COURTNEY SANTONASTASO
Suffolk,VA
Summary
Dynamic and results-driven Sales Leader with a proven track record of leveraging market insights and industry trends to drive enterprise solutions and maximize customer engagement. Expertise in cultivating strong relationships, optimizing sales processes, and delivering compelling presentations that resonate with decision makers. A persuasive negotiator committed to achieving exceptional results through innovative strategies and a performance-oriented approach. Recognized for consistently exceeding sales targets while fostering a collaborative team environment.
Overview
23
23
years of professional experience
Work History
Sales Executive, Fractional
OtisHealth
08.2025 - Current
- Remote Patient Monitoring Enterprise Solution, Healthcare Industry, Direct report to Founder
- Developing solid pipeline; 600 weekly
- Crafting pertinent messaging, leveraging omni channel approach
- Analyzed market trends to identify new business opportunities and enhance competitive positioning.
- Implemented CRM systems to streamline processes and enhance customer data management.
- Researched sales opportunities and possible leads to exceed sales goals and increase profits.
- Optimized sales funnel management, enhancing lead generation and conversion rates.
- Developed and executed strategic sales plans to drive revenue growth.
Head of Sales, Fractional
Spect
05.2022 - 08.2025
- Start-up. SaaS Model. Diabetic Retinopathy Enterprise Solution, Healthcare Industry
- Developed and executed comprehensive sales strategies to drive revenue growth and market expansion
- 400% increase in customer base
- Analyzed market trends and competitive landscape to inform strategic decision-making and positioning
- Developed and implemented incentive programs to increase sales and customer loyalty
- Developed sales infrastructure and processes
- Created proposal methodology
- Strategic guidance on market position and go to market strategy
- Established key performance indicators to monitor sales performance and drive results-oriented behaviors
- Increased sales revenue by implementing innovative marketing strategies and optimizing team performance
- Negotiated contracts with major clients, securing long-term partnerships that generated significant revenue streams
- Established a robust pipeline of prospects through diligent prospecting efforts, leading to consistent increases in new business opportunities
- Optimized pricing strategies by monitoring competitor activities, analyzing market trends, and considering internal cost structures for profitability maximization
Sales Executive, Fractional
SafeTherapeutics
07.2024 - 07.2025
- Start-up, RX Platform, Healthcare Industry, Worked alongside MD Founder
- GTM Positioning and Strategy
- Conducted comprehensive product presentations, educating clients on features and benefits
- Development of pipeline and Sales qualified opportunities
- Expanded market share with strategic territory planning and targeted prospecting
- Developed key partnerships, resulting in increased lead generation and cross-selling opportunities
Sales Executive, Fractional
Martal Group
10.2021 - 10.2024
- Spearheaded lead generation initiatives, enhancing qualified prospect pipeline through targeted outreach strategies
- Streamlined sales processes using CRM tools, optimizing workflow efficiency and data accuracy across teams
- Aligned sales strategies with company objectives to drive overall business growth
- Developed comprehensive reports on sales activities, contributing to overall business strategy discussions
- Crafted persuasive sales pitches to communicate value of company products and services
- Increased sales leads by implementing targeted outreach strategies and personalized followups
- Optimized email campaigns using A/B testing techniques to improve open rates, click-through rates, and lead conversions
- Optimized sales pitch by integrating storytelling, making value proposition more relatable to prospective clients
Sales Executive, Fractional
Vendux, LLC
09.2021 - 09.2022
- Start-up, Fractional Sales Solution worked alongside Founder
- Utilized CRM systems to track leads, manage interactions, and optimize follow-ups
- Analyzed lead data to refine targeting strategies and improve conversion rates
- Implemented process improvements that enhanced lead qualification efficiency and accuracy
- Maintained a deep understanding of industry trends and competitors'' offerings, enabling more effective positioning in client conversations
- Boosted sales leads by implementing effective prospecting and cold calling strategies
- Maintained current knowledge of evolving changes in marketplace
- Generated qualified leads through targeted outreach and effective communication strategies
Sales Executive, Fractional
VO Sales Group
01.2019 - 06.2021
- Enterprise Sales Prospecting Solutions, Healthcare, Robotics & SaaS
- Collaborated with cross-functional teams to align product offerings with client needs
- Delivered compelling presentations and product demonstrations to C-level executives and decision-makers
- Negotiated contracts with clients, ensuring mutually beneficial terms and conditions for both parties
- Executed systematic prospecting, lead generation and sales growth development strategy
- Generated revenue for sale of enterprise sales prospecting solutions
- Gathered competitive intel on products and services to communicate with product development, marketing, customer service and executive teams
- Developed and executed strategic sales plans targeting key industry sectors
House Renovations
Self Employed
03.2015 - 05.2019
- House renovations.
- Bought & sold houses
- Revitalized interior
- House Flipper!
- Worked closely with team members to deliver project requirements, develop solutions, and meet deadline
- Juggled multiple projects and tasks to ensure high quality and timely delivery
- Specified appropriate products and materials to meet project objectives and design scheme
- Developed space planning concepts, color palette selections, and textile presentations
- Coordinated installations of fixtures, furniture, artwork ensuring proper placement alignment within each space according plan specifications
- Transformed outdated living spaces into modern environments that reflected current trends
- Hosted successful open houses by preparing properties for viewing and effectively showcasing features to potential buyers
VP of Sales & Business Development
Cognisight
02.2015 - 02.2016
- Risk Adjustment Solution, Healthcare, Ave Sale 100K, Direct report to CEO/CFO, Healthcare Industry
- Developed and executed strategic sales plans to drive revenue growth and market penetration
- Significant involvement with cross functional teams; technology & analytics, medical coders in particular Led marketing team & efforts
- Responsible for achieving revenue targets, new business initiatives exceeded $1 million new business growth
- Built sales forecasts and schedules to reflect desired productivity targets
- Spearheaded internal sales meetings with staff, president, CEO & CFO demonstrating sales results and best practices for process improvements
- Implemented CRM systems to track sales activities and optimize lead management processes
- Expanded customer base through targeted business development initiatives and strategic partnerships
- Streamlined sales processes for increased efficiency, reducing costs, and improving productivity among team members
- Implemented sales forecasting methodologies, providing accurate revenue projections for informed decision-making by upper management
- Led cross-functional collaboration between departments to ensure alignment of goals and seamless execution of projects
Senior Wellness Consultant
Integrated Wellness Solutions
10.2012 - 09.2013
- Start-up, NYS expansion, Healthcare Industry, Direct report to CFO
- Responsible for developing, leading, and implementing growth strategies to enable the company to grow, thrive and maintain a healthy financial position
- Provided clients with educational information, including materials on preventative care, nutrition, body mechanics, fitness, stress management and ergonomics
- Coordinated wellness implementation rollouts to commercial clients
- Provided strategic direction and financial savings relative to wellness commercial offering
- Coordinated health screenings & assessments
- Managed special initiatives to promote healthy improvements such as losing weight and ceasing tobacco usage
- Attended health events by setting up educational displays and materials as well as interacting with participants
- Conducted comprehensive assessments to identify client needs and wellness goals
- Facilitated workshops on nutrition, stress management, and holistic health practices
- Facilitated group sessions for weight management, smoking cessation, and stress reduction resulting in improved overall well-being for participants
- Tailored wellness plans to clients unique needs by diligently researching and continuously expanding knowledge of alternative therapies and practices
Senior Benefits Consultant
Manning & Napier Benefits
01.2008 - 04.2012
- Senior Employee Benefits Advisor; Insured & Self funded, Start-up
- Leveraged network to obtain first 10 clients
- Analyzed complex benefits structures, providing strategic recommendations to optimize cost efficiency and effectiveness
- Collaborated with cross-functional teams to implement innovative solutions that improved overall benefits administration processes
- Facilitated client meetings, articulating complex benefit concepts clearly to enhance stakeholder decision-making processes
- Managed vendor relationships effectively, ensuring timely resolution of any issues or discrepancies related to benefits administration
- Led comprehensive benefits strategy development for diverse client portfolios, enhancing employee engagement and satisfaction
- Collaborated with HR teams to develop strategic benefits plans that aligned with organizational goals and objectives, resulting in improved employee retention rates
- Reduced benefits costs for the company by negotiating with insurance providers and optimizing plan offerings
- Implemented wellness initiatives that promoted a healthy work environment while reducing healthcare costs for the organization
Senior Benefits Consultant
Excellus Blue Cross Blue Shield
01.2003 - 01.2008
- Senior Employee Benefits Consultant, 500-20,000 employees
- Key stakeholders' monthly meetings
- Educated employees and retirees about benefit plans and provided clear and efficient assistance
- Conducted annual audits of benefit plans and SLAs to identify areas in need of improvement & cost reduction strategies
- Offered subject matter expertise on employment regulations, compensation policies and personnel management procedures to optimize internal structures
- Prioritized and organized tasks to efficiently accomplish service goals
- Cross functional teams and extensive collaboration with finance, legal & marketing
- 100% customer retention
- Facilitated open enrollment meetings, educating employees on available options
- Guided clients through compliance regulations, ensuring adherence to legal standards
- Led strategic planning sessions to align benefit programs with organizational goals
- Presented talks to human resources professionals and C-level executives about available services and benefits of different plans
- Developed and managed personal book of business
- Educated employees about their benefits options through presentations and workshops, fostering a better understanding of available resources
- Managed complex cases for clients, resolving issues related to insurance claims and reimbursements in a timely manner
- Provided expert advice on benefit plan designs tailored to specific company cultures and demographics, ensuring optimal fit for each organization''s unique workforce needs
Education
Bachelor of Arts - Biological Sciences
Elmira College
Elmira, NY01.1996
Skills
- Proactive leadership with a moral compass
- Profit and revenue-generating strategies
- Client engagement strategies
- Sales strategy development
- Expertise in negotiation strategies
- Sales forecasting expertise
- Revenue projection
- Sales process
- Strategic planning
- Rapport and relationship building
- Consultative sales
Quote
"You don't have to pull strings to get what you want. All you need do is walk in the consciousness of already having it."
Abraham Hicks
Timeline
Sales Executive, Fractional
OtisHealth
08.2025 - Current
Sales Executive, Fractional
SafeTherapeutics
07.2024 - 07.2025
Head of Sales, Fractional
Spect
05.2022 - 08.2025
Sales Executive, Fractional
Martal Group
10.2021 - 10.2024
Sales Executive, Fractional
Vendux, LLC
09.2021 - 09.2022
Sales Executive, Fractional
VO Sales Group
01.2019 - 06.2021
House Renovations
Self Employed
03.2015 - 05.2019
VP of Sales & Business Development
Cognisight
02.2015 - 02.2016
Senior Wellness Consultant
Integrated Wellness Solutions
10.2012 - 09.2013
Senior Benefits Consultant
Manning & Napier Benefits
01.2008 - 04.2012
Senior Benefits Consultant
Excellus Blue Cross Blue Shield
01.2003 - 01.2008
Bachelor of Arts - Biological Sciences
Elmira College
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