Business Development Executive Director

CUYLER O’CONNOR

**** *** ******* *****, *******, NC 27614 • 919-***-**** • ********@*****.***

DRIVEN CORPORATE SALES DIRECTOR

Sales Executive • Business Development Director • Executive Director • Clinical Pastoral Education Field Trainer • Business Reviews • Project Management • Customer Acquisition Grew Revenue • Exceeded Quota • Distribution Channel Leader • Increased Market Share Delivered Presentations • Extensive CRM Work Stream • Drove Revenue Goals • WORK EXPERIENCE

Solventum (SOLV) Healthcare 4/1/2024

3M Healthcare, St. Paul, MN Aug 2017 - present

Director, Corporate Accounts

● Achieved revenue responsibilities exceeding $40M.

● Exceeded sales plan of 100% for 2018, 2019, 2022, 2023, growth of $2.2M in 2024.

● Work closely with the HIS (Health Information Systems) Software coding team.

● Use Premier Pink AI data to examine outcome trends and benchmark accounts.

● Collaborate and implement Hospital at Home Negative Pressure Usage around billing dynamics.

● Trained by Pinnacle Partners “actors” in presentation skills and monitoring to the team

● Presented the big “3M+KCI” to the customer from a vertical perspective.

● Engaged with the Infection Prevention and Critical Chronic Care Divisions and the HIS (Hospital Information System) software for solutions to help patient outcomes.

● Negotiated contractual positions with Key Accounts while utilizing the Clinical Specialist team to close opportunities.

● Utilized contracted positions resulting in conversions and market share pick-up.

● Oversaw large Health System Accounts- Novant, Partners Collaborative, WakeMed, Vidant Health, Atrium, Duke Health, UNC Health and Prisma. DJO Global, Vista, CA 2001 - 2017

Corporate Account Director Aug 2011 - Aug 2017

● Achieved revenue responsibilities exceeding $90M.

● Grew revenue $1.4M in 2012, $1.2M in 2013, $1.7M in 2015, and $1.8M in 2016.

● Drove double-digit growth calling on all large IDN Health Systems from Florida to Maine and as far west as Kentucky and Ohio.

● Oversaw all revenue and contract negotiations.

● Negotiated and worked with the IDN partner to implement the DJO portfolio fully.

● Delivered proposals/presentations to the CEO, CFO, COO, Chairman Surgeon/Physician of key Specialty Hospital Department, and clinical staff.

● Served as the Quarterback with the Area Vice President, VP of National Accounts, Healthcare Services, Region Director, and DJO Clinical Specialist.

● Established deals while driving the team toward revenue goals.

● Possessed familiarity with buy and bill types of models in the DME space related to reimbursement platform and strategy around each that tied into the entire portfolio.

● Added growth through the non-acute and Surgery Center channels for double-digit revenue growth while negotiating McKesson Max Impact Program. Director of National Accounts April 2008 - Aug 2011

● Achieved revenue responsibilities exceeding $90M.

● Negotiated Sole Source Orthopedic Softgoods Agreement with HealthTrust Purchasing Group

(HPG) worth an additional $4M in revenue to the company.

● Managed all self-distributed HCA warehouses and HealthTrust shareholders.

● Supervised three direct reports and completed performance review metrics.

● Performed as National Accounts Representative of the Year 2009 with all accounts holding double digit % growth or greater.

● Oversaw Novation, Premier, and HPG.

● Developed and implemented new strategies regarding new product lines to the company portfolio and go-to-market strategy with the distribution channel and IDN strategy.

● Won National and Regional Contracts for Aircast/ProCare, DonJoy, Chattanooga (Capital Equipment), DJO Surgical—Joint Division, and CMF (Bone Stim) divisions of DJO, LLC. Manager National Accounts, Distributor Relations Dec 2005 - April 2008

● Achieved revenue responsibilities of $50M.

● Negotiated and signed 3-year agreements with Premier, HPG, and Novation.

● Attained double-digit growth among all National Account responsibilities.

● Grew relationships among distributors, including Independent Medical Co-Op Henry Schein Inc.(Canadian Division), Physician Sales and Service, Owens&Minor, Cardinal, and McKesson.

● Developed formulary concept within all Integrated Delivery Networks (IDNs) under each GPO responsibility, having key wins among each.

● Oversaw Nation IDN responsibilities (East) with the Director of National Accounts—West.

● Gained familiarity with each organization's culture and Government accounts (DAPA and FSS). Senior Territory Manager & Mentor, Aircast & Procare Aug 2001 - Dec 2005

● Promoted to Mentor and Regional Sales Trainer in 2003.

● By effectively communicating and detailing the product portfolio, we increased the market share of bracing, cold therapy, orthopedic soft goods, and mechanical deep vein thrombosis prophylaxis devices.

● Hired and trained new reps throughout the country.

● Led third-party distributors while monitoring supply chain issues. Prior Experiences: Fashionseal Healthcare Uniforms, Sales Representative; North Carolina Taxpayers United, Executive Director

EDUCATION

East Carolina University, Greenville, NC

Bachelor of Science, Political Science, Minor in Economics TECHNOLOGIES, CERTIFICATIONS, & AWARDS

Technologies: Salesforce, Tableau, Microsoft, Power BI Certifications: Unit I Clinical Pastoral Education, Duke University Health System, NC Notary Awards: President’s Club 2012, 2013, 2015, 2016; Aircast/Procare Eastern Region Territory Manager, 2002, 2003; Aircast/Procare Rookie of the Year, 2001

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