Baltimore, MD *****
Results-Driven Sales & Business Development Professional
Comprehensive background exceeding expectations of employees, business partners, and key clients within healthcare industry. Known as an approachable and empowering manager with demonstrated success creating culture of trust and empowerment that meet or exceed expectations. Strategic thinker with a strong work ethic.
AREAS OF EXPERTISE
Sales Leadership Business Development Customer Relations
Culture Creation Clinical and IT Solutions Executive Coaching
Team Building Training and Development Operational Improvement
HIGH RELIABILITY ORGANIZATION COUNCIL, Baltimore, MD 2016 - Current
Research Advisor for Partner Collaborations
Serving the Non-Profit Think Tank to help determine who can qualify for HROC grants of patent licenses and other HROC support, relative to a potential partner's ability to help HROC fulfill its mission and serve the Public Good. Focusing as a change agent dedicated to improving patient safety and healthcare operations.
EXTENSION HEALTHCARE, Fort Wayne, IN 2014 – 2016
Executive Vice President, Sales
Recruited as turnover agent to recreate and lead sales, reporting to CEO and sitting on both the Business Leadership and the Executive Teams, and meeting regularly with Extension Healthcare Board of Directors. Ultimate goal was to position company for market leadership and sale. Redesigned and led sales team of 40, including Director of Solution Sales (DSS), VP Sales, Sales Engineers, Clinical Sales, Inside Sales, and Account Managers. Designed sales best practices, processes and policies.
Implemented pipeline management and reporting protocols.
•2016 on target for 150%+ growth by creating a winning sales culture, serving as a change agent and transitioning sales team from simple to complex enterprise sales.
oBuilt and maintained trusted technical and clinical relationship with partners, prospects and customers.
oExpanded relationships and sales in National Accounts, IDN’s, and Luminary Accounts. o Orchestrated training programs, overseeing ongoing team development and managing underperforming personnel.
•Work closely with product management and marketing for impact communication, marketplace education, pricing and promotional strategies.
•Improve sales process, messaging, strategy, reducing time to close: 245 days in 2014 to 80 days in 2016.
•Increase late stage pipeline deals 354%.
•Exceed licensing growth expectations - 76% (5.7M) 2014 to 145% (8.7M) 2016 YTD Exceed recurring revenue / maintenance growth expectations - 62% (1.8M) 2014 to 239% (5.7M) 2016 YTD.
•Promote organic growth with promotion of multiple team members throughout the sales organization.
LIFEBRIDGE HEALTH (Sinai & Northwest Hospitals), Baltimore, MD 2010 – 2014
Physician Services Manager
Highly visible position that provided ongoing interaction and relationship management between LifeBridge Health and community physicians, developed new growth opportunities and increased service line utilization. Recruited and hired primary and specialty care physicians in preparation for our accountable care organization. Provided guidance from field surveys to improve marketplace services.
•Strategically located medical practices throughout Maryland, finding office locations and creating
hubs for population management.
•Coordinated and promoted clinical IT integration activities and growth.
•Continually exceeded sales quota.
•Introduced and supported the development of new service lines for the organization.
•Expanded clinical presence in strategic, targeted areas to achieve corporate growth vision.
HENRICKS CONSULTING, Baltimore, MD 2008 – 2010
Hired to provide executive coaching to improve corporate communications, messaging, and delegation, and to refine strategies for sales team improvements, including talent acquisition, sales training and development programs. Assessed and supported business plans, new product launch, and go-to market strategies.
•Refined sales team strategy o Coached the overhaul of a 15+ person sales team.
o Put sales process in place with auditing and accountability solutions.
•Assisted in several business start-ups from concept to launch in healthcare and social networking.
•Provided guidance for the sale of a privately held medical device company.
EMERGIN, Boca Raton, FL 2006 – 2008
VP, Business Development / VP, Sales
Recruited as a change agent to “fix sales” and lead sales and business development and to position the company for growth. Improved the culture and grew the sales organization from transactional to enterprise, from tactical to strategic. Provided executive and sales management coaching and consulted for operational improvements including increased transparency.
•Developed strategic relationships with key resellers which resulted in exceeding sales and o service expectations.
•Created strategies for team building and cooperation for peer to peer, and subordinate to o supervisor relations.
•Collaborated with management, marketing, engineering, and services for product development, pricing, market positioning, advertising, and clinical and technical support models.
•Teamed with advisory board and strategic partners for marketplace knowledge and cutting edge industry leadership.
DRAEGER MEDICAL, Telford, PA 2003 – 2006
Director, Business Development
Promoted from # 1 Sales (Rep of the Year) position to leading Business Development for the
America’s during the Siemens/Draeger J/V. Provided sales strategy and oversaw corporate training for North America’s sales / management teams. Worked closely with product management, clinical applications, and marketing for product development, training, and implementation. Provided trade show leadership and support. Channel development and expansion.
•Provided field support and damage control for key customer sales.
•Hired and managed business development managers.
•Double digit sales growth.
•Improved market awareness and acceptance of innovative products.
SIEMENS MEDICAL, Danvers, MA (BECAME A JV WITH DRAEGER MEDICAL) 1999 – 2003
Hired to increase brand recognition and market share for innovative product line, and support sales of core Siemens imaging, cardiology, IT solutions. Consistently top producer calling on end users throughout clinical areas, biomedical engineering, IT, and hospital executives. Managed clinical applications and installation teams; partnered with hospital executive teams for house wide product installations.
•Sales Representative of the Year.
•Exceeded prior company sales records.
•Provided market insights and customer needs assessment for product management. Created show sites.
VITAL SIGNS, INC, Totowa, NJ
Sales Consultant / National Sales Director / VP Corporate Accounts
Recruited from a clinical role to sell innovative products and services into critical care, anesthesia, and emergency room.
•Consistently exceeded sales goals as individual contributor, sales manager, and executive management.
•Developed a high functioning team of 120 sales representatives, 14 regional managers.
•Sales Representative of the Year. Sales Manager of the Year.
•Introduced risk sharing / gain sharing programs and services.
ST. JOSEPH HOSPITAL (Now University of Maryland St Joseph Medical Center)
Manager, Respiratory Care
Provided clinical care and oversaw team of respiratory therapists, technicians and aids.
•Participated in process improvement, risk management and infection control committee work.
•Provided technology and clinical care enhancements in concert with Medical Director.
•Created and implemented workflow / care maps for new open heart unit.
•Red Cross and AHA trainer.
MBA, Business, University of Maryland University College, College Park, M D
BA, Psychology, University of Maryland Baltimore County, Baltimore, M D
RRT, Respiratory Therapy, University of Chicago Hospitals and Clinics, Chicago, Ill.
BOOKWORMS, Baltimore, MD, (Provide Reading for Inner City Elementary School Children) Contributor
WEEKEND BACKPACKS FOR HOMELESS KIDS, Baltimore, MD, (Providing Food and Clothing for Homeless Children)
EDITH ROSEN STRAUSS, ORG, Baltimore, MD (Provided Support for “Kids with Cancer”), Prior Treasurer and Contributor
CARVER CENTER FOUNDATION, Towson, MD, (High School Foundation), Prior President and Contributor
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