Sales Supply Chain

***** ********* **. ********, ** *****

502-***-**** *******@*******.***

SALES LEADERSHIP: SERVICE LINE DEVELOPMENT NEGOTIATIONS RELATIONSHIP BUILDING

Results-oriented executive with broad expertise delivering sales and marketing strategies within a global healthcare market to accelerate growth and exceed key sales metrics. Core Competencies:

-Executive Level Selling: Effective prospecting, client acquisition, and customer experience strategies that create clients for life.

-Client Relations: Foster relationships as “Trusted Advisor” at all levels to build brand recognition and personal connections.

-Team Building: Structure and empower teams to measure and share results while focusing on realizing corporate objectives.

-Contract Negotiations: M&A, partnership, purchasing, software, and service agreements for clinical, supply chain and consulting.

-Service Line Development: Recognize market need and build profitable programs to open new and expand existing markets.

KEY AREAS OF EXPERTISE

Sales Organization Structuring

New Market Penetration

Relationship Management

P&L Ownership

Program Development

Long-Term Sales Cycles

Cost Containment/Reduction

Mergers and Acquisitions

Offshoring Solutions

Revenue Cycle/Supply Chain

PROFESSIONAL EXPERIENCE & ACCOMPLISHMENTS

LOCHBRIDGE, LLC (FKA COMPUWARE PROFESSIONAL SERVICES), Detroit, MI 2014 to Present

VP of Healthcare Solutions

Full responsibility for healthcare vertical, including P&L, service offering, branding and market development, sales team and delivery team, and external executive relationships. Key Achievements:

Grew annual revenue from $12M to $31M in two years, leveraging long-term industry relationships with Tenet Healthcare, Ascension Health, infor, and Blue Cross and Blue Shield. Received President’s Cup both years for this achievement.

Formed “Customer Success Team” to bridge communication gap between sales and delivery. Team credited with increasing upselling in existing accounts and influencing average deal size being sold (growing from $525K annual/two-year contracts to $1.8M annual/three-year renewable contracts).

Secured agreements with Ascension and Infor, representing potential for 50% growth of company in year one and matched growth in years two and three.

Assembled team and new system to address failures of internal recruiting department, improving placement success from 5.6% to 34.2% in an environment experiencing over 400% volume increase.

Initiated enhanced offshoring program, bringing together provider and payer side clients to design offering that addressed potential security needs and improved delivery speed. Program started with 12 offshore resources and has grown to 41 billable resources in 16 months.

USC CONSULTING, Tampa, FL 2013 to 2014

VP Healthcare

Established framework for Healthcare Practice within established Mining and Manufacturing framework. With full responsibility for practice, Identified service offering and delivery leads; crafted market approach, marketing material, and sales process; and hired sales team. Key Achievements:

Leveraged prior relationships with MedAssets to successfully negotiate contract and establish access to 1800-member hospital. This served as catalyst for internal approval and development of required sales team, with entire structure fully deployed within three months.

Once in place, new program delivered multi-year contracts within three major hospital networks in initial six months, with total sales booking of over $6.3M. Initial nine months also included contract with Trinity Health, with sales booking over $4.1M.

SANDATA TECHNOLOGY, New York, NY 2011 to 2013

VP Consulting Solutions

Built sustainable and profitable services practice that supported software sales centered on main challenges facing health care industry, especially fraud and abuse and timely care delivery. Recruited delivery team, data team to mine data, sales team to work within established software team, and overall marketing approach and sales strategies. Key Achievements:

Consulting model drove 125 unique software conversions outside of internal software sales process.

Led team to completion of more than 400 data reviews, creating access point for software sales team for either new sales or software upgrades.

Increased agency top line financial results by 5%-17% in first year of new industry focus.

MEDASSETS, Alpharetta, GA 2007 to 2011

Senior Vice President Account Development

Served in key role to establish new logos and convert healthcare systems, touching every component of each company’s structure to convert system from competitor to MedAssets offerings. Coordinated with MedAssets consulting arm to gather, collate, and document data; prospected new accounts; and contracted and closed new logos. Oversaw long-term (9-24 month) sales cycle, with decisions involving both C-suite and Board of Directors. Key Achievements:

Established combined offering of Revenue Cycle and Supply Chain as end-to-end solution, allowing full GPO conversion and software implementation. Unique structure allowed MedAssets to develop guaranteed savings model that delivered millions of dollars of impact to hospital.

Introduced MedAssets to Ascension Health and led process for conversion to MedAssets Supply Chain Portfolio. Five-year contract (largest single contract signed by MedAssets) allowed for development of Ascension Health “Resource Group” and eventual transition of services to Ascension Health.

MCKESSON, Alpharetta, GA 2003 to 2006

Vice President, Consulting Services

Sold high-valued supply chain and clinical consulting service within IT business arm, supporting Pharmaceutical and Medical Products Distribution. Operated within matrix organization pulling expertise from all sectors. Served as Executive Sponsor for all initiatives. Worked with corporate-wide sales team, managers, and executive staff to successfully contract and deliver engagements. Key Achievements:

Drove development of physician champion team approach for Physician Preference Items (PPI). Approach received wide-spectrum acceptance within McKesson and hospital, resulting in 17% to 31% reduction in hospital PPI spend, which translated to McKesson deal sizes ranging from $2.5M to $8M.

Developed three new service offerings that resulted in 40% of total practice sales and which were represented by all Practice Leaders.

Hired and mentored 43 staff members that delivered exceptional results for McKesson, including six that moved on to various management roles.

Received President’s Cup two consecutive years as Top Producer, exceeding quota by 140%.

SURGICAL INFORMATION SYSTEMS, Alpharetta, GA 2000 to 2002

Vice President Sales

Prospected for new accounts, from customer identification, to demoing to decision makers, to customization requests, to final contract negotiation. Key Achievement:

Realized 180% of sales quota in year one and 205% in year two; awarded President’s Cup both years.

DEROYAL INDUSTRIES, Knoxville, TN 1988 to 2000

Vice President of National Accounts

Rapidly advanced from sales rep to division manager to regional manager to regional VP to VP of European Market to VP of National Accounts. Full P&L responsibility, multi-level management of employees, new product and market entry for products, partnership development, and contract negotiations. Built successful sales and sales management teams in United States, Canada, and Europe. Key Achievements:

Redesigned and restructured sales and sales management team for European operations, moving operation from net loss to net profit of over $1M in year one and growing profitability and top line revenue at rates of 21% to 26% over next five years.

Negotiated contract with established medical company, Molnlycke Health, to supply manufacturing capacity to Molnlycke and access their sales and distribution channels.

Recruited and trained more than 75 sales professionals at all levels that have since demonstrated exceptional results for DeRoyal and other companies they have gone on to serve.

Recognized with multiple awards and honors at all levels of sales and sales management.

L. BYRNE & ASSOCIATES (ASPEN CONSULTING), Denver, CO 1984 to 1988

Vice President, Sales

Established “beachhead” account for service line with HCA hospital. After successfully installing all LBA offerings, led to six additional HCA systems signing up, driving company profitability for three years.

Formed training and consignment partnership with Genentech for heart attack intervention drug, allowing effective placement and availability of drug in rural markets and leading to recognition at Genentech’s first National Sales Meeting as key element for quick and successful market penetration.

Contracted and established nine “Heart Emergency Networks”, connecting Tertiary Centers of Care with rural hospitals and physicians.

Trained internal hospital staff to facilitate transition from consulting engagement to facility ownership.

EDUCATION

BBA: Marketing and Finance, Eastern Michigan University, Ypsilanti, MI

COMMUNITY ACTIVITIES AND ASSOCIATIONS

Healthcare Information and Management Systems Society (HIMSS): Member

Youth Sports

YMCA Coach

OCYSA Coach

Dare to Care Food Bank: Volunteer

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