Sales Management
Resume:
Bruce Kirschner
Home: 718-***-****
Cell:
***********@**.***
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*** - ** **** ****** / *** 6J, Bayside, New York 11364
Objective: Area VP of Sales / Sr. Sales Executive
Profile:
- VP of Sales / Area VP of Sales / Sr. Sales Executive w/extensive
experience in Medical Management, Population Health Management and
Disease Management software and services, as well as allied
healthcare services.
- Strategic Sales Account Management Executive in the Payer market
segment, selling directly into the "C" suite
Key Accomplishments:
- A long-standing and verifiable track record of having exceeded all
net new sales quotas and/or recurring revenue expectations
- A highly experienced, highly successful practitioner of Solutions
and Consultative Selling
Professional Experience:
- Independent Healthcare Sales Consultant
01.10 > Present
. Healthcare & Allied Healthcare Sales and Marketing
o Engaged by CEO/Founder of client company to consult
with/on significant revisions to the their business plan,
and to direct multiple aspects of their sales process re-
design, proposed geographic expansion, marketing re-
direction, and the creation of a five year forecast for
increased revenue based upon same.
- Strategic Sales Account Management Executive
03.08 > 09.09
MEDecision, Wayne, PA.
. Maintained, supported, protected and increased the recurring
revenue stream from five of MEDecision's key "Blue" accounts:
o Anthem East (BCBSCT, BCBSME, BCBSNH - all wholly owned
entities of WellPoint), Blue Cross Blue Shield of Delaware,
CareFirst (Blue Cross Blue Shield of Maryland), Excellus
Blue Cross and Blue Shield of Rochester, NY, Horizon Blue
Cross Blue Shield of New Jersey
. Sales lead for the 2010 > 2011 multi million-dollar migration of
each account to the new Alineo/Nexalign medical management
platform
. Client interactions primarily with the "C" Suite and senior
management
. Worked directly w/key strategists at each Plan to align,
configure, and customize the MEDecision solutions to meet their
continued growth requirements
. Went tactical as required to shore-up previously damaged client
relationships due to a self-acknowledged period of corporate
neglect in favor of internal development efforts:
Bruce Kirschner Page 2.
o Reestablished open, honest and highly collaborative
dialogues with each of my clients
o Rebuilt my clients' confidence in MEDecision's ability to
deliver - on time and on/under budget
o Redirected my clients from vendor assessment mode to
application migration mode
. 2008 Recognized revenue from my clients: 7.1M
. 2009 As of 09.09: on-target to meet and exceed last year's
numbers
o YTD spend (as of 06/09) 5.5M
- Area Vice President of Sales - Northeast
01.06 > 03.08
ECIN/Health Solutions Group of Allscripts, Chicago, IL
. Sold the ECIN discharge planning solution to Acute Care
facilities in a geographical territory that ranged from the
northern tip of Maine, to the southern tip of Pennsylvania
o Key accounts included: Albert Einstein Medical Center
(Philadelphia), Lehigh Valley Hospital (Allentown), St.
Luke's Medical Center (Bethlehem), Jefferson Health System
(5 facilities/Radnor based), St. Peters Hosp. (Albany)
Univ. of PA Hospital (Philadelphia), and Temple Hospital
(Philadelphia) amongst others
. Leveraged my industry experience to assist developers in
expediting the design of ECIN's UM/CM applications
. Client interactions primarily with the "C" Suite and senior
management
. Exceeded all net-new and expansion sales quotas.
- Vice President of Sales - Medical & Strategic Mgmt Solutions
6.95 > 01.06
Landacorp, Inc., A SHPS Company, Louisville, KY
. Initially hired to introduce maxsys II, a UK developed
application into the US Provider Market
o Key clients included: NYP Healthcare Network (all 13
facilities/NYC based), the Atlantic Health Org (Morristown
and Overlook Hospitals/NJ based), and more than 35 others
nationally
. Leveraged early successes, to assist in re-tooling, introducing
and initiating the adoption of the re-designed application into
the US Payer Market - first as maxsys II mc, and then as maxMC
o Key clients included: IBC (Philadelphia), Empire BCBS (now
WellPoint/NYC), Highmark BCBS (Pittsburgh), GHI (NYC),
Inland Empire (Riverside), and other Payers nationally
o Successfully defined and initiated an integrated sales
strategy based on the additional predictive modeling and
population health management. product/services, then
available to Landacorp as a result of the post-IPO
acquisition of PatientCentrix (Montclair) and ProMedix
(Raleigh)
. Spearheaded Landacorp/SHP's sales initiative in the UK,
garnering maxMC a VOC nod from BUPA, the UK's leading provider
of private health insurance and health care services
. Client interactions primarily with the "C" Suite and senior
management
. Exceeded quota by as much as 250%
. Largest contract in excess of 10M
Bruce Kirschner Page 3.
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- Area Manager of Sales - Northeast
03.91 > 05.95
Strategic Marketing Information, Inc., Nesconset, NY
. A now defunct entity, SMI had developed a natural language
application designed to work as an adjunct to a relational
database, translating an English language query into the
appropriate SQL
. Introduced the concept, educated the prospect, developws a value
prop for, and sold this application into the Provider market
o Key accounts included: Stamford Hospital (Stamford),
Benedictine Hospital (Kingston), and Vassar Brothers
Medical Center (Poughkeepsie).
. Exceeded all net-new sales quotas.
Education:
- Bachelor of Arts, Contemporary English Literature
Queens College, Flushing, NY
Military Service:
- Sergeant, E-5
United States Army - US technical advisory team leader to the
British Army of the Rhine / Paderborn, West Germany
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