Sales Manager
Resume:
Amanda Brown
*********@*****.***
Professional Summary
Results-driven and forward-thinking leader with proven record of accomplishments in the healthcare industry. Accomplished 20+ year career thus far leading high growth sales and services teams. Passionate about the ability to deliver new and disruptive technology/services to the market that will improve the delivery of healthcare. Disciplined in sales processes, methodology and optimization to scale for growth. Champion of all aspects of developing and investing in people. Passionate about building and retaining high performing teams. Always lead with strong principles, work ethic and respect.
Work History
Avenica -Vice President, Healthcare Solution Sales 08/2020-Current
Developing strategic plan and go to market strategy for education to work talent delivery platform for healthcare revenue cycle leaders.
Partnering w/ executive team to develop 2021 sales strategy including hiring and training team to sell talent delivery services into market.
Ability Network, Inc/ Inovalon - Vice President, Sales 01/2019 - 01/2020
●Developed go to market strategy to drive growth better aligned with original acquisition thesis of startup company Shifthound now rebranded to Ability SmartForce - Nurse Scheduling Shift Management Platform.
Formally launched Ability SmartForce to the Acute Magnet Hospitals inclusive of new brand strategy, marketing collateral and booth redesign as part of formal launch at ANCC Leadership Conference.
Hired, onboarded, and ramped new sales team to deliver growth to align with AOP.
Served as a chairperson on the Women in Sales Excellence Committee.
Key Accomplishments
Developed go to market strategy for staff scheduling and engagement platform.
Implemented sales process, sales playbooks, and competitive battlecards to support team growth.
Delivered educational webinars to CNO leadership on predictive scheduling automation using AI and how to improve the bottlenecks in nurse scheduling.
Team won 125+ new business customers; directly won the largest new business deal $400k annual/ $1.2m multi year contract for large behavioral health system.
Delivered double digit growth in expanding strategic accounts including Kaiser and Providence St. Joseph.
Leadership oversight to pharmacy pilot of scheduling platform at Kaiser – providing executive support during on-sites at corporate office in CA.
Waystar Health - Executive Director, Provider Sales 01/2018 - 12/2018
Oversight of ~$15 million in reoccurring revenue of new business sales.
Led high-growth team of 12-15 sales executives responsible for driving net new logo growth selling revenue cycle technology to ambulatory physician practices – mid-market and small market teams.
Partnered with business development team to develop and implement sales campaigns to drive high volume leads to support pipeline sufficiency for growth.
Represented sales as part of the merger team to launch a new Waystar Platform while migrating all existing customers to one platform.
Key Accomplishments
Implemented the successful launch plan of Waystar platform to provider sales organization and market in September.
Led the first sales team to be selling Waystar to the legacy Navicure Channel Partners and helped win the first few clients on the Waystar Platform.
Waystar Health (Navicure) - Director, Provider Sales (Navicure) 05/2013 - 01/2018
Oversight of the delivery of $18m of reoccurring revenue for upsell/cross-sell programs.
Led sales team inclusive of two market teams, 1 manager, 12 sales executives.
Rebuilt original sales team and became the highest top performing sales team in the company responsible for double digit YOY revenue growth.
Served as voice of market sales leader across c-suite product steering committees and formally launched patient payments engagement software and financial analytics platform to the market.
Led solution roadshows /presentation to demonstrate how patient payment platform helps solve rising patient bad debt.
Key Accomplishments
2017 120% Team Quota Achievement/150% YOY Growth/170% YOY Growth Enterprise Segment, Top leader highest % quota
2016 120% YOY growth/2017 Presidents Club Award/Launched Navicure Perform Platform
2015 106% Quota Achievement/121% YOY growth/Presidents Club Achiever + Top Director Award
2014 17% Quota Achievement/128% YOY growth/Presidents Club Achiever/ Launched Navicure Payments Platform
2013 Rebuilt Client Sales Team/Presidents Club Award/Implemented Lead Sharing program with Client Success Teams
McKesson - Revenue Cycle and Clinical Services Manager 12/2011 - 04/2013
Served as cross-business unit leader responsible for driving improvements for slotting optimization process for McKesson Health Systems on Horizon Clinicals and Revenue Cycle HIS solutions. Short-term position during organizational shift and business restructuring to determine go forward Revenue Cycle and Clinical Platforms.
Key Accomplishments
Implemented new cross functional slotting process partnering with Horizon Clinicals and Revenue Cycle Management services leadership teams to drive improved resource management and capacity models due to requirements for ARRA stage 1 clinical release and ICD-10.
Partnered with Program Architects to develop for 100+ health systems product roadmaps for software release delivery for ARRA Meaningful Use and ICD-10 Requirements.
Sponsored two Green Belt Projects that resulted in 19 business day average reduction to slot upgrades required for ARRA requirements and to backfill open services implementation slots to reduce revenue impacts.
McKesson - Revenues Cycle Services/Consultant Manager 02/2008 - 12/2011
Oversaw the development and management of new services team to deliver net new Revenue Cycle HIS Horizon Enterprise Revenue Management (ERM) to market.
Led daily operations of Revenue Cycle Services and Support Team, inclusive of team leaders, 29 implementation consultants, support analysts and technical implementation engineers responsible for implementing Revenue Cycle HIS to 300+ bed health systems.
Key Accomplishments
Launched new services methodology via an Advanced Solution Center to accelerate implementation timelines with the delivery of net new revenue cycle HIS. Reduced pilot health systems timeline by 90 days+ by eliminating dependency on hardware staging/delivery.
Hired, coached, and trained new services delivery team.
Developed services tools, methodology and training documents for design, build and testing.
phases of net new revenue cycle software delivery.
Implemented and managed a new 24x7 Support team to support Horizon Reven live clients.
McKesson - Sales Manager - Health Systems/Community Hospitals 01/2006 - 02/2008
Oversaw and built new Sales Associate Team focused on expanding revenue with existing client sales, net new standalone hospital department sales and driving new business opportunities for field sales organization. Partnered with Sales VP's and product business units to develop marketing strategy, campaigns to drive influx of qualified sales leads and standalone solution revenue.
Key Accomplishments
Achieved and/or exceeded metrics across campaigns led for financial and clinical solutions (i.e. Paragon, Patient Location Tracker, Electronic Medical Records, Cardiology, Wound Care, RFID Asset Management Tracker, Patient Financial Management, OR analytics, PACS).
Hired, coached, trained, and developed 30+ Sales Associates into top performing Client Executive and Sales Engineers across McKesson.
School Specialty - Sales Manager
Duluth, GA
08/1998 - 12/2005
Managed team leaders and team inclusive of 21 Sales Consultants for Government, Key Account, and International Sales Divisions. Multiple leadership positions (Sales Team Lead, Contracting Team Lead, Sales Consultant).
Key Accomplishments
Exceeded $18m+ revenue growth plan; grew team from 8 to 21 to support annual revenue targets, launched online ordering to market, earned national award for company to be recognition by NCCA.
Education
Shorter College - Bachelor of Science in Management/ Minor in Psychology
Skills/Technology/Memberships
Disciplined leadership skills including change management, situational leadership, self-awareness, excellent written and verbal communication, building relationships, and listening skills.
Experienced leader using a combination of different methodologies to drive wins specifically The Challenger, Miller-Heiman Strategic Selling, SPIN, Customer Centric, Triangle Selling, Sandler, Value Selling etc.
Expert with sales and marketing technology including Clari, Tableau, Salesforce.com, Salesloft, Outreach, Calendly, Definitive Healthcare, Marketo.
References
Will provide upon request.
Recommendations are available: https://www.linkedin.com/in/amanda-b-91147112/
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