Summary of Qualifications

EXPERIENCE

Hospital IQ, Newton, MA (1.5 Years)

Provider AI & Predictive Analytics

VP, Sales (11/2018-3/2020)

Hired as the first direct salesperson at Hospital IQ, selling their industry leading AI & predictive analytics operations management platform. Solutions included Perioperative, Patient Flow and Workforce modules. Led sales pursuits with some of the largest health systems in the US, including Tenet. Analyzed the market to identify and prioritize high value targets. Developed a direct Sales plan to grow ARR from $0 to $1M.

Closed the largest deal in company history with the #1 Ortho Hospital in the US, Dec, ’19 - $437,000 in ARR

Developed pipeline for 2020 over $3M in ARR

Average opportunity size = $250,000 in ARR

Connance, Inc, Waltham, MA (5 Years)

Revenue Cycle Predictive Analytics

Senior Vice-President, Sales (4/2016-4/2018)

The Senior Vice-President of Sales at Connance led a team of three in the Eastern US. Primary responsibilities are to design territory strategy, close deals, identify new deals, manage territories through Senior Sales Executives to maximize company growth.

Closed 5 deals in 9 months for $2.2M in ARR. Logos acquired: UCLA Health, Legacy Health, Mercy Health, Yale-New Haven Health

Improved pipeline quality

Frequent speaker at HFMA local and regional events

Managed 3 Sales staff

Senior Vice-President, Sales & Marketing (8/2015-4/2016)

The Interim Senior Vice-President of Sales & Marketing at Connance led a team of ten employees across Sales and Marketing. Primary responsibilities were to identify why sales had stagnated and execute a new strategy to grow the business. Inherited a challenged Sales organization. Enhanced the sales process leveraging Salesforce.com. Introduced subject matter expertise. Inspected every deal.

Replaced 75% of existing pipeline with higher quality opportunities while increasing pipeline by 50%

Closed Sales’ first deal in 9 months

Delivered Sales training & enablement through quarterly, 2-day team meetings

Maintained all Marketing responsibilities

Managed 7 Sales and 3 Marketing staff, hired 3 Sales Executives, fired 1 Sales Executive

Vice-President, Marketing and Communications (12/2012-8/2015)

The Vice-President of Marketing and Communications at Connance was responsible for partnering with Sales to accelerate the growth of the company and elevate company and solution positioning through innovative outbound programs, strategic thought leadership, and simplification of the message.

Supported Sales through direct leads & subject matter expertise

Completed 15 RFP submissions

Redesigned Connance brand in print and online

Launched a new website & introduced social media outreach

Increased web traffic by 40% YoY, annually

Strategically positioned PR and thought leadership

-Achieved 50% more print than in previous years – HFM Magazine, Modern Healthcare

Presented at 20+ healthcare finance industry (HFMA) events

Awarded HFMA Peer Reviewed status for the company’s flagship solution

Managed 3 direct reports: 2 Directors of Marketing, 1 Director of Product Marketing

Kronos, Incorporated, Chelmsford, MA (7 Years)

Healthcare Workforce Management

Global Practice Leader (2/2006-12/2012)

The Global Practice Leader served as a dynamic bridge between Kronos and the external market, including customers, prospects, analysts and trade associations. The role was highly cross functional, distilling the "voice of the customer" and translating it for Sales, Presales, Services, Engineering and Product Marketing. This position was responsible for go-to-market strategy for the healthcare vertical, a $200M+ business unit, determining messaging and creating thought leadership to demonstrate Kronos' value in this market.

Provided strategy, domain expertise and strategic consulting skills to help improve the sales process

Provided definition and on-going assessment of worldwide industry trends, market application, product solution sets and value propositions for market segments, marketing plan and message

Identified acquisition targets

Evangelize the market message and value for internal audiences as well as customers, analysts and trade associations

Transferred domain knowledge to other functions within Kronos through messaging, white papers, sales tools, competitive analysis, product roadmap and training

Managed 4 direct reports - Chief Nursing Officer; Marketing Manager; Senior Industry Consultant; Field Marketing Manager

Picis, Inc., Wakefield, MA (10 Years)

Critical Care EHR Solutions

Director, Marketing and Alliance Partnerships (12/2003-2/2006)

Managed Marketing Services, National Accounts, Alliance Partnerships and select international sales for Picis. Managed over $10M in IDN/Alliance Partnership US sales pipeline. Supervised three Sales Support Associates marketing software and services to providers.

Established and managed Partner Relationships

-Ibex, IDX, Lawson Software, Verses Radiance, Applix, AtStaff and others

-2004 – Closed $4M in sales within IDX accounts in conjunction with the Sales team

-2004 – Established first customer for Picis in England through IDX

-2004 – Managed sales processes in the US, England, Northern Ireland and Hong Kong

Established and managed National Accounts

Developed marketing strategy for Sales to hospitals using MEDITECH HIS

Managed marketing support for MEDITECH hospitals and all RFP replies

Supervised responses to over 150 RFPs - eliminated from only four processes

General Manager, Picis UK (7/2005-12/2005)

The General Manager of Picis' UK operation supervised the delivery of Picis’ Theatre Manager application to IDX, British Telecom and 33 Health Trusts in London within the National Programme for Information Technology (NPfIT), also known as Connecting for Health (CfH), established by the National Health Service (NHS).

Managed the UK office of Picis – hired a team of ex-pats and UK citizens

Managed UK based staff and coordinated actions with US development staff

Managed the strategic relationship and communications with IDX executive staff in London

Established a 10 year operating budget, communication protocols and programme governance

Renegotiated employment contracts with consultants and staff saving $150,000 annually

Traveled 2-3 weeks/month to London

Director, Sales and Marketing (5/2002-12/2003)

The Director of Sales and Marketing managed Sales and Marketing for the MSM Division of Picis. Supervised four Sales Executives and one Sales Support Associate marketing software and services to hospitals using the MEDITECH HIS.

Exceeded $6M quota by over 15% in 2002

Only Sales Director, of four, who exceeded quota in 2002

Established and managed vendor relationships

Negotiated more than 80 contracts

Developed and maintained marketing strategy for sales to hospitals using MEDITECH HIS

Sold first PACU and Anesthesia systems to MEDITECH hospitals

Manager, Sales Support (Medical Systems Management, acquired by Picis) (1/2000-5/2002)

The Manager of Sales Support directed the support of the sales team through demonstrations, RFPs, Sales Executive education, reference site management and the development of marketing collateral. Supervised five Sales Support Associates who provided expertise in demonstrating products designed for OR Management, Quality Management, Patient Tracking and Data Warehousing.

Supervised the completion of 70 RFPs - eliminated from only three processes

Presented product information to CEOs, CFOs, CIOs, Information Systems and department managers

Established and managed vendor partnerships

Supported sales of product to hospitals regardless of HIS – McKesson, IDX, MEDITECH, Siemens

Implemented Goldmine (CRM)

Senior Sales Executive (Medical Systems Management, acquired by Picis) (1/1996-1/2000)

Marketed a portfolio of software solutions, contract programming and consulting services to acute care hospitals. Solutions encompassed six different departmental applications, interfaces, report writing and consulting services.

Exceeded sales plan in 1996 (110%), 1997 (120%), 1999 (110%)

Achieved 98% of plan in 1998

Signed company’s largest consulting engagement - $600,000 over two years

Signed company’s first Windows versions of software, contract value - $745,000

PHILANTHROPY

American Nurses Foundation, Washington, DC (7 Years)

Supporting the American Nurses Association Enterprise Through Philanthropy

Board Member (8/2012-Present)

Currently serving on the Board of Trustees of The American Nurses Foundation (ANF), part of the ANA Enterprise

Participate in quarterly board meetings

Serve as an advisor for the Nursing Leadership project which seeks to add nurses to commercial boards, extending nursing’s leadership and impact. Over 6,000 nurse leaders have been added to commercial and non-profit boards

Help create and monetize the ANF’s Advisory Board to generate funds to support strategic investments while benefiting the vendor community with access to senior nursing leaders

EDUCATION

Bachelor of Arts, University of New Hampshire

Communications and Psychology, May 1990

REFERENCES

Available upon request

25 Years Healthcare Sales and Marketing

Team Oriented, Proven Leader

Exceptional Communication Skills

Self Motivated, Flexible and Organized

Thought Leader/Evangelist

Sales Management

Relationship Sales/Benefit Selling Oriented

Business Development/Channel Sales

Successful Health System Sales

Sales Operations

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