Summary
Experienced sales executive and people leader with 15 years of proven success in driving revenue growth and expanding margins. Demonstrated sound judgement, strong planning abilities, and exceptional interpersonal skills. Thrives in high-stress environments, consistently delivering on multiple projects with precision and adaptability. Meticulous and strategic planner with a comprehensive managerial skill set. Provides vision and motivational leadership to achieve organizational goals.
Overview
27
27
years of professional experience
1
1
Certification
Work History
General Manager, Service Sales
Heartland & Rocky Mountain Markets
09.2021 - Current
- Manage 8 service sales account managers through sales strategy, positioning, cultivating contract and non-contract growth, positioning, and executing on equipment upgrades
- Forecast, manage, and execute on $270M orders plan, and $496M revenue plan; achieving organic growth in price and install base capture
- Developed and deployed a market level daily management system driving hygiene, visibility and forecast accuracy
- Drive integration with service delivery teams to provide coordinated efforts, alignment, and accountability with effective communication and stakeholder engagement, ensuring alignment with business objectives
- Annually, build personalized learning programs for each account manager to help them grow and expand their skill sets
- Integrate with key customer leaders in the market to accelerate partnership and overall GEHC footprint
Development Leader
Healthcare Technology Management
11.2018 - 09.2021
- Managed 21 top strategic accounts across the North Central US
- Forecast, manage, and execute on $125M operating plan
- Create unique service solutions to solve for market challenges and growth plans including digital solutions, parts procurement & consumption, labor ratios, training plans, cyber security, and asset utilization
- Implement and drive strategy to 4 directors of service, 7 service delivery leaders and 200+ Field Engineers to grow time and material sales
- Co-Implement operational deliverables acting as the hub for operations, sales, marketing, finance, and implementation teams
- Established as a leader in the account community, acting as formal manager during times of extended absences
Lead Healthcare Services Account Manager (outside sales)
Healthcare Services
01.2017 - 10.2018
- Led a team 7 Healthcare Account Managers across the Central United States; coach, and mentor HSAMS with sales strategy, market dynamics, healthcare tools, forecasting and employee performance
- Develop, with leadership and marketing staff, growth initiatives to highlight market changes and foster organic growth
- Review deal financials to ensure contract is compliant, profitable, and operationally sound
- Percentage to Orders Operating Plan 2017: 145% 2017: 201%
- Percentage to Revenue Operating Plan 2017: 100% 2018: 101%
Account Manager (outside sales)
Healthcare Services
01.2014 - 12.2016
- Generate and implement growth ideas increasing both revenue and orders volume on contract and non-contract deliverables
- Increase service renewal rates, warranty conversions and lead Point of Sale service commitments
- Customer account management and negotiations in matrixed environments ranging from end users to C-Suite within hospital networks and physician offices
- Maneuver customer conversations from price to value, maximizing their ROI while reducing price erosion
- Partner with in-house biomedical teams to design, implement, and manage customized service offerings
- Drive productivity within cross-functional teams including sales, marketing, legal and product teams
- Negotiate legal terms and conditions to both GE and customer satisfaction while increasing deal volume and term
- Percentage to Orders Operating Plan 2014: 260% 2015: 232% 2016: 184%
- Percentage to Revenue Operating Plan 2014: N/A 2015: N/A 2016: 100%
Lead Service Sales Account Executive (inside sales)
Service Sales
04.2013 - 12.2013
- Generate and execute growth ideas increasing revenue and orders; managing team of 8 account executives, achieving team operating plan of $113M
- Optimize Salesforce.Com reporting metrics, providing clear line of site to leadership and account executives for deal progress, OP achievement and orders funnel
- Nominated and completed “Emerging Manager” leadership conference
- Percentage to Operation Plan 2013: 138%
Service Sales Account Executive (inside sales)
Service Sales
05.2008 - 04.2013
- Drove contract growth for a portfolio of service offerings marketed to hospitals and physicians' offices for diagnostic imaging and invasive cardiology equipment
- Grew contract capture rate through renewals and warranty conversations
- Identify incremental growth markets; solidify solutions; securing new business
- Collaborate with equipment counterparts on sales negotiations and modality specific training
- Abetted deployment of Sales Force.Com within team
- Percentage to Operation Plan 2012: 130% 2011: 111% 2010: 130% 2009: 80% 2008: 177%
Service Sales Operations Specialist
Service Sales
07.2004 - 05.2008
- Led billing and inventory accuracy for new customer directly impacting $8 million dollars of incremental revenue
- Generated and maintained $5.5 Million in customer inventory, enabling accurate budget forecasting
- Facilitated and managed monthly meetings with SSOS team to ensure role standardization was sustained; led initiatives with SSOS team and headquarters to improve contract handoff processes
Contract Specialist
Contract Specialist
09.2002 - 07.2004
- Processed executed service documents to entitle customer inventory, revenue recognition and customer centric invoicing
- Audited and processed service contracts directly resulting in recognition $58 Million dollars a year
- Generated monthly and quarterly invoices for 300+ customers; worked directly with customers to resolve customer disputes; traveled onsite as necessary to customize solution
- Appointed to high visibility national accounts based on operational accuracy and strong relationships with customer base
On-site Staffing Manager
Adecco Staffing/GE Healthcare
01.1999 - 08.2002
- Interviewed with behavioral based questions, screened, and tested each candidate to ensure skill sets and character traits were a match to client's requirements
- Responsible for employee performance reviews including disciplinary actions and terminations
- Managed the on-site office located within GE Healthcare and oversaw satellite offices throughout the country to ensure contract terms and conditions were met
Education
Associates - Accounting
Bachelors - Communication
Skills
- Effective leader
- Business administration
- Strategic planning
- Sales negotiations
- Business development
- Client relationship management
- Sales planning and implementation
- Profit and loss oversight
- Process redesign
- Employee development
Accomplishments
- Year over Year exceeding of multiple operating plans
- Recognized as an industry leader; appointed to multiple leadership boards to develop and drive marketing strategies, lean process improvements, act as a connection point for clients, internal resources and field facing roles
- Promoted to people leader in each sales role
- Successfully completed “Foundations of Leadership” and “Activating Strategy and Culture” at GE Global Learning Center Crotonville;
- Nominated and accepted into Class of 2025 LEAD Program
Certification
- GE certified master trainer for GE Healthcare
- Lean Green Belt Certified
Timeline
General Manager, Service Sales - Heartland & Rocky Mountain Markets
09.2021 - Current
Development Leader - Healthcare Technology Management
11.2018 - 09.2021
Lead Healthcare Services Account Manager (outside sales) - Healthcare Services
01.2017 - 10.2018
Account Manager (outside sales) - Healthcare Services
01.2014 - 12.2016
Lead Service Sales Account Executive (inside sales) - Service Sales
04.2013 - 12.2013
Service Sales Account Executive (inside sales) - Service Sales
05.2008 - 04.2013
Service Sales Operations Specialist - Service Sales
07.2004 - 05.2008
Contract Specialist - Contract Specialist
09.2002 - 07.2004
On-site Staffing Manager - Adecco Staffing/GE Healthcare
01.1999 - 08.2002
Marian University - Bachelors, Communication
Waukesha Area Technical College - Associates, Accounting
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