It Project Sales Engineer

Roddrick L. Adair

**.*******@*****.*** • 919-***-****

www.linkedin.com/in/roddrickladair • Huntsville, AL

Healthcare Medical Device Sales/ Director of Technical Interoperability Sales /Product Marketing/ Sales Engineer/Program & Project Management

Technology Sales Technology Product Management MM$ Revenue Generation Business Development/Support

Award winning results-driven leader with success devising effective sales/product marketing strategies and directing cross-functional teams to drive consistent business growth and nation-wide expansion of the organization.

Sales engineer with cross functional team success and experience with clinical workflow optimization. Also, Account Management successes at both a local market & national level with large Integrated Delivery Networks (IDNs). Reducing provider burnout, enhancing/elevating the patient experience with Health IT/EHR Strategy, Implementation(s). Builds Preventative Health Initiatives & Strategy with deep and actionable insights about customers and local market dynamics. B2B development and Health/Clinical Project Management with EMR/EHR, Population Health, & Digital Health vendors.

Strong business and technical acumen with history of overseeing implementation and successful market positioning of diverse products and solutions, including SAS, Medical Device, RFID asset tracking, and System Integration Technologies.

Global Sales Engineer of the Year professional with a history of consistently meeting/exceeding sales goals, increasing client base, improving market share, and yielding revenue for the organizations. Instrumental at nurturing and expanding relationships across the industry to generate new lines of business, while accomplishing maximum customer satisfaction by delivering best-suited products/solutions that meet ever-changing needs. Proficient at leading, guiding, and motivating teams to achieve challenging business targets. Strong communicator, problem-solver, and negotiator with proven ability to build consensus at all organizational levels to drive strategic, cohesive operations.

Core Competencies/Expertise

Technical Sales Leadership

Network Services/Applications Software Development

Product Marketing/Positioning

Enterprise Solution Selling

Competitive Market Research

Strategic Planning

Account Management

IT Program Management

IT Project Management

Contract Negotiations

Client Management

Cross-Functional Team Leadership

Market Share Improvement

Customer Satisfaction/Retention

Staff Development

Business Development

Data Management

Professional Experience

Spacelabs Healthcare, Snoquamie, WA Nov 2022 – Dec 2022

Healthcare IT Sales Executive

Achieve annual Critical, Perioperative, Perinatal & Emergency Care sales quota by prioritizing selling time to generate sales volume, achieve account penetration and complete territory coverage. Develop and maintain consultative sales relationships with all key buying influences in each account. Focus on selling at the C-Suite level. Maintain complete knowledge of each account's current and long term purchase plans and objectives. Work proactively to maintain current accounts, and to respond to changes. Continuously prospect and maintain sales funnel at a minimum of 7x annual quota. Develop targeted account strategies using strategic selling skills and tools to maximize account penetration. (Position was eliminated due to company’s redirection of the project.)

United Way/ASHA, Cary, NC Mar 2020 – Apr 2021

Covid-19 Crisis Response, Program Management Lead

Develop protocols and procedures for the state organization to address critical situations for the residents of North Carolina during the Covid-19 crisis. Establish consistent engagement with state agencies to ensure seamless delivery of resources to the residents of North Carolina.

Recognized by leadership of United Way as one of the top performers of supporting the people of North Carolina during the COVID-19 crisis. Evaluated call performance of team members by conducting regular audits and reviewing call reports.

Masimo, Irvine, CA Oct 2018 – Sep 2019

Hospital Technology Integration - Automation Sales Executive

Devised and executed patient-centric solutions sales strategies to facilitate with the successful automation/integration of medical device EMR/RFID technologies. Built strong relationships with Medical Department CIO’s, Directors, Bio-medical engineers, IT, and Materials Managers to achieve sales objectives.

Captured market share by distinguishing Masimo services and products throughout a highly competitive industry.

Met/surpassed sales goals, drove consistent revenue growth, and managed an increasing client base by spearheading sales initiatives and nurturing critical relationships with healthcare organizations, health systems, and hospitals within Eastern US Region.

Recognized as the top Automation IT Sales Executive at the National Sales Meeting and the HIMSS Healthcare Technology Conference for acquiring Hospital Patient Monitoring leads and contract signings. (2019)

ICU Medical/Pfizer/Hospira (Organization was acquired), Raleigh, NC Aug 2010 – May 2018

Healthcare IT Sales Engineer and Marketing Executive

Conceptualized IT strategies and tactics for effectively directing a multi-state territory, while driving technical accountability of major accounts. Pioneered and spearheaded on-site IT/Clinical trials as well as managed patient-flow and operational command center solutions across the globe. Formulated robust plans to increase solution sales and drive significant growth of diverse products, including IV-EMR Interoperability technologies, medication management system software (SaaS), bed-side point of care system, clinical information technology, and medical device/smart pump technologies.

Yielded $350MM in global revenue for IV-Therapy to EMR-Integration Patient Care Technology Solutions. Achieved “Global Sales Engineer of the Year” award for this achievement. (2017)

Contributed to the effective negotiations of 63 contracts for medication management system software that included the definition of critical metrics for highly integrated closed loop medication management solutions for EMR vendors.

Hillrom (now Baxter), Cary, NC Aug 2005 – May 2010

National IT Project/Program Manager

Formulated effective IT plans and led/motivated the team for selling, implementing, and supporting the Hillrom’s Asset Advantage (RFID) medical device solution program across more than 60 hospitals nationwide.

Accomplished maximum customer satisfaction and drove client acquisition and expansion by cultivating long-term relationships with all levels of hospital resources.

Highly recognized by senior leadership for boosting sales of technical solutions across US hospitals and achieved honors for this contribution.

Additional Experience

IBM, Research Triangle Park - Raleigh, NC June 2000 – Aug. 2005

Network Engineering Professional / Network Operations Global Team Lead / Manager of Network Operations

Directed a team of 20 network cybersecurity engineers for delivering high quality IT support to internal and external customer accounts.

Implemented engineering strategies for verifying, troubleshooting, and delivering high-level client IP-based network support for multiple customers across the organization’s global infrastructure.

Achieved “Employee of the Year” (network division) for demonstrating effective leadership, problem-solving, and client management skills. (2003 & 2005)

Education

B.S. Computer Science, Alabama A&M University

Community Service

Alpha Phi Alpha Fraternity, Inc. – Acted as a Chapter President

Developed leaders, promoted brotherhood, Love for all Mankind, and academic excellence, while providing service and advocacy for the community.

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