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EVP / SVP / VP / Sr. Director in business development and sales roles

Location:
North Salt Lake, UT
Posted:
November 13, 2020

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Resume:

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



Contact this candidate