Sales Manager

Cathy Lee

Email: abp03k@r.postjobfree.com

Address: **** * ****** ***** *****

City: Phoenix

State: AZ

Zip: 85016

Country: USA

Phone: 720-***-****

Skill Level: Experienced

Salary Range: $90,000

Primary Skills/Experience:

See Resume

Educational Background:

See Resume

Job History / Details:

CATHY LEE

3015 E Sierra Vista Drive, Phoenix, AZ 85016 Mobile: 720-***-**** Email: abp03k@r.postjobfree.com

PROFESSIONAL SUMMARY

To contribute to the overall success of an innovative, growth-oriented company in which my leadership and industry experience will

be fully utilized as a senior level sales executive.

Over 17 successful years of widely diversified experience in Sales, Marketing and/or Project Management within the

following industries: Healthcare, Publishing, and Information Technology.

Researched, developed, implemented and managed marketing & sale strategies for up to $150M budget.

Consistently exceeded sales goals from 100% up to 210%.

Maintained profit margins up to 65%.

Established formalized training program for recruiters and sales team, which increased gross revenue 75%.

Supervised and trained staff of up to 65 employees (management, salaried, commission, and hourly staff).

PROFESSIONAL EXPERIENCE

Press Ganey Associates, LLC (Field office Scottsdale, AZ) Sept 2009 Oct 2012

(Intl leader of healthcare performance improvement solutions. Website: www.pressganey.com)

National Account Manager

Responsible for identifying, qualifying, closing, new and existing business for National Accounts selling patient, physician,

employee satisfaction, core measures, and clinical benchmarking solutions to organizations in the Healthcare market.

Recognized as #1 Sales Rep for selling clinical; #1 for competitive renewals of $4M+, #2 overall sales revenue in 2011 of

$3M+ with total sales representing $7M+!

Awarded Presidents Club in 2009, 2010, 2011;

Established and maintained c-suite relationships within 15 National accounts representing over $17M in reoccurring

revenue.

Thomson Reuters Healthcare Division (Field office Denver, CO) Feb 2005 Sept 2009

(Intl leader of business intelligence. Website: www.thomsonreuters.com)

Strategic Relationship Manager

Client Executive

Responsible for identifying, qualifying, closing, new and existing business for National Accounts selling business intelligence

software solutions to organizations in the Healthcare market.

Recognized as #3 Sales Rep for the Year of 2006 (out of 25 reps);

Awarded Platinum Club in 2006, 2007;

Established and maintained c-suite relationships within four National Accounts representing over $4M in reoccurring

revenue as Strategic Relationship Manager.

AtStaff, Inc Durham, NC (Field Office, Denver, CO) 2002 Feb 2005

(Intl leader of proactive staff management software in the healthcare industry. Website: www.astaff.com)

Regional Account Executive

Responsible for identifying, qualifying and closing new business in twelve state geographic region selling enterprise wide

staff schedule software solutions to large organizations in the Healthcare market and physician groups.

Awarded #1 Sales Rep for the Year of 2004 and #1 Sales Rep for the 3rd Quarter 2004

Trained over 90% of sales team.

Assess and target prospects using consultative "Solution-Selling" approach for $1.3M budget.

Present a persuasive business case for staff scheduling and demonstrate the softwares capabilities.

Developed marketing campaigns to generate sales leads and all sales PP materials for not only myself, but templates

for the company.

Oversee implementation of solutions to completion and communicate key milestones back to internal analysts and

customer.

Cathy Lee Page 1 1/4/2013

US Nursing Corporation /FASTAFF Travel Nursing Denver, CO 2000 2002

(National nurse staffing agency. Website: www.usnursing.com )

Director of Project Management

Director of Sales

Senior Project Manager

To assist the Senior Executive team to fine tune efficiencies in departments and overall business systems, including

executing implementation strategic business plans on time and within budgets for $150M overall plan. Directly reported to

the President.

Managed mobile recruitment efforts to increase nurse recruits by 46% and increased the working nurses by 29% in four

weeks.

Implemented Business Process Engineering throughout the recruiting, records, and licensing departments to increase

their overall productivity by up to 65%.

Established formalized training program for recruiters and sales team, which increased gross revenue 75%.

Evaluated organizational structure and developed change management implementation plan that reduced net

operating expenses by up to 12% through staff realignment, retraining, policy and procedural changes, and

documented operational controls.

Created, launched, and managed six sales executives as the Director of Sales for FASTAFF. Website: www.fastaff.com.

Increased FASTAFFs sales by 210%, maintained profit margin of 33%, and increased hospital sales contracts by 168%

first year.

Managed and supported the implementations of the new business venture goals and objectives for FASTAFF Nursing

Careers on time and within budget.

LaMarsh & Associates, Inc. Chicago, IL (Field Office, Denver, CO) 1999 2000

(Intl leader of project /change management consulting services. Website: www.lamarsh.com )

Director of Consulting and Business Development

Global Sales / Marketing Manager

Responsible for overall profitability of the firm by managing the consultants time and expenses across all aspects of each

clients project scope; including delivery and customer satisfaction. Moved from Global Sales Manager to Manager of

Consulting and Business Development in only 6 months. Directly reported to CEO.

Exceeded sales plan by 10%, which represented over $2M in revenue through consultative selling techniques. (75% of

time devoted to service sales and 25% of time to product sales).

Developed and managed the account management infrastructure, marketing strategy, internal technology protocols,

and sales strategies for total firm.

Generated lead development through telemarketing, direct mailings, sales promotions, sales presentations/calls,

speaking engagements, etc. to generate a continual funnel of prospects.

Increased new business opportunities by 25% to penetrate and expand L&A business through strategic partnerships, e-

commerce, and new product development.

Alternative Resources Corporation. Denver, CO 1998 1999

(Intl technology consulting & staffing. Website: www.arcnow.com )

Account Manager

Territory management of 12 international and national Fortune 500 clients through relationship selling; in which sales call

summaries, forecasting of revenue, budget management are submitted weekly for effective monitoring of the business.

Directly reported to General Manger.

Exceeded sales plan by 5% and maintained profit margin of 43% within assigned account base of $1.5M sales volume.

Liaison between the client and the technical employee to ensure excellent customer satisfaction besides ensuring we

meet the clients business objectives, timelines, and requirements for the defined technology solution engagement.

Assessed, analyzed and developed proposals on technology projects including call centers, telecom support, Y2K,

mainframe and client/server environments, internet/intranet, network services, data warehouse, and software

solutions such as Oracle.

Conducted Internet recruiting for large client solutions as a partner with the local /national technical recruiter

internally.

Cathy Lee Page 2 1/4/2013

Coffee Products Illustrated, Inc. Denver, CO 1996 1998

(International trade magazine)

Owner (Publisher)

Responsible for complete operations including: financial, production, marketing, reader-service, total circulation of 15,000

in sales.

Achieved revenue of $150K in year one which established the magazine at break-even financially.

Conducted comprehensive marketing research to establish product viability and forged business alliances with key

trade associations and leading companies in the industry to provide long-term support for the publication.

Launched international marketing campaign including trade shows, telemarketing, and direct mail.

Produced high-quality publication on schedule with break-even financial performance and generated exceptionally high

advertising sales leads and subscription orders.

Implementation Management Associates, Inc. (Field office Denver, CO) 1994 1996

(Intl leader of project/change management consulting services. Website: www.imaworldwide.com)

Sales / Marketing Manager

Sales Representative

Responsible for identifying, qualifying and closing new business in United States selling change management solutions to

Fortune 1000 .

Achieved sales growth of 113% in 1994, 147% in 1995, and 162% in 1996.

Accountable for 50% of $2.5M company sales plan. (75% of time devoted to service sales and 25% of time to product

sales).

Managed two sales people besides my own sales volume responsibilities and enabled them to achieve quota.

Generated new business, converted referrals, and maximized existing client business within Fortune 1000

companies/Government.

Assessed, analyzed, and evaluated change management needs for new and existing clients.

Recommended intervention strategies and proposed change management solutions;

Demonstrated working knowledge of the key change business environments including; reengineering, mergers, CRM,

ERP, SAP, ISO 9000, and Total Quality Management (TQM).

Developed, coordinated, and implemented project strategies, public programs, trade show exhibits, and collateral sales

material.

E DUC AT IO N AN D T R AI N IN G

Bachelor of Science Degree in Management, Minor in Marketing, Purdue University, West Lafayette, IN.

Miller Heimans Large Account Management Process (LAMPA(R)) Two Day Training Program

Miller Heimans Conceptual Selling and Strategic Selling Four Day Training Program.

Prime Resource Groups Diagnostic Selling Two Day Training Program

Michael Bosworths Customer Centric Selling Three A Day Training Program

LaMarshs Managed Change Five-Day Training Program and ChangeMaster's Train the Trainer Certification.

IMAs Accelerating Change Five-Day Training Program and Accreditation Train the Trainer Certification.

Cathy Lee Page 3 1/4/2013

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