Sales, Business Development, Professional Development, Consulting

RUTH L. SHEHIGIAN

Harbor Springs, MI 269-***-**** adjffy@r.postjobfree.com

Business Development Healthcare Executive

Enterprise Sales – Key Account Manager – Patient Experience – Technology SolutionsSummary

Business Development Healthcare Executive with expertise across numerous verticals in medical sales and communication. From specialty pharmaceutical sales to enterprise-level patient access solutions, helped physicians and hospital systems improve outreach and communication using multiple platforms.

Robust relationships with Fortune 500 clients at National and Regional levels. Adept at prospecting, researching, promoting products, and expanding accounts. Develops new/existing contacts in challenging organizations while managing teams in changing markets.

Innovative communicator between providers, hospitals, and patients in improving patient health, healthcare systems rankings, and scores, and reimbursement rates. Reputation for identifying gaps and collaborating with team to build creative, cost-effective, and efficient solutions.

Team builder, motivator, and leader with extensive experience in Biologic and Specialty Pharmaceutical Sales, Reimbursement, Managed Care (PCMH, IHS), Communication, Marketing and Training.

Core Competencies:

Key Account Development - Business Development – Customer-Centered Selling - Account Management

New Business Development - Growing Existing Business - Innovative Healthcare Systems & Products

CRM - Microsoft Office Suite - LinkedIn

Most Impressive Achievements:

•Created partnerships and closed high-profile deals with Henry Ford, Beaumont Health, Sparrow Health Systems.

•Attained formulary coverage for two Hospitals in territory in under six weeks.

•Integral member of team that streamlined communication platform and IVR for The Henry Ford Health System.

•Doubled sales at University of Wisconsin and The Medical College of Wisconsin.

•Launched three new products winning two quota trips, finishing in Top 10% twice, and pioneering program with esteemed fellowship programs& Contributions

Agfa Healthcare 2017-2019

Working with IHN’s and Hospitals to improve Imaging IT solutions and hardware systems

TERRITORY MANAGER

Led team working on implementation of Enterprise Imaging

●Created EI Solution for Sparrow Health

●Upgraded EI Solution for Northwestern

●Upgraded Imaging Solution for Summa Health Systems

●Worked with Allegiance Henry Ford to Upgrade CR to DR across their healthcare system

●Managed Contracting Process for Western Reserve

RLC Consulting

Working with local business partners to make connections in healthcare

CONSULTANT – HEALTHCARE - BUSINESS DEVELOPMENT 2016-present

Led development and creation of healthcare vertical focusing on providers and manufacturers.

•Start-Up consulting with Aliro Health (Cloud Based Solution) to develop and implement sales plan

•Worked with Aliro Ownership to develop plan for final beta Testing and development

•Worked with Maverick Health (Software Solution) to develop and implement plan for final Beta Testing

•Developed and finalized initial launch sales plan for Maverick Health

•Worked with Michigan Medical Supply to develop sales plan for Medical sector

•Introduced DMC and ICON in development of app to streamline and facilitate Post-Discharge and Service Recovery to reduce re-hospitalizations. Identified deficits impacting reimbursement rates, CMH ratings, and reputation.

•Built custom solution that addressed in/out-patient issues, i.e. communication platform for out-patient services, electronic protocol to improve in-patient communication, system to improve communication with caregivers, and system to streamline post-discharge placement and follow-up to increase patient satisfaction and compliance.

•Partnered with On Target Health to develop apps that enhanced their product offering and increased patient compliance.

TeleVox Software

Leader in patient/provider communication, selling appointment reminder solutions, meaningful use programs, revenue cycle support, and call center modernization to healthcare systems. 500 employees with annual sales of $50M.

KEY ACCOUNT MANAGER -ENTERPRISE SALES EXECUTIVE – Communication Solutions2014-2015

Called on healthcare systems to enhance patient communication. Developed long-term relationships aimed at improving customer’s processes and companies bottom line. Grew existing accounts and acquired new accounts in Wisconsin, Michigan, Northern Indiana, and Ohio, as well as Canada leading team of specialists in solving complex problems.

•Managed territory producing $3M annually. Coordinated growth and implementation of new products and locations within existing accounts. Collaborated across internal and external verticals and coordinated with ACO’s, managed care, and reimbursement specialists.

•Brought in five high-profile customers in Q4 ‘15: Sparrow Health Systems ($80K), Beaumont Health System ($120K), Akron General Hospital ($50K), Otsego Memorial ($20K), and IU Goshen ($25K).

•Increased sales at Akron Children’s by 25%.

•Sold $600K Call Center Modernization Solution to Henry Ford Health System.

•Worked with Meriter Health Systems in streamlining communication systems in acquisition by Unity Point.

•Created solution for two CMS codes for customers across healthcare vertical.

•Created solutions designed to ensure patient compliance to maximize coverage for patients and providers.

•Secured contract for services with largest Hospital system in Michigan (William Beaumont Hospital).

•Used multiple methods, including LinkedIn to build new network, referrals, and meetings, as well as contract for test services for just pain clinic with pre-determined roll-out period for remaining out-patient clinics.

•Developed customized Patient Reminder System for Akron General that dovetailed with Cleveland Clinic (CC).

•Secured contract in under six weeks valued at $120K/year.

•Increased Sales at Cleveland Clinic by 30% and doubled sales at MCW.

•Met with steering committee of Medical College of Wisconsin and discussed current services (outpatient and radiology clinics) and proposed business of Foundation and Froedtert Health.

•Secured new business, doubling footprint and income at MCW.

•Began Meaningful Use and Post-Discharge re-capture discussions.

•Completed Customer Centered Selling Skills

Eli Lilly

Leading Pharmaceutical Manufacturer producing and marketing products in Oncology, Cardiology, Endocrinology, Urology, Neuroscience, Immunology, Bone Health, and Men’s Health. International company with 36,000 employees and $26B/sales.

SENIOR SALES REPRESENTATIVE, Cardiovascular2008-2013

Called on Cardiologists, Interventional Cardiologists, Endocrinologists, Urologists, Cath Lab, Neurologists, ER, OR, Research Organizations, C-Suite and Hospitals to educate, inform, and collaborate and bring best-in-class solutions to patients.

•Built relationship with Fellowship program at Borgess Hospital enabling early introduction of products and solutions to Interventional Cardiologists during their training.

•Managed National Motivational group running programs for Cardiovascular Vertical.

•Won Emerging Leader Award for this work including National Speaker Development.

•Launched Effient and finished at #11 and Top 10% for two consecutive years.

•Identified influencers and decision-makers in two main hospitals and secured formulary positioning at Borgess in two weeks and at Bronson within first six months.

•Succeeded as first territory in area to have formulary access at all hospitals.

•Identified targets for National Speaker program and secured spots in Speaker Training Program.

•Increased Cialis market share 3.5% (to 8%) in two years.

•Completed Internal Senior Selling Skills Training (Spin Selling) and Strengths Finder Workshops to hone selling skills.

•Created messaging around reimbursement and managed care to ensure maximum coverage for patients and providers

Earlier Career

•Wyeth Pharmaceuticals Territory Manager

•Bristol-Myers Squibb Territory Manager

Education: Bachelor of Arts - History and Political Economy Hillsdale College

Business Development Training plus Sales, Management, and Technical workshops/seminars, including Customer Centered Selling and, Spin Selling Southwest Michigan First

Community:City of Jackson: Director of Playground Project/Planning Commission/City Council

Director of community-based project with $250K budget; managed team of 12. 8/99-10/2002

Member of Planning Commission and elected Member of City Council, led Master Plan Committee.

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