SUMMARY:

• Business development leader with success in key sectors nationally, exceeding sales goals and major account revenue targets. Quickly leverages new systems and tools, develops approaches that have impact, builds solid value propositions, manages multi - site client projects, and exceeds revenue and operational goals; with success driven by understanding the diverse needs and meeting the unique challenges and expectations of industry-leading organizations.
• Sales and National Account Team Leadership Salesforce/CRM Training and Value Integration
• Contract Development and Negotiation Customer Solution Process Planning
• Project Design and Implementation Reporting Design and Analysis
• Consulting Engagement Management Regulatory Audit Controls and Compliance
• Extensive experience in direct sales and client management, working with key national accounts. Collaborates across organizations at the executive level, and leads operational efforts that elevate performance. Leverages the critical business assets and insight developed through lead roles in emerging markets and established verticals, including:

PROFESSIONAL EXPERIENCE:

Operations and Business Development Consultant

Confidential

• Primary project work focused on business process and business development advisory services, technology partner evaluation, and the design of short- and long-term strategies for sales growth and operational efficiency.

Enterprise Business Development / Salesforce Advisory Council

Confidential, Boston, MA

• Consulted with customer leadership and technical teams to improve client engagement, workflow and clinical outcomes, through the implementation of a customized Salesforce Community and EHR platform.
• Established key multi-partner agreements to integrate SaaS technology and services for regional collaboratives supporting the $157M Accountable Health Communities project with Centers for Medicare and Medicaid Services.
• Enhanced operational efficiency as a key member of the Salesforce Advisory Council, improving internal platform use by >25% through the introduction of feature enhancements and exception reporting.
• Selected by leadership to develop opportunities for large scale projects. Maximized service capacity in just the second year of the initiative resulting in approval of a final project, and the successful completion of the initiative.

Senior Vice President, National Healthcare Sales

Confidential, Columbus, OH

• Led sales and business development strategy for a $15M business unit, and built the company’s highest revenue increases to date, exceeding 25% month-over-month growth, while improving profit levels.
• Trained staff in the roll-out of the Novatus Contract Management integration within the enterprise Salesforce platform, and implemented new operational performance measures that improved revenue generation by 15%.
• Implemented Salesforce protocols that increased sales interactions by 30%, and introduced value-based support procedures that increased customer satisfaction, with 98% customer retention.

Healthcare Business Manager| Director, Strategic Business Development | Director of Sales

Confidential, Monterey, CA

• Improved operational performance by creating new customer performance tracking in Salesforce, trained staff, and managed audit responses that enabled customers to meet CMS and Joint Commission standards. (Subsequent sf.com upgrades at LanguageLine included Mission Critical Suppor t.)
• Trained and led twelve account managers to a #1 division ranking enterprise-wide, and expanded real-time reporting; increasing revenues ahead of target and exceeding $59M in sales to major national accounts.
• In a flat growth market, reduced targeted division expenses by 25% and created efficiencies in account management service delivery, while delivering a 7% revenue increase that led all divisions.
• Promoted to manage and reorganize Western U.S. new-business operations in advance of a major acquisition in December 2012. During the following six-month corporate launch, established strategy and key account targets and signed contracts for an underperforming service line, with total new revenue potential valued at $3M.

Director of Channel Sales | Director of National Accounts

Confidential, Tucson, AZ

• Improved sales operations and performance in leading 17 staff on three cross-functional sales teams, exceeding annual sales goals by 25%, while securing system agreements with 21 of the top 100 U.S. healthcare networks.
• Negotiated the company’s first contract with a national Group Purchasing Organization (GPO), valued at $2M, and gained GPO executive level support to assist in securing contracts with the largest shareholders.
• Successfully engineered operational efficiencies to handle the complex transactions of large customer accounts. Collaborated with Finance, Operations, and IT to implement all functional requirements.

Marketing Director | Director, National Accounts

Confidential, Grand Rapids, MI

• Negotiated and managed national contracts with three of the top five national GPOs, adding a new revenue stream via a direct-service contract to analyze vendor compliance and payment accuracy. Increased sales by 28%, moving the company’s market position from 5th to 2nd nationally.
• Managed a five-member inside sales team, and increased lead generation by 50% through improved data mining, channel alliances, strong coordination with field sales, and new incentive strategies.