Sales Manager
Resume:
CAROLYN INHOFFER MONTES
Rancho Cucamonga, CA
***************@*****.***
__
Objective:
To continue my career in a management role with an organization offering
stability, a healthy working environment/culture and long term strategic
growth plan.
Executive Qualifications:
A results oriented sales, marketing, relationship building, operations
professional with 18 years experience developing strategy for attracting,
training, retaining and leading successful professionals nationwide.
Developed and launched products and services to hospitals, health systems,
and other healthcare providers, acute and post acute. Consistently
demonstrates results in exceeding revenue, retention and corporate growth
objectives through effective operational efficiencies as well as
relationship building, negotiating multi-year contracts, identifying,
developing and managing strategic partnerships, and expanding business
internationally.
Professional Experience:
Verge Solutions Executive Vice President, Sales (and Marketing)
2011-2013
Mt. Pleasant, SC (The Marketing component has effectively been
transitioned to the newly hired Marketing leader as
of 7.1.13)
1. An enterprise software consulting company.
2. EVP role was comparable to an SVP role in a larger company.
3. Recruited to reorganize and grow sales department, nationwide,
introducing formalized onboarding program as well as a
formalized sales training program with an emphasis on
maintaining the healthy and productive work culture that exists.
4. Reported to the Board as requested.
5. Develop a structure for all elements of Marketing. Hired
personnel, outsourced where appropriate, began to develop the
brand and utilized experience and industry relationship to begin
gaining exposure in the marketplace overall.
6. Sustained a 3 year trend with a 94% revenue retention rate.
7. 222% over 2012 total new revenues.
8. Grew a team of 3 salespersons to 10 that now includes a subject
and industry matter expert and sales support specialist who
participates in regional marketing efforts and lead generation
and qualification.
9. Personally managed all international sales and inquiries.
10. Developed a Marketing team of 3, which is now its own
operational entity addressing Corporate Communications.
11. Assisted in guiding the partners to add a Product Management
leader and team and a Strategic Account Management position.
12. All effectively managed from home offices in Brigantine, NJ,
Dallas, TX & Colorado Springs, CO.
CIM Consulting Principle ongoing
13. By request of leaders in the industry, provide assessment of
hospital and healthcare systems' patient satisfaction and
quality improvement processes to include vendor selection and
evaluation, action plan development, organizational
assessment/readiness for change, internal and external awareness
(marketing), human resource alignment and accountabilities from
the BOD and C-Suite to the front line staff.
14. Business Development (sales and marketing consult) for small
companies.
HealthGrades Senior Vice President, Professional Services
2009-2011
Denver, CO
15. Recruited to reorganize and grow sales department, by
integrating product lines, redefining territories nationwide,
introducing formalized onboarding program as well as a
formalized sales training program that was heavy on infield
coaching and mentoring by 2 Divisional Vice President roles that
I established.
16. Amidst this change and training of all personnel involved, was
able to grow new revenues by 185% over previous year ($12.7M to
$21M) and retained >75% of existing revenues.
17. Recruited to redirect revenues from a legacy quality analysis
and improvement product line to a newly developed internet
marketing product line.
18. Due to solid industry relationships, was able to obtain C Suite
audiences in organizations not HG friendly.
19. Managed a team of 20 consultative sales professionals (hired 6,
inherited 14) and hired a Sales Trainer, stationed across the
country from home offices in Brigantine, NJ & Fort Worth, TX.
Press, Ganey Associates, Inc. 1997-
2009
South Bend, IN
Acute Division Director 2007-
2009
20. Led a team to exceed sales goals in 2008 during a national
economic downturn; 104.5%.
21. Exceeded > 95% customer retention for 2 consecutive years.
22. Achieved 15% corporate growth year over year.
23. Personally managed all international sales and inquiries.
24. Reorganized sales territories and revised incentive compensation
25. Implemented a Microsoft hybrid version of CRM (client management
system).
26. Hired 13 of the 18 member team I managed, inheriting only 5
who were formerly my peers and supervisor.
27. Managed a team of 18 consultative sales professionals and a
Sales Trainer, stationed across the country from home offices in
Brigantine, NJ & Fort Worth, TX
National Division Director - Acute Division
2004 - 2007
28. Led a team to exceed sales goals 2 consecutive years; 102% -
100% ('07 = 95%).
29. Achieved > 96% customer retention for 3 consecutive years.
30. Achieved 15% corporate growth year over year.
31. Reorganized sales territories and designed new incentive
compensation plan.
32. Managed 18 consultative sales professionals, nationwide from
home offices in NJ.
33. Hired and trained 6 new consultative sales professionals.
34. Initiated the construction of an inside sales force.
35. Constructed a consultative sales professionals junior hire
program for ease in filling open positions due to organic growth
or loss of employees.
36. Hired and trained the department Sales Trainer.
37. Implemented IMPACT selling process.
Regional Manager 2001 -
2004
38. Personally exceeded sales goals 3 consecutive years; 100% - 214%
39. Achieved > 96% customer retention for 3 consecutive years.
40. Achieved 30% corporate growth during this timeframe.
41. Hired consultative sales professional while continuing to manage
client accounts.
42. Trained these 4 new hires, in 4 consecutive years, each
exceeding revenue/retention goals.
43. Managed a 6 state territory from a home office in Northwest New
Jersey.
44. Implemented SalesLogix client management system.
Account Executive 4/97 -
2001
45. Personally exceeded sales goals 5 consecutive years; 127% -
347%.
46. Achieved > 96% customer retention for 5 consecutive years.
47. Maintain client relations with nearly 200 active healthcare
providers, assisting them in the measurement, analysis, result
interpretation and education of their patients' satisfaction
with links back to total quality improvement initiatives and
profitability.
48. Assisted in the continued training of staff hired in my training
class.
49. Implemented ACT client management system.
American Heart Association 10/93-4/97
Bridgewater, NJ
Community Services Director 7/95 -
4/97
50. 4x previous revenues achieved.
51. Increased program impact from 22.7% of the community to 44.3% in
the first year.
52. Reorganized BOD and strategic focus of all fund-raising and
programming efforts.
53. Secured regional revenues for the 1st time at the State level
Created by implementing a regional philosophy pertaining to
corporate relations.
Melbourne, FL Division Director 10/93 -
7/95
54. Increased revenues by 58% for the American Heartwalk with 1/15
the preparation time.
55. Raised 400% more than any other Chamber function previously
supported.
56. Developed and maintained strategic alliances with two existing
area Boards of Directors and other key community leaders.
57. Increased Special Projects Funds/Major Gifts from local
companies in varying degrees.
March of Dimes Community Director 10/93 -
7/94
Cocoa Beach, FL
58. Increased revenues by 40% for WalkAmerica's with 1/3 the
preparation time.
59. Directed many of the same tasks as mentioned under the American
Heart Assoc.
Multi-Dimension Mktg Regional Marketing Manager 11/92 - 6/93
Philadelphia, PA
60. Launched Miller Genuine Draft from Boston to Washington DC,
selling the product launch initiative ideas to the
franchise/corporate distributors and executed the program.
Advantage Mktg Group Events/Promotions Manager 9/90 -
10/92
Dallas, TX
61. Managed and marketed events and promotions for corporate and
sports clients on local, regional, state and national levels to
include: Corporate Sponsorship Sales, Advertising, Media
Relations, Community Relations and Public Relations.
62. Negotiated and sold media per event: TV, Radio, Print,
Billboard.
63. Developed concept for an intercollegiate academic/athletic
competition centered on student athletes. Included interaction
with NCAA, NCAA Foundation, Center for the Study of Sport in
Society, Athletic Directors, Coaches, Academic Professionals
focused on student-athletes and Athletic Conference Executives.
64. Represented AMG at Northeastern based National Consortium's
Study of Sport in Society with Richard Lapchick.
65. Successfully managed each event/promotion within its own budget.
66. Secured and managed a team of professionals, volunteers and
interns as needed.
67. Assisted in client servicing of our professional sports players'
accounts.
68. Assisted local non-profit organizations with celebrity
procurement/contract negotiations, marketing, media relations
and implementation of their events.
69. Managed office operations and oversaw the accounting procedures.
70. Initiated and managed recruitment and hire of office personnel.
71. Community Re-Investment Plan:
Active in the Dallas International Sports Commission
Marketing Consultant for the Viscardi Society
National Vice President of Operation Desert Aide
National Glass Association Marketing Assistant
6/90 - 9/90
Vienna, VA
72. Assisted the Director and Manager of Marketing for the
association's trade magazine.
R. Merriman Assoc., Inc. Account Executive
8/89 - 5/90
Vienna, VA
73. Recruited, screened, interviewed, tested and marketed qualified
applicants. Researched and developed accounts for placement of
qualified applicants.
Penn State Football Staff/Recruiting Assistant
9/86 - 5/88
University Park, PA
74. Interacted with fans, parents, player, media, pro scouts and
high school coaches while screening calls and visitors.
Compiled scouting and injury reports, game and practice
evaluations. Assisted in the organization of official
recruiting visits.
Education
The University of Chicago Booth School of Business 3/09
Executive Development Program
ACHE Member 1997-2010
The Pennsylvania State University University of Cologne, Germany
Bachelor of Science in Marketing International Studies
May 1988 Spring Semester 1987
Intern
75. At Penn State, assisted the Director of the Academic Support
Center for Student Athletes in the development of this center.
The first center of its kind, nationally.
Extern
76. (personally developed this opportunity via PSU's Career Center)
Interacted with the President and Directors of the Philadelphia
Eagles to gain experience regarding a professional sport team's
marketing and sales operations.
Organizations
American College of Healthcare Executives
American Marketing Association
PSU Alumni Association - Wash. DC - BOD Member - Member - Dallas/Fort
Worth, TX
Phi Chi Theta Business Sorority
AE Pi Social Fraternity
AGD Social Sorority
PSU Yearbook
Penn State Equestrian Team
Activities
I enjoy snow skiing, the beach and traveling to new places.
REFERENCES AVAILABLE UPON REQUEST
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