HEATHER KIEFFER

640 Blue Spruce Road

Alpine, UT 84004 M: (801) 404-0142
Senior Business Development Professional
Relationship-centered business development expert creates opportunity with new a
nd existing clients. Specific subject matter expertise in health care, from clin
ical care to Phase I-IV clinical trials, in which provided ongoing associations
with domestic and international pharmaceutical and biotechnology company clients
. Additional experience in real estate provides foundation for profitable sales
in unstable markets. Repeatedly proves top-line value of utilizing powerful and
extensive professional network. Medical knowledge founded on hands-on nursing (R
N) experience. Holds real estate broker license.
Core Knowledge and Skills:
( Sales Development ( Market Analysis ( New Client Development
( Market Trends ( Sales Pipeline ( Protocols
( Clinical Studies ( Customer Needs Assessment ( Business Management
PROFESSIONAL EXPERIENCE
Jean Brown Research
Manager, Business Development | Study Coordinator
Recruited clients to use this clinical trial management company to oversee major
studies (study design through data analysis) that meet FDA requirements. Client
s included biotech and pharmaceutical concerns. Studies included large-scale Pha
se I, Phase II, Phase III, and Phase IV programs. 2008-Present.
* Sold $3.5 million in services in 2009; recruited 29 trials. Sold $3.1 million
in services during 2010 Q1 and Q2.
* Built customer base by maintaining close contact with potential customers ove
r two to three years, generating traction for contract negotiations.
* Identified decision-makers in potential client companies, who were more likel
y to be those writing the study protocols than organizations' executive leaders.
* Generated 50% repeat business with ongoing network development.
* Identified new trends and opportunities to guarantee clients in every stage o
f recruitment.
* Trained new staff, utilizing one-on-one education and classroom training. Pro
duced and incorporated training materials specific to particular health care dis
ciplines.
* Screened clinical trial candidates according to specific criteria.
Agents Referral Network
Associate Real Estate Broker
Evaluated markets for profitable opportunities in residential, land, and commerc
ial real estate. Provided services to several large and small brokerages. 2001-2
008.
* Earned designation as broker in shortest possible timeframe allowed by Utah s
tate regulations, as a result of successful, closed contracts.
* Averaged 18 transactions per year selling new homes, resales (homes), high-en
d residential homes and estate lots, and commercial properties.
. . . . Professional experience continued. . . .
. . . . Professional experience continued . . . .
Intermountain Health Care
Director, Home Care | Senior Management Engineer
Built business approach, created strategies and directed business development fo
r home care company. Integrated 17 competing businesses into one large multimill
ion-dollar concern over 10 years. Established budget, management structure, mark
eting approaches, and utilization for managed care services. Successfully achiev
ed JCAHO Home Care accreditation as well as passed many Medicare/Medicaid survey
s. Delivered top-quality patient services on hospital floor as well as in home c
are business. 1980-2000.
* Increased home care bone marrow infusion specialty service sales by about 15%
and home visits by 10%. Prevented competitor from infringing on this business o
pportunity.
* Created a team within IHC to capitalize on this program.
* Developed and implemented marketing strategy.
* Improved physician satisfaction, as measured with written and verbal comments
to hospital and health plan.
* Improved utilization of diabetic program 50% over 4 years.
* Established diabetes resource program to complement sales of diabetes supplie
s (test strips, meters).
* Hired two additional experts to promote this program to outside facilities.
* Eliminated commissions to vendor whose services were terminated and who wante
d commissions on subsequent business in this area. Resulted in in-house, profita
ble home infusion business.
* Strongly negotiated to prevent expensive payouts to vendor upon cancellation
of supplies contract.
* Utilized the $350,000 that would have gone to vendor to purchase in-house equ
ipment to seed new home care infusion program with significant profitability.
* Wrote off $1.5 million in outdated and missing inventory, ultimately resultin
g in $1.8 million net margin.
* Oversaw response to internal audit of financial operations by establishing ac
counting, inventory, and business practices for DME program.
* Built teams to identify problems and create adequate solutions, including com
munication and training, and ongoing program oversight.
Additional clinical experience with IHC included Assistant Director of Nursing,
Head Nurse, Medical-Surgical Oncology Unit, Quality Assurance Coordinator, Charg
e Nurse/Acting Head Nurse for Post-ICU/CCU Unit, and Staff Nurse, Medical Unit.
TEACHING EXPERIENCE
Westminster College, Salt Lake City, UT, Adjunct Professor, Management. Taught g
eneral business management to undergraduates. 2000-2002.
Mountainview Applied Technology College, Orem, UT, Instructor, Medical Assisting
Program. Developed and taught approved curriculum. Supervised clinical skills p
roficiency testing for high school students.
PROFESSIONAL DEVELOPMENT
Westminster College, Salt Lake City, UT, Master of Business Administration.
Brigham Young University, Provo, UT, Bachelor of Nursing Science.