Patrick B. McElerney

Mobile: 727-***-**** ?abhn7e@r.postjobfree.com ?5851 Parkset Drive,

Lithia, FL 33547

SALES & MARKETING EXECUTIVE

"Get it done" Executive with extensive Sales, Marketing, Operations, and

Business Development expertise.

Sales and Marketing Leadership: managed all aspects of a company function

to achieve a $2.6B sales goal including strategic sales planning,

capabilities continuum development, recruitment, hiring & training of

personnel, and integration of conventional & matrix management business

models to optimize product market share growth.

Transformational Change/Business Modeling: major contributor to the start-

up, architecture, growth, and "next level" development of a 550 person

consultative solutions/complex sales, account management division to

support sustained revenue growth for a multi-billion dollar international

corporation.

Strategic Planning: led deep dive market/customer assessments for a mid-

sized (650 person) HIT software company that identified relevant market

drivers/customer insights, and re-focused the corporate strategy towards

developing web based EMR applications, revenue cycle management tools, and

more customer oriented solutions to jumpstart/sustain revenue growth.

CAREER HISTORY & EXECUTIVE PERFORMANCE

TOP LINE CONSULTING - VP Sales and Marketing, St. Petersburg, Florida (2009-

current). Executive level management consulting across the healthcare

vertical.

. Interim Executive assignment with C-level to overhaul Sales/Marketing

capabilities and operating infrastructure for newly purchased A1 Medical

Imaging. Implement a comprehensive Territory Management System (TMS) for

25 southern US facilities to include territory/call plan design,

Blackberry-GPS tracking integration, and automation of call logs/sales

reports.

- Increased volume of high value personal injury (PIP) MRI scans by

185%, overall scan volume by 32%, and number of NEW referral

physicians by 24 % in six "early adopter" Florida facilities during

the 5 month period May-Oct 09.Identified and resolved flawed

business processes with contracted Radiology provider, and led the

recapture of over $1.5M in associated lost sales.

- Formulated business process rules/key feature identification, and

developed the commercialization plan for a private label, customized

TMS software application and associated management services

offerings.

- Rebranded new organization and designed a professional development

infrastructure for a 35 person national sales team to include

operating/performance standards, sales training & leadership

modeling, incentives overhaul, and candidate selection process to

improve sales/marketing effectiveness and eliminate poor

performance.

. Developed and refined promotional strategy/architecture for a start-up

Medicare Advantage (full & limited risk) practice solutions firm,

doubling 3rd party payer partnerships, increasing reach into multiple new

markets, and established consistent lead flow for practice level

implementation of EMR, pharmacy and revenue enhancing technologies.

. Establish key life sciences funding partners for EMR plug & play data set

to utilize structured data for post marketing surveillance research,

providing additional revenue streams for ambulatory practices and

dramatically reducing patient/investigator recruitment costs for

sponsors.

SAGE SOFTWARE HEALTHCARE - National Director, Marketing Operations, Tampa,

Florida (2007-2009)

Hired post acquisition to build a professional B2B direct marketing

organization. Lead and professionally develop a 31 person Healthcare IT

Marketing team to improve Practice Management Systems/EMR promotional

capabilities through more robust corporate branding, market research,

customer engagement, lead generation, RFP development, interactive

marketing, and sales promotional programming to drive consistent revenue

growth.

. Revitalized department culture by establishing clear performance

expectations, restoring open communications, overhauling operating

protocols, measuring performance & development, and rewarding results.

. Skillfully designed a multi-media promotional architecture to support a

large and diverse product portfolio that increased high value outside

sales qualified leads by over 300% within 18 months.

. Established complex sale forecasting methodology, inbound/outbound

telemarketing performance benchmarks, interactive metrics, and tradeshow

lead reporting system to better predict resource requirements and ROI.

. Championed a deep dive Strategic Market Assessment (SMA) to objectively

determine key market drivers, insights, and conclusions that serve as the

backbone for development of the organization's strategic planning

process.

. Developed a comprehensive Revenue Cycle Management (RCM) campaign

platform to drive sustained lead demand, improve customer/prospect

engagement, increased website traffic, and align sales messaging across

the organization

. Refined interactive strategies/testing to increase year over year website

traffic by 34.8% and website leads from all sources (paid, organic, and

non-search) by 81%.

. Reduced $5.8M operating budget expenditures by 28% despite high costs

associated with international re-branding effort.

PFIZER INC. - Regional Marketing Director, St. Petersburg, Florida (2004

- 2007)

Embedded with senior brand, and regional matrix leadership to champion the

alignment of product brand strategies with key regional market drivers, and

design customized marketing campaigns (B2B, B2C, community/public

awareness) to achieve sales forecasts.

. Integrated DTC print/media campaign with key opinion leader programming

to elevate cardiovascular field sales market share growth by 24% above

eastern area forecast, propelling Florida regional ranking from #10 to #2

within 12 months.

. Spearheaded community physician/adherence to medicines platform across 4

markets driving dramatic market share growth with target physicians vs.

non targets (>200%), and ultimately leading to broad corporate adoption

of the campaign.

. Implemented direct response promotional campaign that recaptured

Tampa/Orlando COX-2 inhibitor sales from a major competitor, increasing

market share growth by 41% in 4 months, and incremental sales by $1.4M

over original forecasts.

. Thought partner with senior executive leadership to lead an internal

consulting project that considerably improved operating alignment between

new corporate business unit (CBU) model and existing field operating

structure.

. Orchestrated key opinion leader mapping/marketing research, and

engagement plan with regional sales and medical colleagues, improving

operating leverage with key payer formularies, clinical advisory boards,

and local media.

. Led statewide strategy for impacting successful passage of Medicare Part

D, developing unique sales tools, providing field management

education/consult, and orchestrating multiple policy impacting

advocate/media campaigns.

PFIZER INC. - Southeast Area Director (AD), Managed Care, Atlanta, GA (1996-

2004)

Promoted to lead and develop a 32 person consultative solutions

sales/account management team to market quality improvement/health &

wellness services, and drive business development/product portfolio sales

within southeast U.S. managed care payers, key employers, VA/DOD, IDNs,

brokers/consultants, physician groups, and state Medicaid programs.

. Propelled product portfolio sales in excess of $2.6B, capturing over

$400M in private/public contract sales, and creating/sustaining payer

formulary access for ten sales divisions to surpass regional sales goals.

Optimized area budgets/resources in excess of $1.8M annually.

. Championed SE regional business unit (RBU) strategic focus to optimize

sales for 10 district business units, and approximately 90 territory

matrix teams across the Southeast U.S.

. Adeptly launched 6 major products each exceeding $1 billion in sales, and

carried annual sales performance responsibility for entire product

portfolio (conventional and specialty products). Major therapeutic

categories include cardiovascular, diabetes, ophthalmology, rheumatology,

orthopedics/pain, oncology, women's health, allergy, neurology,

dermatology, urology, behavioral health, and infectious disease.

. Designed/marketed an innovative health & wellness business model and

recognized as "Quality Pyramid" Health Improvement Award winner 2000-

2003, and Customer Choice Award winner for superior client relationships,

2000-2003.

. Developed and co-marketed "Quality Profiles", a national/multi-year

effort with the National Committee for Quality Assurance to promote

health & wellness "best practices" and improve outcomes.

. Skillfully recruited, hired, and developed 8 Managed Market Managers, and

22 Regional Account Managers to support NHO 2003 national

expansion/restructuring, executing all project benchmarks ahead of

schedule.

. Led and developed 14 account managers to achieve "best in class" branding

as evidenced by Pfizer's 2001 and 2002 #1 Scott-Levin customer

satisfaction ranking with managed care Medical Directors, Quality

Directors, and #2 ranking with Long Term Care Pharmacists.

PFIZER INC. (1989-1996)

Managed Healthcare Consultant, National HealthCare Operations, Tampa,

Florida (1994 - 1996)

Assistant to the Regional Manager (ARM) Pratt Pharmaceuticals; Irvine,

California (1992-1994)

Professional Sales Representative (PSR), Pfizer Labs, San Francisco,

California (1989-1992)

US NAVY, LT, Pearl Harbor, HI: Engineer Officer, USS Safeguard (ARS-50),

Operations Officer, USS Conserver (ARS-39)

EDUCATION

SUNY Maritime College, Bronx, New York: BS, Marine Transportation/Business

Management

Continuing education: Time Management, Conflict Resolution, Team Building,

Negotiating, Strategic Planning, Selling Skills, Sexual Harassment,

Cultural Diversity, Budgeting/P&L, Public Speaking, Situational Leadership,

Coaching, and DISC.

APPOINTMENTS and ASSOCIATIONS

. Board of Directors, Curtis Wealth Management Group, Sarasota, Florida

. Association of Business Process Management Professionals

. Society of Industry Leaders/GLG Council Member-Professional Consultants

Networks

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