Charles Holman
Dallas,TX
Summary
Seasoned Director of Sales and Business Development leader leveraging 20 years' in professional business oversight expertise and extensive successes in revenue generation, performance improvements and customer retention. Proven record of cross-functional, departmental and management-level collaboration, building solid consensus and strategizing business enhancements. Highly adept in demonstrating key strengths in the alignment and fulfillment of organizational goals through development, planning and execution of profitability, growth and healthcare compliance initiatives.
Overview
19
19
years of professional experience
Work History
Business Development Consultant
COH Consulting
Dallas, Tx
01.2022 - Current
- Developed data-driven solutions for process optimization and cost reduction.
- Used excellent verbal skills to engage customers in conversation and effectively determine needs and requirements.
- Established effective communication channels within organization.
- Provided guidance on resource allocation, maximizing ROI.
- Presented analytical findings to executive leadership teams.
- Created strategic plans based on stakeholder input and goals.
- Conducted risk assessments, recommending mitigation strategies for management.
Sales Director, Business Development
Pharmacy Management Services
Houston, Tx
09.2020 - 01.2022
- Revenue 2020 - $22M | 2021 - $39M | Projection 2022 - $50M projected.
- Lead interviewing | hiring | mentoring | development of 7-10 Mid-Level Sales Performers.
- Evaluated internal systems and prepared training initiatives to mitigate ongoing problems.
- Expanded Sales Team footprint from one to six states and increased service utilization by 35%.
- Handled COVID-19 planning for work-from-home operations and initiatives.
- Managed expansion of state(s) licensing of specialty and infusion from 25 to 37.
- Researched and led investigations into various areas to drive improvements and devise new processes valued at $3M in additional revenue.
- Identified strategic partners who can help expand reach into new markets or develop innovative solutions.
- Collaborated with marketing team to create corporate website enhancements and marketing brochures.
- Worked closely with business owners, developing long-term strategies for business growth.
- Established network connections with key decision makers within target organizations to facilitate successful deals closure.
- Managed budgets, allocating resources efficiently to maximize profitability.
Senior Client Manager
OptumRx Specialty Pharmacy
Austin, Tx
07.2018 - 01.2020
- Responsible for account management, forecasting of sales projections.
- Direct interface with operations management to ensure that customer expectations are met.
- Identified new verticals that supported corporate objectives within patient care.
- Successfully implement a B2B sales and service model that increased sales and prescription retention by 37%.
- Responsible for building new partnership agreements, onboarding clients, and researching market trends.
- Cultivated deep knowledge of customer businesses and relationship to company objectives.
- Built and maintained business partnerships and developed new business opportunities to drive competitive growth.
- Used change methodologies to increase sales and led projects for increased productivity.
Business Development Manager
EntrustRx Specialty Pharmacy
Nashville, Tn
05.2017 - 06.2018
- Responsible for sales leadership, marketing and execution of Entrust's prescription filling services.
- Identified with senior management, managed care opportunities (Commercial, Medicaid and Medicare).
- Analyzed sales data to improve processes, forecast trends, and set goals.
- Coordinated cross-functional efforts to streamline communication between departments.
- Identified opportunities which created an additional $1.7M in revenue
- Partnered with VP of Sales, VP of Specialty Pharmacy and Directors of Trade Relations and their staff
- Presented weekly/monthly success projection of service and sales volume as well adherence/compliance measures.
- Lead sales team reporting efforts that illustrate our service model's strengths and opportunities.
Senior Sales Consultant
OmniPlus Pharmacy
Houston, Tx
07.2015 - 04.2017
- Spearheaded the organization's specialty pharmacy division from inception to approximately $10.35 million in monthly revenue within the first 6 months
- Generated an additional $3M rev/mthly to support further growth investment of our Operations Team
- Lead a full go-to-market process of internal and external product and service selling
- Established consistent selling message to potential clients within 4 different disease states.
- Created newly designed specialty marketing enrollment forms for each specialty.
- Coordinated with internal departments to ensure smooth order fulfillment.
- Developed tailored solutions for unique client requirements or concerns.
Pharmacy Account Executive
Acaria Health Specialty Pharmacy
Houston, Tx
01.2011 - 06.2015
- Solely responsible for driving pharmacy prescription revenue and maximizing gross margin.
- Monitored competitor activity for strategic advantage development.
- Within 3 months, implemented an improved account management call frequency plan to address adherence.
- Increased prescriber volume and recovered 25% of loss volume.
- Grew volume by 57% within market.
- Tracked P&L within each transaction to forecast sales predictions and quality target audiences.
Business Development Consultant
Pride Pharmacy
Dallas, Tx
05.2010 - 01.2011
- Created a specialty division and sales strategy
- Data driven gathering and execution.
- Identified HCP prescribers w/ high-patient populations needing a specialist
- Delivered a new and complex internal patient support program and pharma-centric service model
- Directly responsible and involved in hiring (12) staff, educating on the disease of Hepatitis C and HIV
- Led workshops to train staff on new process improvements.
Regional Sales Executive
CVS Health
Dallas, Tx
03.2005 - 05.2010
- Developed and significantly grew assigned territory using strong engagement and marketing skills.
- Drove growth and profitability goals by selling the benefits of a mutual partnership that would be patient-centric
- Responsible for new account sales, prospecting, assessing greatest opportunity and professional relationship building
- Supported the strategic launch of 3 partnerships aimed at long term and short term revenue generating.
- Attended industry events to network and generate leads for the business.
Education
Bachelor of Science - Business Administration | Marketing
Oklahoma State University
Skills
- Data Analytics
- Competitive Analysis
- Financial Oversight
- Contract Negotiation
- Multidisciplinary Collaboration
- Proposal Development
- Business process improvement
- Capital planning
- Account Management
- Management Coaching
- Performance Tracking
- Business Planning
- Employee Management
- Market Penetration
- Problem-Solving
- Analytical Thinking
- Change Management
- Forecasting and Reporting
- Outcome Accountability
- Organizational Development
Sales Leadership
Providing industry insight and perspective which helps the team when a challenges arise.
Predictive Index Results
Leadership- Approachable | Empathetic | Patient | Kind | Equitable | Direct.
Sales Methodology
Challenger Sales Tranined - Understanding the consumer/client before presenting your best efforts.
Industry Exposure
Pharmaceutical, Specialty Pharmacy, Pharmacy Benefit Manager and Clinical Research Organizations.
Timeline
Business Development Consultant
COH Consulting
01.2022 - Current
Sales Director, Business Development
Pharmacy Management Services
09.2020 - 01.2022
Senior Client Manager
OptumRx Specialty Pharmacy
07.2018 - 01.2020
Business Development Manager
EntrustRx Specialty Pharmacy
05.2017 - 06.2018
Senior Sales Consultant
OmniPlus Pharmacy
07.2015 - 04.2017
Pharmacy Account Executive
Acaria Health Specialty Pharmacy
01.2011 - 06.2015
Business Development Consultant
Pride Pharmacy
05.2010 - 01.2011
Regional Sales Executive
CVS Health
03.2005 - 05.2010
Bachelor of Science - Business Administration | Marketing
Oklahoma State University
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