Summary
Overview
Work History
Education
Skills
Timeline
Generic

Jason Vassallo

Fairport,NY

Summary

Proven performer with a consistent track record of building relationships, increasing territory revenue, maintaining/negotiating contracts, developing new business, managing accounts and partnering with customers to create strategies that allow them to achieve their goals.

Overview

18
18
years of professional experience

Work History

Vice President of National Accounts

Pandion Optimization Alliance
09.2024 - Current
  • Cultivated strong relationships with key stakeholders, including customers, vendors, regulators, and community leaders to promote collaboration and long-term success.
  • Led cross-functional teams for the successful completion of major projects, resulting in increased efficiency and client satisfaction.
  • Demonstrated proficient leadership skills to motivate employees and build competent teams.
  • Collaborated with senior management to develop strategic initiatives and long term goals.
  • Managed financial planning and budgeting processes, ensuring fiscal responsibility and maximizing return on investments.
  • Developed new revenue streams by identifying growth opportunities and forging strategic partnerships with key industry players.
  • Identified opportunities to improve business process flows and productivity.
  • Leveraged technology to automate workflows and streamline processes, resulting in increased productivity and cost savings across the organization.
  • Enhanced company profitability by implementing strategic business plans and optimizing operational processes.
  • Built high-performance teams through effective recruitment practices focused on competency alignment coupled with ongoing performance management processes.

Strategic/Corporate Account Manager

Henry Schein
06.2022 - 09.2024
  • Currently responsible for developing customer relationships and driving business with Henry Schein Medical's most strategic and high-profile customers
  • This is a visible role with internal and external Executive Team interactions
  • Create and develop strategies, execution, and sales results for the assigned strategic accounts
  • I nurture and sustain positive and productive long-term relationships at the c-suite level to optimize the customer's return on investment in Henry Schein's value proposition and vast portfolio of products and services
  • I assist with creating innovative programs to diversify Henry Schein's market position and strengthen HSI's customer partnership and connectivity
  • Also lead complex contract negotiations and renewals, products/services expansion across Henry Schein's distribution business and the entire Henry Schein portfolio, and overall Customer Experience
  • Partner closely across the Henry Schein team including the customer delivery team, customer care team, merchandise team, operations team, equipment and service teams, field team, and partners at the individual portfolio companies
  • Negotiated and was awarded five year extensions with two of the largest IDN systems that HSI currently supports
  • I helped guide the HSI Team through RFPs, contract design and focused on growth opportunities and profitability performance
  • Work directly with HSI Field Service/Sales Rep, Region and Zone Sales Managers to promote sale goals and initiatives
  • Conduct quarterly business reviews with all customers while providing daily and monthly reporting that includes contract compliance, private label/brand compliance, and sales performance
  • Developed strong partnership with customer executive leadership and with internal executives through Henry Schein’s Executive Sponsor Initiative
  • Strategically manage the coordination of a cross-functional and cross-divisional team of subject matter experts to support assigned strategic accounts
  • Continue to drive customer engagement activities that promote contract compliance
  • Navigate the GPO landscape by partnering with their respective teams to manage these large complex customers
  • Developed and executed on account strategy plans, manage multiple strategic partnerships, and maximize profitability of business opportunities

Territory Account Executive Laboratory Products

Cardinal Health
04.2018 - 06.2022
  • Responsible for managing the Western/Central New York territory with the direct objective to increase account penetration, revenue growth and customer satisfaction within the laboratory business segment
  • Focus areas include driving new business, providing optimal service and targeting private brand growth
  • Partner with other Cardinal Health Representatives to deliver complex broad-based portfolios of solutions that meet customer needs while building and sustaining relationships with key IDNs
  • Conduct monthly and quarterly business reviews with customers and work them on cost saving initiatives
  • Awarded National Rising Star and Presidents Club/Incentive trip in2019 for significant sales growth of both national and Cardinal Branded products and finished top5 in the final2019 sales rankings
  • Awarded Presidents Club/Incentive trip in2020 and finished top3 in the final2020 sales rankings
  • Was able to grow Cardinal Health brand products by over $300,000 at Kaleida Health, Roswell Cancer Center, ECMC, and Catholic Health Systems in Buffalo, NY
  • Partnered with the Kaleida Health, Arnot Ogden Medical Center, CHS, ECMC, and St
  • Joseph’s Hospital to bring in a new Covid testing platform that allowed me to achieve272% to plan for my Covid2021 quota while also increasing patient satisfaction for their facilities
  • Work with my local HSE, CSR and put together a proposal for CHS and were awarded a5 year distribution extension
  • Currently working on an RFP for the University of Rochester Medical Center that will bring in over $4 million in new revenue
  • Manage day to day relationships across IDN
  • Develop tools for IDN Members (QBR Templates)
  • Develop Standardization Programs for IDN
  • Work closely with IDN Contracting Department and GPO consultants
  • Trained entire Laboratory Business Unit and National Accounts on Cardinal Market software platform
  • Was nominated to a be a member for the Laboratory Sales Advisory Committee in2021
  • Completed and graduated from Cardinal Health’s prestigious Sales Leadership Academy in2021

Senior Enterprise GPO Client Manager

Vizient Inc
06.2016 - 04.2018
  • Dedicated service provider and partner on development of member breadth, and depth penetration of contracts while implementing new solutions for IDNs in Western/Central New York
  • My position is responsible for providing sales and revenue growth as defined by Annual Budget/Member goals
  • I act as a Member advocate and coordinate activities of the Member, Vizient and vendor community to ensure responsiveness to Member needs and achievement of goals
  • The Client Manager position is a resource for all components of the Vizient Supply Chain Systems contract portfolio, maintaining the integrity of data in various systems, and providing information related to all Vizient products and services
  • Partnered with Enterprise Client Executive on development of member plan (penetration of contracts) and implementation of new solutions
  • Closed $5 Million sale of Vizient Savings Actualyzer
  • This tool provides access to the industry’s largest repository of market data for health care supplies pricing in real time
  • It includes customized analytics and benchmarking
  • Operationalizes the business strategy by developing actionable plans or programs for assigned member relationships to optimize value
  • Acts as lead when IDN incorporates additional acute care facilities at any level
  • Currently assisting with the implementation of Jones Memorial Hospital, St
  • James and Arnot Ogden over to the University of Rochester IDN
  • Assists with the facilitation and coordination of interface/communications between company and the University of Rochester
  • Coordinates and executes implementation activities for a defined set of solutions, products and services
  • Works with the education team to develop proper on-boarding and continuing education to ensure breadth and depth of knowledge related to Supply Chain Services portfolio
  • Established positive working relationships with all levels of a Member’s organization, from employees of the purchasing department, to Executive level leaders
  • Ensures member is maximizing the use of Vizient analytics tools through education and maximization including Marketplace Procure and Vizient LYNX
  • Responsible for new member registration, LOCs/LOPs, website navigation training and spend management
  • Follows up on identified opportunities and implementation plan including signing of LOPs/LOCs, identification of sign off of savings and documenting in savings plan
  • Keeps abreast of industry trends and regulatory requirements to ensure alignment with customer needs
  • Managed a team of three Contract Managers for the University of Rochester
  • Conducted interviews and hired new employees for the Contract Manager positions
  • Helped new hires with on-boarding and training
  • Finished2017 at112% to plan on admin fee growth

Medical/Distribution ASC Ambulatory Sales Representative

Cardinal Health
11.2011 - 11.2015
  • Responsible for cold calling, prospecting and building relationships that will increase account penetration, revenue growth and customer satisfaction within a specified product line, business segment and/or geography
  • Products include capital equipment, consumables, pharmaceuticals, technology and solutions
  • Focus areas include driving new business as well as increasing penetration in existing accounts
  • Call on the Physician Office, Acute, Post-Acute/Home Health, Hospice, Surgery Center and IDN market of Western New York
  • Was able to build and sustain strong relationships at University of Rochester Medical Center and over220 off-sites owned by URMC
  • Partnered with URMC purchasing, supply chain, physicians and leadership team to open new off-sites that are affiliated/owned by the University
  • Transitioned all Kaleida and CHS owned off-site practices/LTC over to Cardinal Health
  • Estimated sales growth from this transition is over $1 million sales dollars
  • Developed strong GPO and Manufacturer relationships, that led to further customer satisfaction with Cardinal
  • Converted Slocum Dickson Medical Center and became prime vendor by presenting cost savings solutions, as well as standardization of all med surg/laboratory products
  • Was voted by my peers to represent our team on the STARR committee and also selected to be the team Superuser for Salesforce.com
  • Finished2014 year ranked3rd out of185 sales representatives, achieved sales excellence and was awarded the sales incentive trip

Medical Sales Representative

KCI
08.2009 - 11.2011
  • Managed and developed an underperforming territory that covers the Upstate New York area
  • Responsible for selling the full portfolio of woundcare, bariatric and critical care capital equipment that KCI offers
  • Presented the KCI value proposition to customers effectively by developing and managing customer relationships with key decision makers in each facility
  • Achieved sales success by communicating with customer personnel, physicians and other health care professionals
  • Promote the clinical benefits of Kinetic Therapy to Surgeons, Intensivists, Respiratory Therapists, ICU Directors and Nursing Staff
  • Work with WOCNs and other clinicians, to help lower the facilities prevalence and incident rates by utilizing Low Air Loss Therapy in all units of the Hospital
  • Developed, contracts, pricing, RFPs and incentive programs for each individual account
  • Prioritizing account calls and activities to efficiently and effectively drive strategic goals
  • Prepare monthly and annual sales forecasts
  • Participate in product in-services, patient rounding and consultation support whenever required
  • Took an underperforming territory and increased sales revenue by $400,000.00
  • Consistently achieve monthly sales quotas and goals
  • Established successful account relationships with physicians/surgeons, nursing staff, materials management, administrators and purchasing directors by building rapport and maintaining consistent communication
  • Was ranked7th out of121 sales representatives in2010 and was ranked9th for2011
  • Was presented the leadership award and ranked #1 in training class
  • Experience with Salesforce.com was responsible for entering daily calls and appointments

Medical Sales Representative

Healthpoint
01.2007 - 08.2009
  • Develop, and manage a large territory with responsibility for selling and marketing wound care pharmaceuticals, biologics, SIS technology and dressings to the acute and extended care market including physicians and healthcare professionals in the Upstate New York area
  • Maintain an ambitious12+ call per day schedule
  • Present in-service training seminars to nursing professionals and CE/CME accredited education programs on product usage/benefits and treatment of a broad span of needs, to address wounds at virtually any stage
  • Participate in wound care fairs, trade shows and wound care symposiums sponsored by area hospitals, nursing homes and community centers
  • Helped answer questions about reimbursement and educated staff on the proper CPT codes to bill for our products
  • Established successful account relationships with physicians/surgeons, wound care staff, nursing staff, clinical coordinators, purchasing department, program directors, residents, and pharmacists, by building rapport and maintaining consistent communications
  • Consistently exceeding quota in a highly competitive market
  • Was able to add Healthpoint products to formulary and help develop a wound care protocol for five of the largest hospitals in Upstate New York
  • Developed influential physician advocates/champions for Healthpoint product lines
  • Awarded The Peer Leadership award at Healthpoint University training program
  • Was able to turn around an underachieving territory in two years
  • Territory is now a top twenty producer
  • Call points include OR, General Surgery, Plastics, Hyperbaric/Woundcare Centers
  • Was ranked in top ten for sales growth with all three key products out of83 reps nationwide
  • Grew territory by over $300,000.00 in2008 and was awarded a Sales Leadership Conference trip
  • Also finished runner up for Healthpoint’s move your market sales contest
  • AORN certified

Education

BA - Communications/Public Relations

St. John Fisher College
Rochester, NY
05.2000

Skills

  • Highly team-oriented with recognized leadership, initiative and communication strengths
  • Excel in all stages of the sales process from prospecting, rapport building, negotiating and closing
  • Adept in creating unique approaches, work plans and programs that drive business growth and cost savings for the customer
  • Well-developed listening, organizational, analytical, territory and account management skills
  • Proficient in Microsoft office, including excel and power point

Timeline

Vice President of National Accounts

Pandion Optimization Alliance
09.2024 - Current

Strategic/Corporate Account Manager

Henry Schein
06.2022 - 09.2024

Territory Account Executive Laboratory Products

Cardinal Health
04.2018 - 06.2022

Senior Enterprise GPO Client Manager

Vizient Inc
06.2016 - 04.2018

Medical/Distribution ASC Ambulatory Sales Representative

Cardinal Health
11.2011 - 11.2015

Medical Sales Representative

KCI
08.2009 - 11.2011

Medical Sales Representative

Healthpoint
01.2007 - 08.2009

BA - Communications/Public Relations

St. John Fisher College

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Jason Vassallo