Business Development Partner

David Wulff, M.Ed. 720-***-**** *

David Wulff, M.Ed.

** ***** ** **%+ annual sales growth

Sales Leadership, Account Management & Business Development Territory Turnarounds Customer Needs Assessment Complex Contract Negotiation SaaS Product Demonstrations Sales Enablement Development Recruiting, Training & Development

Strategic Business Partner who blends active listening and industry-specific questioning to quickly gain trust of clients. Develop customized, engaging product presentations and leverage background in education to effectively explain and demonstrate solutions.

Sales Cycle Innovator praised for introducing creative approaches to structure deals, securing buy-in from key stakeholders and shortening the cycle from presentation to signature.

Executive Leadership Performance

ONCOHEALTH Chicago, Illinois 2023-2025

A privately held healthcare oncology care management company with 250+ employees. Regional Vice President – Health Plan Partnerships Developed and managed strategic relationships with 70+ prospects. Developed new segment for prospecting and secured only 2024 new logo. Identify new business opportunities across our book of business by expertly uncovering client needs through creative outreach and networking. Coached and mentored teammates and sales enablement group on business development strategy.

● Inherited new territory and developed pipeline to over $25M

● Developed sales playbook and pricing framework for new markets

● Built internal sales structure and tools to support sales and business development teams

● Mentor teammates and sales program

MEDALLION Chicago, Illinois 2022-2023

A venture capital backed start up focusing on provider data management services with 200+ employees Head Of Health System Partnerships

Led Medallions efforts to enter the Health System market. Collaborated with engineering, product and design to develop a net new product to disrupt market. Responsible for educating executive leadership and company overall on market trends, product requirements, and go to market strategies for health system segment. Initiated partnership discussions with C-Suite on forthcoming product as well as current products.

● Created Advisory Board with industry experts from national and regional health systems to offer ongoing recommendations on product development and GTM strategies.

● Led GTM team on company strategy, product fit, business development, marketing plan for net new segment

● Developed quantifiable 2023 sales strategies for existing products for commercial & business development teams

● Participated in national industry panels to provide thought leadership on industry and market trends

● Attained 2022 position quota

Seven-time recipient of prestigious "President Club" status at four organizations Revitalized four underperforming sales territories by 60%+ Negotiated the largest sale in the history of three different companies C A R E E R H I G H L I G H T S

David Wulff, M.Ed. 720-***-**** 2

KYRUUS Chicago, Illinois 2020-2022

A privately held healthcare data management company with 500+ employees. Senior Strategic Account Executive

Manage strategic relationships with 9 named large health systems totaling $8.3m ARR. Secured multiple renewals with significant upsells during 2021. Identify new business opportunities by expertly matching client needs with KYRUUS suite of solutions to build a healthy pipeline. Coached and mentored client success managers on sales strategy and best practices to optimize platform use by shared clients and discover upsell opportunities.

● Attained 2021 sales quota in Q3 = 106% of goal

● 2021 President Member and Ranked #2 Salesperson

● Creating account manager team training and continuing education program

● Acting as mentor for teammates

STAYWELL Denver, Colorado 2019-2020

A privately held healthcare empowerment company with 500 employees and $123M in annual revenue. Acquired by WebMD in 2020. Regional Business Director

Identified new business opportunities and drove sales of digital/print products to diverse healthcare organizations within a $740K territory spanning 12 mountain and western states. Coached and mentored account managers on sales strategy and best practices.

● Developed and executed territory strategy to secure a three-year, $225K contract with a leading Colorado health system, which included StayWell's first pilot of its newest Electronic Medical Record application.

● Exceeded Q1 2020 sales quota by 33%.

HEALTHSTREAM, INC. / VERITY Denver, Colorado 2013-2018 A publicly traded learning management system provider with 850+ employees and $232M in annual revenue. Client Executive VerityStream. 2017-2018

Promoted to drive new business and expand sales of provider credentialing software with existing hospital and health system clients in 18 states from coast to coast. Developed and managed an $1.9M annual revenue portfolio, which included four of the nation's largest health systems.

● Signed a five-year, $1.7M contract with a large health system in the Midwest following a highly complex two-year negotiation process.

● Achieved "President's Club" status in 2018 for surpassing sales quota by 28%. Regional Sales Director & Team Lead VerityStream 2016-2017 Handpicked by executive team of Verity-a then-new subsidiary of HealthStream that sells provider credentialing software to healthcare organizations per Joint Commission requirement-to build inside sales team to support outside sales representatives. Tasked with creating and implementing compensation plans, incentive programs, lead generation process and marketing strategies.

● Developed recruiting, onboarding and training system for team, with 80% being promoted after completing the 18- month program.

Solutions Executive, National Accounts HealthStream 2016 Solutions Executive, Pacific Northwest Territory HealthStream 2013-2015 Marketed workforce management and clinical training solutions to independent hospitals and healthcare systems in the Pacific Northwest as part of a four-member sales team. Increased sales with existing clients and created product packages to secure new clients. Promoted to a more strategic sales role in 2016, with a focus on eight of the nation's largest health systems.

● Boosted annual territory sales from $900K to $2.1M.

● Negotiated two seven-figure, multi-year single product contracts with a Top 10 national health system.

● Named to "President's Club" in 2013 and 2015 for exceeding sales quota by 61% and 74% respectively. As a result, promoted to national accounts team in 2016.

David Wulff, M.Ed. 720-***-**** 3

McGRAW-HILL / IRWIN Denver, Colorado 2008-2012

A privately held publishing company with 5K+ employees and $1.72B in annual revenue. Senior Account Manager, Business & Economics Courseware Developed and executed strategy that revitalized under-performing sales territory located in the Front Range of Colorado. Sold business/economic textbooks and online homework products at 12 schools, including the University of Colorado, University of Denver and Colorado State University. Delivered engaging interactive presentations that introduced course materials to professors, teaching assistants and students.

● Powered annual sales to $4M (up from $1.2) during tenure by leading salesforce in digital product activations with 15K+ per year in both 2010 and 2011.

● Surpassed territory sales goal for three consecutive years and drove sales of online homework products by 20% to 30% annually.

● Ranked #5 sales representative company-wide in 2010 after outpacing sales quota by 16%. BEDFORD, FREEMAN & WORTH Salt Lake City, Utah 2005-2008 A privately held educational publishing company that was acquired by MacMillan Publishers in 2011. Publisher's Representative, General Courseware

Leveraged teaching background and consultative sales techniques to turn around stagnant territory encompassing colleges in Utah and Idaho. Sold textbooks, online homework systems and hand-held devices across myriad classes (history, math, English, psychology, etc.) at 18 public and private schools, including Brigham Young University and University of Utah.

● Grew annual sales from $1.2M to $1.9M during tenure, surpassing annual targets each year.

● Ranked #5 sales representative company-wide in 2006 after exceeding goal by 33%. Eclipsed 2007 goal by 16%, including largest campus-wide sales of hand-held technology device to BYU. Named to "President's Club" both years.

● Appointed as a Peer Trainer. Facilitated onboarding of new sales representatives, which included sharing best practices, sales strategies and mentoring.

Consulting

Participate as hospital, health system and health plan expert consulting with business leaders on market research, investment opportunities and mitigating risk as they contemplate entering the healthcare market GLG

ALPHASIGHTS

GUIDEPOINT

THIRDBRIDGE

Early Career

Honed public speaking, conflict resolution, audience engagement and leadership skills while teaching an array of courses-including history, geography, world religion and AP and IB Psychology-in urban and suburban high schools. HINKLEY HIGH SCHOOL-Aurora, Colorado

Social Studies & Social Sciences Teacher

CHICAGO DUNBAR HIGH SCHOOL-Chicago, Illinois

Social Studies Teacher

Education & Professional Development

Master of Education, Teaching & Learning I DePaul University-Chicago, Illinois Bachelor of Arts, Psychology I Marquette University-Milwaukee, Wisconsin

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Challenger Sales Strategy I Completed two programs

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