Consultant

VP SALES

Growth Strategies / Territory Expansion / Key Accounts / Product Launch / Market Penetration

Business Development / P&L / Business Solutions / Turnarounds / CRM / Startups / CPI

A proven leader and strategic sales expert, I initiated strategic plans for software and B2B services companies that have driven major sales and profit increases. My overall business acumen plus a talent for innovation have ensured the success of new as well as existing product lines to boost long-term performance. My key skills include:

□ Building sales organizations that deliver consistently superior results

□ Identifying and capitalizing on untapped market niches

□ Devising new strategies to boost revenues from existing accounts

□ Enhancing service quality to maintain market leadership

□ Creating and presenting clear, dynamic sales presentations

A builder of lucrative business relationships, I achieve YOY success in competitive environments. I also make sound business decisions and am a proven motivator. I followed my BBA in Marketing from University of Oklahoma with an MS in Finance from West Coast University, and have completed Xerox’s Professional Selling Skills program.

Representative Accomplishments

Established key software product as top seller, enabling $18M growth to position Paradigm for acquisition. Firm had developed a superior software application (Teletrack) for the hospital industry, but was not able to capitalize on its potential. Quickly mastered software and industry/market, building sales team that produced $1.5M per month.

Expanded potential of core product line, building $12M+ outsourcing business for Medaphis. The hospital administration software package was very successful, but company was seeking a way to turn it into a service and ongoing revenue source. Convinced largest global hospital chain (HCA) to outsource the business office functions of one facility to Medaphis. Built on this Extended Office concept to generate sales exceeding $1M per month.

Co-directed successful startup, growing HRM sales from $0 to $25M in under three years. Healthcare revenue management startup needed a major sales generator, and purchased Teletrack plus existing account base from Medaphis. Devised aggressive strategy/multiple service options, growing outsourcing sales to $2M+ per month.

Capitalized on highly lucrative market niche, forming DynaCorp Financial Strategies and building it to $117M. The niche, healthcare receivables financing, was largely untapped. Recruited by VC/investment banking firms to lead company. Managed all legal and compliance issues while raising $35M in capitalization to launch the firm within six months. Built lean 17-person cross-functional team, driving company to revenues of almost $10M a month.

Demonstrated superior leadership. While leading a Marine Corps flight training exercise, encountered a situation where bad weather forced closure of home airfield, placing two jet fighters in immediate peril. With no alternative airport at hand, quickly came up with a viable alternative, saving both planes and crews.

Career History

Principle/Consultant, Creative Consulting Group, 2003 to Present. Provide business development and sales/marketing services to growth-oriented organizations with emphasis on dramatically increasing market share and bottom-line profitability. Assume P&L responsibility, as necessary, in order to facilitate financial turnarounds.

President, DynaCorp Financial Strategies, 1992 to 2004. Founded company to capitalize on lucrative business opportunity providing healthcare receivables financing for hospitals, clinics and physician groups. Purchased and managed more than $2.5B in revolving receivable portfolios. Focusing on marketing, business development and sales, along with daily administration, built company to $117M with 17 employees and $80M budget.

EVP, Healthcare Revenue Management (HRM), 1987 to 1992. Co-founded and created business development strategy for $25M software/business services outsourcing firm. Targeting major hospital and healthcare groups, sold and orchestrated installation/management of turnkey claims tracking/collection systems. Managed $5M budget.

Regional Sales Manager, Medaphis Corp., 1985 to 1987. Built superior team, targeting healthcare service providers for $400M B2B services firm. Created technology-based outsourcing business, driving sales to $12M in two years.

Earlier, served as VP Sales for Paradigm Innovations, a small but growing software firm; and as Captain/Test Pilot and Air Combat Tactics Instructor with the United States Marine Corps.

Leisure pursuits include golf, sailing, scuba diving and hiking; and I am active in charitable and community activities.

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