Sales Executive

Ron Forrest

**** ******** *****

Marietta, Ga. **066

Office 770-***-****

Cell 404-***-****

abm2ii@r.postjobfree.com

VP-Sales Management expertise (over 15 years) in new and existing sales

team formulation of successful reps (8-10), high % quota achievement, P&L

responsibility in the Healthcare and B2B segment.

Unique Qualification: Natural leader, problem solver, creative thinker,

revenue grower, having experience in managing and selling in start-ups,

turn-arounds, high growth stable environments to complex organizations in

Healthcare (enterprise software systems, managed care/ambulatory,

consulting, practice management, capital equipment, and medical devices

touching most functional areas.

Strengths/Accomplishments:

Hired 3 separate sales teams with very high retention rate generating

career paths for the reps and promotions. Re-engineered sales teams with

unique sales incentive based programs to obtain high profitability.

Executive team building experience having hired managers for VP positions

Experience in selling numerous Enterprise Systems :( EMR, RCM, CIS, CPOE,

HIE, ECM)

Obtained High Percentage Quota Achievement (15 Presidents Club Trips)

Extensive contract negotiations with over 80 million dollars closed,

success with "National Accounts" and Government contracts (DOD, VA, GSA)

Awarded numerous sales recognitions -- from J&J Ring Club, Salesman of

Year, Various Awards with IBAX (IBM&BAXTER), GTE, CLINICOM/HBOC

Extensive C-Level network/Member various healthcare organizations

Extensive investment in training programs, Six Sigma, Strategic Selling,

Miller-Heiman, IBM, Complex Sale, Capture Management, Managing at HP,

KARRASS

Business Experience:

SALES Executive GE Healthcare

2007-2008

Sales Executive for Enterprise Solutions P&L of GE Healthcare. Sold total

hospital information system (Centricity) which included financial,

administrative, and clinical software to all market segments including an

ASP offering. Built pipeline to 100 million dollars and propelled GE into a

competitive position in the Southeast. Was finalists in a large CIS deal

that was delayed until 2010. Worked with other GE P&L's to promote"ONE GE"

total system sales approach (EMR to physicians, PACS, HIE, Peri-OP, Peri-

Natal, Lab, RX. etc.) Achieved quarterly incentives. Worked with

Intermountain Healthcare (IHC) to showcase new "early health" software

model. Worked with GE Government division to promote new HIE offering.

Extensive training models (PHD, Six Sigma).

SALES Director DB Technologies

2005-2006

Joined DB Technologies to open up the Southern half of the country and

established a market share commensurate with their NE presence. Company

was focused on Enterprise Content Management Software Solutions (ECM)

serving EDM/EDI imaging/scanning markets. Software served entire Revenue

Cycle Management sector. Built solid 4 million dollar pipeline in six

months with strong OCR prospects. Reshaped relationships with several

vendors (Meditech, Siemens) as well as hospital groups (HCA, CHE, CHS,

Triad, Ascension).

VP-SALES Surgical Information Systems (SIS)

2004

VP Sales managing a sales and support team consisting of 7 direct sales

reps, 3 support reps, technical rep, product specialists, selling to

the Peri-operative Care Environment in hospitals and Ambulatory Surgi

Centers. Carried a 20 million dollar quota plus oversaw customer base

of 200+ existing customers. Sold newly released module for patient

tracking (context sensitive) and an Anesthesia Information System.

Instituted closing procedures emphasizing "C" level selling and more on

site contact which resulted in increased win ratios. Committee for

"Zero Defects" for company wide initiative. Responsible for" National

Accounts".

VP-SALES Per-Se Technologies

1998-2003

VP Sales managing Resource 1 division (ONE-STAFF) selling enterprise- wide

access and revenue cycle management, financial, administrative, and

clinical software solutions. Carried 12 million dollar quota with 8 reps.

Achieved quota in 7 quarters. Increase average sales per rep from 750k to

1.3M by working with KLAS scores and instituting a strong "closing tool".

Sold CIS (Patient One) (CPOE, EMR ) software in 3-10 million dollar ranges.

Extensive C-Level network. Hired new sales team and had 90% retention in 5

rears. Implemented strong sales training such as Complex Sale and helped

enact turnaround of company from downward sales spiral to a return to

profitability. Numerous VP awards for sales contests.

Sales Executive HBOC

1994-1997

Joined Clinicom as the Eastern Sales Representative for the newly

formed Managed Care Division/Ambulatory. Sold large stand alone home

health system within 90 days and had created a 2 million dollar

pipeline when Clinician was sold to HBOC. With the merger, I assumed

responsibility for 2 regular Clinical sales territories selling

clinical information systems (Point of Care) for the remainder of

year, achieving club for Clinicom with 136% of quota. In 1996, assumed

role as Director/Home Healthcare with the newly formed Clinicom/HBOC

Sales Group with 3.5 Million dollar quota selling enterprise systems

on a national basis. Sold to a diverse market including IDS, IPA,

MSO, HMO, and other payer markets (insurance) which were risk based

and concerned with patient outcomes.

Sales Executive GTE Health Systems

1990-1994

Sold HIS systems to SE hospitals. 100 % Club in 91, 92, 93. Winner of

Samurai Sword for 3rd quarter promotion. Sold over over 4 million

dollars in first 2 years. Participated in Sales Automation and

reengineering workshops. Completed Miller-Heiman Strategic Selling

Course. Numerous other quarterly quota-busting awards.

Sales Executive IBAX (IBM/Baxter)

1985-1990

Sold full-blown HIS (IBM mainframe (Omega) and AS400 (Delta) to SE

hospitals.Incenttive trip winner-President's Club over 4 million in sales

in 1988. Top sales person in region and 3rd in nation. Top Sales Person 3rd

qtr in 1988. Delta product line award in 1987(System 38). Top Gun Club in

1, 2, 3 quarters in 1987. Top Sales rep in southern region in 1985 while

selling the Data general (Compucare) system. Completed KARRASS negotiation

course.

VP-Sales Hewlett Packard

1979-1984

Sold sophisticated Critical Care Monitoring systems (Arrhythmia,

EKGManagement System, Cath Labs, Central Stations, Telemetry) to

ICU/CCU/SICU to Midwest hospitals. Achieved quota all 3 years with

significant increases. Million Dollar Club-2nd year. Achieved quota in 7 of

9 product lines. Won regional sales contests every year. Promoted to

District Sales Manager and formed the New Orleans Regional office. Managed

a 10 dollar region with 6 sales reps and 4 service reps in a 6 state area.

Over sales quota in 8 of 9 product lines in 2nd year. Hired two new sales

reps and both exceeded quota. Won Regional Sales Contest 2of 3 months in

4th quarter.Accoutable for 480,000 P&L

Sales Executive J&J (Johnson & Johnson)

1973-1979

Sold capital equipment, medical devices, and medical disposables to SW

hospitals. High percentage of conceptual selling as well as competitive

brand selling. Accomplishments: Runner-Up Man-of - the Year Award in 1974.

J&J Ring Club, 1074(150,000 increase); MajorProdcut Award Winner, 1974.

Glamour Prize Winner 1975, 76.Won 5 major sales contest with company.

Promoted to Sales Trainer in 1976 and moved to MW. Trained 4 people. Sold

big GSA contracts to VA and DOD. Completed Systematic and Xerox Selling

Courses.

Military USMC/Captain-Company Commander

Education Centenary College, BS Business

Administration,

Varsity Sports, Debate, Kappa Sigma

Officer

.

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