Sales Management

KI NGSLEY SM I T H – ADVANCED I . T HEALT HCARE SOF TWARE & TEC H NOLOGY SALES

818-***-**** M OBILE KI NGSLEYSM I T *@*******.*** U .S.

& U .K. P ASSPORTS

HEALTHCARE I .T. SOLUTIONS – PAYER, PROVIDER, EMPLOYER, MEMBER, BROKER FOR

A CUTE & A MBULATORY

• Clinical H IE EHR EMR PHR, Workflow, Clinical Analytics, ACO, Care & Disease

M anagement,

Predictive Modeling Analytics, Care Coordination, Patient, Provider,

N urse Portals

• Diagnostic Radiology RIS PACS CVIS, Image Storage Management,

Teleradiology & Telehealth

• Financial CDI, RCM, BPO, CBO, PMS, IPA, MSO, Analytics, CMS RAC

A udit Acute & Outpatient

• M iddleware Rules Based Alert Management, Enterprise M iddleware Functionality

• Enterprise Healthcare Platform, In teroperable Clinical Enterprise for Health

I nformation Exchange

H IE pHIE IDN RHIO PHO PPO MSO H MO IPA ACO Hospital &

O utpatient

eMPI, Vi r tual Storage, Security & Compliance, Remote Hosting, Cloud

A doption

P rofessional Exper ience & Qualifications – Healthcare I.T. Solutions Sales

for New Business Development

Results-driven, well developed solution sales and business development executive with

extensive experience in directing all aspects of sales operations while demonstrating

a ttuned communication and diplomacy qualities. Astute knowledge of business

management and development ini tiatives.

• 20+ years’ experience selling healthcare

i nformation technology and health information management software and services.

‘ Top Down C Suite’ as well as ‘Bottom Up Departmental’. Reputation for out of the

box sales strategies to penetrate new or difficult markets

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KI NGSLEY SM I T H – ADVANCED I . T HEALT HCARE SOF TWARE & TEC H NOLOGY SALES

• H ighly skilled in creating client business

solutions, high-levels of business development, contract negotiation, strategic &

t actical sales, project planning & coordination and consultative selling techniques

• Proven ability to effectively handle

management responsibility with minimal direction from superiors while managing

a ll personnel, providing team leadership, recruited, coached, mentored, and

managed sales teams, measuring and quantifying results of sales initiatives,

evaluating performance of sales resources establishing individual quotas, budgets,

ensuring full execution of the business plan

• Solid communication, interpersonal, time

management, analytical, organizational, and leadership skills

• Quick learner, abili ty to easily grasp new ideas,

concepts, methods and technologies with proficiency extremely energetic,

dependable, and self-motivated with a high degree of collaborative work integrity

• Responsible for managing pipeline and forecast, control of sales to ensure length,

volumes and win rates

• Solid communication, interpersonal, time management, analytical, organizational, and

leadership skills

• Healthcare Technical Consultative selling techniques, implementation & upgrade

services

• Achieve quotas over 150% consistently & strictly dedicated to Healthcare sales &

services

• Organized Trade shows, Prospects Onsite Location & Web Demos

• Abili ty to quickly build rapport with new customer or existing customer to become the

“ t rusted advisor”

• Abili ty to perform independent research to identify opportunities at new and existing

customers

• Abili ty to quickly assimilate customer’s technical and business issues, analyze

situations in real time

• Accurate and clear communication of technical issues & internal resources in both

w r it ten and verbal form

• Abili ty to construct creative proposals-sales responses and present to technical staff

and management

• Abili ty to build strong relationships internally and with partners in order to leverage

resources

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KI NGSLEY SM I T H – ADVANCED I . T HEALT HCARE SOF TWARE & TEC H NOLOGY SALES

• Prospect into new and existing accounts within their assigned ter ri tory to generate

quality opportunities

• Lead, orchestrate and deliver sales calls and presentations, partake in demonstrations

• Sets weekly goals and objectives based on ter ri tory plan and target quota

• Maintains a high-level understanding of Company’s general product capabilities and

value propositions

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KI NGSLEY SM I T H – ADVANCED I . T HEALT HCARE SOF TWARE & TEC H NOLOGY SALES

12-2010 to P resent Allscripts - Los Angeles, CA

Regional Sales Di rector- New Business Development

I .T. Solutions H I E EHR EMR PM RCM ACO Care & Disease Management - Payer Provider

E mployer Member Broker

• ACO Accountable & Collaborative Care Models include – Clinical Information Exchange, eHealth

Connect, Enterprise Electronic Health Record, dbMotion engine, end-to-end connectivity for

physicians, hospitals and Home Health

• Involved with contracts for Patient Care Management, Disease Management, Care Coordination,

P redictive Modeling

• EHR Enterprise for Multiple Clinics & Medical groups for EHR & Connected Community Health.

I nterface Architectures & Clinical Dashboards, Predictive Modeling, Provider & Patient Portals,

Post-Acute, Data Repository & Disaster Recovery

• Architected a private pHIE Clinical Integration Network for private Physician & IPA groups

• Worked on several Community Collaborative eConnect initiatives for “The IPA ACO Model” to

effectively manage patient information, physician members improved competition, increased

referrals, improved patient loyalty & retention. improved speed, increased efficiency, Meaningful

Use Stages 1 & 2 requirements & displays multiple labs, Inuit Patient Portal

• Worked on initiatives for “The Community Record Model” to provide physicians and other

caregivers access to single comprehensive patient record, provides caregivers with their patient’s

medical history, medications, test results and other critical information, physician groups,

hospitals and independent providers who t reat the same patients.

• $50k - $5 million - Enterprise & Community, Regional H IE, Population Health, Care

M anagement

• Signed Software contracts for Multiple Large Clinical & Medical groups for EHR-PMS-PHR

04-2007 to 12-2010 Raint ree Systems

V P Sales New Business Development – Healthcare - Ambulatory Acute Payer

I.T. Solutions – H I E EHR EMR PMS RAC RCM

• Deal Size - from $100k - $2.5 Million

• Responsible for managing pipeline and forecast, control of sales to ensure length, volumes and win

r ates

• Signed Software contracts Multiple Large Clinical & Medical groups for EMR-PMS-RIS/PACS-

CVIS-PHR

• Health Information Exchange (HIE) Major Contract Award by Deloitte from RFP response ($15

M illion)

• Other H IE RFP responses for State wide HIE & IDN initiatives

• Integrated BPO services from Price Waterhouse Coopers for HIE implementation & support

services

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KI NGSLEY SM I T H – ADVANCED I . T HEALT HCARE SOF TWARE & TEC H NOLOGY SALES

• Software Sales & Services RFP Responses for IDN, RHIO & H IE Initiatives, Data Repository,

eMPI, CPOE, Clinical Pathways, Orders & Results, Ambulatory Clinical EMR, Ancillary

Departments Pharmacy, Laboratory, ER, OR, ICU & CCU

• Enterprise Middleware for Acute facilities – C Suite networking for Enterprise initiatives with the

Hospital

• Clinical Specialties – Orthopedics, Physical-Occupational-Speech Therapy, Radiology (RIS-PACS),

Cardiology (CVIS), MedOncology, Behavioral & Mental Health, Pain Management, General

Surgery, Bariatric & Weight Loss Surgery

Speech Audiology, Oncology & Hematology, Billing Services & Payer

• Transcription, Medical Records, EMR template workflow, integrated I.T. Solutions, clinical

documentation, document image Management, Interim Management, Consulting Services,

A nalytic Solutions, Revenue Improvement, CMS RAC Audit

• Software Sales & Services RFP Responses for IDN, RHIO & H IE Initiatives, Data Repository,

eMPI, CPOE, Clinical Pathways, Orders & Results, Ambulatory Clinical EMR, Ancillary

Departments Pharmacy, Laboratory, ER, OR, ICU & CCU

BPO, ITO & Software for IPA technology assessments & implementation, Verizon IT Solutions &

Hosting

• Sales & Systems In tegration, Interoperable Collaboratives, Clinical EMR workflow solutions

• IDN, PPO, MSO, PHO, IPA initiatives to unify patient information across multi-vendor systems,

I nteroperable Enterprises-Communities. Signed contracts with 3 Medical Societies, 3 IPA’s, 2

MSO’s, & 3 Hospitals providing Collaborative Enterprise Level Solutions for Clinician, Patient,

and Payor Portals, Revenue Cycle Management

• Reason for leaving: - To expand opportunity in H I E & Collaborat ive Models

11-2005 th ru 04-2007 Cha rtscape.net – Los Angeles, CA

VP Sales New Business Sales – Healthcare - Ambulatory Acute - I.T. Solutions - MedOncology

E MR PMS RCM

• New Business development focused on MedOncology EMR for Cancer Clinics including

Hematology Oncology

• Manage Team of 6 sales reps with full metrics, CRM & forecasting responsibilities

• IDN Single Sign On Authentication, Lab data, PACS, H L-7 & XML, Point to Point interfaces

for standalone devices

• Full interfacing and integration of data from any major Health Data Broker

• Web 2.0 SAAS – Software as a Service Web Based Scalable Enterprise

• Enterprise including Radiology, Rad-Oncology, Orthopedic, Cardiology, Family Practice,

Geriatrics, Wound Care, H IV

Reason for leaving: - Company was acqui red & merged into other software

05-2003 th r u 11-2005 P r ime Clinical Systems.com – Pasadena, CA

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KI NGSLEY SM I T H – ADVANCED I . T HEALT HCARE SOF TWARE & TEC H NOLOGY SALES

Regional VP Sales - New Business Sales – Healthcare - Ambulatory Acute - I.T. Solutions – EMR

P MS RCM

• Personally sold 38 EMR systems sold in 9 months – 82 PM systems in 18 Months

• #1 Salesman of the year – Personal Double Quota, Solid pipeline building with reputation for

stealing late entry deals

• Closed contracts from $150k - $1.5mil

• Successful repositioning of I.T. Solutions while optimizing profitability, growth to ensure

positioning and regulatory compliance Identified and corrected marketing deficiencies and

i mplemented a new corporate image, recommended development changes in compliance with

management personnel to gain access to new sales segments

• Successfully boosted sales revenues; launched new “Value Added Reseller Program”

establishing new revenue streams and delivering an impact directly to the bottom line; created

new “Interactive Marketing Division”

Reason for leaving: - Company’s in ability to improve services delivery

04-2001 th ru 05-2003 H EALT H TR IO

R egional VP Sales - New Business Development - Payer Provider Employer Member Broker

Portals

• Fostered a strategic sales plan for the B2B developer of business software and services for the

l arge health insurance payer and HMO market, and the first e-health portal with personal health

record (PHR)

• Served on Management Committee and Compliance Committee, as well as served as Senior

Executive of HealthTrio to CEOs, CIOs, and CFOs of national Blue Cross, Blue Shield healthcare

systems, Aetna, Cigna, United Healthcare, Assisted in the development of new “Per member per

month (PMPM)” business model for HealthTrio; identified “Early Adopters” for technology in our

market ensuring viability of business model and company

Reason for leaving: - Company restructured and consolidated sales divisions

09-1999 th r u 04-2001 Healinx.com (Relay Health) – Los Angeles, CA

Regional VP Sales - New Business Development - Healthcare - Ambulatory Acute Payer Employer

• Only Sales Manager to exceed quota, 3000+ participating Providers & 35 Hospital

endorsements

• Built and motivated a solid sales team of 11 staff to roll out the Healinx ASP model with

B lue Shield

• #1 Regional Manager over quota every month in a tough start up environment

• 100% responsibility for all sales and operations activities within Region

• High Level Sales to Payers, Hospital CEO, CFO, CIO as well as Physician &

Administration Levels

• Started business development from ground zero with no leads or references

Reason for leaving: - Company restructured and elimin ated a ll direct sales divisions

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KI NGSLEY SM I T H – ADVANCED I . T HEALT HCARE SOF TWARE & TEC H NOLOGY SALES

01-1998 th ru 09-1999 AVIO.com – Los Angeles, CA

Regional Sales Manager – New Business Development - Healthcare - Ambulatory Acute Payer

EMR PMS RCM - Risk Management Systems - Ambulatory & Payor Risk Management

• Fastest sale on record - complete enterprise suite in less than 4 months

• Solid pipeline building with reputation for stealing late entry deals

• Complete involvement from cold call leads through closure, Consultive Sales

• Strong product knowledge, demonstration & closing abilities 90% closure rate

• Closed contracts from $500k - $3million

Reason for leaving: - Softwa re was sold to SMS/Siemens – Company was closed

01-1997 th r u 01-1998 Medical Technology T ransfer Corp - Los

A ngeles, CA

Sales & Consulting Consultant Contract – H ealthcare - Employer

EMR PMS R IS PACS & Teleradiology for Ambulatory & Hospital

• Sales & Consulting UCLA - Distributed Image Management, RIS, Telemedicine & PACS

for Hospital & Ambulatory – Teleradiology & Specialty Over read Network

• Radiology Carve Out Model - Cold calling HMO’s & Fortune 100 Employers @“C” Levels

• Contract negotiation with GTE ($35mil), Northrop ($15mil), Honda ($30mil)

• Very strong experience in presenting Distributed PACS for Clinical & Hospital Info.

Systems, including (MPI) Master Patient Index, (CPR) Computerized Patient Record, (EMR)

E lectronic Medical Record, Clinical Data Repository, Clinical Gateways, Image & document

storage PACS, Distributed Telemedicine systems for CT, MRI

Reason for leaving: - One year contract successfully concluded

11-1989 th ru 01-1997 RAD MAN Radiology Management Systems - California

Regional Sales Manager – New Business Sales – Healthcare - Ambulatory Acute

R IS PACS & Teleradiology for Ambulatory & Hospital

• 1995 sales approx. $8 mill - quota $2.5 – closed 85% of company business

• 1994 sales approx. $4 mill - quota $2.0 – closed 80% of company business

• Ambulatory & Hospital sales of Radiology Information System (RIS), Financial systems

• Teleradiology Image Management System & Mini PACS (US)

• 100% involvement from cold call leads through closure

• All systems closed @list price with no discounts - high profitability

• Technically detailed involvement with software & hardware configurations

• Helped define Managed Care Contract Eligibility criteria for inclusion in software

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KI NGSLEY SM I T H – ADVANCED I . T HEALT HCARE SOF TWARE & TEC H NOLOGY SALES

• Educated clients and prospects about Utilization Review & outcome analysis

• Negotiated clean contracts with legal ramifications resolved before order booking

• Controlled & managed 4 major annual medical conventions

Reason for leaving: - Company was sold

N otable P rofessional Consulting Experience

• Challenged to create the business, Consulting, sales, and technology plans / infrastructure to

support company growth, market positioning and long-term profitability

• Transitioned an undercapitalized, unknown company with into the #1 vendor of clinical

management information systems for the outpatient radiology segment of the healthcare market

• Maintained #1 position for several consecutive years

• Achieved aggressive growth and product development goals

• Helped established a culture of leadership, operational excellence, customer intimacy, and

consistently positive cash f low

• Trained sales professionals and provided them with direct leadership, established an innovative

consultative selling process, built third-party distribution network, designed sales and Consulting

materials, and personally developed and managed key account relationships

• Helped maintain a record of virtually 100% customer retention

• Key driver in the conceptualization, feasibility analysis and development of new I.T. Solutions to

meet customer demands in the complex field of Managed Care Plan Requirements

• Blend of sales, Consulting and operations

• History of working in entrepreneurial environments and startup ventures

• Advanced analytical skills (conceptual, design) combined with aptitude to apply logic

• Pioneer mentality

• Ability to size-up a customer observe, analyze and articulate needs

• Strategic sales approach, strict criteria for assessing sales projects - very high close rate

• Ability to identify and work at the “C” level with decision makers at all levels of an organization

Systems Application Engineering and Consulting Experience

Prior to my sales career, I was a systems engineer working in several industries such as B anking,

M anufactu ring and Healthcare .

I was the first systems designer to ever automate the entire Olympic Games for Los Angeles in 1984,

w hich was a huge success

for the city and the games. I have over 14 years’ experience in computer systems and engineering design

1970 – 1984 – Systems Engineer, Analyst, Consultant, USA, UK, Belgium, France

Corporate Systems Consultant (Softwa re Systems & Database Designer)

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KI NGSLEY SM I T H – ADVANCED I . T HEALT HCARE SOF TWARE & TEC H NOLOGY SALES

• Vertical market systems design experience: - Hospital, Medical, Dental, Insurance, Accounting,

Banking, Manufacturing, Auto, Finance

• Chief systems designer of Accounting / T icket distribution system for the 1984 Los

A ngeles Olympic Games

• Corporate experience: - Transamerica Insurance, Nissan, Union Bank, Max Factor, Cedars Sinai

Medical Center, Telecredit, British Leyland, Xerox, Citibank, Eaton Corporation

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