as my superior, for the last 7 years. That is basically a master’s degree in sales. He provided me with
invaluable guidance, skill development, and encouragement to be proactive. He supported my customer
first attitude, everything else we can figure out later. We want our customers up and running.
Networking is also so crucial in our industry. I am always trying to expand my network; I want to know
everyone and what they can offer. You never know what type of opportunity you can create within our
HTM space. Mark Suffridge would always talk shop with me, and taught me how our industry became
what it is today. He offered some valuable Insite that always kept me motivated.
What roadblocks did you have to overcome?
Historically the HTM space has been male-dominated industry, I feel I faced barriers when it came to
certain sale opportunities. Sometimes there is a “boys club”, and you can’t break that bond, no matter
how hard you show them savings, a better response time, whatever the case is. Sometimes people are
set in their ways. But remember people like who they like, which can be a wonderful thing if they like you.
(Trust me they follow you wherever you go)
Maintaining a work-life balance is a significant challenge in this industry. For me, in sales, traveling a lot
and trying to be successful made it hard to spend time at home with my kids. This struggle was real when
my children were younger, and my husband at that time hardly knew how to work a microwave.
Prioritizing work for sure has contributed to success, but it has come with its sacrifices. I hope that my
children understand that my work travel was motivated by a desire to provide for our family and create a
better future for us all.
What do you feel makes a great leader in this industry?
It’s so important to have an effective leader, and I was lucky enough to have this. To me, a great leader
listens, provides constructive feedback, promotes open collaboration and teamwork, shares goals, and is
constantly teaching.
A great leader is someone who brings you into their office and shows you how they respond to certain
emails, guiding you through the various obstacle’s customers may throw your way.
A great leader is someone that asks you your opinion when they already have a brilliant idea.
A great leader is someone you respect and remain loyal to, even if they choose to pursue opportunities
elsewhere.
What advice to you have for the other women in HTM?
Support other women. There were at times in the industry women I thought were unapproachable, but
after meeting them they themselves were mentors, and kind to their core! We’re all in this together and
we can make our future better by building each other up and learning each other’s value adds.
Also remember to prioritize your well-being and self-care. Take breaks when needed, set boundaries
between work and personal life, use that vacation time! Let’s all thrive in this industry.