Jay McCullough
Birmingham
Summary
Result-oriented professional with high standards for achievement. Strengths include leadership, account management, contract negotiation, customer focus, strategic planning and tactical team selling.
Professional sales professional skilled in driving revenue growth and optimizing sales strategies. Proven track record in team leadership, fostering collaboration, and adapting to evolving market needs. Strong expertise in building client relationships, negotiating deals, and exceeding targets. Reliable and results-focused with ability to inspire and guide teams to achieve success.
Overview
15
15
years of professional experience
Work History
Strategic Sales Leader
Stryker Endoscopy
01.2023 - Current
- Strategically plan, direct and coordinate sales efforts for Stryker Endoscopy
- Lead direct sales efforts for team of 14
- Implement sales process for Southern Area business unit
- Analyze and approve overall expense budget for sales function (including clinical trial inventory)
- Cultivate business and professional development for team and customers
- Member of Sales Excellence Program
- Member of Flex Financial Executive Council
- Nurtured and closed largest Flex Financial sale ($12M+)
- Cultivated and executed entry to UAB sale ($2M+)
Chief Customer Officer
Valify
01.2022 - 01.2023
- Responsible for all top line revenue generated by Valify and VSG Portfolio adoption in the US HealthCare Market
- Lead Sales Function for Valify and VSG
- Collaborate with Valify and HealthTrust leadership to develop growth objectives, go-to-market strategies
- Promote VSG’s business model to senior hospital executives
- Led transition to HubSpot for Pipeline and Forecast Management
- Secured 100% of renewal opportunities since joining Valify
- Created and implemented Sales and Operations Strategy to drive organizational alignment
Vice President of Strategic Accounts
HealthTrust Performance Group
01.2019 - 01.2022
- Responsible for all client-facing dimensions of HealthTrust’s relationship with a set of key members
- Leading and managing a team of Account Directors who are servicing HealthTrust Accounts 7B of Revenue
- Growth of 6.7% (157%) of target
- CEO Award Winner
- QHR Operation Winner
- LCMC Innovation Award Winner
- Led Private Label (Regard) Sales and Marketing Function
- Created lead scoring algorithm for energy program (BPS)
Director of Commercial Operations Endo
Stryker
01.2016 - 01.2019
- Responsible for leading the contracting and pricing strategy for the $1B dollar Endoscopy Division
- Developed and implemented pricing strategies complimentary to the contract positions across the GPO and IDN landscape
- Established commercial contracting/pricing strategy
- Implemented sales rep education on contract utilization
- Developed metrics for product demand planning
- Led pricing council
- Managed RFP process across division
- Created and implemented customer segment sales programs
- Admin fee reduction (.75%) during contract cycle
- Price volume improvement contributing to operating income goals (.96% or $5M)
- Bulk buy program generating transactional dollars to revenue goals ($17M)
- Exceeded pricing integrity goals by 2.55%
Director of National Strategic Contracting
Stryker
01.2013 - 01.2016
- Responsible for leading the Stryker National Contracting Strategy for all MedSurg divisions; including $2.5B of annual revenue
- Developed contract life cycle for the business units of Stryker, including strategy, implementation and evaluation of agreements
- Developed national contract strategies for MedSurg business units
- Chaired pricing council for divisional business units
- Managed Team of National Account Managers responsible for GPOs, IDNs, ASCs and emerging GPOs
- Guided contracting strategy for IDN account management team
- Exceeded GPO and IDN growth targets yearly
- Implemented RFP review process
- Launched Customer Reward Program
National Account Manager/Director
Stryker
01.2010 - 01.2013
- Responsible for managing all Stryker Med Surg contracts for HPG
- Contract portfolio annual volume exceeding four (400) hundred million dollars across multiple disciplines and twenty-seven contracts
- Duties include strategy, negotiation, execution, implementation and maintenance of contracts
- Supported and developed criteria for corporate/national account coverage
- Identified and developed action plan pertaining to regional sales trends
- Designed and implemented metrics and measurement tools to be used for national account analysis
- Designed and implemented compensation plans, development plans, and measurement tools for direct reports
- Negotiated improved contract position in 75% of agreements leading to double digit growth within contract cycle
- Awarded Healthcare System and Finance MVP multiple years
- Recipient of HPG Vendor Excellence Award
- Developed and implemented cross divisional rebate program for HCA
- Recipient of Stryker collaboration award for cross divisional execution
- Created and implemented pricing and contracting council for Stryker MedSurg division
Education
Executive Education Program -
University of Michigan, Ross School of Business
Ann Arbor, MI01.2015
MBA -
Samford University
Birmingham, AL01.2002
BS - Health Management
Southeast Missouri State University
Cape Girardeau, MO01.1996
Skills
- Team management
- Employee motivation
- Sales presentations
- Relationship management
- Business development
- Sales pipeline development
- Data-driven decision making
Timeline
Strategic Sales Leader
Stryker Endoscopy
01.2023 - Current
Chief Customer Officer
Valify
01.2022 - 01.2023
Vice President of Strategic Accounts
HealthTrust Performance Group
01.2019 - 01.2022
Director of Commercial Operations Endo
Stryker
01.2016 - 01.2019
Director of National Strategic Contracting
Stryker
01.2013 - 01.2016
National Account Manager/Director
Stryker
01.2010 - 01.2013
MBA -
Samford University
BS - Health Management
Southeast Missouri State University
Executive Education Program -
University of Michigan, Ross School of Business
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