Summary of Qualifications

Sales Management: Managed sales departments of 1-50 people. Grew start-ups from zero to $12.7MM and $27MM in revenue. 19 years experience in sales, marketing and management with special emphasis in healthcare. Skilled recruiter, developer, motivator, and manager of high performance sales departments.

Sales Operations: Adept at providing team members the tools, direction and infrastructure to succeed while monitoring performance to assure objectives are achieved. Strong hands-on Manager with solid understanding and experience of sales operations.

Strategist: Proven ability implementing strategies and tactics to gain market share and increase sales. Detail oriented along with analytical ability in both problem solving and creative ideas. Experience includes both mature and start-up organizations. Proven developer of sales channels.

Market Knowledge: Expertise in the complexities and relationships within the healthcare delivery system. All healthcare constituents: payers, physician groups, Managed Care Organizations, Integrated Delivery Networks, Independent Practice Associations , hospitals, system vendors, EDI organizations and Prescription Benefit Management companies.

Business Development: Entrepreneurial and creative approach. Championed and developed new service seizing strategic opportunity that fostered accelerated growth and competitive advantage. Identified and penetrated new market (Lab) for existing service. Demonstrated ability to evaluate and analyze opportunities. 

Skill Sets: Professional with leadership ability, integrity and character. Excellent interpersonal and communication skills.

Customers: Major player experienceincluding but not limited to:McKesson, Siemens, United Healthcare, Aetna, North Shore Health System, Henry Ford Health System, Cleveland Clinic, Columbia-Presbyterian, Tenet Health Systems.

Work History

Work History
Jan 2008 - Present

V.P. Sales & Marketing

TVR Communications
Interactive Patient Education and Entertainment Products

Led sales and marketing department for the largest provider of hospital patient entertainment and education products in the U.S. Company has over 400 installations with a high concentration on the east coast. 

  • Implemented defined sales process, structure and organization
  • Instituted a goal and objective culture with sales department
  • Developed a collaborative teamapproach sales process
  • Transitioned from product selling to solution selling
  • Repositioned company as patient satisfaction provider leveraging market shift
  • Developed new marketing and sales messaging
  • Formed marketing department and resulting marketing initiatives
  • Developed partner program generating value-added revenue from client base
  • Increased system sales funnel from$2MM to $50MM in 2008
  • Secured $4.7MM in key account sales in 2008
2007 - 2008

V.P. Sales

MDwerks
Medical Claims Management, Billing and Lending

Directed sales effort for early stage company specializing in electronic claims processing, claims management and funding. Designed strategies, organized independent sales representative team. Branded and defined product offering.

  • Personally negotiated and closed key accounts representing $5MM in annualized revenue
  • Organized and managed physician seminar program
  • Implemented outbound call campaign
  • Developed comprehensive sales and marketing plan
2004 - 2007

V.P. Sales & Marketing

http://www.adsc.com
Practice Management Software and Electronic Medical Records 

Directed sales and marketing effort for practice management and electronic medical records software firm. Company has over 3,000 installations representing 30,000 physicians. Primary areas of focus; expand geographical market, upgrade sales team, develop additional revenue streams and increase market share.

  • Opened Texas and Illinois regional offices. Expanded existing regional offices into contiguous states.
  • Negotiated VAR agreement for EMR product offering resolving major competitive disadvantage.
  • Consolidated regional inside sales team into a single entity realizing greater efficiency and productivity.
  • Renegotiated WebMD contract resulting increased recurring annual revenue $240K.
  • Agreement for eligibility verification representing securing recurring revenue of $125K per year.
  • Partnered with developmental stage company to jointly offer patient recruitment for clinical trials.
  • Implemented new compensation package to attract quality candidates.
  • Implemented Search Engine Optimization marketing program resulting in $500K of sales to date from an investment of $18K.
  • Increased new sales per month by 50%.
2002 - 2004

V.P. HAS Sales

NDCHealth
Hospital Enterprise Revenue Management Solutions

Responsible for sales to the hospital, payer and physician market. Application software reduced bad debt, accelerated cash flow, decreased A/R and increased productivity. Hospital market leader with over 1,100 hospitals utilizing products nationwide.

  • Division’s FY03 sales generated an incremental $8.5MM in year revenue and $18MM annualized.
  • Restructured team to increase market share.
  • Established Payer sales effort.
  • Implemented Account Management program.
  • FY03 record 4th quarter.
  • Managed sales division of 31 people with revenue responsibility of $61MM.
  • Finished FY04 Q1 at 320% of quota.
2001 - 2002

V.P. Sales

MedUnite
Electronic Data Interchange

Led sales effort for early stage healthcare e-commerce company. Internet-based services created simplified access to information that improved administrative effectiveness and clinical quality of healthcare. National responsibility for sales, account management, sales support, training and telemarketing. Implemented strategies and tactics supporting initial product launch targeting all healthcare constituents within the physician market.

  • Recruited, hired, trained and managed highly experienced sales department of 24.
  • Secured 154 contracts representing $12.7MM in revenue per year.
  • Key account sales included Aetna, WellPoint, Cigna, Anthem, Siemens, and Per-Se Technologies.
  • California strategy reversed prior poor performance within market.
  • Established channel partner program leveraging distribution networks.
  • Instituted Account Management Program resulting in higher service levels.
  • Achieved annual objectives in 9 months.
1999 - 2001

Senior Vice President, Sales

EMDEON
Healthcare e-commerce, Information and Messaging Network

Directed sales activities for leading healthcare technology company. National responsibility for sales and account management servicing health plans, physicians, clinics, large group practices, and vendors. Managed sales department activity through inception, IPO and acquisition. Monitored service and product deliverables to ensure customer satisfaction. Provided training, education, motivation, and career development for sales team.

  • Exceeded corporate goals and objectives in each vertical market.
  • Physician sales force secured 1,600 contracts representing 17,900 physicians in FY99.
  • Channel sales force secured 44 vendor contracts representing 104,000 physicians in FY99.
  • Grew transaction volume and revenue form zero to 6.9 million transactions and $2.25MM per month.
  • Recruited, hired and trained sales team of 34 that consisted of 10 direct reports.
  • Prepared and managed annualized departmental budget of $3.1MM.
  • Implemented sales strategies and tactics with emphasis on new market penetration.
  • Key customers included Empire BCBS, Horizon BCBS, GHI, NDC and McKesson HBOC.
  • Implemented national and regional marketing plans.
  • Developed and implemented channel strategies and programs.
  • Participated in M&A process and due diligence.
1988 - 1999

V.P. Northern & Central Regions

EMDEON

Vice President Northern & Central Regions, (1998-1999)

Responsible for sales activity within Hospital, Medical and Payor markets.Combined annual revenue quota of $61MM, representing 60% of division and 34% of corporate goals respectively.Managed annualized expense budget of $2.5MM. Supervised sales team of 50 that included 3 regional offices.

  • Consistently met or exceeded 100% of quota with an effective growth rate in excess of 40%.
  • Implemented LAN based ACT Sales Automation Database.
  • Led Launch of eligibility payer product resulting in sales with anticipated revenue of $5MM.
  • Implemented training program for both new and existing personnel.
  • Produced 545 sales in 1998 which represented a 3-year contract value of $21MM.

Vice President, Northern Region (1996-1998)

Promoted to Vice President within the sales division responsible for the Northern Region.Recruited, trained and developed sales force which included Regional Managers, District Managers, and Account Executives.

  • Finished as number one region in 1997 at 108% of quota.
  • Exceeded revenue quota by $2.5MM.
  • Developed and designed a Product Price Guide that was adopted as the company standard.

Regional Sales Director (1993-1996)

Consortium of 11 large commercial payors formed in 1981 to provide EDI Services to the healthcare market.Responsible for selling application software and direct CPU-CPU product through channels.Led all sales and marketing activity within a 10-state region.Managed sales and support staff of five including two account executives, two account managers, one EDI coordinator, and one administrative assistant.

  • Territory, which was approximately 21% of company revenue, increased to 60% in 1993, 52% in 1994 and 45% in 1995.
  • Built and maintained strategic alliances with system vendors, clearinghouses, EDI networks, and selected prestigious healthcare providers; negotiate major contracts.
  • Member of Sales Achievements Club for eight consecutive years.
  • Organized and lectured at educational seminars on healthcare EDI which ranged from 100-200 attendees.

Product Manager, New Market Development (1992-1993)

Directed marketing planning, strategy and analysis of new market opportunities.Managed implementation, results monitoring, and corrective action in the new product introduction process.Developed new product plans based on market and customer need analysis.

  • Managed dental market that resulted in 189% increase.
  • Recommended, introduced and implemented Channel Strategy targeting software vendors.

Regional Marketing Representative (1988-1992)

Responsible for selling and supporting clients in 12-state region.Contacts included administrators, CFO’s, MIS Directors, Presidents and other senior level positions.

  • Finished number one in sales 1988, 1990, 1991.
  • Grew territory 188% in 1988(#2), 168% in 1990 (#1), 118% in 1991 (#1).
  • Consistent winner in various sales contests.
  • Established new lab market, sold Roche Biomedical, SmithKline and Metpath Labs.

Education

Education
1979 - 1985

Bachelor of Science in Finance

Fairleigh Dickinson University

Played Varsity Baseball