Sales Management
Resume:
NADINE DRAKE
********@*******.***
Business Management Profile
Accomplished Senior Executive with extensive experience in operations management accounts receivable/billing management, financial management, administration, HR, full lifecycle project / program management, and sales / marketing support. Advanced leadership skills with success managing groups to achieve goals and bridge the gap between organizational objectives and operational capabilities. Leading contributor to strategic programs, with the ability to successfully deliver multiple concurrent projects under tight deadlines and budget parameters. Skilled in the design and execution of successful operational processes, programs and solutions. Dynamic leadership and team building abilities; exceptional interpersonal, communication, and problem resolution skills.
Business Operations Management • A/R Management • Finance Management Sales and Marketing Support • Expense Planning and Budgeting • Employee Development • Strategic Planning New Business Development • Human Resources • Procedure Development • Process Optimization Training Development • Lean Six Sigma • Strategic Relationship Development PROFESSIONAL EXPERIENCE
IPG - IMPLANTABLE PROVIDER GROUP, Alpharetta, GA ● 3/2015 – Current The Leader in Medical Device Benefit Management.
Vice President of Operations
Provide strategic leadership, guidance, tactical direction, leading cost effective, high quality, compliant operations, combining disciplined business process and information technology that deliver value to its stakeholders. The stakeholders include internal teams; Benefits Authorization, Account Management, Billing, Collections, Sales Support, Information Technology, Human Resources and Marketing teams. External stakeholders include health plans, manufacturers, providers and patients. Accomplishments:
• Identified, implemented strategic operational changes improving overall team performance. Improved processes/policies in support of organizational goals.
• Partnered with VP of Human Resources, organized recruitment of required staff. Established organizational structures, created career growth opportunities by adding Team Lead and Sr. level positions. Implemented remote work schedules to build morale and create work/life balance.
• Partnered with CEO and CFO, proposed action plan for delivery of enhanced Operations bonus structure. Created plan, implemented, monitored, reported successful monthly results. Enhanced positive morale, increased production resulting in company revenue goal over-achievement 12 consecutive months.
• Coordinated with IT/CIO the facilitation of various work groups to improve Operations software platform. Identified, created and implemented significant improvements for task flows that increased overall company production.
• Successfully managed internal /external business partner relationships, created escalation hierarchies, proactively identified and resolved significant customer issues resulting in win/win for client and IPG. IPG - IMPLANTABLE PROVIDER GROUP, Alpharetta, GA ● 09/2013 – 3/2015 The Leader in Medical Device Benefit Management.
Director of Operations – Case Management
Direct and coordinate the U.S. case management operations department which includes Underwriting case intake, benefits verification, patient health plan analysis and coordination, account relationship management. Responsible for ensuring improvement of performance, quality, productivity and efficiency of departmental and organizational operations through the provision of effective methods and strategies.
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NADINE DRAKE
********@*******.***
Accomplishments:
• Improved processes/policies in support of organizational goals. Formulated and implemented departmental/organizational policies and procedures to maximize output.
• Organized recruitment and placement of required staff. Established organizational structures, work schedules, monitored/evaluated team performance.
• Coordinated/monitored production results within various departments engaged in benefits verification, claim adjudication, Health plan billing and Patient collections. Monitored performance and implemented significant operational improvements. Managed quality and quantity of employee productivity.
• Improved efficiency of support services across Operations including Underwriting, Account Case Management, Benefits Verification, Health Plan Analysis, Accounts Receivable and Billing. Facilitated coordination and communication between support functions and teams.
VARIAN MEDICAL SYSTEMS, Marietta, GA ● 01/2010 – 04/2013 A medical device manufacturer of radiology equipment for cancer treatment. Business Operations Director - North America / Latin America Recruited, hired, trained and managed team of 34 employees in all aspects of business operations. Managed and optimized customer support, while working with regional and district managers to meet strategic direction and needs of field sales / services organization. Identified, recommended and developed process improvement initiatives. Developed and controlled operations budget to drive cost reductions. Implemented metrics dashboard for forecasting, reporting and analyzing contract renewal rates, non- contract billing revenue, A/R collection discrepancies, warranty expirations, contract discounting, expense budgeting. Presented financial status monthly to CFO, Vice President and Sr. Director of Oncology Division. Managed $2M expense budget, conducted salary planning, employee development.
Accomplishments:
• Consolidated, hired personnel for North America services team to support five U.S. regions, 32 U.S. districts, Canada and Latin America. Implemented processes across U.S., Canada and Latin America, created team-based environment, increased employee morale.
• Resolved major A/R billing inconsistencies and undocumented work flows. Achieved satisfactory audit results for quoting accuracy, and improved contract quoting turnaround time, A/R invoice billing discrepancies and response time to customers.
• Identified contract negotiation flaws, extreme delays in service quotes. Hired Contract Negotiator Paralegal. Significantly improved contact negotiations backlog and related revenue flow. Restructured internal contract support team.
• Implemented services billing/AR team to address customer billing issues, resolve invoicing/credit collections discrepancies and increase services revenue. Launched enhancements to OMNI software platform quoting tool. Created flexible, efficient quoting process, improved contract quote completion time.
• Successfully managed annual expense budget, utilized employee recognition programs and awards, facilitated employee performance plans, and fostered career growth opportunities, resulting high levels of employee advancement.
• Engaged in closing bookable purchase orders with sales marketing executives and service directors, consistently improved forecast attainment goals achieving annual forecast of 382M in 2011 and 422M in 2012 for software service agreements, upgrades and hardware contract revenue.
IBM CORPORATION, Atlanta, GA ● 01/2007 – 12/2009
A multinational corporation providing computer solutions through the use of advanced information technology. Global Sales Operations Manager / Billing & Expense Examiner
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NADINE DRAKE
********@*******.***
Accomplishments:
Facilitated and led sales, marketing and customer support functions, coordinated business unit annual operating plan, developed sales operational targets, and negotiated sales quota plans. Implemented sales incentive bonus challenges, conducted monthly forecast, performed gap / trend analysis, compiled financial performance, and measured revenue / gross profit, year to year growth, expenses, accounts receivable collections, invoice reconciliation. Balanced general ledger, monitored expense budget, calculated accruals, and performed proactive analysis of marketplace and competitive trends. Conducted in-depth analysis of high risk expense reporting, and identified fraud and travel policy abuse within geographic markets. Resolved cases, initiated investigations, and provided recommendations on policy changes. Served as operational subject matter expert. Provided training on sales plan and financial reporting metrics to managing director / sales teams. IBM CORPORATION, Atlanta, GA
Finance Incentives Commissions Manager (01/2000 – 12/2006) Accomplishments:
Recruited, hired, trained and managed team of 22 Business Analysts. Led IBM sales executive finance planning analysis support within communications, distribution, public sector, industrial and financial services sectors. Implemented and managed accounts receivable collections, invoice reconciliation, business analytics, revenue / profit reporting, business forecasting, accruals, invoice credits/billing and expense budgeting. Spearheaded project to improve operating programs. IBM CORPORATION, NY GA ● 01/1985 – 1/2000
Accounts Receivable Manager (01/1998 – 01/2000)
IBM.com Sales Center Administration Manager (01/1997 – 01/1998) Senior Business Analyst / AR Sr. Collections Analyst (01/1992 – 12/1996) Contracts Team Lead, Accounts Receivable Analyst (01/1985 – 12/1991) EDUCATION / PROFESSIONAL DEVELOPMENT
BUFFALO STATE COLLEGE, STATE UNIVERSITY OF NEW YORK, Buffalo, NY Bachelor’s Degree in Psychology
Professional Development
Lean Six Sigma Certification, Villanova University Managing within the Law I, II
Awareness is Power Team Building
Accelerating America’s Finance Planning
Hire and Retain Top Talent
Business Women of the Future
Anti-Kickback Anti-Fraud (AKAF) Certification
Accounts Receivable Collections Program - IBM
Technical Skills
Salesforce.com, SharePoint, Microsoft Office (Word, Excel, PowerPoint, Outlook, Access) Brio Query Explorer, Hyperion Essbase, Oracle, PeopleSoft Financial Management Solutions (FMS), ADP, Siebel, Lotus Word Pro, Lotus Notes SmartSuite, Visio, CRM, SAP, OMNI, INSIGHT
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