Strategic business leader with extensive experience leading sales and
business development initiatives for Healthcare industry. Successful
directing teams in developing, launching, and growing nationally and
specialty brands via direct sales, and consultative models. Highly
effective leveraging strategic partnerships, negotiation skills, and go-to-
market strategies to identify and secure new business opportunities.
Versatile and resilient leader able to thrive in challenging environments
to gain and maintain competitive advantage, regardless of marketplace
Customer Centric Sales
New Client Development
Competitive Product Positioning
Sales Negotiations & Presentations
Product Development & Launches
27+ years of sales experience in managing Sales, Product Launches,
Partnering, and External Sales teams for Biotech,
Pharmaceutical, Medical and Services in the Healthcare
Industry experiences in Product Training Materials, National Product
Marketing Strategy, Sales force Implementation and Management,
Medicare/Medicaid access/pull through, and MCO/ACO/GPO contracting.
Proven sales experience in generating new business revenues through use of
strategic selling, proven sales methodology/process, and
recruiting/motivating top performing sales professionals.
Demonstrated consultative sales approach by development of buyer "value
proposition" targeted at companies and strategic selling to multiple
decision makers and departments of organizations.
Respected by executive sales management and sales professionals as
healthcare in sales effectiveness and sales methodology/process as result
of persistence and work ethic.
3 RECOGNIZED ACCOMPLISHMENTS
As District Director Sales Development, Southeast, at Kindred Healthcare
increased admissions and revenue by 16.7% in only 5 months versus previous
manager. This was the result of increased sales training of clinical team,
leveraging existing partners and identifying new ones to work together.
As National Sales Director, Anesthesia Healthcare Partners, successfully
developed and implemented strategy to expand presence from 5 to 17 states,
hired and coached a new sales team. The company experienced significant
revenue growth and national presence.
At APS as Provider Outreach Manager, increased Medicaid Providers,
implanted clinical team into key Medicaid hospitals to decrease
inappropriate ER usage and increased quality of disease management. There
was a decrease in ER usage by 34% in first 30 days at Grady Hospital,
increase collection of revenue from state of Georgia of $750,000 over 2
months and cleaned up database.
As Cardiovascular Product Manager, developed national strategy for
expansion of two new products (Lipitor/Rezulin) for the hospital division
at their institutions with additional fellowship programs and at medical
5 PROFESSIONAL EXPERIENCE
Kindred Healthcare 2013-2014
District Director Sales Development, Skilled Nursing Facilities
Leading a team of 8 Clinical Liaisons and 13 Admission Coordinators in the
Alabama, Georgia, Tennessee and Virginia markets. Inspiring the team to
deliver consistent levels of sales success in a challenging market.
Increased admission and revenue by 16.7% versus prior year.
Develop and execute strategic District business plans aligned to strategic
objectives for 13 facilities. Create local objectives aligned with
national healthcare strategy in several diverse market segments including
Integrated Health Systems, Acute Hospitals, Medical Groups, Academic
Hospitals and all payer sources;
Life Linc Anesthesia 2012-2013
Responsible for the National expansion of comprehensive anesthesia services
that includes staffing, management, billing and coding. This is everything
from a turn-key approach to minimal assistance based on needs analysis.
Smith & Nephew Extruded Films 2012
Business Development Manager - US-Canada-Mexico
Develop market space for extruded films, adhesive and net business in North
American geography. This meant expanding current market applications to
untapped markets in medical, automotive and filtration. During my short
time I was able to identify 11 new prospects in my market, while expanding
usage by existing four accounts.
Anesthesia Healthcare Partners 2010-2011
National Sales Director
Responsibilities included hiring and training a field sales team and
developing a National strategy for expansion beyond the current 10 states
presence. This effort identified business opportunities in an additional
10 states that ended up with 15 new accounts as clients within the first 6
months. Responsible for coordinating marketing strategies with managed care
executive and reimbursement director to maximize expansion strategies.
APS Healthcare 2009-2010
Provider Outreach Manager
Realigned field team and created project plans for combining two separate
field forces into one unit calling on each specialty area. Achieved
increased awareness of APS disease management services, while consolidating
the team from 23 to 13 employees (a yearly savings of over
$500,000).Maximized Medicaid payout by $72,000 per month by developing a
home visit procedure that resulted in improved accuracy of patient provider
information and verification of service utilization.
Pharmaceutical Experience 23 years
Responsible for launch of 12 new products to US Market in most major
Area Business/District Manager 6 Years Southeast
Regional Account Manager 1 Year Southeast
Long Term Care Regional Manager 1 Year Southeast
Area Hospital Business Manager 1 Year
Cardiovascular Product Manager US Market
Marketing Consult Manager 1 Year Southeast
Institutional Sales Representative 6 Years
Field Sales Representative 6 years Minnesota, Georgia
Bethel University B.A., Double Major Secondary Ed