Market Development Health Care

SHANNON B. WEIS

Pittsburgh, PA · 919-***-**** · *******@*****.***

EXPERTISE

Sales and Client Management; Client Strategy; Therapy and Market Development; Fundraising; Government Relations; Public Policy; Value Based Health Care; Program Creation, Development and Launch; Strategic Planning; Project Management; Legal and Regulatory Compliance; Writing and Content Creation; Customer Relations; Aortic & Vascular Clinical Knowledge. EXPERIENCE

PRESS GANEY, LLC

Managing Director, Sales and Client Management Team January 2020-January 2024 Summary: Manage 13 large client health system relationships and book of business to optimize partnership, drive value and sales growth with health care technology solutions and consulting for patient experience, clinical excellence, employee engagement, consumerism and safety/quality. Built successful relationships with C-Suite and Executive client partners leading to 100% retention in the highly competitive health care technology sector. Highlights:

SaaS, Improvement Consulting, Healthcare Technology Solution Sales – ISV over $1 million annually.

President’s Club for 2021 and 2022.

Successfully negotiated & contracted 4 largest clients onto 5-year contracts ($1.3+ million annual revenue), and 9 clients onto 3-year contracts ($300,000+ annual revenue).

Excellent client relationship and strategic partnership building with C-Suite level & healthcare leadership clients.

100 % client retention for 2020, 2021, 2022 despite increasing competitive and pricing pressures.

Annual sales / strategic account planning to optimize pipeline development.

Successful selection of four client speakers each year for prestigious National Client Conference.

Contract negotiation, legal and supply chain negotiation skills. MEDTRONIC, INC, CARDIOVASCULAR GROUP – AORTIC & PERIPHERAL VASCULAR Program Marketing Consultant, Vascular Care Continuum Team June 2015 – July 2019 Summary: Designed new, original solutions to maximize population health and customer potential for operational and process efficiencies, volume increases, positive impacts to quality and clinical outcomes, disease awareness and community leadership. Created, authored, project managed and launched value-added and monetized solutions. Trained field team to sell and execute solutions. Collaborated with US/global geographies to implement market development programs. Promoted solutions to sales management and business senior leadership. Oversaw legal and regulatory compliance for programs and solutions. Highlights:

Finalist, Marketing Excellence Awards, 2018, Medtronic, Inc. 11 finalists out of 8,500 Medtronic marketers.

Disease Discovery Solution results to date: thirty accounts, 220,000 at-risk patients found.

Delivered Strategic Market Development Handbook & Website ahead of schedule and under budget.

Implemented global market development initiatives in Russia, Turkey, Israel, W. Europe, South East Asia, and Latin America.

Served as interim program manager for monetized, commercialized patient screening and education solution.

Collaborated with geographies and oversaw monetized solution implementation in 5 international pilot sites: Turkey, New Zealand, Russia, Germany and France.

Principal Program Marketing Specialist, Area Market Development Team June 2012- May 2015 Summary: Created and directed program implementation process and tools for national team. Devised and managed account engagement targeting, nomination and approval process. Crafted metrics, dashboard and directed reporting to senior leadership. Conducted sales and implementation meetings. Wrote contract terms including payment structure, risk-sharing, and implementation goals. Created and managed all market development outreach tools, rebranding and content changes. Developed metrics and dashboards to track effectiveness. Directed the team’s annual strategic planning process. Highlights:

Acting Group Manager, Area Market Development Team from November 2013-May 2014.

Sold one of first monetized programs for $100,000.

Selected by senior leadership to represent aortic and peripheral market development in Covidien acquisition merger discussions.

Senior Area Market Development Specialist, Area Market Development Team May 2011-May 2012 Summary: Formulated and designed national market development strategy for new field team. Partnered with customers to create and execute customized strategic market development efforts. Aligned internal and external stakeholders to drive account referrals and market growth. Analyzed diagnosis and referral patterns to effect change. Managed referral physician and patient outreach. Designed and wrote market development collateral and tools for US sales teams. Highlights:

Persuaded account to query EMR to identity and screen high-risk patients. Account grew aortic volume by 20% YoY.

Account grew cases by 10 and referral growth by 16 over 2 quarters. Senior Therapy Development Specialist, Ohio Valley Sales District Team, Pittsburgh, PA October 2009 - May 2011 Therapy Development Specialist, Southeast Sales District Team, Raleigh, NC August 2007 - October 2009 Summary: Managed strategic market development for surgical and hospital accounts to increase market penetrations, referral physician outreach, aneurysm diagnosis, patient screening. Wrote regional clinical communications. Planned regional reimbursement and clinical customer education. Led regional clinical education for fellows. Designed and published comprehensive clinical and product sales guides for regional teams. Trained new hires. Supported sales representatives and covered clinical cases. Highlights:

Therapy Development Specialist of the Year, Awarded June 2010.

14 consecutive Fiscal Quarters at or above plan.

Average account growth over 50% through market development efforts.

Certified Clinical Representative. Ran and/or attended 500+ endovascular, open surgical, and hybrid aortic procedures. MEDTRONIC INC, CORPORATE GOVERNMENT AFFAIRS

Director, Government Affairs, Washington, DC May 2006-August 2007 Senior Manager, Government Affairs, Washington, DC August 2004-May 2006 Summary: Advocated policy and legislative issues. Strategized corporate policy positions. Developed coalitions with industry, clinical societies, patient advocacy groups. Directed Medtronic’s political action committee fundraising and political donations. Managed PAC governance with its Board of Directors, including Medtronic CEO, general counsel, and group presidents. Wrote and published all internal corporate PAC communications, including annual reports, policy updates and fundraising materials. Highlights:

Legislative Success: Passage of AAA Preventative Health Screening passed by U.S. Congress and passed into law as part of 2005 Deficit Reduction Act. Directed Medtronic’s lobbying, legal and communication efforts related to the legislation. This preventative screening is one of only six covered by Medicare.

Negotiated and represented Medtronic to industry, FDA and US Congressional offices for the successful passage of the Medical Device User Fee & Modernization Act II. Substantial reduction in agency review times for medical device PMA applications.

Doubled the number of employee PAC participants during annual campaign. DEMOCRATIC LEADERSHIP COUNCIL, Washington DC

Deputy Director, National Fundraising December 2002-August 2004 Manager, Corporate Development & Policy Group Lead August 2001- December 2002 Summary: Managed corporate development and financial contributions equaling 15% of total organizational budget. Developed and maintained corporate relationships; directed individual fundraising efforts for large annual convention. Managed policy programs for Health Policy and Economic Policy Groups. Coordinated with key Congressional staff, federal, state and local political offices. Planned policy forums, congressional dinners, retreat weekends and annual conventions. Highlights:

Increased new money in corporate membership and financial contributions by $2,300,000.

Surpassed annual corporate membership and development goals for 2002, 2003, 2004.

Exceeded fundraising goal of $500,000 for National Conversation event. UNITED STATES SENATE – OFFICE OF U.S. SENATOR MARY L. LANDRIEU, Washington DC Senior Legislative and Policy Aide August 2000-August 2001 Summary: Designed, advocated and promoted tax, finance, budget, banking and small business legislation. Advised on policies, amendment and legislative activity. Managed Senator’s work on the U.S. Senate Committee on Small Business; Authored speeches for Senate floor, congressional record and public appearances. Developed coalitions with constituents, interest groups, corporations and with U.S. House and U.S. Senate.

Highlights:

Legislative Success: Adoption Tax Credit passed by Congress as part of large tax legislation: Taxpayer Relief Act of 2001 and 2001 Budget Resolutions. Successful position negotiation for Senator’s tax position in historic tax reduction of 2001. UNITED STATES GOVERNMENT ACCOUNTABILITY OFFICE, Washington DC Policy Analyst & Evaluator April 1998-August 2000

Summary: Evaluated federal agencies, programs and public policies at the direction of the U.S. Congress. Researched, investigated and co-authored reports and briefings addressing weaknesses in federal programs; participated in Congressional hearings and conferences. Policy and issues included: science, biotechnology, energy, environment, agriculture and food safety. Highlights:

Outstanding Contribution and Effort Award, September 1998, United States GAO; Outstanding Contribution and Effort Award, April 1999, United States GAO.

Key reports, issued nationally, include: The Health Impact of Antibiotics Used in Agriculture, Scientific Peer Review Practices, Nuclear Waste Practices for Safety & Long-Term Stabilization, The Environmental Impact of Concentrated Animal Feeding Operations.

EDUCATION

Master of Public Administration, Public Policy 1996-1998 Graduate School of Public & International Affairs · University of Pittsburgh, Pittsburgh PA

• Graduating Class Honor: Faculty Award for Academic Distinction, April 1998 Bachelor of Arts, Anthropology 1989-1993

Tulane University, New Orleans LA

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