Healthcare Sales Executive
Resume:
VIRGIL JONES, II
Kennesaw, Georgia 30152
Residence 770-***-****
Cell 770-***-****
*************@*****.***
SENIOR SALES EXECUTIVE
Senior healthcare sales executive with an accomplished career track known
for delivering and sustaining revenue and profit gains. Exceptional
communicator with consultative sales style, strong negotiation skills,
outstanding problem-solving abilities, and a keen client needs assessment
aptitude. Can aggressively identify opportunities, develop action plans,
and provide strategic business solutions.
AREAS OF EXPERTISE
-Strategic and Tactical Planning -Budget Management
-Project/Program Management
-Multidisciplinary Team Management -P&L/Financial Reports
-Strategic Cost Management
-C-level Strategic Partnership Negotiation - Certified Professional
Coder -Motivation and Sales Training
-Consultative Sales Methodology -HIPAA and ACA
-Competitive Sales Analysis
PROFESSIONAL EXPERIENCE
CDI/INSIGHT IMAGING, Atlanta, Georgia 2011-8/2013
A national provider of diagnostic imaging services with annual sales
exceeding $400 million
Executive Director of Sales (Healthcare)
Cultivation, growth and management of multi-year mobile or fixed site
Magnetic Resonance Imaging (MRI) and Positron Emission Tomography/ Computed
Tomography (PET/CT) contracts and related radiology management solutions;
to hospitals, imaging centers, ambulatory centers, physician groups, Group-
Purchasing Organizations, and Integrated Delivery Networks.
Selected accomplishments:
. Answerable for regional business development objectives through
professional, consultative, and proactive sales activities directed at
C-level decision influencers.
. Built start-up territory (Alabama, Georgia, Tennessee, and Florida
panhandle) and increased sales by 130% within two years.
. Negotiated long-term service contracts with major healthcare systems:
Spalding Regional Medical Center, Rockdale Medical Center, Piedmont
Mountainside Hospital and Coosa Valley Medical Center resulting in
revenues exceeding $3 million.
RESIN SYSTEMS (USA) INC., Atlanta, Georgia 2006-2011
Start-up manufacturer of composite medical thermo-set polyurethane resin
products
Director, Business Development (Healthcare)
Marketed a combination of thermoplastic, thermo-set and magnesium molding
technologies (device components, biological test equipment), as well as low-
cost assembly and finishing operations to hospitals, laboratories, military
installations, research facilities, Group-Purchasing Organizations, and
Integrated Delivery Networks.
Selected accomplishments:
. Spearheaded strategic growth initiatives to include full ownership of
national sales staff (5-RSM, 1-AA,
4-Inside Reps, 4-Mfg. Reps), business development, sales planning,
revenues generation, contract negotiation, market research,
competitive analysis, product training, P&L accountability and budget
management.
. Increased overall sales revenue from $750,000 to $2.5 million over a
three-year period.
. Served on the executive steering committee; helping to outline the
company's growth strategy for North America and the Caribbean.
ARC CONSULTANTS, Atlanta, Georgia 2002-2006
National marketer of revenue cycle management solutions with annual sales
exceeding $170 million
Director of Sales and Marketing (Healthcare)
Cultivation, growth and management of strategic healthcare segments to
hospitals, physician groups, VA facilities, Group-Purchasing Organizations,
and Integrated Delivery Networks; utilizing C-level consultative selling
methodology to promote increase channel profitability and secure multi-year
service agreements.
VIRGIL JONES, II PAGE TWO
Selected accomplishments:
. Led a group of 4 regional sales managers, 8 inside direct sales
reports, a marketing department, and the corporate resolution team
throughout the United States.
. Achieved a 24.3% sales growth - almost double the company average - by
restructuring sales organization and diversifying service offering.
. Increased gross revenue $10.9 million over prior year by securing
partnerships with Appalachian Regional Healthcare System and Grady
Healthcare System.
. Adept in the concepts of Accountable Care, Practice Management, and
Clinical Integration.
.
THE BOC GROUP, PLC., Norcross, Georgia (Acquired by the Linde Group)
1997-2001
Multinational industrial gas manufacturer and healthcare organization with
annual sales exceeding $20 billion
Regional Medical Specialist (SE region), 2000-2001
Medical Sales Representative (Georgia), 1999-2000
Medical Sales Representative (Atlanta), 1998-1999
Southeast Dispatch Manager, 1997-1998
Marketed U.S.P. grade bulk oxygen, medical/specialty drug gases, surgical
supplies, clinical respiratory care products and management, anesthesia
therapy solutions, diagnostic imaging products, and related capital
equipment; as well as planned the design, installation and servicing of
cryogenic medical gas systems to hospitals, long-term care facilities,
laboratories, acute care institutions, Group-Purchasing Organizations,
Integrated Delivery Networks, and physician groups in the Southeast.
Selected accomplishments:
. Negotiated long-term service contracts with major healthcare systems:
Emory Healthcare, Cobb General Hospital, Children's Healthcare of
Atlanta, Grady Memorial, and Tanner Health resulting in revenues
exceeding $9 million.
. Increased sales by 167% over a three-year period by securing multi-year
exclusivity agreements.
. Successfully completed sales target set, relative to margin, term, risk,
and product mix: 152% of plan.
. Managed 25 over-the-road hazardous material drivers at 4 Southeast rail
depots; resulting in a 23% increase in productivity and 16% increase in
customer service.
EDUCATION AND FORMAL TRAINING
UNIVERSITY OF HOUSTON, Houston, Texas
Bachelor of Science, Business Administration
Minor, Drafting Technology
Sales Management Certification, SMEI Group
Certified Professional Medical Coder, American Academy of Professional
Coders
American Academy of Professional Coders Member
Association of Sales Professional Member
Sales Advantage Training I-V, Dale Carnegie Group
Break Through to Success, Dale Carnegie Group
How to Cold Call and Build New Customers, Dale Carnegie Group
Former Dale Carnegie Graduate Assistant, Dale Carnegie Group
Executive Selling and Coaching Sales Effectiveness, Paradigm Training Group
Selling to Senior Executives, The Pinnacle Group
7 Habits of Highly Effective People, Stephen Covey Group
Spin Selling, The BOC Group
Sandler Sales Institute, The BOC Group
Argonaut Sales Training, The Argosy Group
Effective Sales Presentations, American Management Association
Contracting and Negotiating for International Business, American Management
Association
Persuasive Communication, Phases I and II, Ecliptic Consulting Group
Clinical Respiratory Care, Educational Medical Consultants
Proficient in MS Office, Excel, and PowerPoint skills with advanced CRM
software: Sugar, ACT! & Salesforce
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