Customer Advocate Sales Manager

JIM GRAY

Stow, OH ***** ***********@*****.***

330-***-**** linkedin.com/in/jimsgray

ACCOUNT EXECUTIVE - SALES

Highly accomplished sales executive with an extensive background working with teams to strategically align win-win partnerships. Proven ability to drive revenue growth, increase profitability and innovation through cross-functional team building and influencing decision makers. Skilled at teaching and facilitating solution based selling with a strategic emphasis to help maximize growth, ROI, and cost savings on behalf of business partners. Core competencies:

Builds, organizes, and coaches sales teams Inspires key account growth at executive levels

Quarterback key sales deals nationally Customizes and optimizes sales channels

Negotiates and manages new contracts Presents proposals to C-Suite, Directors, and executive level decision makers

EXPERIENCE

SD MYERS, Tallmadge, OH 2/2021 – Present

$35 million electric reliability company providing services and engineered product solutions to companies and municipalities with electrical transformers.

Sales Manager

Managed and directed new business development and sales by leading a 9-member sales team.

●Rebuilt and expanded sales team from five to nine members creating faster growth in new markets. Grew average number of Sales Orders per month from 38 to 52.

●Directed marketing efforts with Lead Generation Team to produce 60 qualified Leads per month for outside sales team to contact as potential clients.

●Created systems, processes, and measurement tools used to increase sales efficacy. Managed individuals using SalesForce CRM to lead, direct, and modify individual team member’s sales efforts. Produced highest monthly DAS bookings in April ($224K actual vs. $192K budgeted). Company EP record bookings in April ($1.1M YTD actual vs. $325K YTD budgeted).

PHILIPS HEALTHCARE, Cambridge, MA 6/2012 – 1/2020

$21.5 billion worldwide health technology company providing hardware/software solutions to healthcare market.

National Account Manager, 8/2018 - 1/2020

Managed and directed service revenue for three national hospital networks. Quarterback the closing of large regional deals while negotiating RFP’s and national Master Service Agreement renewals.

●Closed $9.3M Software Maintenance Agreement for 7-hospital system in Texas. Strategic approach using team selling was celebrated and written-up in “Service Solutions Big Win” in Dec 2019.

●Increased growth by negotiating 4 subscription based service solutions to Ascension hospitals. First-in-kind consultative solution, which aided future sales opportunities nationwide.

●Beat competition with 5 MRI equipment bundle worth $10M total term revenue by cultivating existing partnership, assessing risks, and strategically aligning solutions with customer needs.

●Implemented and restructured billing department successfully reducing late payments by over 30% through inclusion of final invoicing review by newly created customer advocate position.

Jim Gray 330-***-**** Page Two

Corporate Account Manager, 6/2012 - 8/2018

Managed and directed $68M of annual service revenue for the Midwest region. Collaborated and sold with cross-functional teams into the C-suite at national hospital networks.

●Increased revenue by 106% over five-year period for Ascension Health. Awarded Vendor-of-Choice for Cath Labs which drove incremental business. Negotiated and cultivated service relationship to foster expansion of commercial equipment sales from $16M to $45M.

●Grew annual T&M revenue by $474K (15% increase) by adding a parts agreement to CHI when 3rd party suppliers jeopardized Philips parts business.

●Ranked #1 Top Performer for MBO completions in 2014. Renewed four Master Service Agreements valued at $38M (Mayo Clinic, Mercy CHI, Trinity, and RMS Lifeline). Provided leadership of cross-functional team collaboration with finance, legal, and operations.

ADDITIONAL RELEVANT EXPERIENCE

KING’S MEDICAL GROUP 06/1992 – 10/2004

$50 million medical imaging company partnering with over 60 healthcare providers nationwide. King’s Medical is a privately held company with approximately 200 employees.

Southeast District Manager, 1/2003 - 10/2004

●Profit and loss responsibilities for seven sites totaling $5.5 million in annual sales. Accomplished 30% growth by increasing referrals from top tier neurologists and orthopedic surgeons.

Regional Sales Manager, 6/1998 - 1/2003

●Developed 7 new accounts generating $8.5 million annual revenue. Started with one account in Tennessee which was used to blossom four new TN partnerships.

Account Executive, 6/1992 - 6/1998

●Managed and directed the physician liaison work at five hospitals in the Southeast Region. Designed and implemented new operations team strategy which increased annual revenues from $600,000 to $1,080,000.

EDUCATION/TRAINING

Bachelor of Science (BS), Business Administration, (Major: Marketing)

The Ohio State University, Columbus, OH

Total Quality Management Training

Philip Crosby TQM

Sales Leadership Training

Miller Heiman, DISC, SPIN, Sogistics, Dale Carnegie

Highly regarded by peers and instructor. Selected as course leader for subsequent Dale Carnegie classes

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