Medical Industry Veteran

BUSINESS DEVELOPMENT * SALES & MARKETING * OPERATIONS

"The Toughest Steel Goes Through the Hottest Fire."
Hands-on, motivational leader with years of progressively challenging managerial
experience achieving or exceeding desired business outcomes. Exceptional abilit
y to clearly translate complex issues into actionable plans aligned to short and
long-term requirements. Establish quick rapport with co-workers, professionals
and staff. Exercise diplomacy and tact; enjoy a reputation of relational excelle
nce, and overcoming obstacles critical to performance metrics. Uphold highest st
andards for ethics and quality. Effectively evaluate and proactively manage perf
ormance against relevant benchmarks. Thrive under pressure.
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Knowledge Areas
Strategic Planning * Operations * Project Management * Market Analysis & Plannin
g * Budgeting & Financials * Sales & Marketing * Key Client Relations * Negotiat
ing & Closing * Supplier Relations * Purchasing * Cost Reduction * Environmental
/ Safety / Regulatory Compliance * Human Resources
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CAREER TRACK & PERFORMANCE | DRIVING FORCES
ACCOUNT MANAGER 2008 - Present
WW GRAINGER Fayetteville, North Carolina
Provide highly effective leadership and expertise to consistently achieve and e
xceed desired business outcomes for this $6.9 Billion, multinational firm operat
ing in North America and Asia. Identify prospective clients, develop relationshi
ps of trust, and analyze customer needs. Present sales solutions, negotiate pric
ing, and monitor all aspects of the sales cycle to ensure total client satisfact
ion.
* Collaborate with clients in making key project decisions, selecting appropriat
e products, and assisting general contractors, engineers, and suppliers in produ
ct utilization and JCAHO, OSHA, and other regulatory compliance requirements.
* Within first year, expanded an inherited territory dramatically in revenue and
profitability. Achieved $1.4 Million by growing sales volume from 76% to 104.6%
. For 2010, identified 5 projects projected to generate $100 Thousand+.
SALES ASSOCIATE 2006 - 2008
SMITH & NEPHEW Fayetteville, North Carolina
Promoted and sold reconstructive and trauma orthopedic implants to military and
private sector healthcare accounts within assigned territory for this $5 Billio
n company. Utilized SWOT analysis to identify prospects, analyzed needs, and pre
sented, negotiated, and closed sales to consistently meet revenue targets.
* Developed effective new and existing product training programs that included O
R physicians, nurses, and technicians to promote products and improve patient ou
tcomes.
* Produced $1.2 Million in sales. Highlights include growing sales by 700% withi
n 90 days for a newly assigned existing account, and presented and sold multiple
instrument sets to over $100,000 for equipment otherwise consigned. In addition
, significantly improved efficiencies and lowered costs by reengineering process
 for securing purchase orders.
SALES PROFESSIONAL 2004 - 2006
SANOFI-AVENTIS Fayetteville, North Carolina
Secured new business opportunities and maintained high existing account satisfa
ction focused on osteoporotic preventative prescriptive drugs to GPs, orthopedis
ts, rheumatologists and OB/GYN specialists. Planned, organized, and ran events a
nd promotions, including product educational seminars to healthcare professional
s and educators, and analyzed competitive products to win deals and promote impr
oved patient outcomes. Responsibilities included sample management, budgeting, a
nd expense reporting. Developed highly effective presentation and sales methods
resulting in achieving all assigned quotas.

* Delivered exceptional results throughout tenure. Attained top 10% volume at th

e district level, 15% at the regional level, and 30% nationally for 2 consecutiv
e quarters as part of a new product launch.
BUSINESS DEVELOPMENT SPECIALIST / PROJECT MANAGER 1999 - 2004
CAPE FEAR VALLEY HEALTH SYSTEM Fayetteville, North Carolina
Consistently delivered exceptional results developing opportunities and managin
g multiple projects to successful completion. Planned and managed complex projec
ts from inception through delivery. Recruited physicians, CRNAs, PAs, and FNPs,
negotiated salaries and benefits. In addition, spearheaded new business acquisit
ion efforts to successfully achieve revenue targets for a range of medical, ment
al, and healthcare relocation and facility services.
* Hosted information sessions to develop relationships with prospects resulting
in 50+ new providers per year. Negotiated and closed a lucrative mental health /
substance abuse program contract with the federal government generating 100% re
imbursement rate vs. the 80% to 90% industry average. Negotiated and secured a 1
6% savings in defibrillators from approved vendors.
ADMINISTRATIVE DIRECTOR 1998 - 1999
HEALTHKEEPERZ (FORMALLY TLC HOME HEALTH AGENCY) Pembroke, North Carolina
Served in an interim role to drive revenue achievement for personal care and me
dical equipment divisions. Effectively managed a staff of approximately 250 empl
oyees, with 6 direct reports. Responsible for managing financials, compliance, t
raining and development, policy development / improvement, and HR.
* Excelled throughout length of service. Formulated and implemented key changes
in billing procedures, internal communications, procurement, and operational pol
icies to positively impact profitability and staff morale. Increased durable equ
ipment revenues by 22%, and grew nursing division market share 10%.
PROJECT MANAGER 1995 - 1998
UNIVERSITY OF NORTH CAROLINA HOSPITALS Chapel Hill, North Carolina
Directed key operational activities for a free-standing ambulatory care outpatie
nt facility ensuring optimal patient care and staff satisfaction and efficiencie
s. Directed fixed asset inventory functions for 22 primary, specialty, and sub-s
pecialty clinics. Evaluated policies and procedures and managed process improvem
ent efforts, and took a leading role in facility planning and relocation executi
on.
* Negotiated $68 Thousand in equipment purchase savings. Successfully relocated
4 clinics with 50,000 annual visits with no adverse patient impacts. Reduced pat
ient wait time by 15 minutes by improving check in functions and reconfiguring w
aiting areas to improve patient flow. Located missing fixed assets for $50 Thous
and in depreciable savings.
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LEARNING CREDENTIALS
MBA - ORGANIZATIONAL MANAGEMENT * 3.7 GPA 2003
University of North Carolina Pembroke, North Carolina
BACHELOR OF SCIENCE IN PUBLIC HEALTH - HEALTH POLICY & ADMINISTRATION * 3.6 GPA
1995
University of North Carolina Chapel Hill, North Carolina
Additional courses, seminars and workshops include: Failure Mode & Effects Analy
sis in Healthcare * Root Cause Analysis in Healthcare * Healthcare Summit Traini
ng, WW Grainger * Negotiation of Contracts & Pricing * Systematic Selling Dialog
Model * Integrity Selling Model * Shelter Simulation & Mass Care Facilitation,
Scotland / Robeson Counties Chapter
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ORGANIZATIONS & ASSOCIATIONS
Member, American College of Healthcare Executives * Member, US Green Building Co
uncil, Piedmont Triad Chapter * Volunteer, American Red Cross
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MILITARY SERVICE
2nd Lieutenant, Medical Service Corps, United States Army Reserves * Sergeant, U
nited States Air Force
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REFERENCES AND FURTHER DATA PROVIDED UPON
ESTABLISHMENT OF MUTUAL INTEREST