James Irwin
Alpharetta,GA
Summary
Accomplished business development, client experience and marketing champion with an exceptional 20-year history of sales leadership, client success innovation, team building, national account management, and B2B-B2G business development success in both commercial managed care services and government health delivery systems.
A natural collaborator and communicator, highly skilled in client retention, team dynamics and executive leadership. Highly skilled procurement and contract specialist in both public and private sector disability claims sales channels, a marketing and branding expert, complimented by more than 15 years of direct sales team management expertise both regionally and nationally.
Overview
21
21
years of professional experience
Work History
Head of Sales & Client Success
PeerLink Medical, LLC
12.2024 - Current
- Executive innovator behind PeerLink Medical’s successful 2025 rebranding initiative and inaugural sales structure implementation project. As Head of Sales, I am the first executive level leader hired in the company’s 12-year history, tasked with creating an entire sales and marketing system for the company.
- Reporting directly to the CEO and CFO, my role is multifaced, requiring project management, executive team building, discipline, budgetary accountability and segmented planning to align new sales infrastructure implementation, marketing efforts, CRM adaptation and sales goals.
- Successfully completed the company’s rebranding initiative including detailed internal analyses of all departments, SWOT analyses, services and targets, sales goals & sales plan development, carefully crafted a comprehensive repositioning brand book draft with communication pillars, buyer persona narratives and expanded services based on operational capabilities and revenue goals.
- Managed 90-day RFP and vetting process with ten marketing agency companies bidding for the contract
- Consulted with multiple CRM vendors to determine optimal system for PeerLink to scale for future growth.
- Designed a complete marketing strategy and sales plan to support full relaunch of the company.
National Account Executive
MES Solutions (an ExamWorks company)
08.2021 - 11.2024
- As a National Account Executive, I commanded contractual oversight, compliance, retention, and growth responsibilities for several large national IME and Peer Review programs, involving disability, workers compensation and liability customers.
- Skilled procurement and contract specialist in the county, state, and federal government pension disability space, fluent in all phases of the RFP process from proposal through contract development phases, negotiation, and closure.
- Agile and always purposeful, I’m committed to synchronizing company value propositions by collaborating with clinical, legal, and operational stakeholders simultaneously to deliver outstanding solutions for my clients, while demonstrating value to new customers.
- Acutely focused on always developing tailored solutions to address client needs, driving satisfaction and retention rates.
Vice President of Field Sales
ExamWorks Compliance Solutions
05.2017 - 08.2021
- Architect of current sales culture, which required integration and consolidation of two unique sales teams into one, fostering accountability, structure, brand identity and performance goals for the sales team following the acquisition of two national Medicare compliance companies by ExamWorks.
- Identified and developed ways to improve the sales CRM platform by partnering with the technology team to develop and improve production analytics, improve client facing reporting data and internal visibility into account referral production and revenue drivers. Effectively supported 100% account retention from 2018-2021.
- Creatively found ways to inspire, motivate and challenge sales to exceed monthly and quarterly goals, while meeting annual budget for marketing, travel, and entertainment. Hired new sales personnel, managed goal setting, sales product training, and sales meetings.
- Launched cross selling initiatives within the broader organization and built a comprehensive Continuing Education program designed to drive client engagement, brand awareness and drive sales through educational stewardship.
- As a member of the executive team, took part in the completion and delivery of RFPs, new contract negotiation, client stewardship meetings and QBR meetings with senior executive leadership.
Regional Director of Sales & Service
MES Solutions (an ExamWorks company)
07.2014 - 05.2017
- Developed robust IME and Peer Review sales opportunity pipelines for eight Regional Account Executives across the Southeast and Southwest, routinely performed field rides, mentorship and training sessions, and orchestrated local client meetings and events with the Account Executives. Responsible for annual marketing, conference, and travel budgets for sales.
Regional Account Executive
MES Solutions
11.2004 - 07.2014
- Fostered new regional IME and Peer review relationships while also managing several national program clients at the regional and local level. Consistently exceeded goal by 100% in multiple years as an Account Executive.
- Called upon TPAs, carriers, attorneys & doctors to increase referrals and improve the MES network.
- Attended trade shows, conferences, and client stewardship meetings with management and national sales managers.
Education
BA - Economics
Virginia Tech
Blacksburg, VA05.1994
Skills
- Strategic leadership
- National Accounts Management
- Effective negotiator
- Branding specialist
- Customer advocate
- Key account growth
- Sales operations
- CRM proficiency
- Skilled in Microsoft Office applications
- Negotiation expertise
- Engaging sales presentations
- Pipeline process oversight
- Solution selling
- Building professional connections
- Sales revenue forecasting
- Analytical problem solver
- Contract analysis
- Territory sales management
- Social media savvy
- Sales coaching
Websites
Timeline
Head of Sales & Client Success
PeerLink Medical, LLC
12.2024 - Current
National Account Executive
MES Solutions (an ExamWorks company)
08.2021 - 11.2024
Vice President of Field Sales
ExamWorks Compliance Solutions
05.2017 - 08.2021
Regional Director of Sales & Service
MES Solutions (an ExamWorks company)
07.2014 - 05.2017
Regional Account Executive
MES Solutions
11.2004 - 07.2014
BA - Economics
Virginia Tech
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