Kirk E. Dennis
Home: 815-***-****
Joliet, IL 60435
Cell:
Email: abmqg6@r.postjobfree.com
SUMMARY
Senior-level professional with over 18 years of exceptional leadership
experience in consultative selling, business development, and strategic
marketing - with an emphasis in healthcare, accounting and enterprise
technology.
AREAS OF EXPERTISE
Consultative/ERP Sales Strategic Marketing Communication skills
Knowledge of industry Experience Proven leader, skilled
and technology drivers presenting to and in capturing market
and their macro negotiating with "C" share and growing sales
implications level executives revenue
Strategies to develop Solutions-oriented Creative problem-solver
and maintain business sales approach with ability to drive
relationships with emphasizing customer revenue and exceed
Vendors and Partners needs profit goals
ACHIEVEMENTS
. Member of core management team at CareVoyant, a Microsoft Gold Certified
technology partner providing advanced software solutions for integrated
healthcare delivery networks.
. Recruited five years ago to build the sales and marketing departments for
the company's first Microsoft Windows-based software - MedSys, a billing
and clinical software for small healthcare clinics and HomeSys for Home
Care and Long Term Care agencies.
. Successfully repositioned company as a premier Enterprise and Technology
vendor with integrated financial, clinical and business intelligence
solutions for the healthcare continuum - physicians, homecare, hospice,
long term care, rehab/therapy, durable medical equipment and case
management.
. Architect of the company's revenue-generating sales and distribution
strategy; built a dominant market leadership position with no venture
funding.
. Aligned and managed vendor and partner relationship and increased
additional revenue and product enhancement.
. Successfully launched branding efforts and played a significant role in
repositioning InfoSys and products (MedSys & HomeSys) as CareVoyant.
. Reduced support issues and response time from 1-2 days to within 3-4
hours and identified bottle neck within the process.
. Increased sales leads by 35% through Partner and Vendor relationships.
CAREER HISTORY
2004 to Present
Executive Director of Sales and Marketing
CareVoyant, Inc (formerly InfoSys, Inc), a Microsoft Gold Certified
technology leader providing integrated clinical, financial and business
intelligence software applications for large healthcare delivery networks.
. In depth knowledge of industry and technology drivers, functional
requirements and competitive vendors analysis for each of the vertical
healthcare markets as well as a macro vision of how these healthcare
pieces fit together.
. Considerable experience presenting to multi-divisional, inter-agency
teams and "C" level executives (CEO, CIO, CFO, Clinical Directors, etc.).
. Well developed interpersonal and negotiation skills with strong
experience in negotiating and executing complex client license
agreements.
. Insightful, articulate and highly motivated with particular strengths in
analytic problem solving, skilled at recognizing buying motives,
designing lead acquisition strategies, and driving revenue.
. Skilled in building strong value-adding relationships with top-tier
technology and industry specific companies.
. Proven leader with a motivational management style geared towards
building and retaining highly motivated sales and marketing teams. Many
of the employees have been with me through all of my four years with the
company.
Sales
. Lead an eight person senior level sales organization comprising of direct
enterprise and channel profit centers.
. Grew revenue by 40% each year from 2005. Skilled in complexed,
sophisticated solution selling with a sales cycle of 3-9 months or longer
and average deal size in excess of $260,000.
. Crafted healthcare market alliances with top U.S. technology partners
such as Microsoft, Microsoft Dynamics, SAP, Sage Software, Citrix, IBM
and Honeywell to name a few.
. Tapped into significant growth opportunities by leveraging the
distribution channel of alliance partners such as Microsoft, SAP and Sage
Software to generate about 35% of all incoming sales leads. Directly
worked with VAR relationship at corporate level with companies such as;
Tectura, BKD, RSM McGladrey, ePartners and InterDyn.
. Structured complexed, strategic partnerships with several industry
specific content and technology vendors such as HomeMed, First Databank,
Emdeon, Surescripts, WebMD, Zirmed and VNA First.
Marketing
. Lead and manage a ten-person marketing team in the U.S. and India.
. Extensive experience across the full spectrum of marketing initiatives
including: brand management, product management, product marketing,
channel marketing, lead and demand generation, marketing communication,
customer acquisition and retention.
. Architect of the company's re-branding efforts in 2007 from InfoSys, Inc.
to CareVoyant. The CareVoyant brand has quickly become known for leading-
edge, innovative and comprehensive healthcare solutions.
. Successfully started a marketing department in Chennai (formerly Madras),
India to assist the U.S. sales efforts. This Indian team, consisting of
web and content developers, is responsible for the production of all
corporate and product brochures, PR collateral, power point
presentations, advertisements, tradeshow graphics, as well as the on-
going re-development of the corporate website.
. Successfully launched breakthrough campaigns while entering new
healthcare vertical markets in spite of high barriers to entry. Skilled
in assessing market needs, positioning and launching solutions to build
brand equity, and creating programs to drive revenue for each of the new
healthcare markets.
. Worked closely with Development team and coordinated Product Road map for
future growth and product enhancements and strategized marketing efforts
with team.
2002 - 2004
Director of Sales - Financial ERP (SAGE)
HighTower, INC. An authorized reseller for accounting, manufacturing,
distribution, CRM, and human resource software solutions; multi-platform
networking; custom programming and software customization; sales and
service brand name hardware and peripherals; web design, hosting, and
implementation; consulting and support.
Achieved 154% of Budget Revenue and excelled in maintaining existing
accounts and establishing new ones through strong communication skills and
professional approach. Managed outside and inside sales.
. Exceeded previous years budgeted revenue goal with 154% and budgeted GP
130%.
. Created a CRM database that was widely used within the department.
. Created exceptional support and training systems, which maximized team
effectiveness and allowed quick rollout of campaigns.
. Created initial business plan, organization, and sales and marketing
infrastructure.
. Produced 57% of sales through channel organization, attaining 49% close
ratio and 20-66% higher margins than industry norms.
. Rebuilt sales organization, yielding increased contracts with existing
clients with a retention rate of 84%, and led company sales to industry
leader status as top 100 VAR.
1999 - 2002
Regional Vice President
Norvergence, INC. Telecommunication Company providing equipment based
solution - utilizing VOIP to fix costs for all telecommunications
expenditures.
Oversaw development and management of Chicago based regional office.
Maintained and consistently exceeded monthly equipment quota of $240,000
per sales rep. In 2002 the company was dissolved.
. Grew to 8th in the region out of 32 regional offices.
. Generated $24 mil for branch location with 8 sales reps.
. Evaluated skills of inherited staff, eliminating poor performers and
hired and trained new personnel.
. Participated in C-Level sales calls and demonstrated 90% close rate.
SOFTWARE PROFICIENCY
Microsoft Windows XP Microsoft Windows Microsoft SQL Server
2007 2008
Microsoft Word Microsoft Excel Microsoft Power Point
Microsoft Access Microsoft Dynamics Microsoft CRM
Microsoft Outlook Sales Force Adobe Page Maker
Adobe Photoshop Business Objects ACT and Goldmine CRM by
Crystal Sage
EDUCATION
. COD. AAS
. UOP. BA in Business Management
INTERESTS
Possess an active interest in mentoring newly emerging B2B companies with
"go to market" strategies. I have advised several entrepreneurial ventures
in areas of business valuation, private equity placement, product
positioning, channel development and brand management. Lifelong love of
travel and the cultural and educational insights it provides. Traveled
extensively throughout U.S., and have developed a strong network of
industry and personal contacts in those regions.
A current volunteer and acting coach for of a local youth soccer (PSA)
association.