David Karn
Charlotte,NC
Summary
Medical and software executive with management experience. Experience managing and navigating a complex sales process. Focus on Strategic Corporate Accounts, IDN’s and health systems driving new and recurring business establishing strategic partnerships and contracts. Prowess in developing relationships with high level C-Suite decision makers, establishing large volume accounts that convert to recurring revenues. Consistent and accountable leader with the ability to motivate both direct and indirect reports to overcome operational and commercial challenges to achieve record results. Business-driven Relationship Manager always finding successful ways to acquire new clients and foster lucrative relationships. A determined leader with over 20+ years of success.
Overview
25
25
years of professional experience
Work History
IDN / Collaborative Relationship Manager
MINDRAY North America
07.2023 - Current
- Responsible for management of $14 Million quota for all Mindray modalities. (Patient Monitoring, Ultrasound, Anesthesia)
- Direct calling on C-suite and major decision makers within health system to gain access and interest resulting in at least one new conversion per year.
- Work closely overseeing and managing sales representatives navigating sales and hospital decision making process to build funnel to 7X quota.
- Lead sales team to navigate sales process from introductions, RFP, demonstrations, executive summary, proposal, contract execution, implementation, go live.
- 30% growth year over year
- 2023: 108% of Plan
- Consistently exceeded quarterly sales goals by cultivating a strong network of professional contacts and referrals.
REGIONAL SALES MANGER
MINDRAY North America
08.2021 - 07.2023
- Responsible for management of $15.5M capital portfolio as well as development of team of (6) Sales Executives
- Hire, train, promote and fire
- Key wins: MUSC, Wake Med, Spartanburg, Johns Hopkins
- 2021: 103% with 20% growth
- 2022: 95% of plan with 25% growth (target was 30%)
- Enhanced executive's productivity by managing schedules, organizing meetings, and overseeing correspondence.
- Tracked activity and quoting volume which increased quoting dollars by 55% resulting in more opportunities and sales volume of 20%.
IDN Manager
Spacelabs Healthcare
07.2017 - 08.2021
- Consistent Year over year above plan performance
- Ranging from 101% of Plan to 235% of Plan, Presidents Club Award
- Converted Multiple IDN’s to standardize Spacelabs Patient Monitoring throughout system
- Worked closely with (7) Account Executives to strategize, plan, target and execute IDN’s in their respective territories
- Critical in driving Region and Individuals to making and exceeding plan: (2) of them achieved Presidents Circle Award.
- Managed and motivated employees to be productive and engaged in work.
SALES REPRESENTATIVE
Spacelabs Healthcare
02.2008 - 07.2017
- Direct sales responsibility to target hospitals and IDN’s to convert and grow business
- Multiyear Recipient Presidents Club Award
- Retained Clients and converted new hospitals or IDN’s yearly
- Selected for Leadership committee for future leaders.
- Grew territory +15% year over year
- Enhanced client satisfaction by addressing concerns promptly and providing exceptional service.
- Generated additional sales opportunities with upselling and cross-selling techniques.
Account Executive - Major and National Accounts
Automatic Data Processing
02.1999 - 02.2008
- Marketed to organizations with 100 – 1,000+ employees. providing SaaS solutions for Time and Attendance, Payroll, Human Resources, Taxes, Recruiting and Expense applications and services
- Regional Manager from 2001-2003
- Managed multiple accounts simultaneously while maintaining organization and prioritizing tasks efficiently.
- Technical IT, software, disaster recovery, Enterprise Resource Management (ERP) sales experience
- Worked through lengthy and complex sales cycle navigating decision-making process.
- Direct selling with high activity and cold calling to gain interest and visibility to our product portfolio and solutions
- Managed team of (7) Sales Representative to over plan years
- Many awards and accomplishments: Multiple Manager of the month, Highest Honor of Falcon Award, national award for highest achievement. Presidents Circle Award
- Generated additional sales opportunities with upselling and cross-selling techniques.
Education
BACHELOR’S DEGREE - Bachelor of Science, Business Administration
Clarion University
Pennsylvania06.1992
Skills
- Client Relationships
- Solution Selling
- Account Management
- Prioritizing and Planning
- Contract Negotiations
- Strategic Planning
- Public Speaking and Presentation
- Team Building Leadership
- Objection Handling
- Complaint Handling
Accomplishments
- President's Circle FY 2020
- President’s Circle FY 2017
- President's Circle FY 2013
- President's Circle FY 2010
- Presidents Circle FY 2009
- President's Circle FY 2005
- President’s Circle FY 1998
- Rookie of the Year FY2009
- Rookie of the Year FY1998
Training
- Miller-Heimann Strategic Selling
- Sandler Sales
- Blue Ocean Strategy
- Mindray Manager and Leadership Summit
- Dale Carnegie
- SPIN Selling
- Spacelabs Space Camp Leadership Committee
Timeline
IDN / Collaborative Relationship Manager
MINDRAY North America
07.2023 - Current
REGIONAL SALES MANGER
MINDRAY North America
08.2021 - 07.2023
IDN Manager
Spacelabs Healthcare
07.2017 - 08.2021
SALES REPRESENTATIVE
Spacelabs Healthcare
02.2008 - 07.2017
Account Executive - Major and National Accounts
Automatic Data Processing
02.1999 - 02.2008
BACHELOR’S DEGREE - Bachelor of Science, Business Administration
Clarion University
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