Manager Management

Mary Walker

Email: abqczy@r.postjobfree.com

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

City: Ashburb

State: VA

Zip: 20147

Country: USA

Phone: 240-***-****

Skill Level: Management

Salary Range: $170,000

Primary Skills/Experience:

See Resume

Educational Background:

See Resume

Job History / Details:

Mary Walker

20658 Crescent Point Place - Ashburn, VA 20147

abqczy@r.postjobfree.com - 240-***-****

Senior management executive with more than twenty years of successful execution in the federal healthcare market: leveraging management, strategic planning, client relationships and business development leading to revenue growth. Successful record of capturing, establishing and expanding market share in healthcare IT and informatics. Proficient at creating market demand through spearheading account plan development and focused capture initiatives resulting in additional revenue. Skillful in leading teams and organizations to achieve goals through leveraging best practices in design, facilitation, mediation, collaboration, planning and coordination of required resources to meet stringent customer deadlines. Excellent customer relationships skills, including mapping core customer requirements to the company's solutions, products and tools through knowledge of the customer acquisition life cycle. Proficient in CRM databases, forecasting, best practices for capture management (PRIVIA, SharePoint) and, Microsoft Office suite. Team leader in successful capture of large complex opportunities and proven ability to market and develop key relationships within accounts and alliances for successful business capture. Skilled negotiator, with deep knowledge of the federal procurement environment.

Work Experience

Client Relationship Manager HHS/CMS

Optum, Inc - Rockville, MD

2011 to 2012

*Team leader for a complex sales team of SMEs, and architects focused on developing new business solutions for healthcare reform while establishing a federal practice.

*Developed a strategic account plan for CMS with a strategic focus on new business development. Our business plan focused on the following areas and competencies: Program Integrity; Business Intelligence and Analytics, Fraud, Waste and Abuse, and Clinical Cost and Quality.

*Created and drove initiatives mapped to customer needs to create demand both directly and indirectly.

*Lead weekly team caucus to review call results and determine next steps d in a targeted fashion, leveraging all relationships for business opportunity pursuits.

Special Programs Manager and Director Business Development

Agilex Technologies, Inc., Chantilly, VA

2008-2011

*Leveraged Special Program relationships with the National Collaborative for Underserved Populations and work with the Technology Informatics Guiding Education Reform (TIGER Nursing Collaborative) to bring key SME and help position Agilex as a viable partner for the AHRQ ARRA funding competition.

*Strategically marketed, developed and closed an IDIQ with AHRQ in partnership with a Fortune 500 company.

*Originator of the relationship that led to the win of the esMD contract as a sub to the current prime.

*Lead the original pursuit of the NIH CIOSP3 acquisition as a small business pursuit.

*Responsible for developing strategies and establishing key relationships within the HHS, and the corporation leading to goal achievement.

*Assisted the technical team in development and management of the proposal process for many of the HHS responses.

*Lead the executive call plans within HHS for market demand creation.

*Lead the team in identifying key programs and points of market entry for HHS.

*Leveraged relationship at NCI combined to companies core competencies and SME's, which led to proposal development and win as a prime contractor for the NCI CBIIT contract IDIQ with a $2B ceiling over 5 year.

*Developed relationships with key Primes, marketed the CDC to position company as a value added partner for the win of the CDC CIMS IDIQ with a ceiling value of $ 4 B over 7 years.

*Lead the team to develop a key partnership for CIOSP2 which has resulted in NIH accepting us as a named partner to receive the IDIQ Tasks trough the prime.

*Established the company in the Small Business arena at HHS by attending and participating in key small business meetings.

*Assisted in identifying and staffing new members to the HHS BD Team.

Adjunct Professor

The Johns Hopkins University School of Nursing - Baltimore, MD

2000 to 2009

*Participating and developing strategic corporate relationships and partnerships with government and commercial organizations for an endowed chair. Developing and delivering lectures related to healthcare informatics.

VP Business Development Health Solutions Sector

Apptis, Inc

October 2005 to January 2008

*Within strategic business area, led the development of the HHS Strategic Plan staffing and target opportunity areas.

*Key leader for the Mentor Protge program developing a strategy and implementing a strategic market entry point for the company at CMS.

*Leveraged the investment in the Small Business JV to win a position on a major CMS prime for the ESD Program opportunity. This teaming led to a win as a sub for the $4B IDIQ at CMS.

*Lead the development of an HHS training course to introduce the company (executives, support organizations and business development staff) to HHS to enhance our ability to respond to the client's needs.

*Developed the first marketing campaign for our HHS pursuits including a strategy for small business pursuits.

*Developed training for proposal development for the sector changing our compliance with corporate strategies.

*Responsible for identifying, tracking, validating and integrating customer-focused industry best

practices, best-value solutions, and best-of-breed information technology and outsourcing offerings.

*Responsible for developing strategies and establishing key relationships within the HHS, and the corporation leading to goal achievement.

*Serves as the adjunct government relations expert, coordinating meetings with senior members of Congress and staffers responsible for leading the change of our nation's health system.

Executive on Loan

Apptis, Inc

2007-2008

*Established a Public-Private Partnership with HIMSS, Health and Human Services (Office of Minority Health), Apptis and Summit Health Institute for Research and Education (SHIRE) to build and launched the National Health IT Collaborative for Underserved Populations with a goal of ensuring that minority populations are not left behind in the HIT transformation.

*Convened a multi-stakeholder collaborative for developing the core needs for underserved communities in healthcare transformation.

*Participated in the development of governance for the collaborative.

*Launched the first NHIT Summit with the Office of the Secretary/Office of Minority Health.

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Executive Director, Healthcare Mission Area

January 2005 to October 2005

*Strategic leader for MITRE's Healthcare Sector managing a team of eighteen direct staff for program support and a complement of 40-60 other IT professionals and consultants, supporting Department of Health and Human Services with P & L responsibility.

*Director of strategic development for acquiring a Federally Funded Research and Development Center for the Department of Health and Human Services.

*MITRE liaison for senior health client representatives and senior health officials; leads identification and closure of potential new high-impact program content. Operating model within program; monitors directorate progress and expenditures; monitors risks and risk mitigation strategies and provides guidance as required.

*Managing and leading the business development function, identifying unmet needs and building solid trust relationships. Oversaw resource provision for Health sector through CEM processes planning.

VP Emerging Healthcare Practice

The Johns Hopkins University School of Nursing

2003-2005

*Raytheon's VP for the emerging Healthcare Practice, diversification program, responsibilities included managing and directing business development staff.

Professional organizations representative for, Healthcare Information Management Systems Society(HIMSS), the Hill, media coverage (Federal Computer Week and Washington Technology) on critical initiatives such as HIPAA, e-Health and account-specific opportunities and outreach.

*Client executive relationships manager for resolving major issues related to business development, both external and internal. Other duties included developing collaborative client-centric solutions that exploited Raytheon's key technologies as well as products and services from other business units.

*Responsible for the development of the Healthcare Strategic Plan, which included development of account resources.

*Developed an Informatics footprint for Raytheon through collaboration with the National Library of Medicine (NLM) and the American Medical Informatics Association (AMIA) in the development of a program for Disparities in Health.

*Trained staff in the basics of healthcare marketing developed a penetration strategy for targeted accounts such as Centers for Medicare and Medicaid Services (CMS), including strategic partnerships.

VP Healthcare Practice

DynCorp Systems & Solutions

1999 to 2003

*Team marketing lead for DynPort Vaccine Company, responsible for developing strategies and establishing key relationships within the HHS, DoD, pharmaceutical companies and Congress.

*Lead the team in identifying more than $500M in new opportunities across a myriad of public and global health environments, bioterrorism-related areas.

*Exceeded quota of $20M by booking more than $85M, staff grew from 12 to around 140 at CDC as CDC Team Leader.

*Lead the team for Centers for Medicare and Medicaid Studies (CMS) for an Indefinite Delivery Indefinite Quantity (IDIQ) contract with a ceiling of $600M.

Marketing/ Business Development Manager

TRW Government Information Services Division

*Marketing Manager

Prior experience as Researcher/ Microbiologist for Johns Hopkins and National Institutes of Health

Education

Master of Business Administration (pending)

Bowie State University - Bowie, MD

B.S. in Microbiology

Southern University

Executive Management Training

Executive Management (Executive -MBA) Training and Certificates: Columbia University, Executive Management Program/Marketing, Digital Management Education (DME)/University of New Hampshire, Harvard University, Massachusetts Institute of Technology (MIT), Fairfield University - Executive Management Program

Related Training:

Ethics in Business; Government Integrity Training, Government Ethics; Financial Logic of Selling, Government Sales Consultants; Consultative Sales Skills I & II; Government Sales Consultants; Effective Writing Skills, DME; Power-Based Selling, DME; Understanding the Dynamics of Difference, DME; Graphic Facilitation, TRW Consulting;

Skills

Capture Management, proposal planning and development, writing, team building and management, business development, marketing & branding, facilitation.

Links

Certifications

Certified, American Society of Microbiologists; Certified Laboratory Technologists (Expired)

Groups

American Medical Informatics Association (AMIA); International Medical Informatics Association

(IMIA); Healthcare Information Management Systems Society (HIMSS Roundtable); Armed Forces

Communication and Electronics Association (AFCEA); NIH Children's Inn (Fundraising

Committee)

Publications

Advancing Federal Sector Health Care: A Model for Technology Transfer, (Chapter 21,

Eliminating Disparities in Health), Ramsaroop, Ball, Beaulieu, Douglas;

In Vitro and In Vivo Cellular Immunity in Anergic Milliary Tuberculosis in Waxman, Lockshin, Walker, American Review of respiratory Disease, 1973.

Mechanisms of Buffy Coat Migration Inhibition Tests in Lockshin, Waxman, Jenkins- Experientia, 1972.

Additional Information

Presentations

AMIA/Nursing Informatics (NI) 2012: Technology Informatics Guiding Education Reform (TIGER) Virtual

Learning Environment (VLE)

HIMSS 2007 Patient Safety Pre-conference workshop, TIGER Summit planning and Fundraising Committee; HIMSS 2005 panelist, Healthcare and 6 Sigma, 2005

Women in Technology, Young women in Technology Leadership Panelist

Using Diversity as a Tool, (Presentation), Black Engineer of the Year- 1995.

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