Farmington, UT (M) 801-***-**** adhs4f@r.postjobfree.com linkedin.com/in/mzj11
Proven sales and business development senior executive with a 20+ year track record delivering results across a diverse set of markets. Markets of focus have included commercial and state enterprises, acute and post-acute healthcare providers. Fields of expertise and technology thought leadership have included vertically integrated SaaS platforms, telemedicine, biometric devices, medical software and informatics, broadband Internet, computer hardware and enterprise software.
Signature Competencies
Strategic Vision and Leadership Transformational Change Software Solution Sales
Strategic Sales Management Tactical Sales Forecasting Budget and P&L Management
Complex Contracts and Negotiations Brand Development Social Media and SEO Strategies
Staff Recruiting and Development Product Life Cycle Intellectual Property Registration
Ripple Consulting February 2020 to Present
Salt Lake City, UT; Delivering results on the assessment of sales, business development and marketing strategies.
Founder and President
Sorenson Holdings, LLC June 2016 to February 2020
Salt Lake City, UT; the leading provider of telecommunications solutions for the hearing-impaired consumer market.
Sr. Director of Business Development - CaptionCall, LLC July 2018 to February 2020
Led the initiative to expand distribution to channels outside of the audiology sector
Launched programs within 15 care providers and ACOs serving over 750,000 patients
Joint marketing and distribution programs established with several leading telehealth solutions providers
Sr. Director of Business Development - InteractiveCare, LLC June 2016 to July 2018
Business leader of the initiative to create a new company within Sorenson Holdings, LLC
Technology and services to deliver an IP differentiated telemedicine platform enabling video and captioned speech to the post acute healthcare markets and disease management markets
ActiveCare, Inc. August 2012 to April 2016
Orem, UT; disease management technology and services company focused on the diabetes market, providing data analytics, biometric testing technology, care services and outcomes reporting to the healthcare payer industry.
President and Chief Executive Officer October 2014 to April 2016
Completed corporate restructuring and restatement of SEC filings for FY2013
Divested a non-strategic business unit adding cash and freeing company resources
Drove adoption of a comprehensive sales and operations forecast modeling culture
Shifted sales focus from tactical opportunities to key partner relationships
Increased year-over-year revenue by 85%
Reduced operating costs by 35% while increasing net income by 68%
Restored path to profitability and dramatically increased price per share of the ACAR publicly traded stock
President April 2014 to October 2014
Initiated the business and organization restructure of the company
Negotiated a restructuring of the company’s debt with leading vendor / partners to free working capital and re-enable growth
Completed the evaluation, recruiting and hiring of new sales and business development executive staff members
Chief Strategy Officer March 2013 to October 2014
Executed the staff growth and systems development to support growth of revenue from under $2mm in 2012 to more than $10mm in 2014 and 2020 capacity of $100mm
Established and managed strategic relationships with primary industry leaders and technology providers (Qualcomm, Telcare, Entra, etc.)
Identified, recruited and managed a nationally recognized advisory board
Chief Operating Officer March 2012 to October 2014
Led and completed the process for the Company to obtain HIPAA and URAC certifications
Transitioned staff qualifications to be in compliance with industry chronic condition monitoring standards
Interactive Care, Inc. 2007 to 2012
Salt Lake City, UT; an innovator of HIPAA compliant, video based encounter tools for healthcare providers.
Founder, President and CEO
Identified markets of opportunity, product and technology requirements, and development of the business model to address those markets
Provisional patent defined, searched and filed to secure and protect intellectual property for unique HIPAA compliant telemedicine solutions
“AN INFORMATION SECURITY SOLUTION FOR CLOUD-BASED COLLABORATIVE TELEMEDICINE SESSIONS INVOLVING INFORMATION AND PARTCIPATION FROM MULTIPLE LOCATION SYSTEMS”
Raised seed capital and convertible debt of $1,750,000 to fund the efforts of the company
Secured initial pilot engagements and industry partnerships with Sutter Health, Intermountain Healthcare, urgent care and behavioral health providers
RemedyMD, Inc. 2005 to 2007
Salt Lake City, UT; provider of EHR and healthcare information and data analytics systems.
Executive Vice President of Sales and Marketing
Directed all revenue generating programs, business development, corporate marketing, client implementation and services support, training and consulting
Install base of active customers increased by 85% in first 12 month months
Re-branded the company, implementing new image, market segment, PR and targeted marketing plans
Web site and marketing campaigns effectiveness improved by 80%, while event marketing effectiveness improved 66%
Restructured the sales and marketing organizations, reducing operating costs by 30%, while increasing sales per rep by 110% and overall revenues by 80%
IBAHN, Inc. (formerly STSN, Inc.) 2002 to 2005
Salt Lake City, UT; provider of broadband Internet services to the hotel and conference venue industry.
Sr. Vice President of Sales and Marketing 2004 to 2005
Assumed additional responsibilities of Product Marketing and New Channels Strategy/Business Development
Implemented Product Life Cycle methodologies and began P/L Product Management across all business functions
Focused the company’s product strategy by eliminating three underperforming product areas and reallocating engineering and marketing resources to profitable products
Continued to maintain over-performance against the 2005 sales plan, growing total sales to over $120mm, a 39% increase over the previous year
Sr. Vice President of Sales 2002 to 2004
Responsibilities included all sales related activities and revenue for company operations not located in Europe
Entire sales organization restructured (Q4 of 2002 to Q2 of 2003)
Directed an organization of seven direct reports and 60 total employees
Overall cost of sales decreased from 15% of total revenue in 2002 to 8% in 2004
Achieved revenue growth of 275%, from $29mm in 2002 to $80mm in 2004
BlueStep, Inc. (formerly MyAssociation.com) 1999 to 2002
Salt Lake City, UT; provider of organization and project management systems to the association and non-profit industry.
Sr. Vice President of Sales and Bus. Development
Responsibilities included all sales, business development, merger and acquisition activities for the company
Expanded social networking component and consumer markets to engage 50,000 individual consumer customers
Restructured the entire sales organization within two quarters of operations, reducing operating costs by 70% while increasing sales 175%.
Sr. Vice President of Business Development and Product Marketing
Responsibilities included all business development, merger and acquisition activities for the company
Initiated and completed partnerships with eleven strategic partners
Directed the business and systems integration of these partnerships Defined market/product requirements and design processes for complex collaboration and business processes
Architected business model and technology requirements for the launch and expansion of core products
Developed and deployed one of the earliest social and business networking platforms supporting collaboration and ecommerce technology with over 10,000 active users
Iomega Corporation 1994 to 1999
Roy, UT; leading provider of removable and advanced data storage products.
Director of Marketing Technology
Responsibilities included all sales and marketing strategies development for Internet, Intranet and Extranet platforms
A total overhaul of the public www.iomega.com site, transitioning it from a static “webzine” format to one with more robust capabilities and scalable architecture
Completed the development and deployment of a “business to consumer” electronic commerce site, selling the entire Iomega product line to end-user customers generating over $150mm in direct revenue
Director of Electronic Commerce
Chartered with the development of electronic commerce strategies for the Operations, Sales and Marketing organizations
Areas of focus included customer and supplier collaboration tools, supply chain management, supplier co-engineering, and logistics planning
Re-defined process methodologies in all functional areas between Iomega and its business partners
Automated $900,000,000 of inter-organization / partner commerce
Director of Distribution / Transportation
Managed all global distribution and transportation operations with budget of $61,000,000
Responsibilities included the packaging and distribution of all Iomega products for shipment in the Western Hemisphere, and all transportation operations globally
Managed an organization consisting of six divisions totaling 400 Iomega and contract employees, shipping over 70 million units during the fiscal year
Completed a nationwide evaluation and relocation of primary Distribution Operations from Clearfield, UT, to Greensboro, NC
Director of Technical Support Operations
Responsibilities included the Technical Support Operations for all Western Hemisphere customers
Implemented alternative support models to more cost-effectively meet customer’s needs.
Enhancements included automated “Fax-Back”, IVR (Interactive Voice Response), and Internet based diagnosis and remedy tools
Implemented a program to feed product quality issues and enhancement concepts directly to the Iomega Product Development Organization
Independent Consultant
Engagement with Siebel Systems of Belmont, CA
Additional Executive Leadership Positions
Silicon Graphics and Oracle Corporation
Education:
University of Utah, BA Degree in English, Magna Cum Laude
Executive Trainings and Certifications
The RAIN Group, Miller Heiman, Franklin Covey
Notable Industry Memberships and Affiliations
The American Medical Informatics Association
Aging2.0
Argentum
Notable Intellectual Property Filings, Publications, Articles and Speaking References
Patent Filing / Co-Author - “ANALYSIS OF IMAGE MEDIA CORRESPONDING TO A COMMUNICATION SESSION” Docket Number I2909.10013US01, 2019
Patent Filing / Co-Author - “PRESENTATION OF INDICATIONS WITH RESPECT TO QUESTIONS OF A COMMUNICATION SESSION” Docket Number I2909.10010US01, 2018
“Deployment of an mHealth Patient Monitoring Solution for Diabetes — Improved Glucose Monitoring Leads to Reduction in Medical Expenditure,” a peer reviewed study publish in US Endocrinology, Winter, 2014
“Disruption in Spite of Healthcare Conformity,” Keynote Speaker, Qualcomm Life Connect, 2013, https://youtu.be/DYrbk6EpESU
Contributing Author - “Wireless Sales Strategies,” Chapter 7 of Wireless Leadership Strategies, pgs 81-101, Aspatore Books, 2005
“T1, DSL, Coax, Satellite Offer Hotels Options to Get HSIA,” Hotel & Motel Management, April 2005
“Rare Birds on a Wire,” Utah Business, August, 2004
Advocacy and Volunteer
LDS Hospital Research and Medical Foundation Board Member 2017 to Present
oProgram design for the underserved populations
oFundraising
Aging 2.0 Global Startup Judge 2016 to 2018
oComplete technology and business plan evaluations
o20 Companies per year, 8 domestic and 12 international
Chairman of the Utah Affiliate for the National Alliance for Mental Illness (NAMI) 2013 to 2016
oAll operations, teaching and fundraising operations
Certified instructor within the Utah Affiliate for the National Alliance for Mental Illness 2009 to 2016
oInstructor of a 12-week course for those living with a loved-one
diagnosed with a mental illness
Start-up mentor in the Blue Cross Blue Shield Ventures Group, Healthbox 2014 to 2015
Board of Directors, Life-Line of Salt Lake City, a non-profit in / patient recovery 2009 to 2014
Foster Parent of 30+ young men ranging for 13 to 17 years of age 2005 to 2009
Michael Z. Jones
Professional Experience