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Click here or scroll down to respond to this candidateCandidate's Name 1-404-895-3202 EMAIL AVAILABLE https://LINKEDIN LINK AVAILABLE Strategic Accounts Director National AccountsAccomplished Strategic Account Leader with 17 years in healthcare product & SaaS solutions and a proven track record of effectively managing multi- million-dollar books of business for large, complex, and nationally recognized health vendors & integrated healthcare organizations (IDN). With a partnership & agile-disciplined mindset, I approach each client with commitment to understanding their overall organizational goals, long-term objectives, pain points, and immediate needs. By leveraging strongly developed and transferable skillsets, I consistently prove my ability to create meaningful, long-term client relationships that stimulate account expansion, financial sales growth, and foster customer loyalty at a strategic level. Top areas of focus include:Partner with senior C/V/D level client leaders to align their strategic vision with product solutions Ensure contracted products/services deliver expected value Identify opportunities for upselling and renewals Conduct Quarterly & Annual Business Reviews Drive customer satisfaction to ensure referenceable clients Consultative selling and cross-selling Negotiate & close complex contracts Proven track record of cross-functional team collaboration Quarterback and advance the full customer experience. Atlanta-based and willing to travel nationally as needed. PROFESSIONAL EXPERIENCEDIRECTOR, STRATEGIC ACCOUNTSZynx Health - Nationwide & Puerto Rico - March 2012Oct 2022 Director of Strategic Account Management for a portfolio of some of the largest Healthcare IDNs in the USA & Puerto Rico for Zynx Health Evidence-based Clinical Decision Support SaaS Solutions, Analytics & Services Note: Impacted by 22% RIF across company in late 2022 NOTABLE HIGHLIGHTS: Negotiated contracts for a complex spinoff of one of the largest healthcare systems in the US into two separate entities which resulted in multi-million-dollar, multi-year contracts. Negotiations increased revenue and resulted in two 5-year contracts. one contract at $4.75M TCV and the other at $2.7M TCV Managed the first nationwide partnership with Kindred Healthcare / ScionHealth to deliver evidence-based clinical decision support across acute and post-acute hospitals. Originated, launched, and hosted a national Customer Experience Forum supporting a critical analytics product for client stakeholders. Built a following of 25+ health systems and 60+ client representatives across the US and Canada during seven forums starting in late 2020 through late 2022. Recruited speakers, collaborated, prepared, and presented with client & internal speakers. Developed and refined artifacts and standards for the launch of other product forums. 2022 Q1-Q3 ACHIEVEMENTS:Maintained a 99% renewal-retention rate of $2.54M ACV for 2022 through Q3. Increased revenues by $4.26M beyond the 2022 renewal quota by upselling extra products and services, by expanding years and facilities to six contracts, by remediating and retaining at-risk clients, and by actively pursuing slow contractual AR. Expanded a high-risk year-to-year contract for a large 30-facility health system headquartered in TN for 3 years to increase revenue to $1.32M TCV. Secured marketing quotes and referenceability. Expanded contract for a large 10-facility Orlando-based not-for-profit health system for an additional 3 years and additional facilities for $1.49M TCV. Negotiated a longer contract term at a 12-facility health system based in Atlanta, GA. Closed at $1.02M TCV. Successfully conducted a national Client Experience Forum meeting & two multi-client product experience feedback meetings. Retained, converted, and negotiated a complex contract for a large health system based in Jacksonville, FL. Added additional products, additional facilities, and multiple years. Increased revenue $1.13M TCV. Remediated & retained Lake Tahoe-based hospital contract. Collaborated closely with client leadership to realign product value. Actions contributed to clients increased ratings with CMS & The Joint Commission and resulted in a 3-year renewal for $234K Q3. EXPERIENCE [Continued]ENTERPRISE ACCOUNT EXECUTIVEMcKesson Nationwide & Corporate Accounts September 2005March 2012 Strategic Account Management for large McKesson EHR Products and Services NOTABLE HIGHLIGHTS: Boomerang employee recruited back into the role of Enterprise Program Executive - Corporate Accounts Promoted in early 2006 to Enterprise Account Executive thereby expanding role to Sales/ Account Management. Strategic Account Management & Sales responsibilities managing a book of business > $35MM. o Full General Manager and Trusted Advisor accountability to provide exceptional McKesson client experience to assigned customers. o Built and maintained relationships at all levels and strategic partnerships with C-suite executive leadership across the client organization. o Directed and collaborated with billable and cross-functional Project, Technical & Program Management internal resources. ACHIEVEMENTS: Managed multi-year Strategic Planning including ARRA Stimulus funding achievement, A/R Contract Compliance and Sales for multiple Health Systems Enterprise Solutions Partner clients in the Southeast and East. o Initially brought in as a no-charge Value Add resource for a Corporate Account client. o Quality relationship skills resulted in a 2-year billable CPE contract for this large multi-facility organization in the Midwest account. Managed the strategic Meaningful Use planning, Clinicals Upgrade and EHR Program for a multi-facility Health System IDN in the Southeast. Strategically planned & successfully implemented the first McKesson Net New Partner Remote Hosting customer, as well as managed the full client CPOE/ Clinicals program for an East Coast client. o Developed initial remote-hosting processes and procedures implemented company-wide for all Remote Hosted clients. SKILLSStrategic Account Management C-Level Communications Account Planning Trusted Business Partner Executive Presentations Client Retention Complex Contract Negotiations Contract Retention & Expansion SaaS Critical Thinking Cross-Functional Team Collaboration Financial & Contractual Remediation Analytics Solutions RFI/ RFP Salesforce CRM Exposure to EHR Cerner-Meditech-Epic Creative Problem Resolution Customer Success Revenue Growth Forecasting Consultative/ Value-Based Selling Client Business Reviews New Product Cross-Selling PMP/CSM/CSPO Certifications OTHER EXPERIENCESENIOR PROGRAM MANAGER, 2004-2005Kaiser-Permanente - EHRSENIOR MANAGEMENT CONSULTANT,1999-2004CAP GEMINI [Ernst & Young] Big 4 Consulting Supply Chain ERP, HealthcareSENIOR PROJECT MANAGER,1997-1999McKesson Corporation National Tenet Healthcare teamREGIONAL OPERATIONS MANAGER,1993-1997Cardinal Health [Pyxis] Medication Pharmacy Solutions Management for multi-disciplinary teams of eleven (11) direct reports.Medical Devices / Supply Chain / PharmacyPROFESSIONAL DEVELOPMENT Large Account Management Process (LAMP),Korn Ferry Oct 2021 Professional Selling Skills, Korn Ferry Oct 2020 Complex Sales Management, Scanlon Consulting Oct 2019 Trust Triangle Selling Workshops, Dan Adams Sep 2015 EDUCATION INDIANA UNIVERSITY Indianapolis, INBachelor of Fine Arts (BFA)CERTIFICATIONS Project Management Professional (PMP) Credential ID: 318874 Feb 2006 Feb 2025 Certified Scrum Product Owner (CSPO)Certificant ID: 001561140 Sept 2023 Sept 2025 Certified Scrum Master (CSM)Certificant ID: 001561140 Sept 2023 Sept 2025Page 2 Candidate's Name 1-404-895-3202 EMAIL AVAILABLE https://LINKEDIN LINK AVAILABLE |
