Claude Blenman
Cincinnati,OH
Summary
Results-driven Strategic Account Manager with expertise in client success and relationship optimization. Proven ability in developing strategic plans, identifying growth opportunities, and delivering customized solutions. Strong communicator with exceptional negotiation and problem-solving skills, fostering team collaboration to achieve high client satisfaction.
Overview
25
25
years of professional experience
Work History
Strategic Account Manager-Healthcare-Central US
LVT (LiveView Technologies)
10.2024 - Current
- Improved hospital safety by modernizing security operations and closing vulnerabilities.
- Achieved over 90% conversion from physical security pilots to production deployments.
- Cultivated relationships with C-suite leaders across multi-hospital health systems.
- Developed ROI cases using environmental risk assessments and IAHSS standards.
- Utilized MEDDPICC framework to enhance deal velocity and executive alignment.
Regional Services Specialist
Cisco
01.2021 - 05.2024
- Enhanced customer value and experience by implementing tailored Cisco technology solutions.
- Generated $23M in Professional Services through strategic sales across multiple sectors.
- Revitalized client relationships, securing major Professional Services contracts for Cisco.
- Conducted timely cybersecurity education sessions, attracting over 50 security leaders.
- Facilitated cross-functional collaboration, addressing complex customer issues for optimal outcomes.
Core Services Specialist
Cisco
01.2019 - 01.2021
- Achieved $19M portfolio growth through premium services, enhancing customer efficiency.
- Transformed struggling customers, reducing Sales and Engineering time by 80%.
- Secured Sales Achiever Award by exceeding sales target, closing at 113%.
- Presented compelling business case to leadership, ranking Top 10% in service sales.
- Developed Sentiment Index to identify dissatisfied customers and upsell services.
Account Executive
Cisco Systems, Inc.
01.2018 - 01.2019
- Drove $10M in revenues promoting IT products including networking, security, collaboration, observability, and services for enterprise accounts. Cultivated relationships with key account stakeholders from C-suite to internal personnel to overachieve 112% of goal for previous low-performing accounts. Honored with Sales Champion award.
- - Delivered183% of plan turning around 8 inherited, low-performing accounts by reviewing buying history, upcoming renewals, and end-of-life devices in addition to scheduling regular cadences clients.
Sales Executive & Territory Manager
LivaNova
03.2012 - 03.2018
- Expanded cardiac systems adoption through strategic awareness initiatives in Cincinnati, West Virginia.
- Captured strategic contracts with four key accounts, displacing competition effectively.
- Achieved 300% sales growth in cardiac technology products through targeted due diligence efforts.
- Enhanced relationships with medical officers, advocating for improved patient outcomes consistently.
- Conducted comprehensive training programs, showcasing products through impactful demonstrations.
Senior Sales Representative, CRM Medical Devices
Medtronic
01.2011 - 01.2012
- Managed territory analysis, sales calls, strategic sales planning, and training for CRDM products. Oversaw 2 indirect reports. Turned around a competitor dominated territory by devising and executing sales tactics and strategies to increase market share and adoption of therapies across new and existing accounts.
- - Boosted premium product market share 30% in 3 months, as well as securing commitment to implement first Lean Six Sigma program for physician’s office in West Virginia.
Cardiac Rythmn Management Sales Representative
St. Jude Medical
01.2008 - 01.2011
- Increased market share 15% by capturing $3.5M strategic account from competitors.
- Enabled $5.5B manufacturer to penetrate West Virginia market with cardiac product portfolio.
- Closed two networked cardiac 3D mapping systems, exceeding sales quota significantly.
- Boosted adoption of remote monitoring software from 5% to 80% through training.
- Launched strategy enhancing cardiac product awareness, influencing decision-makers effectively.
Sales Representative – Pacemakers and Defibrillators
Sorin Group
01.2006 - 01.2008
- Expanded West Virginia market footprint by strategic planning and achieving sales quotas.
- Increased cardiac product market share 30% in 9 months, growing revenue to $1M.
- Scheduled stakeholder meetings to identify needs, deliver presentations, and optimize pricing strategies.
Sales Executive/Territory Manager
Medtronic
01.2001 - 01.2006
- Achieved 76% market share in Cincinnati territory for $17B manufacturer.
- Educated cardiologists on leveraging technical products to improve patient outcomes.
- Introduced remote monitoring technology, enhancing patient data transmission to clinicians.
- Overachieved sales quota 95% of quarters through trusted consultative sales approach.
- Recognized as top 2% of sales reps nationally within three years.
Education
MBA - Marketing
Miami University Farmer School of Business
Oxford, OHB.S - Marketing
Florida State University
Tallahassee, FLSkills
- Products/Services Launch
- Revenue & Profit Growth
- CRM software proficiency
- Sales funnel optimization
- Brand positioning
- Client relationship building
- Sales presentations
- Data-driven decision making
- Sales strategy development
- Competitive analysis
- Pipeline management
- Territory management
- Industry expertise
- Upselling and cross selling
- Sales negotiations
- Analytical thinking
- Sales process
- Sales strategy
- Strategic planning
- Business development
- Consultative selling
- Sales forecasting
Timeline
Strategic Account Manager-Healthcare-Central US
LVT (LiveView Technologies)
10.2024 - Current
Regional Services Specialist
Cisco
01.2021 - 05.2024
Core Services Specialist
Cisco
01.2019 - 01.2021
Account Executive
Cisco Systems, Inc.
01.2018 - 01.2019
Sales Executive & Territory Manager
LivaNova
03.2012 - 03.2018
Senior Sales Representative, CRM Medical Devices
Medtronic
01.2011 - 01.2012
Cardiac Rythmn Management Sales Representative
St. Jude Medical
01.2008 - 01.2011
Sales Representative – Pacemakers and Defibrillators
Sorin Group
01.2006 - 01.2008
Sales Executive/Territory Manager
Medtronic
01.2001 - 01.2006
MBA - Marketing
Miami University Farmer School of Business
B.S - Marketing
Florida State University
EXPERTISE
- SaaS
- Physical Security
- Video Management Systems
- Cath Labs
- Surgical Suites
- EP Labs
- Pharmaceuticals
- Implantable Pacemakers & Defibrillators
- Medical Capital Equipment
- Remote Monitoring Software
- Service Contracts
Publications
- Poor referral management adversely impacts health systems and referring providers
- How managing the referral pipeline can impact the value-based model
- Blockchain in Healthcare Administration – An Introduction