Sign in

Key Account Manager

Belchertown, Massachusetts, United States
November 25, 2018

Contact this candidate



** ****** ****** ***********, ************* 01007



GPO and Government Contracting

Innovative, engaging, and driven sales professional that will utilize excellent creative, interpersonal, analytical, negotiation and pricing skills to improve profitability and grow contracted sales and land new sales. Highly successful Air Force Veteran with proven track record.

New Business Development RFP/RFQ/RFI

Contract Launch and Rollout Customer Relations Management Federal, State, Local Contract Negotiation Medicaid Reimbursement Solution Selling Program Tracking & Compliance Superb Research and Analytical Skills Expert in Government RFP/RFI/RFQ strategy/response and Safe Harbor Anti-kickback laws Team Leadership Peer Mentoring Strategy Development Strategic Vision Detailed Oriented Recognized Government Healthcare Industry Expert PROFESSIONAL EXPERIENCE


$2B division of $13B global parent ESSITY AB, manufacturer of personal hygiene, tissue and wound care products. NATIONAL ACCOUNT MANAGER - GOVERNMENT

Overall responsibility for managing and growing $10.5M existing business through creative partnerships, negotiations and contract management of Federal, State (Medicaid), County and City governments. Closing 2017 at $12.7M Notable Accomplishments:

● Corporate resources unavailable to pursue FSS VA Agreement. Sought, developed relationship with #2 FSS medical distributor for federal incontinence sales, growing new sales $700K in first year of agreement

● Developed relationships and contracts for state use (Medicaid) programs in OK, NY and OH in late 2016, realizing new growth in state Medicaid business of $400K 2017

● Developed “Government Sales Playbook” training aid tool for field sales and launched through regional meetings with Essity’s 120 field reps in 2017

● Led team to reclassify/recode government sales reporting, slicing 2 average days/month of interpretation to a few hours

● While working and training Essity field reps, developed solid, organic new growth of $1.1M in existing customers


$390M global manufacturer of advanced, protective cases and lighting gear. Products are primarily used in military, law enforcement, and fire/safety.


Responsible for hunting and responding to all government opportunities for Pelican Advanced Case designs. Updated Terms and Conditions, and contract modifications for GSA, FSS, DAPA and Military/DoD contracts. implemented roll out plan of government wins to field sales for follow up and maintenance. Review customer

(Boeing, Sikorsky, Lockheed-Martin, General Dynamics) case designs with engineering, QC and communicate performance requirements to government contract officers for budgetary and RFP requirements. Notable Accomplishments:

● Through hunting activities, found, and responded to RFP’s resulting in $1.6M in awards for Pelican

● Coordinated advanced packaging requirements between OEM and DoD to develop budgetary requirements for RQ21A Blackjack UAV and successfully negotiated contract with DLA. This initiative was necessary for the Navy to seek capital appropriations and develop RFP. Estimated $3.5M for funding. 2 SHANNON HARDYN


$400M division of $15B global parent SCA manufacturer of consumer and institutional hygiene and tissue products. MANAGER OF GPO CONTRACTS AND SALES 03/2008 - 08/2012 Hired to develop contracting, sales and pricing strategy for SCA’s GPO business segment of $32M. Analyzed and created plan to improve profit and streamline pricing decisions through contract negotiations, and customer interaction. Identified key strategic GPO partners on national and regional levels and developed contracts and programs to grow sales. Led cross-functional team made of sales, legal and finance through all stages of contract negotiation. Built customer commitments through periodic business reviews, contract administration, managing of rebate and program payouts. Ensured all contracts complied with SCA ethical, legal and financial policies as well as federal and state regulations. Trained and mentored both SCA and GPO customer field teams. Designed, orchestrated and implemented contract roll out strategy. Created models and various scenarios for each GPO customer to increase profitability and contract compliance. Organized tradeshows and conferences as necessary. Notable Accomplishments:

● Complex pricing problems plagued SCA and created hostile relationships between SCA and GPO customers. SCA field VP’s were spending too much time managing “turf wars” and pricing problems between GPO customers. Analyzed SCA pricing, territory sales, and customer relations. Within 3 months, developed and presented new pricing strategy for management. Strategy was accepted and implemented.

● Developed a pricing tool to cut pricing decisions from an average of 3 days to minutes.

● During the global financial crisis of October 2008, successfully cancelled and renegotiated all of SCA’s GPO contracts and pricing agreements, and implemented price increase realizing $2.3M in profit.

● Appointed by Vice President to resolve dispute with largest GPO over admin fees. Analyzed sales reports, payments and claims and negotiated claim reduction from $400k to $30k, saving the company $370k.

● In 2012, initiated, negotiated and closed, SCA’s first ever national, acute care GPO agreement with $7B Company. Contract was stepping stone for SCA’s successful acute care strategy.

● 2011, facing competitive threat, prepared and managed, complex GPO RFP submission for $1.4M contract and won Avera contract.

● Interim manager and contact for Vetters chain facilities during National Accts reorganization of account management.

DIRECTOR OF GOVERNMENT SALES AND CONTRACTS 05/1996 - 2006 Created and developed new role endorsed by VP of Sales, focusing on strategy and growth in federal (VA), state Medicaid and local government contracts. This initiative grew sales from $2M to $17M in five years. Registered SCA for bid notifications at agency sites. Researched bid awards and analyzed then created structure to gain awards from competitors. Developed pricing strategy and differentiation between federal, state and municipalities. Built database of competitive data to spot trends in awards among competition. Reviewed, prepared and submitted all government RFP/RFQ/RFI proposals. Established new distributor relationships to support government sales efforts. Influenced government agencies on RFP/RFQ proposal development to adopt language and testing methods that would favor SCA. Led field sales roll out plan for awarded proposals. Trained government clinical teams on proper product usage. Managed product testing in accordance with various bid scenarios and were compliant with government FAR regulations. Developed and managed contract, strategy and rollout for SCA’s VA Contract. Coordinated field sales efforts with distribution partners.

Significant Business Milestones at SCA/Essity:

1997 State of Tennessee - $750K/YR

1999 State of Texas - $2.4M/YR - Contract is still active 2000 State of North Carolina - $1.2M/YR Scenario: State utilized Attends products for over a decade. Prior to release of RFP, Orchestrated, led meeting, presented TENA products and clinical programs to decision makers from state facilities. Trialed, tracked, benchmarked TENA, gaining sole source approval for state utilization. - Contract is still active

2001 Sole Source – Minnesota Multistate - $4M/YR

2001 Sole Source – Maine Medicaid - $1.1M/YR - Contract is still active 2002 Sole Source State of Illinois - $2M/YR – 5-year contract 2012 - Negotiated and signed first SCA contract with Hospital GPO Amerinet - contract is still active 2017 - Sole Source Branded contract - Minnesota Multistate - $8M/YR

** ** **

Career Note: additional experience in Customer Service, Marketing, Inside Sales US Air Force – TOP SECRET CLEARANCE


Community College of the Air Force

UMASS - Continuing Education UWW Program


Non-Commissioned Officer Leadership School Miller Heiman Strategic Selling SPIN Selling Ken Blanchard Situational Leadership II Certified Mediator/Conflict Resolution AWARDS & RECOGNITION

Vendor Representative of the Year – McKesson Extended Care – 2008 SCA Sales Award for over $1M – 2009

SCA Sales Award over $1M – 2010

SCA Medallion Award of Excellence National Account Team – 2011 SCA Sales Award over $2M - 2012

SCA Sales Award 2017 - growth over $1M


Highly Proficient MS Office (Word, Excel, PowerPoint), Adobe, SAP, CRM, Sales Force

Contact this candidate