Heidi Nizolek
Marshfield,Massachusetts
Summary
Accomplished IDN Strategic Account Manager calling on supply chain management and hospital executives throughout the Northeast, building brand recognition, growing market share, and establishing solid relationships. Over 25 years of hospital/IDN sales experience in capital equipment and service sales, promoting complex technologies with a proven track record. Skilled in pioneering new territories, leading sales collaboration across divisions, as well as possess strong conceptual sales skills; highly proficient in executive presentations and documentation.
Overview
31
31
years of professional experience
Work History
IDN STRATEGIC ACCOUNT MANAGER
MINDRAY NORTH AMERICA
09.2017 - 06.2024
- Establishing corporate relationships with executives in large health systems across the Northeast; building brand through solution-based sales with an enterprise approach, complete with executive-level documentation
- Competitive conversions at academic health systems across the northeast from RWJBarnabas Health, Yale-New Haven Health, Hackensack-Meridian Health, to Beth Israel Lahey Health
- Awarded Top Performing IDN Manager 158% to plan in 2020 with multiple competitive sales wins at UMASS and Hackensack-Meridian Health representing all new business for Mindray; performed at 107% in 2018 & 114% in 2019
- Experienced in IDN conversions through cultivating new business opportunities at the higher levels of health systems, networking using LinkedIn Sales Navigator and Definitive Healthcare, setting strategy across 4 modalities, utilizing 3rd party vendors familiar with network, and negotiating exclusive standardization agreements to ensure revenue growth
- Managed key accounts, understood customer goals, reinforced a strong corporate relationship, client satisfaction, and retention
- Strengths include presenting executive presentations, life cycle planning, and business reviews
- Promoting collaborative sales approach with enterprise sales teams, demonstrating strong business acumen, building credibility for Mindray, and driving strategy to advance opportunities, focusing on initiatives of health systems.
DIRECTOR OF HOSPITAL ALLIANCE
FRESENIUS MEDICAL CARE, NA
03.2016 - 09.2017
- Managed C-suite sales and relationships by negotiating partnerships between hospitals and Fresenius; focused on building new revenue through growing lab outreach and reducing operational costs by sharing resources between organizations
- Working closely with IDNs and healthcare organizations like Ascension and Yale-New Haven Health
- Implemented first two hospital systems with revenue projected at $4.7M within the first year
- Experienced in matrix management as well as navigating complex sales processes with multiple call points
- Versed in strategy development properly aligning hospital goals with solution-based agreements
- Responsible for negotiating all partnership contracts, as well as presenting P&Ls to internal stakeholders.
HEALTH SYSTEMS ACCOUNT MANAGER
SYSMEX AMERICA, INC.
06.2010 - 03.2016
- Awarded 3+ Signature Club placements in 5 years, 206%, 144%, & 201% to plan respectively
- Focused on competitive conversions, all business closed in FY2011 and FY2015 were competitive sockets
- Top IDNs that standardized with Sysmex for New England included Yale-New Haven Health, Prospect Medical Holdings, Hartford Healthcare, Steward Healthcare, and Baystate Health
- Mastered highly effective communications with technical presentations, setting customer expectations properly, and bridging internal divisions to regain customer trust and close additional sales opportunities
- Recognized as regional expert for the Northeast sales team on industry trends, mentoring new hires, and strategy.
ACCOUNT MANAGER
MASIMO CORPORATION
10.2009 - 06.2010
- Trained in pulse oximetry and monitoring industry selling to hospital systems across New England.
INTERVENTIONAL RADIOLOGY SPECIALIST
GE HEALTHCARE, INC.
09.2006 - 10.2009
- Generated $10.5M in new business over two years in a startup territory, 127% to plan in 2008
- Specialized in matrix management, collaborating well across various sales teams to achieve common goals.
CAPITAL EQUIPMENT CONSULTANT HEMATOLOGY
BECKMAN COULTER, INC.
10.2001 - 06.2006
- Awarded President's Club in 2003, consistently top third sales performer over 5 years in a territory dominated by one competitor for 15 years
- Converted Competitive Accounts and built product standardization with Lifespan, Care New England, VA Hospitals, and UMASS.
ACCOUNT REPRESENTATIVE
CLINICAL DIAGNOSTIC SERVICES, INC.
03.1995 - 10.2001
- Recognized as top NYC salesperson in 1998, most new business grossed in one year in a new territory.
ACCOUNT REPRESENTATIVE
DIANON SYSTEMS, INC.
10.1993 - 03.1995
- Trained on advanced oncology, pathology, & epidemiology to assist selling in New Jersey to Hematology-Oncologists in non-acute environment.
Education
B.S. Biology -
St. Lawrence University
Skills
- Strategic Planning
- Verbal and Written Communication
- Executive Documentation & Presentations
- Enterprise Sales
- Building Brand
- Strategic Partnerships
- Solution-Based Sales Approach
- Operations Management
Phone
781-804-9514
Hobbies and Interests
- Elected Manager, Rum Island Trust November 2023
- Staying fit
- Skiing
- Boating
- Community involvement
STATS
Mindray North America 2020: 158% to plan; President's Club
Mindray North America 2019: 114% to plan
Mindray North America 2018: 107% to plan
Fresenius Medical Care 2017: $4.7M new revenue generated in first year of program
Sysmex America 2011: $206% to plan; President's Club
Sysmex America 2014: 144% to plan
Sysmex America 2015: 201% to plan; President's Club
GE Healthcare 2008: 127% to plan
Beckman Coulter 2003: 136%; President's Club
Timeline
IDN STRATEGIC ACCOUNT MANAGER
MINDRAY NORTH AMERICA
09.2017 - 06.2024
DIRECTOR OF HOSPITAL ALLIANCE
FRESENIUS MEDICAL CARE, NA
03.2016 - 09.2017
HEALTH SYSTEMS ACCOUNT MANAGER
SYSMEX AMERICA, INC.
06.2010 - 03.2016
ACCOUNT MANAGER
MASIMO CORPORATION
10.2009 - 06.2010
INTERVENTIONAL RADIOLOGY SPECIALIST
GE HEALTHCARE, INC.
09.2006 - 10.2009
CAPITAL EQUIPMENT CONSULTANT HEMATOLOGY
BECKMAN COULTER, INC.
10.2001 - 06.2006
ACCOUNT REPRESENTATIVE
CLINICAL DIAGNOSTIC SERVICES, INC.
03.1995 - 10.2001
ACCOUNT REPRESENTATIVE
DIANON SYSTEMS, INC.
10.1993 - 03.1995
B.S. Biology -
St. Lawrence University
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