Sales Project
Resume:
Melissa Hughes, MHA, PMP
********@***.***
Detroit, MI 48221
Summary of Qualifications
Consultant/Project Manager/Program Director with over 20 years of a diversified background:
Sales Professional Service Sales
Finance Business Office Management
Information Systems and Technology Project Management
Process Improvement Re-engineering
Change Management Implementation
Management Consulting Strategic Planning
New Business Development Proposal Writing
IS planning, selection, implementation Systems Integration
Strategic and Solution Selling Business Plan Development
_ Training and Development _ Professional Speaker
_ Business Coach and Mentor _ Best-selling Author
Career Highlights
Initiated large healthcare system Cerner conversion includes 8 hospitals and over 112 clinics – created program governance in the market to cover over 16 Cerner solutions across the market to be deployed within 12 months.
Completed 4 Cerner Conversions including 7 hospitals – clinical, infrastructure, network and hardware deployment and integration in 2016
Successfully led the effort to prepare for Stage 1 and early Stage 2 Meaningful Use Requirements for a 120 hospital health care organization with a focus on clinical information systems and workflow to support the attestation process. Managed a project portfolio of over 25 projects including but not limited the following vendors: ProMed, McKesson, Keane, Meditech, HMS, CareFusion, Zync, HCS. Managed a project portfolio including but not limited to the following applications: CPOE, Bar Code Medication Administration, Medication Reconciliation, Emergency Department, and Nursing Documentation.
Increased the adoption of systemic treatment CPOE by 11% in Ontario, Canada leading to increased patient safety, ensure the provision of care by using best practices, and facilitated the use of data to improve accountabilities and enable better system planning and policy making
Successfully completed a systemic wait times initiative that recommended collection data entries for the province of Ontario for the collection of quality data to improve wait times for Cancer patients in Ontario
Implemented first regional and LHIN based model in Ontario for Systemic Treatment CPOE
Managed a computerized physician order entry project within a $20 million Program with two large health care systems. Worked with physicians, executives, nursing, and pharmacy, and ancillary providers to complete a successful implementation that involved strategy workshops, pre-implementation consulting, and implementation.
Managed a $20 million dollar Program for a large healthcare system that implemented technologies enterprise wide including pharmacy, clinical, ambulatory, cardiac imaging, radiology, emergency, lab, enterprise wide integration, financials, materials management.
Sold and managed the implementation of retail software program designed for buyers to better access the needs and patterns of their market for ordering merchandise for a large retail company
Developed, delivered, and sold consulting service offerings for the Access Management Practice within the McKessonHBOC Consulting Services Group
Developed implementation service offerings for the McKessonHBOC Access Management Strategy including application, operational, and business consulting ensuring customers were successful at implementing enterprise-wide integration projects.
Designed and implemented enterprise-wide integration projects in multiple client settings resulting in improving access to clinical and demographic data from disparate systems across an enterprise.
Directed a team that identified approximately $1,000,000 in incorrect reporting that caused an increase in personnel and annual budgeting. Worked with upper management to decrease personnel, reset annual budget, and implemented stringent procedures to reverse previous findings.
Redesigned billing and collection processes for a multi-specialty physician clinic in conjunction with the implementation of the IDX Information Systems resulting in improved workflow, increased cash flow and reduction in FTEs
Created new revenue for facilities by identifying $84,000/month while recovering $80,000/month in managed care underpayments and participated in rate negotiations with major payers and managed care companies resulting in increased revenue for the hospitals.
Developed and managed a statewide provider network consisting of approximately 7,200 physicians and 65 hospitals
Directed a start up HMO project to build a healthcare delivery system, which increased providers by 60% in one year to span the state of Georgia.
One of 420 team members selected to start up a new worldwide division in Microsoft focused on enabling companies to increase productivity gains via maximizing technology investments.
Organized the first sales and marketing event for Microsoft in the Gulf States District and met 100% attendance goals
Launched a marketing and sales promotion for an eco-tourism resort in the Caribbean which increased revenues by 250%
Launched 2 training programs online and offline and enrolled participants worldwide creating $125,000 online sales, $900,000 offlines sales.
Professional Experience
2016 – Present Independent Contractor, Program Director for Conversions, large client in Tennessee over 120 hospitals in the US
Duties:
Work with project resources in a matrixed environment and negotiate with managers for resource availability.
Prepare weekly status reports containing Milestones, accomplishments, Risks, Issues, and earned value metrics.
Present and defend the status report in a group setting.
Hold monthly meetings with stakeholders to review project progress, resolve issues, and support change management policies.
Build relationship and confidence with stakeholders.
Do all the above with minimal supervision.
Leverage strong communication skills with the ability to work with others throughout the IT environment to effectively lead and deploy software development projects on time and within budget
Leverage my strong understanding of SDLC life cycle with understanding of core PM skills including project charters, project scope, requirements gathering, budgets, burn rates, status reporting, issue tracking, risk mitigation planning, time tracking, change management and communication planning
Communicate the vision and goal of the project and ensure success of project
Handle multiple projects simultaneously with a high degree of efficiency
Understand changing requirements and expectations while communicating effectively with functional team and IT organizational team
Strong understanding of core PM tools including MS Project, MS Office,Word, Excel, PowerPoint, and Visio
Leverage consistently and effectively my strong communication skills, both verbal and written
2014 – 2/2015 Contractor, Project Manager, Automotive Company, Detroit, MI
Project Managed projects related to an application that provided customers with information that enables them to better understand material costs, revenue and other contribution margin elements that aligns with Accounting and Analysis using shared business practices utilizing one set of data. Modules included Transaction Accounting, Analyze Simulated Vehicles, Reporting, Vehicle Cost Information, Part Costs, Transfer Price, Finished Vehicle Accounting, etc.
Responsible for the schedule, coordination and completion of projects
Effectively manage multiple, concurrent product development projects using Agile methodology
Responsible for organizing highly complex activities for the successful launch of projects
Oversee all aspects of project implementation to deliver products and services on-time
Work closely with a variety of internal teams (both US and India) and end-customers to oversee design, development, integration, test, and quality assurance of new products and services
2/2013 – 4/2014 Independent Consultant, Senior Program Manager, 6 facility hospital system in Knoxville, TN, CPOE, Zynx and Meaningful Use Stage 2
Managing the implementation of Computerized Physician Order Entry across 6 facilities including HEO, Zynx
Preparing client for Meaningful Use Stage 2
Workings with C suite across the enterprise and Governance
Manages overall project plan and vendor management
Implementing standard order sets across 6 facilities
Facilitates leadership decisions
Supervise the designing, building and testing of CPOE
Managed McKesson HEO and ER 12 Upgrade implementations
11/2012 – 1/2013 Independent Consultant, Vice President, Training and Business Development, Motivating the Masses, Carlsbad, California – transformational industry
Serve as a key member of the executive team that sets the company’s strategic direction.
Spearhead business development initiatives that are consistent with the company’s overall strategy.
Spoke worldwide and trained/coached entrepreneurs and executives
Launched 2 training programs online and offline and enrolled participants worldwide creating $125,000 online sales, $900,000 offlines sales.
Project Managed several projects including leveraging technologies, i.e. Kajabi, Infusionsoft, Livestream, resulting in training students globally.
Manage multiple business initiatives in a start-up environment.
Build and manage a business development team.
Win early customers with limited support.
Maintain key customer relationships and develop and implement strategies for expanding the company’s customer base.
Work closely with VP Marketing to develop and execute lead programs.
Manage overall sales process, set appropriate metrics for sales funnel management.
Work closely with VP Marketing to develop, establish, and direct channel and distribution strategies and programs.
Determine changes and enhancements to current curriculum
Develop a programmatic structure and systematic approach to design and deliver training programs in support of the business objectives that emphasize on active learning and appropriate instructional technologies.
Drive ongoing learning needs analysis, design, scripting, development, assessment, implementation and evaluation of training materials to ensure alignment with business strategy
Design and deliver, both in house and with expert third parties, solutions that include a blended approach to learning such as coaching, classroom training, experiential learning, distance learning and online learning.
Manage relationships with external providers.
Develop and manage a training budget and sales budget.
8/2010 - 11/2011 Independent Consultant, Program Director, Meaningful Use, large client in Tennessee over 120 hospitals in the US
Serving as Program Director, Meaningful Use to assist client with understanding the requirements for Meaningful Use, Stage 1-3 and ensuring that all products, processes, and governance are planned appropriately to be best position for meeting the governmental time requirements to maximize patient care, adoption rate, and revenue.
Assisting in governance modeling, change management issues, and optimizing the implementation strategy for the electronic health record across 120 hospitals.
Working with vendors (Siemens, McKesson, Keane, HMS, Pro-Med, Meditech, CareFusion) to track certification activity and validate that appropriate Meaningful Use Products will support clients standards, workflows, and governance
Manages a team of 15 project managers and analysts to ensure execution of implementation plan for the aforementioned clinical information systems.
Managed a project portfolio of over 25 projects, including but not limited to Keane, Meditech, McKesson, ProMed, Carefusion, HCS and HMS. CPOE, Nursing Documentation, Emergency Department application, Lab, Radiology, Pharmacy, Medication Reconciliation.
5/2008 – 7/2010 Cancer Care Ontario; Senior Program Manager, Computerized Physician Order Entry (CPOE) and Systemic Treatment Information Program (STIP), Project Management Office, Toronto, Ontario, Canada
Acquired board approval for $10 million dollar project to continue the goals and mission of the Program from an external entity, allowing the following:
oImplementing ST CPOE to additional sites in Ontario, increasing the adoption rate from 65% to 75% in Ontario
oCreating provincially deployed best practices for evaluating a ST CPOE application
oImplementing a New Drug Funding Program technology solution
oImplementing a Formulary Technology solution
Directs and manages a program that implements the following:
oDevelop, maintain and implement Computerized Patient Order Entry (CPOE) at Regional Cancer Programs and Hospitals delivering chemotherapy across Ontario
oSystemic Treatment Wait Times Initiative
oFormulary Enhancement Project
oNew Drug Funding Program Web Enhancement Project
oThe development of a New Business Model
Transformed the Program Brand from CPOE to STIP
Launched Communication Plan for the Program in Ontario
Presents program strategic recommendations to Senior leadership
Updates and meets with senior leadership monthly regarding the program
Worked with external organizations that fund program activities: Canada Health Infoway and eHO
Directly manages staff of 23 employees
Lead an effort to coach and train project managers to successfully pass the PMP
Lead an effort to train developers on how to apply software development life cycle methodologies to our existing software development activities and increased productivity by 30%
Lead an effort to train business analyst on how to be more effective in the workplace and implement work processes and accountabilities to maximize their respective skills within the program.
Responsible for P&L
5/2006 – 10/2007 McKesson Corp.; Customer Program Executive, Program Management
Office, Alpharetta, GA
Serves as the Program Manager and Solution Leader with accountability for the overall delivery of solutions to our Customers, exceeding the Customer’s needs and expectations
Manages a program that implements computerized physician order entry, expert orders, radiology, imaging, cardiology, materials management, pharmacy, registration, ambulatory care, care organizer, scheduling and financial management for several large health care clients.
Accountable to customer senior executives and presents updates regularly to the Governance Board and Board of Directors
Manages the program overall
Manages customer relationship
Manages the McKesson delivery teams, escalate issue resolution appropriately and timely, identify add-on opportunities, and adhere to and refine PMO methodologies.
Schedule appropriate McKesson and Customer resources as needed
Ensure solution delivery on time, on budget
Ensure business results as expected by customer
Set metrics, baselines, and targets
Monitor and report metrics by developing and ensuring execution of communication plans
Meet metrics targets and timeliness
Ensure customer satisfaction
Perform performance evaluation of Project Managers and other team members as appropriate
4/2005 – 5/2006Blackbaud; Senior Project Manager, Enterprise Services, Charleston, SC
Developing project scopes
Establishing project schedules
Creating project budgets with input from SME's & Blackbaud’s Enterprise Sales Team
Working in a Pre-Sales capacity; responding to RFP's, practice development
Identifying and managing project resources
Conducting kick-off and project status meetings
Monitoring project timeline and milestone progress
Identify, capture and apply best practices, often in vertical markets
Mentoring Project Managers and team members
Reporting on available resources, utilization, budget, and project status to project sponsors and stakeholders
Responsible for business development/revenue generation with focus on professional services coordination of product consulting effort with technical resources
Comprehend, apply and improve upon the Blackbaud solutions methodology
Able to qualify and size enterprise implementation (products and services) projects
Assists the sales team with opportunity analysis and development
Analyzes customers operational and IT strategic plans and develops a services solution addressing key elements of those strategies
Leads and guides proposal teams in developing successful proposals and solutions
Manages enterprise projects and is expected to build relationships with senior managers within client organization and drive business development.
Have strong understanding of customer's organizational environment and available Blackbaud and third-party solutions that can be applied to customer problems
Expected to communicate regularly with consulting management regarding business opportunities, offering development and client feedback
Required to work with cross-functional Blackbaud teams to accomplish corporate initiatives and market and sell products and professional services
Acts as mentor to Project Managers to meet schedules and/or resolve issues
Develops and administers schedules and performance requirements
2003 - 2005 High Pointe Spa; Entrepreneur, Birmingham, AL
Developed the business plan
Built a business from the infancy from building acquisition, design, implementation to solidifying sales, creating operational processes and maintaining customer satisfaction
Acquired funding for start-up
Coordinated vendors
Designed overall look and brand
Developed overall marketing, promotions, and sales program
Hired and fired staff
Successfully started a viable business
Responsible for P&L
4/2001 – 2/2003Microsoft Corporation; Business Productivity Advisor, Business Productivity Advisor, Birmingham, AL
Sold solutions to senior executives which included services and products
Leveraged and developed relationships with senior executives / decision makers in Enterprise accounts.
Articulate the overall value of the Microsoft Information Worker products / solutions. Assist with financial and business justifications of large enterprise sales agreements
Conduct and facilitate business sessions that outline unique customer productivity requirements and needs.
Leveraged and developed relationships with Partners (ISVs, Sis) - matching their skills and IW solution offerings with customer needs.
Worked efficiently and effectively as part of the Microsoft managed account team.
Connected with IW Marketing team to develop and drive effective programs aimed at Enterprise accounts and IEU’s.
Worked closely with Sr. Executives and CXO roles in assessing company initiatives and determining how they can better leverage their technology investments to attain their goals
Was responsible for the coordination and execution of the first Sales and Marketing Event in the Gulf States District
Invited as a guest speaker at the Second Annual Business Productivity Summit to share the successes of how to advise and assist senior executives on improving their productivity gains through the utilization of technology
Microsoft Corporation; Managing Consultant, Managing Consulting Services, Birmingham, AL
Sold over $3 million of professional services in the Gulf States territory
Exceeded quota by 5% and doubled professional service sales from the previous year
Responsible for directing the professional services activities. Including leading internal initiatives and all customer implementation requirements.
Consistently provided leadership to the Professional Services team in identifying, presenting and closing new sales opportunities within existing customer base.
Effectively built and maintained C-level relationships within all customer engagements.
Developed a core understanding of the workings of Microsoft products and offerings, actively engages in new product discussion and evolution.
Supported the delivery of enterprise level software product and services by maintaining adequate staff levels with superior utilization levels.
Ensured accurate client billing, support development of and managed the Professional Services budget.
Manage the profitability of all assigned projects and the overall Professional Services budget.
Worked effectively with cross functional groups to deliver superior results to the customer.
Promoted and delivered best practices solutions.
Had staff management responsibilities including hiring, performance management, career development and disciplinary action.
Effectively managed resources and teams daily.
Managed Practice P&L, customer satisfaction, business/account development, staff management, executive relationships, and overall account strategies.
Responsible for driving the overall product and services forward in Microsoft Consulting Services engagements in AL, MS, and FL.
9/2001 – present The Broshe Group, Inc.; President and CEO, Guru of Implementation SM,
Toronto, ON and Atlanta, GA
Successfully partnered with over 100 small businesses on implementing sales and marketing goals and plans
Successfully partnered with over 100 small businesses on implementing operational improvements
Grow and manage a profitable coaching and consulting practice
Authored three books titled "Full Circle, a book for entrepreneurs thriving in today's economy", "It's Not Your Daddy's Store, an empowerment book for employees" and “Sole to Soul: How to Identify your soul purpose and monetize it"
Implemented social media strategies to increase awareness and client reach by utilizing article marketing, email marketing, video marketing, blogging, and followed up with old fashioned and tried and true networking, follow up, sales and marketing topped with delivery, delivery, delivery.
Provide educational seminars to dentists, physicians, attorneys, chiropractors and other professionals to educate on how to run their respective business to best compliment their respective formal training.
Paid speaker on the following topics: Attract, Retain, Convert Clients, Without Systems there is no Sellable Business, It’s Not Your Daddy’s Store, Employee Empowerment (Career Development)
Serviced clients internationally
THE BROSHE GROUP Inspire success. Achieve results.
10/1997 – 4/2001 McKessonHBOC; Senior Consultant/Engagement Manager, Consulting Services Group, Alpharetta, GA
Pioneer member of new business unit responsible for growing the Enterprise Planning/Access Management Group
Manages the delivery of complex, multi-product consulting engagements at customers= site either with existing or new methodologies. Manages the other members of the engagement team.
Controls and reports project issues, revenues and expenses both internally and to the client, meeting goals expressed in the contract and service agreement.
Achieves high level of client satisfaction through personal and team performance.
Provides feedback to project team members on performance, and feedback to HBOC management on hiring, performance, and training requirements for teams.
Provides training and development support of less experienced personnel.
Assists the practice VP/ED in attracting, developing and responding to leads for Consulting Services Group.
Works with account manager organization on client issues.
Establishes working relationships with hospital personnel, especially Senior Management.
Maximizes billable potential while ensuring appropriate value is provided to the client.
Maintains good working relationships with McKessonHBOC partners.
Promotes the Consulting Services Group through professional affiliations and activities.
Consults with clients and prospects to ascertain and define needs or opportunities and to determine the scope of work and resources required. Assigns staff to deliver the services outlined in the contract.
McKessonHBOC; Manager, Health Network Solutions Application Team, Alpharetta, GA
Provided decisive team leadership and management to a sixteen person consulting team consisting of five Project Mangers and eleven Application Consultants.
Directed teams managing over $110,000.00 per capital projects.
Pioneered innovative project scope development and change management procedures to drive continuous process improvement across all cross-functional teams.
Redesigned organizational infrastructure to capitalize upon resources, operational, and financial competencies.
Identified and captured opportunities for new business development and revenue improvement for Access Management Strategy as it relates to Enterprise Services Solutions.
Introduced performance driven team-building processes that train, coach, and mentor staff.
Directed a team in developing Inside Sales start up lead sheets that identified over $2 million dollars in capital revenue.
Trained sales teams (inside sales and field sales) on how to sell products and services in order to offer a total solution to meet customer demands.
McKessonHBOC; Project Manager, Alpharetta, GA
Managed the implementation of multiple enterprise wide integration projects involving the Pathways 2000 family of client/server-based product set.
Provided on-site planning and analysis implementation service for the Pathways 2000 HNS product set.
Established product implementation timeline(s) for HNS and related software products.
Identified application problems, develop constructive solutions and recommend specific courses of action to customer and cross-functional teams.
Managed and directed customers in developing and executing implementation project plans.
Trained customers on the use of software products.
Developed new ways to enhance implementation methodology.
Assisted Education Department in the development and presentation of customer training classes.
6/1996- 10/1997Special Net, Inc; Director Managed Care/Network Development, Atlanta, GA
Managed statewide provider network, which consists of approximately 7,200 physicians and 65 hospitals
Implemented the start up Division of Network Development with the focus on Medicaid and Commercial covered lives throughout the State of Georgia
Responsible for developing the network with the recruitment of physicians, hospitals, and ancillary services through contract negotiations
Worked exclusively with the second Medicaid HMO program approved by the DMA in Georgia and built their integrated delivery health care system
Involved in strategic planning and implementation for Special Net, Inc.
Managed Provider Relations Department
Managed Physician Credentialing Department
Provided physician education to large and small health care organizations
Built relationship with the private and public sector health care delivery systems to aid in the delivery of care
A corporate liaison between Payors and Providers
Created Policies and Procedures for the Division of Network Development
Consulted the start up Medicaid HMO in process improvement and streamlining functions for more efficiency
Assisted the Medicaid HMO in receiving permission from the Department of Medical Assistance to expand into other service areas throughout the state
1/1996-6/1996 Healthcare Revenue Management; Sr. Managed Care Consultant, San Francisco, CA
Created new revenue stream for facilities by identifying $84,000/month and recovering $80,000/month in managed care underpayments
Evaluated Managed Care Contracts to provide executive staff with proposals that aided in the re-negotiation of contracts with payors
Consulted health care organizations in GA, NC, FL, and AL
Trained client on improving operational procedures to ensure contract compliance
8/1994 – 1/1996 The Emory Clinic Inc; Insurance Specialist II, Atlanta, GA
Directly assisted in the supervision of twenty departmental members through education, quality assurance and process improvement
Oriented all department employees on the policies and procedures for processing capitated plan arrangements
Research and management of Managed Care Contracts to ensure proper implementation of contractual agreements
Assist specialty physicians in analyzing reimbursement patterns
Review HMO Aged Accounts Receivables; Third Party Reimbursements
Actively participated on Project Teams (IDX Conversion) that implemented operation improvement and process engineering. Implementation Team, Conversion Team, Managed Care Team, Build Workman's Comp. Dictionary, Special Projects
Troubleshoot front-end interfaces for computer operations
Team leader of Task Force implemented to aid in work processes and employee morale
Emory University System of Health Care; Administrative Resident, Atlanta, GA
Developed and implemented the process for capitated plan arrangements
Maintained a list of current Emory University Health Care System contracts, physicians, and satellites to ensure maximum quality information management
Processed capitation payments and explanation of benefits
Assisted in development of membership databases
Participated in contract reviewing and negotiations to evaluate arrangements and efficiency within the Emory University Health Care System
Assisted with physician credentialing for managed care networks
EDUCATION
1996 Mercer University; Atlanta, Georgia
Stetson School of Business and Economics
Master of Science: Health Care Policy and Administration
1994 Furman University; Greenville, South Carolina
Bachelor of Arts: Health and Exercise Science
Information Systems and Technology Profile
Software
MS-EXCEL, Harvard Graphics, Power Point, MS-Windows, DOS, WordPerfect, MultiMate, MS-Access,
Lotus 1-2-3, IDX, MEDITEC, MEDTEC, DARS, MS Project, and MS-Word
Relational Databases and Internet/Network Technologies
Sybase, ISQL, TCP/IP, and FTP
Operating Systems
UNIX and NT
Healthcare Information Technology
Knowledge of interface requirements and gap analysis; Understanding of data flow including HL7 message formats; Experience with 2.1, 2.2, and 2.2b HL7 interfaces with HNS; Technically familiar with Series and STAR Patient Care, Lab, Radiology and Pharmacy products
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