Hospital & Healthcare SaaS Sales Closer

Michael P. Meehan, M.P.H.

*** ****** ******* ****, *****, IL 60124

847-***-**** ***************@***.***

PROFESSIONAL SUMMARY:

- Hospital, Healthcare and regulatory compliance SaaS IT sales professional with over 10 years of B2B sales experience, a Master’s degree in Public Health and a Bachelor’s degree in Biological Sciences.

- Responsibilities involve lead generation & prospecting, building and maintaining relationships with c-level decision makers, establishing value, needs analysis, gaining commitment, contract & price negotiation, outcomes management, market development, product design/development/implementation/utilization, revenue cycle management, data trending and analysis, decision support.

- Experience has forged a comprehensive understanding of healthcare and hospital markets, sales strategies, effective script development & marketing messages, comprehensive needs analysis through active listening, revenue impact and hospital information systems; and has led me to earn reputation and respect as a valuable solutions provider and trusted advisor.

- Proficient in Microsoft Office (Word, Excel, PowerPoint & Outlook); Adobe (Acrobat, Photoshop, Illustrator & Premiere); multiple CRM software platforms (SalesForce.com, ACT, CIB and Leads360); multiple hospital information systems (various EHR/HIS systems) and effective written communications and value-based presentations (GoToMeeting, Microsoft Live Meeting).

PROFESSIONAL EXPERIENCE:

Dec 2010 – Present

Regional Sales Director, Midwest – Curaspan Health Group (Boston, MA)

- Manage and develop hospital and healthcare SaaS sales, marketing and procurement activities throughout the Midwest territory, working towards improved clinical and business outcomes that optimize patient care and satisfaction and generate strong financial reimbursements.

- Access and communicate with all levels of IDNs and hospitals the outcomes and ROI associated with workflow automation as it pertains to discharge planning and quality care standards across the continuum of care (hospitals, post-acute providers, payers, DME, transportation, etc.).

- Responsible for all aspects of the sales process, including developing and executing a territory plan, gaining access and demonstrating Curaspan products to hospital c-level executives/directors/case managers, maintaining relationships with business partners, and empowering clients to continuously monitor care, improve communication and ensure compliance through exploration, preparation and decision support.

- Exhibit a thorough understanding of case management workflow, including discharge planning, HIS systems and relevant regulatory requirements, particularly those related to confidentiality of PHI.

Nov 2008 – Dec 2010

National Healthcare Sales Rep – Sunnyside Design Group, Inc. (Schaumburg, IL)

- Managed all aspects of sales, marketing and business development.

- Responsible for lead generation and development of sales scripts, sales presentations and overall business and marketing plans to achieve maximum profitability and growth in line with company vision and values.

- Maintained contact and relationships with C-level executives in the market area to remain in focus of client needs and ensure high levels of client satisfaction.

- Controlled expenses to meet budget guidelines.

- Continually demonstrated creative ideas and innovative techniques to increase sales, maximize time and close business.

- Set example for account executives in areas of personal character, commitment, organizational and selling skills, as well as work ethic and habits.

Accomplishments:

- Closed 2009 individual selling year at 160% to quota

- Increased company sales 17% from 2008 to 2009 through acquisition of new customers

- Reduced company sales cycle time 45% from 2008 to 2009

Oct 2007 – Nov 2008

Healthcare Compliance Sales Rep, Team Lead – Stericycle, Inc. (Bannockburn, IL)

- Led team in selling healthcare compliance service offerings that ensure regulatory compliance, reduce personal risk and improve both employee and customer safety.

- Effectively led team and trained new hires to set expectation of daily metrics; identify decision makers, gatekeepers and key buying influences; analyze lead databases to recognize customers with highest incremental revenue potential; and identify and implement creative strategies to close orders and increase services, including medical waste/sharps disposal, pharmaceutical and product recalls and OSHA compliance training.

- Accountable for lead follow-up, sale cycle disposition, pipeline management, forecasting and lost opportunity tracking to improve close ratios.

Accomplishments:

- Consistently closed month end sales at 120-130% to quota

- Recognized by executive staff for ability to create and maintain high performing sales relationships with clients and peers

- Continually exceeded performance expectations within assigned parameters (revenue/quota goals, cold call/talk time metrics, sales cycle/pipeline management, program level mix and close ratio) resulting in frequent recognition and reward for weekly and monthly sales contests

Sep 2003 – Sep 2007

Account Executive – GreenPoint Mortgage / Capital One Financial (Downers Grove, IL)

- Responsible for new business development, territory penetration, relationship building, account management and customer service relations for all conforming and non-conforming mortgage sales.

- Managed territory of 1200+ mortgage brokers on the benefits, guidelines and procedures of financing a loan using GreenPoint's product lines.

- Applied extensive knowledge of industry guidelines, competitors, trends and regulations to analyze financial yields, determine credit worthiness and approve borrower credit limits, ensuring federal and state compliance with mortgage banking laws.

- Provided training to brokers and junior account executives on effective use of GreenPoint’s technology, including Program Finder, ePoint (origination/submittal) and Pipeline Manager.

Accomplishments:

- Increased territory base of active brokers by 260% in first 24 months

- Ranked 1st in Midwest region in applications, pipeline and funds in 2005 ($12 M funded) and 2006 ($15 M funded)

- Twice received “Impact Player of the Year” award for the Midwest Region (2005,2006)

EDUCATION:

Jan 2003 – May 2005

Master of Public Health – Northern Illinois University (DeKalb, IL)

Specialization in Health Services Management and Health Promotion

Jan 2000 – Dec 2002

Bachelor of Biological Sciences – Northern Illinois University (DeKalb, IL)

Major in Biology, Minor in Chemistry

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