Sales Manager
Resume:
Richard Hull
Expertise in Healthcare
High-Impact Sales & Operations Leader
Oak Ridge, TN 37830
adg6vn@r.postjobfree.com
linkedin.com/in/richard-hull-a8735a8
PROFESSIONAL SUMMARY
A highly dedicated healthcare executive with over 20 years of experience in the technology industry and a proven track record of success in all aspects of sales. Recognized for fostering strategic business relationships, proactive approach, building client loyalty, interpersonal communications, change management, negotiation techniques, and adaptability in challenging diverse environments. A strong leader known for driving revenue gains and bottom-line profitability. AREAS OF EXPERTISE
Account Management Healthcare Sales Information Technology Strategic Business Planning Organizational Development Operational Leadership Customer
Relationship Management (CRM) Organic Revenue
Growth Critical Decision-Making Risk Management Financial Analysis Profit & Loss (P&L) Return on Investment (ROI) Training & Development Relationship Management Critical Thinking
SKILLS
Product Management Project Management Solution
Selling Communication Presentation Development Customer Service Public Speaking Analytical Skills Troubleshooting Process Implementation Goal Planning
Budgeting Team Building Public Relations Key Performance Indicators (KPI) Market and Competitive Analysis
SOFTWARE COMPENTENCY
Microsoft Office Microsoft Outlook Microsoft Access Microsoft Word Microsoft Excel Microsoft PowerPoint Adobe Illustrator Adobe Photoshop Adobe InDesign Adobe Dreamweaver Adobe Bridge Salesforce Oracle
MAS500 AS400 Facebook Instagram Twitter LinkedIn Slack Google Chat Google Docs Google Sheets Google Meet OneDrive WeTransfer
EDUCATION
Tusculum University Greenville, TN
B.S., Business Administration:
Applied Organizational Management
Roane State Community College Harriman, TN
A.S., Computer Engineering
PROFESSIONAL EXPERIENCE
VortexT Analytics Knoxville, TN President and COO July 2017-April 2020 Responsible for daily operations of a computer software company, specialized in healthcare data with a P&L of $7 million. Developed and implemented strategies to set overall direction of the company organization and products. Offered SaaS-based, interactive diagnostic platform, a key component of which is basic and advanced data analytics on both structured and unstructured text data.
• Implemented entire sales strategy for the SaaS cloud-based software platform for the Revenue Cycle areas in the hospital and physician practice facilities
• Managed Sales Department to a 200% increase in closed sales from 2017-2019 and a 2019 quota of 120%.
• Led partnership agreement with Covenant Health, the largest healthcare provider in Eastern Tennessee.
• Responsible for the direct management of a team of 16 employees across various departments, including sales and marketing, software development, support, data science, and product management.
• Acknowledged for the introduction of four new products to the healthcare industry: KPI’s for revenue cycle; AI analytics for denials/claims; SaaS cloud-based denials management platform; Claims analysis tool for predicting denials.
• Established company goals, growth strategies, performance metrics, financial objectives, and budgeting across Sales, Finance, and Operations divisions.
• Provided adequate and timely information to accomplish fiduciary duties as a member of the company’s Board of Directors.
• Collaborated with company’s data scientists and software development team to prioritize development of healthcare products.
• Developed relationships with healthcare industry providers, associations, government and community leaders.
• Fostered a positive work environment through organizational structure, professional development, performance evaluations, leadership, motivation techniques, personnel policies and procedures. Richard Hull
Expertise in Healthcare
High-Impact Sales & Operations Leader
Oak Ridge, TN 37830
adg6vn@r.postjobfree.com
linkedin.com/in/richard-hull-a8735a8
HOSPITAL IQ Boston, MA Vice President of Sales January 2015-July 2017 Managed all aspects of sales for SaaS cloud-based predictive analytic software platform for the perioperative areas, emergency department and patient throughput for the entire hospital.
• Directly managed sales team of 5 representatives as well as OEM partners’ sales.
• Acknowledged for an increase in net profits of 12-15% after achieving quota from 2015-2017,
• Responsible for first OEM partnership with Allscripts, resulting in increased sales and $6M revenue in 2015.
• Fostered second OEM partnership with TeleTracking, producing an additional $3M in revenue in 2016.
• Implemented an innovative SPIF program with each OEM partner that reduced sales cycle by 50%. MEDHOST/Acuitec Franklin, TN National Sales Director/VP of Sales October 2010-October 2014 Responsibilities included management of the entire sales division, offering a software platform for the perioperative and emergency room departments of the hospital. Initially for Acuitec, which was acquired by MEDHOST in October 2012.
• Developed and managed the sales team, originally consisting of 4 accounts managers and two sales support personnel.
• Increased profits year-after-year by 12-15%, including increased revenue of $1.5M from 2010-2011, and $2.5M from 2011-2012.
• Supervised a team of 4 sales account managers and support personnel, which met quota 100% in 2013-2014.
• Responsible for direct sales and contracts, ranging from $100K - $1.4M, including the largest sale for the perioperative division in the southeast to Baptist Healthcare (Miami, FL) for the anesthesia and perioperative platform.
• Administered the first SaaS solutions sale of the perioperative platform within the company. TeleTracking Technologies Pittsburgh, PA Regional Sales Director October 2007-December 2009 Management of all sales in the area, supporting technology to assist hospitals and medical centers improve patient flow and quality of care.
• Direct manager of a sales team of 7 account managers in the central region selling software and services into EVS, Transport and Bed Placement departments that managed the patient throughput within the hospital.
• Responsible for software and services sold to improve patient flow, resulting in 100% quota attainment from 2008-2009.
• Increased net profits for the region by 20% from 2007-2008.
• Implemented ROI models, pricing strategies, and formats for software product suite, targeting hospitals with small budgets.
• Established new sales and contracts, ranging from $250K-$2M.
• Designed ROI justification for prospective candidates with no capital expenditures, enabling hospitals to purchase services within their operational budgets.
Premise Corporations Farmington, CT Vice President of Sales October 2006-September 2007 Responsible for management of a team of 6 sales account representatives, selling software and services for patient throughput, bed management and transport for regional hospitals and medical centers.
• Responsible for operations and management of the company as one of 4 members of the company’s Executive Committee team.
• Recruited and trained sales executives resulting in 90% of sales growth in the first 9 months.
• Increased sales and contracts ranging from $400K-$2M by as much as 50%, resulting in 90% quota attainment in 2007.
• Developed clinical sales assessment tool for building Value Proposition model that resulted in shorter sales cycle.
• Implemented sales compensation plan for sales personnel that resulted in higher retention rates.
• Established sales compensation/commission plan for sales personnel that resulted in higher retention rates. Surgical Information Systems Atlanta, GA Vice President of Sales March 1998-October 2006 Managed a team of 22 account managers, sales support staff, and technical account managers, selling software and services in the hospital and surgery center marketplace.
• Awarded President’s Club from 2001-2006 for outstanding sales performance, including 110% sales quota from 1998-2006.
• Recruited and trained staff of 7 Regional Vice Presidents, 4 Account Executives and 5 sales support staff, resulting in 100% retention rate for three years.
• Oversite of entire company operations as one of 6 members on the executive committee board.
• Achieved highest margin for sales that exceeded net profit of 40% for 2004-2006.
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