Account Manager Strategic

TINA C. WALLACE

Atlanta, GA 404-***-**** *************@*****.***

LinkedIn Profile

CAREER SUMMARY

Dynamic and results-driven sales leader with extensive experience in managing complex customer negotiations and implementing national and regional contracts. Proven success in driving sales strategies and managing key account relationships at the senior executive level. Excels at collaborating with cross-functional teams, including C-Suite executives, executive leadership, and key influencers. Recognized for strategic planning, consultative selling, and exceeding sales targets.

AREAS OF EXPERTISE

• Contract Negotiation & Management Customer-Centric Solutions

• Cross-Functional Collaboration Strategic Business Planning

• Revenue Growth & Market Expansion Data-Driven Business Analysis

• Results-Oriented Leadership Consultative Sales PROFESSIONAL EXPERIENCE

ZOLL MEDICAL CORPORATION Atlanta, GA

Strategic Account Manager, Hospital Division (Nov 2019 – Feb 2024) Led strategic account management initiatives to drive revenue growth and secure new business relationships within target healthcare systems.

• Exceeded sales goals by 110% in 2020 and 104% in 2021 respectively.

• Developed and executed corporate strategies and contracts with C-Suite executives.

• Managed relationships with Target Accounts, Healthcare Networks, IDNs, and GPOs, securing contract commitments for ZOLL’s products and software solutions.

• Collaborated with Regional Directors and Therapy Consultants to position resuscitation solutions with key stakeholders.

• Negotiated and implemented large-scale contracts spanning multiple divisions, generating new revenue streams and expanding market share. MEDTRONIC, INC. Neuromodulation Division Atlanta, GA Senior Regional Corporate Account Manager (June 2015 – June 2019) Developed and executed high-value contracting strategies to drive revenue growth and increase market share.

• Managed a $300M revenue portfolio across Restorative Therapy Group (RTG).

• Led prospecting efforts, key account management, and market expansion strategies to drive revenue growth.

• Negotiated contracts in response to RFPs, securing increased revenue and market share.

• Developed strategic business alliances and custom market development strategies across multiple business units.

• Implemented innovative growth programs, including Rebate Programs, Risk Share Programs, and Pay-for-Performance (PPP) initiatives. Corporate Account Manager, Neuromodulation Division (Sept 2001 – June 2015) Managed and expanded strategic accounts, ensuring profitable growth and contractual success.

• Managed a $46 million revenue base across Neuromodulation product lines for key accounts and IDNs in the Southeast Region.

• Designed and executed strategic pricing programs that increased revenue and market share through volume-based rebate programs and risk-share incentives.

• Partnered with Regional Vice Presidents, District Sales Managers, Legal, Reimbursement, Market Access, and Finance to drive business growth.

• Conducted quarterly business reviews and reimbursement analysis across multiple business segments.

EDUCATION

Bachelor of Science, Business Administration (Marketing & Sales) North Carolina Agricultural & Technical State University Greensboro, NC SALES TRAINING & PROFESSIONAL DEVELOPMENT

• Miller Heiman: Strategic Selling & LAMP (Large Account Management Process)

• Conceptual Selling with Perspective

• Integrity Selling

• Advanced Sales Training

• Leaders in Transition

• CCL Executive Leadership Program

• 95% Share – Own The Relationship

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