Heather Barber

Key Projects / Initiatives -

• Frequent collaboration with Pro Intelligence and Pro CRM to help launch new selling interface in OSS CRM system
• Frequent collaboration across the Pro organization to understand and promote engagement of key capabilities aligning to overall Pro Strategy
• Developed and tested new marketing strategies to optimize engagement of capabilities with highest ROI
• Developed and tested marketing pilots for newest capabilities prioritized by customer need (i.e. Boom & Scatter pilot, etc.)
• Developed long-term partnership with Pro Intelligence to conceptualize and socialize the idea of their data being a centralized engine for capability recommendations, which will help automate prioritization of marketing content through our channels
• Developed Outside Sales training content and coordinated with cross-functional partners to organize training agendas
• Stood up the Pro Capabilities Engagement (PCE) team, building out what our team's focus would be on, what we'd prioritize first, how we'd partner cross-functionally, how we'd GTM, etc.
• Piloted Pricing and Insights Manager (PIM) role, prior to PCE, involving frequent collaboration with sales leadership, exposure to OSR ways of working, customer interviews, and how sales leadership evaluates success of OSRs
• Piloted Pro Pricing Guidance Tool when working as a PIM - understood and developed tool based on OSS and customer's needs

Key Projects / Initiatives -

• Developed Pricing training content to support new sales reps in PAR organization, that was recorded and implemented into standard training package for all new PAR associates
• Partnership with multiple RPSM and Divisional leaders to identify top sales opportunities within their regions to drive additional sales - Identified $25.8 mil opportunities to date
• Conduct regular analyses and provided insights on behalf of Sales leaders to assess customer pricing health to optimize sales growth and ensure profitability
• Created and deployed new roles and responsibilities to help stand up a new organization which will support Sales organization full time
• Created and conducted numerous presentations to Sales and SSC leadership in order to communicate progression of key initiatives / pilots, updates to business processes, etc.
• Provide frequent general Pricing support to Sales organization to ensure SSC to field connectivity, drive sales growth and maintain customer satisfaction

• Built partnerships with diverse internal teams and sales, finance and operations departments to streamline processes.
• Examined reports, accounts and evidence to determine integrity and accuracy of information.
• Developed weekly summaries to assess each client's progression level and determine targets for follow-up plans.
• Worked productively in fast-moving work environment to process large volumes of claims.
• Developed and cultivated lucrative relationships with both new and existing clients through effective communication and exemplary interpersonal skills.
• Checked level and type of coverage and evaluated contracts.
• Managed revenue analysis, process flows, operations support and customer engagement strategies.
• Reviewed outstanding requests and redirected workloads to complete projects on time.
• Processed and recorded new policy and claim details.
• Prepared insurance claim forms or related documents and reviewed for completeness.
• Posted payments to accounts and maintained records.
• Made contact with insurance carriers to discuss individual client policies and varying aspects of claims in order to facilitate settlement growth
• Checked documentation for accuracy and validity on updated systems.
• Generated, posted and attached information to claim files.
• Proposed solutions for uncomplicated issues to resolve claims.
• Transcended requirements on consistent basis to satisfy customers.

• Addressed problems with accounting, billing and service delivery to maintain and enhance client satisfaction.
• Analyzed account details such as specimen volume and data trends while facilitating ongoing client communication to enhance the understanding of MDL's laboratory testing and product usage
• Managed 80+ accounts by reviewing and mitigating discrepancies and collaborating with account holders.
• Recommended brand products to customers, highlighted benefits and redirected objections to secure sales.
• Built and strengthened long-lasting client relationships based on accurate price quotes and customer-centric terms.
• Oversaw new business development and customer servicing, including cold calling, networking, marketing, lead generation and account servicing.
• Boosted sales numbers with proactive account servicing and diligent relationship-building.
• Liaison between account holders and various departments, communicating effectively to maintain customer satisfaction and uphold company protocols.
• Educated clients on new testing and updated account information to maintain high standards of client service.
• Capitalized on emerging trends in customer preferences and competing laboratory marketplaces when developing and implementing targeted solutions.