Sales Management

Anita L. De Simone

acto5y@r.postjobfree.com *** Robin Court –San Marcos CA 978-***-****

Objective

To be an effective leader and team member utilizing my skills, experience and talents as an award winning National Sales Executive and Business Development Manager to make a valuable contribution to the overall success and growth of the Organization; while executing solid business solutions, time management and successful business acumen for a win-win outcome…I am not your ordinary employee!

Education

Suffolk University, Boston MA

1979 – Bachelor of Science: Communications & Journalism

Magna Cum Laude

Skills & Attributes

Entrepreneurial Spirit - Energetic - Self-Motivated

-Dynamic National Sales Executive with 10+ year track record of sales success

-Presidents Club Award Recipient with year over year Customer Retention & New Business Sales Growth

-Strong Leadership Skills with the ability to identify qualify & achieve assigned strategic goals

-Excellent Presentation Skills in senior-level settings

-Pioneer of Service Quality developing customized service solutions to help top-tier

organizations tackle their most critical service challenges

-Facilitator to support client’s leadership teams with the essential tools for improving

performance and achieving operational excellence

-Strong interpersonal, verbal and written communication skills

-Corporate Compliance Officer /Healthcare

-High level of integrity and diplomacy

-Strong analytical and business development skills

-Consultative selling approach, B2B market penetration

*10+ years’ experience in National and Regional Sales Management

Developing 3 wide x 3 deep customer retention/relations

*10 year Leadership role as an Executive and Administrator in Healthcare Management

*Strong Presenter, Communicator, Negotiator and Closer

* Relationship Builder with client community focus

*Thorough Understanding of ROI, Sales Cycle & Business Development

Professional Concentrations

Sales & Business Development, Strategic Planning, Marketing, Sales Procurement, SPIN Selling, Training development, Implementation and roll-out, as well as Healthcare Corporate Compliance.

Sales Acumen

Experience in cross-selling to a variety of markets and industry verticals. Strong presentation, public speaking and organizational skills, detail-oriented; a self-motivated team player with analytical and creative thinking approach to enhanced business solutions, penetrating untapped markets with existing and new products that provide clients with target solutions to meet their business challenges.

A leader and author of solid business solutions with strong close and delivery capabilities. Successful Management of a 5.5 M account portfolio, consisting of long term customers, “New Face Customer” account generation, customer retention and service accountability, simultaneous with new sales growth.

Negotiating with clients and prospects on a variety of business, financial and delivery related subject matters.

Establishing and maintaining the role of strategic advisor to clients and performing presentations to client and prospect audiences at all levels, including C-Suite Executives.

Working in close collaboration with the organization’s delivery team to ensure that the proposed services fully meet customer’s business and technology needs.

Expanding sales contacts and generating sales leads at industry conferences and trade shows; transforming prospects into clients

Professional Experience

Recognized Leader and President’s Club Award Recipient

10 years of proven consultative sales success with C-Suite business executives in B2B sales.

Dynamex, Inc.

National Sales Executive / Business Development Manager- May 2005 - August 2015

Responsible for maintaining and growing 5.5 M Account Portfolio while generating New Face Dedicated Business Sales with effective territory penetration and vertical target market growth

Responsibilities

Implement sales goals by account, exceed sales revenue goal and budget/ quarterly and annually.

Develop customized sales focus-planning specific to each account.

Develop forecast plans for net sales/ROI and monitoring of same.

Administration of all portfolio accounts – allocating as business dictates.

Facilitate the development of operational and field support staff.

Establish a positive challenging environment providing ongoing direction to all KAMs and RMs

Build a professional sales force team spirit ensuring that all key personnel roles are developed to maximize their potential and build toward future opportunity & annual sales growth.

Establish a professional, ongoing business rapport with client community and internal support infrastructure.

Communicate closely with all Senior Management members on all Wins/Losses, issues, problems, concerns, opportunities and risks.

Execute the Sales Process from Prospecting to Pipeline Management to closing deals, authoring customer SOP’s and negotiating contracts.

Highlights

Effective Planning/ Development Strategy: broad market penetration and targeted accounts in niche markets.

Identify, prepare, collaborate and submit RFP requests. Solicit for RFP participation.

Coordinate, author, and deliver effective presentations.

Attend trade show events, develop networking, marketing and brand exposure, & participate in networking and community business organizations and events to foster and expand relations.

Effective use of Time Management: Coordinate sales activities, attending onsite customer meetings, internal meetings as needed, reporting, forecasting and submitting effective business plans and business development strategies, along with Customer Proposals for new business.

Collaborate and author customer case studies.

Oversee successful implementation planning and customer roll-out.

Collaborate with C-Level decision makers to close new business while working closely with internal VP of Sales and Business Development teams, IT, Regional, Local, National Account Managers, operational staff and key office personnel while simultaneously maintaining a strong focus on customer satisfaction, retention and relationship building.

Author, administer and oversee new business protocols, SOP development, customer orientations, presentations and implementations.

Identify and develop additional sales opportunities within existing accounts, as well as expand new pipeline opportunities & propose successful solutions that demonstrate an understanding of the customer’s business needs.

Developed expertise in “Same-Day” Delivery & Dedicated Fleet Outsourcing, E-Commerce, and White-Glove, Warehousing, Transportation & Logistics and courier small package delivery.

Collaborate and facilitate the development of costing models that identify gross margin profitability while remaining competitive in the successful closure of new business sales.

Back Bay Coach, Inc., Brighton, MA 2004 - 2005

Director of Sales & Marketing

Launched Successful Marketing Campaign for RNC commercial advertising broadcast

Developed sales strategies to procure new market target populations and business contracts

Direct Report for Marketing and Sales Departments

Responsible for targeted marketing campaigns and promotional advertising materials & media events

Negotiated bids for new business projects

Director of Operations

Developed, established and launched a new transportation shuttle company serving the Greater Boston areas in conjunction with major Hotel and Retail Outlet organizations

Responsible for office restructure and business development

Established Corp Policies and Procedures, conducted office staff training

Direct report to the President

Corporate Representative to Legal, Financial, Insurance and Governmental arms

Optimum HR, Woburn, MA 2003 - 2004

Independent Consultant

Human Resource Consultation and Administrative Company, offering services to businesses and corporate organizations in five main areas of expertise: Technology Services, Human Resources, Benefit and Payroll Administration and Risk Management

Collaborated with Principle Investors for executing marketing campaign of Entrepreneurial Business Plan for The Senior Planning Center, designed to target Long-Term Care Planning for individuals and their families

Senior Accounts Manager

Responsible for targeting diverse industries, trade organizations and individual markets to address areas of risk management and offer solutions for cost reduction to improve customer’s bottom line

Marketing, recruiting, and lead generation

Prepare analysis reports on cost effective service delivery, identify areas of cost reduction, work with clients to improve quality, reduce liability and increase employee retention

Additional Experience -Over 20 years’ experience as an effective Healthcare leader in Substance Abuse and Mental Health fields, as well as the Hospital and Outpatient facility setting

The Psychological Center Inc., Lawrence, MA. 1997 - 2003

Corporate Compliance Officer

An Individually Licensed DPH multi service, multi-cultural agency, offering diverse programs in Behavioral, Mental Health and Substance Abuse treatment to the Greater Lawrence community : offering outpatient individual and child counseling, group therapy, substance abuse services, court affiliated - mandated program counseling, psychopharmacological services, Residential Programs and HIV Testing Services.

Chairperson of Corporate Compliance Committee: direct report to the CEO and Board of Directors.

Developed, authored and implemented the Corporate Compliance Plan pursuant to Agency Standards, Federal and State laws and Healthcare regulations governing outpatient satellite agency compliance.

Authored and developed training manuals, multi-media presentations and conducted staff trainings on policy and procedures, accountability, whistle blower policy, responsibilities, and general compliance standards relative to Agency and interdepartmental procedures.

Implemented corrective action plans and policies, incident reporting and investigations.

Appointed and oversaw the internal auditing committee across departments regarding Agency Compliance and Industry Standards for practice operations, agency and clinical staff licensure and third party insurance billing.

(In conjunction) Director of Healthcare Management Services

Recognized leader, awarded certificates for outstanding achievement and dedication to service.

Member of the Senior Management Team with direct report to the CEO.

Worked closely with all Department heads to ensure delivery of service in accordance with our Agency Mission and in compliance with industry standards for patient population served in the treatment of Mental Health, Trauma and Substance Abuse.

Duties included: Hire/terminate, review, assess and perform measurement outcomes studies and analysis on staff productivity and risk management.

Authored and implemented Policies and Procedures, developed Agency Compliance platforms, and worked with Quality Assurance Committee to report and analyze improvement measurements, client satisfaction and Clinical Utilization Review for staff and committee meetings.

Responsible for all agency billing to HMO and MA State Insurance for 3rd party payors, developed free-care policy for indigent clients, and responsible for clinical credentialing of Staff Therapists & Counselors.

Established the “Billing Task Force” to identify claim denials and re-submittals to Insurance Carriers for maximized reimbursement revenue.

Responsible for maintaining and coordinating agency outpatient services billing, working directly with Clinical Outpatient Departments to improve billing, claims accuracy, and timeliness of all 3rd Party Contracts, patient accounts, receivables, and denial reprocessing, including Medicaid and Medicare .

AWARDS & ACHIEVEMENTS

* Sales Recognition: Presidents Club Award

* Spin Selling Techniques : Training & Course Completion

* Outstanding Service Awards

* Corporate Compliance Officer

* Member Of Greater Boston Visitors Convention Bureau

* Member Of Waltham Chamber Of Commerce

* Member Of Woburn Chamber Of Commerce

* Boston Hospitality And Tourism Trade Association Member

* Chairperson Of The Corporate Compliance Committee: T.P.C.

* Numerous Management, Sales and Business Related Courses

* Committee Representative for MHSACM (Mental Health and Substance Abuse

Corporations of Massachusetts

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