Carel L. Graham
Tampa,FL
Summary
Highly skilled and motivated business development/account executive with proven leadership and account management success. Uses mission-critical data analytics to assist system and facility directors with improving efficiency and the bottom line. Professional Skills Summary Organizational Leadership Coaching and Mentoring Relationship Building Business Acumen Financial Acumen Proven history of Increasing Customer LTV Performance Management Account Management Contract Negotiation Sales Forecasting Business/Data Analytics Strategic Planning Presentation Skills CRM Management Technical Proficiency
Overview
9
9
years of professional experience
1
1
Certification
Work History
Regional Business Development Executive
Med Tech Solutions, Northeast US
2021.12 - Current
- Managed and grew the Florida and Northeast Territory focusing on CHC and FQHCs throughout the region
- Met quota each quarter for 2022 while also reaching 107% of my annual quota by onboarding 3-4 new practices in each of the states in the region
- Worked cross-divisionally with the marketing department to obtain new buying groups and GPO partners to work with when approaching and speaking to new clients
- Facilitated business presentations to CIO, IT Director, and C-suite personnel to provide
- IT solutions for healthcare practices and medical groups.
Regional Director
Guaranteed Returns, Eastern US
2016.11 - 2021.11
- Directed and managed overall sales execution and revenue growth in the Eastern US
- Region
- Built and maintained long-term, strategic business partnerships across healthcare divisions
- Coached and mentored a team of Regional Account Executives in the Eastern US
- Grew and controlled territory revenue and relationships with hospitals, retail, long-term care, and specialty pharmacies
- Initiated and managed GPO, RPC, IDN, and other system contracts to maximize business opportunities and leverage relationships with their members
- Created a pipeline of leads and potential business prospects, managing the contacts using an integrated CRM platform
- Prepared presentations and contracts for business proposals
- Facilitated technical/analytical business reviews for high and mid-tier revenue-generating clients.
Regional Account Executive
Guaranteed Returns
2014.11 - 2016.10
- Outside sales and service representative responsible for managing territory across
- Colorado, Montana, Wyoming, and Western Nebraska
- Provided pharmaceutical returns services to hospitals, independent retail and long-term care pharmacies, and for federal contracts
- Generated new business through cold-calling, B2B development, and referrals
- Managed the returns process from the manufacturer until credits are issued to the client
- Facilitated business reviews and inventory management assistance to Directors of
- Pharmacies at large healthcare systems and independent pharmacy chains
- Provided exceptional customer service with extremely high customer retention
- Achievements:
- Increased regional revenue of Eastern US Region by 20-24% annually since 2016, consistently exceeding quarterly quotas
- Highly accomplished in relationship-building, customer service, and retention
- On-board and train a sales/service team that has been the #1 region for four consecutive years
- Prepare RFIs and RFPs for large, complex hospital systems
- Facilitate C-suite and director-level sales presentations with GPOs, IDNs, and large
- LTC/Specialty pharmacies
- Increased annual territory revenue by 21.5% within two years
- Top national sales performer for "Accelerated Credit Program”
- Solely acquired twenty-nine new hospital accounts, including large IDN systems
- Exceptional account management with a 95% customer retention rate
- Client-centric and results-oriented while continuing to foster personal one-on-one relationships with client representatives
- Regional “Account Executive of the Year” recipient twice
Education
Business Administration And Management
University of Tampa
Tampa, FLSkills
- Business Development and Planning
- Territory Management
- Goals and Performance Management
- Sales Expertise
- Stakeholder Negotiations
- Proven history of Increasing Customer LTV
- Project Coordination
- Contract Negotiation
- Contract Management
- Critical Thinking
- Teamwork and Collaboration
- Networking Expertise
- Data-Driven
- Market Analysis
- Organizational Skills
- Public Speaking
Additional Information
- Professional/Personal References Available Upon Request
Certification
Sandler Sales Bronze
Timeline
Regional Business Development Executive
Med Tech Solutions, Northeast US
2021.12 - Current
Regional Director
Guaranteed Returns, Eastern US
2016.11 - 2021.11
Regional Account Executive
Guaranteed Returns
2014.11 - 2016.10
Business Administration And Management
University of Tampa
Sandler Sales Bronze
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