Douglas Stone
Springfield,MO
Summary
Experienced Sales Director with a strong track record in hunting new logos within the hospital and health system field. Proven success in early-stage healthcare SaaS startups, working independently, and presenting to and closing C-Suite executives. A strategic thinker and results-oriented professional, adept at driving revenue growth and building strong client relationships. Proficient in developing and executing sales strategies, leading high-performing teams, and exceeding targets. Skilled in market analysis, business development, and providing innovative solutions to drive business success.
Overview
11
11
years of professional experience
Work History
Senior Automation Specialist
Masimo
06.2021 - Current
- Successfully acquired new customers within the medical industry, focusing on acute care hospitals ranging from 25 to 500 beds, resulting in revenue growth and expanded market presence.
- Conducted impactful sales presentations, solution design, and solution demonstrations, effectively showcasing the benefits and value of our medical software systems to key stakeholders.
- Specialized in connecting and aggregating data from over 500 devices commonly used in hospital settings, including heart monitors, ventilators, anesthesia machines, and vitals monitoring systems, ensuring seamless integration with electronic medical records and improved operational efficiency.
- Developed and nurtured strong relationships with key stakeholders, including C-suite executives, respiratory therapy departments, operating rooms, and intensive care units, fostering trust and loyalty while driving sales success.
- Achieved outstanding sales performance, consistently meeting or exceeding quotas:
- Achieved 100% overall sales to quota.
- Attained 100% uplift sales to quota.
- Exceeded expectations with 144% service revenue sales to quota.
- Demonstrated exceptional performance with 170% individual product sales to quota.
Sales Director
Verity Solutions
07.2017 - 06.2021
- Sold a cloud-based SaaS platform specifically designed for hospitals and federally qualified health centers eligible for the federal 340B program.
- Spearheaded prospecting efforts, conducted software demonstrations, and successfully negotiated contracts, resulting in revenue growth and increased market share.
- Successfully qualified for the President's Club based on outstanding sales achievements, recognizing excellence in performance and contributions to the organization.
- Actively participated in industry conferences and meetings, such as the 340B Coalition Conference, National Rural Health Association Meetings, and National Association of Community Health Meetings, to expand professional network and stay updated on industry trends.
Long Term Care Business Consultant
Smith Drug
08.2016 - 07.2017
- Provided specialized supply chain platform technology to long-term care pharmacies, offering innovative solutions that streamlined operations, improved efficiency, and optimized medication delivery processes.
- Leveraged industry knowledge and experience to offer expert guidance and insights to new and developing customers, assisting them in making informed decisions and implementing best practices for automation and software implementation in their long-term care pharmacies.
- Conducted technology training sessions for new customers, ensuring a smooth onboarding process and facilitating their adoption of the software solutions, leading to increased customer satisfaction and successful utilization of the technology.
Business Development Manager
AmerisourceBergen
01.2015 - 08.2016
- Specialized in both server-based and cloud-based ordering platforms for long-term care pharmacies, leveraging in-depth industry knowledge and expertise to effectively position and sell software solutions to meet client needs.
- Developed and implemented strategic marketing plans to increase market share and build a strong customer base, resulting in significant revenue growth and heightened brand recognition in the industry.
- Demonstrated expertise in sales presentations, proposals, and RFPs, effectively showcasing the value and capabilities of software solutions, leading to a high closure rate of 66% on new RFPs and consistently exceeding sales quotas.
Strategic Solutions Director
Tempest Med
03.2012 - 11.2015
- Led the development and training of the US Sales team as the National Director, contributing to the success and growth of the startup venture.
- Achieved exceptional market growth of 300% within the first 18 months, positioning the startup venture as a prominent player in the industry.
- Actively engaged with key stakeholders, including healthcare providers, C-Suite executives, and IT departments, to understand their unique needs and align the software solutions accordingly.
Education
Bachelor of Science - Communications And Marketing
Missouri State University
Springfield, MO05.1990
Skills
- Sales Leadership
- Strategic Sales Planning
- Business Development
- Solution Selling
- Relationship Management:
- Market Analysis and Trend Monitoring
- New Company Start-up Expertise
- Team Development and Mentoring
- Results-Oriented
Timeline
Senior Automation Specialist
Masimo
06.2021 - Current
Sales Director
Verity Solutions
07.2017 - 06.2021
Long Term Care Business Consultant
Smith Drug
08.2016 - 07.2017
Business Development Manager
AmerisourceBergen
01.2015 - 08.2016
Strategic Solutions Director
Tempest Med
03.2012 - 11.2015
Bachelor of Science - Communications And Marketing
Missouri State University
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