Roger Smith, Jr (Rick)

Forest Hill, MD ***** 626-***-****

adsnts@r.postjobfree.com https://www.linkedin.com/in/rick-smith-12771616/

Sales and Corporate Account Executive

Articulate Communicator Drive Positive Bottom Line Results Influential

Visionary leader utilizing consultative sales approach and business acumen to navigate complex contracting process and deliver award-winning results. Build and empower high-performance teams in both direct and matrix management roles. Collaborate with global stakeholders at all levels and quickly establish self as trusted advisor. Natural affinity to listen to customer, probe and identify needs, and apply situational negotiation strategies to win business. Foster environment of trust, inclusiveness, and accountability.

Professional Experience

COVALON TECHNOLOGIES, Seattle, WA 2019 - 2021

Director of Strategic Accounts

Recruited by the company President to lead sales efforts in Strategic Accounts of newly created U.S. sales organization to grow sales of Vascular Access dressing products in key Strategic Accounts including national IDN health systems, National Distributors and national Rehabilitation and Infusion networks.

Negotiated and secured new national Distribution Agreements McKesson Medical Surgical and Integrated Medical Systems (IMS) for core product line.

Secured national formulary position with HCA, Encompass Health, Select Medical, Coram/CVS and Optum Health at a premium price in competitive bid situation based on overall value proposition.

Secured IDN Agreements with multiple IDNs in the U.S. and led product implementation process at IDNs including Johns Hopkins Health System, Northwell Health, Partners Cooperative, Baylor Scott and White, Indiana University Health, and Common Spirit Health.

J.T. POSEY COMPANY, Arcadia, CA 2015 - 2018

Director of Health System - East Region

Recruited by VP Sales to be part of newly created sales team responsible for designing and implementing a health systems strategy to grow contract penetration of patient safety equipment and supplies in large health systems and non-acute rehabilitation hospitals utilizing a system selling solution.

Managed premier GPO relationship, successfully negotiating $18M contract in fall prevention category.

Achieved 100% of quarterly bonus in each quarter of employment by successfully meeting 8%+ sales growth in targeted IDN accounts.

Created target account matrix of top 30 IDN accounts in region by assigning opportunity scores, identifying highest value opportunities and prioritizing accounts based on growth potential.

Implemented System Wide standardization of national product formularies in 2 categories with Trinity Health System, generating 17% annual sales growth of $295K.

Presented multiple business review presentations to GPO and IDN executives, identifying new business opportunities that contributed to 13%+ annual growth in target accounts each year.

Developed and lead strategy to respond to multiple RFPs from key IDN and Regional Collaborative groups resulting in 3 new contracts that contributed $1.3M+ in new business at Johns Hopkins Health System, Medstar Health and CAPTIS Collaborative.

AMERINET, INC., St. Louis, MO 2013 - 2015

Regional Director

Drove new business development of healthcare purchasing contracts and management solutions in 238 hospitals and health systems throughout MD, VA, DE, and DC for National Group Purchasing Organization. Managed base contract revenue of $35M with 11% revenue growth target. Conduct Executive level presentations of Value Based Purchasing and Population Health Management solutions in key hospital accounts. Conduct periodic business reviews with Executive Team at primary accounts to identify new contract spend opportunities. Managed full sales cycle including cold call, value presentations, follow-up, and contract closure to grow contract sales in new and existing member base.

Roger Smith, Jr (Rick) adsnts@r.postjobfree.com Page Two

ACCUVEIN, INC., Cold Spring Harbor, NY 2012 - 2013

Director of Health Systems

Recruited by VP of Sales and Marketing to implement Health System strategy for sales of newly developed, vein illumination capital equipment to IDNs and Health Systems in eastern US region for venture backed, start-up business. Created value proposition and executive presentation for delivery to senior management in IDN corporate office and clinical leadership within targeted IDNs. Developed target account matrix for top 100 IDNs in country to identify highest value opportunities and develop sales strategy to implement system-wide deployment.

Achieved Q1 and Q2 bonus targets within 1st year at 100% of plan.

Secured signed sales agreements within 5 IDNs / Health Systems in first 6 months, increasing sales by 250%.

SMITHS MEDICAL, Rockland, MA 2002 - 2012

Health System Manager - Smiths Medical North America 2008 - 2012

Joined organization post-merger with Medex, Inc. to implement IDN strategy for contracting for full product portfolio of 2.5K+ products across 5 divisions. Manage enterprise relationship with 20 key IDN customers in northeast region with overall base sales in excess of $16.7M. Conducted product demonstrations and clinical evaluations for clinical departments and corporate value analysis.

Achieved #1 rank in FY 2012 with sales growth of 115% of plan.

Developed strategy utilizing matrix management approach with sales, marketing, and finance teams, driving new business opportunities in targeted IDNs with overall growth target in excess of $750K.

Executed periodic business reviews with top 10 IDN accounts, identifying sales opportunities, closing pending new business opportunities, and securing contract commitments.

IDN Sales Manager - Smiths Medical ASD, Inc 2005 - 2008

Created and implemented corporate IDN strategy upon integration of 7 independent businesses into single operating structure with 3 divisions. Led contracting effort for all Smiths Medical products in top 25 key IDN accounts in eastern U.S. region. Conducted product demonstrations to clinical staff and value analysis teams for Critical Care and Safety Device portfolio of products. Implemented corporate incentive contracts to drive standardization and conversion of products throughout IDN hospitals.

Achieved 100% of 1st year MBOs by securing 3 IDN committed contracts worth $1M+ and 3 Tracheostomy standardization contracts with Novation IDNs worth $250K in new business and realizing 15% YOY sales growth in top 10 target IDNs.

Manager of GPO Contracts - Portex USA (Division of Smiths Medical) 2002 - 2005

Managed all phases of GPO relationship with Premier, MedAssets, Consorta and Amerinet for division generating $285M in annual revenue.

Negotiated multi-product contract with MedAssets, securing 3-year contract award providing access of entire Portex product portfolio to MedAssets membership of 2.5K+ facilities with total revenue of $15M+.

Closed 3 new contract awards with Premier, producing 15% year-over-year growth within contracted products.

GE MEDICAL SYSTEMS – Waukeshaw, WI 1997– 2002

Healthcare Services Account Manager – GE Medical Systems 2000-2002

Promoted to fill newly created territory within Healthcare Services division to sell GE Medical Systems portfolio of Asset Management products and services to healthcare administrators and executives throughout the Eastern Maryland region. Delivered $5.1M of services sales volume in first year

Account Manager Clinical Services – GE Medical Systems, Clinical Services 1998-2000

Promoted to be account manager for new contract sales organization within Clinical Services division of GE Medical Systems for sales of Biomedical Equipment Service Contracts within healthcare facilities throughout Eastern PA and Northern DE region. Achieved $4.2.M sales volume in first year resulting in 9th place national ranking of 46 representatives

Sales Consultant – GE FiberTech Medical 1997-1998

Sales of endoscopic and surgical instrument repair services to hospitals and doctors offices throughout the Mid-Atlantic region.

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Additional Professional Experience

OSMONICS, INC., Minnetonka, MN, Mid-Atlantic District Manager

PURE TECH, INC., Baltimore, MD, Sales Engineer

DELUXE CORPORATION, St. Paul, MN, Junior Sales Representative

Education

Bachelor of Science (BS), Commerce and Engineering, Dual Concentration in Marketing and Operations Management,

Drexel University, Philadelphia, PA

Men’s Lacrosse - 3-Year Varsity Letterman

Professional Development / Organizations

Graduate, Dale Carnegie Sales Course

Group Leader, Dale Carnegie Sales Course

Certification, Professional Selling Skills

Member, MASHMM

Member, VAHRMM

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