Jon Miragliotta
Wellington,FL
Summary
Performance-driven VP of Sales and Business Development with proven track record of success leading and growing sales and revenue for organizations. Strong background in sales, sales leadership and team development. Skilled in identifying ideal customer opportunities and implementing targeted sales strategies with commitment to staying informed about latest trends, technologies and best practices. Collaborative and dedicated to selling, as well as building and leading talented, accountable and motivated sales teams.
Overview
22
22
years of professional experience
Work History
VP, Business Development - Payor and Software
Optimum Healthcare IT LLC
Wellington, FL
11.2022 - 08.2023
- Established, initiated and optimized business development strategies based on company targets, market data, and budget factors.
- Led a high-performing sales team that drove sales and revenue growth for new life science, payor and software division of a leading healthcare IT consulting firm.
- Developed and implemented a successful sales plan, resulting in measurable business outcomes.
- Recruited, trained, and mentored top talent, aligning performance goals with key performance indicators (KPIs).
- Achieved eleven new logos, representing nineteen service lines in eight months, selling cloud, technical transformation, cyber security, and ServiceNow (as an Elite Partner).
- Identified problems and implemented sales process solutions to better streamline sales operations, build a strong pipeline and close deals.
- Reviewed, advised and negotiated contract specifications.
- Communicated regularly with executive team members to deliver pertinent details related to progress status, ideal customer profiles (ICPs) and team direction.
- Networked with industry contacts to gain competitive insights and inform best practices.
- Identified and established Key Performance Indicators (KPIs), offered tactics for achieving milestones and monitored for accountability.
- Analyzed market trends, trained team and conducted GAAP analysis to update budgeting and forecasting.
- Created and integrated market plans to position company brands in target marketplace.
- Generated leads and capitalized on valuable business opportunities to generate revenue and improve bottom line profit.
- Utilized cold calling, networking and lead generation lists to locate new business opportunities.
- Developed and implemented cold-calling outreach process that included telephone and using an auto-dialer (ConnectandSell), as well as a multi-stack support approach, using social media, text and email to set client meetings.
- Set tradeshow client meetings via phone and cold-called at conferences to discover new opportunities, narrow in on qualified buyers and sell.
- Communicated with other corporate departments to develop effective business strategies.
- Assessed client business needs and recommended best-fit products and services.
- Maintained meticulous client notes in Salesforce system, and held sales team accountable to do the same.
- Oversaw staff by leading, directing and reviewing individual performance.
VP of Sales
Bravado Health / ScriptRx
Tampa, FL
07.2010 - 11.2022
- Led team in strategic executive-level planning.
- Increased revenue by implementing effective sales strategies in sales cycle process from prospecting leads through close.
- Led and motivated multiple sales teams to successfully sell SaaS solutions (ER Discharge, e-Prescribing, Patient Engagement), and RCM services.
- Earned promotion from Sales Director to VP of Sales in just 4 years.
- Achieved impressive revenue growth, doubling annual revenue in 3 years, and tripling it in 4.
- Advised on the creation and directed sales for Treat, a web-based, self-service e-prescribing and API solution that was acquired by DoseSpot, a former competitor.
- Directed annual budgeting processes and verified alignment with company objectives.
- Communicated regularly with executive team members to deliver pertinent details related to progress status and direction for sales.
- Networked with industry contacts to gain competitive insights and inform best practices.
- Implemented and monitored internal reporting to lead, coach and mentor team for success.
- Managed annual review processes to support business functions, report to investors and provide a comprehensive sales plan for the upcoming year and beyond.
- Delivered strategic input into business decisions and deals.
- Made recommendations to senior leaders on business strategy and initiatives.
- Identified and established KPIs to improve sales team success and offered ongoing tactics for achieving milestones.
- Conducted independent analyses to resolve program deficiencies.
- Analyzed market trends and conducted GAAP analysis to update budgeting and forecasting.
- Created and integrated market plans to position company brands in target marketplace.
- Provided valuable leadership, team and company insight to third-party consultants that led to valuable improvements and company profitability.
- Answered questions from subordinate leadership on relevant regulations and policies.
- Developed and analyzed cost vs. revenue metrics to monitor staff performance.
- Set up, reviewed and negotiated contracts with clients.
- Created effective pricing and marketing strategies, making it easier to earn business and close deals.
- Generated leads and capitalized on valuable business opportunities to bring in new company revenue and improve bottom line profit.
- Compiled and submitted weekly, monthly and yearly sales and revenue reports.
- Used well-developed public speaking skills to pitch business development ideas to company executives and present information to prospective customers.
- Communicated with other corporate departments to develop effective business strategies.
- Attended conferences and trade association meetings to represent company and promote products.
- Assessed client business needs and recommended best-fit products and services.
- Utilized cold calling, networking and lead generation lists to locate new business opportunities.
- Exceeded quotas consistently through new account penetration and territory expansion.
- Developed and managed business proposal and contact information in company database using Salesforce and (Hubspot prior to that) and offered ongoing tactics for achieving milestones.
Inside Sales Manager
HID (formerly Crossmatch Technologies)
Palm Beach Gardens, FL
04.2008 - 09.2010
- Set and exceeded inside sales goals by establishing ambitious targets and motivating sales representatives.
- Communicated with repeat customers to build long-term relationships.
- Reported sales metrics to senior management and suggested improvements that could be made to increase the value of collateral.
- Developed, implemented and coached the sales team to hit important KPIs.
- Led and motivated inside sales team to consistently surpass sales targets.
- Successfully led CRM transition project for all sales, both inside and outside teams, transitioning from legacy system to Salesforce.
- Generated over $25MM in revenue, surpassing target of $20MM.
- Managed performance and salary reviews.
- Fielded customer feedback and complaints.
- Managed team of eight sales specialists that contacted partners through phone calls, emails, mailings, and seminars to communicate company initiatives.
- Worked with marketing department to prepare campaigns for lead generation.
- Collaborated with marketing and development departments for effective sales.
- Monitored employee productivity and motivated team to meet daily goals.
- Enhanced sales volume through skilled support to both new and inactive customers.
- Directed and coordinated products, services and sales activities.
- Determined price schedules and discount rates.
- Supported sales team members to drive growth and development.
- Built sales forecasts and schedules to reflect desired productivity targets.
- Cultivated strong professional relationships with suppliers and key clients to drive long-term business development.
- Conducted market research and reported on competitors.
Selling Sales Manager
Pulte Homes
Jupiter, FL
05.2005 - 04.2008
- Developed sales plans, goals, strategies and objectives to achieve team goals and revenue objectives.
- Tracked monthly sales to generate reports for business development planning.
- Performed sales consultations and educated clients to understand their need for change and close deals.
- Created and maintained sales environment to support business objectives.
- Maintained professional network of potential clients and business opportunities.
- Achieved company growth and brand development through marketing efforts, a pre-sales event (where I was the lead and public speaker) and a sales process once a prospect entered the sales funnel.
- Prepared sales production reports for senior management.
- Delivered sales presentations focused on offerings and unique advantages over competitors.
- Reduced process gaps by hiring, supervising and coaching employees on sales strategies and protocols, optimizing performance, growth and profitability.
- Developed successful strategies and goals to penetrate new territories by assessing competitor offerings and approaches.
- Boosted revenue and facilitated sales activity while developing consistent employee measurements for exceeding goals.
- Researched and capitalized on emerging opportunities to build business and expand customer base.
- Researched and communicated competitive activity to influence marketing plans and sales tactics.
- Attended trade shows for in-person engagement and network building.
- Tracked and analyzed key quantitative metrics and business trends relating to clients and partners.
- Prospected for new business using databases and other strategies to generate sales.
Sales Professional
Pfizer
Melbourne, FL
08.2001 - 05.2005
- Self-motivated, with a strong sense of personal responsibility.
- Used critical thinking to break down problems, evaluate solutions and make decisions.
- Achieved top salesperson and division teammate (received the Steere MVP Award)
- Responsible for increasing market share of Lipitor, Norvasc, Viagra and Zyrtec
- Developed lasting, business-generating relationships and sold to clinicians and pharmacists specializing in Family Practice, Internal Medicine, Urology, Cardiology, Endocrinology, Nephrology and Pediatrics.
- Used Sherlock, a pre-call planning software, to isolate areas of potential business and develop a specific message and closing strategy on every call.
- Detailed products, handled objections and closed physicians on every call.
- Organized, coordinated and conducted in-services and educational dinner programs to influence targeted groups of clinicians and pharmacists.
- Used weekly and monthly sales reports to target and increase large volumes of sales with hospitals, pharmacies, long-term care facilities and managed care accounts.
- Utilized corporate resources, such as speaker training programs, health fairs and honorariums to educate and influence key decision makers and impact key account
Education
Bachelor of Science - Operations Management
University of Florida
Gainesville, FL05.1998
Skills
- Revenue Generation
- Business Development
- Strategic Planning
- Mentoring and Coaching
- Work Force Management
- Performance Evaluations
- Proficient in Zoominfo, Definitive Healthcare and ConnectandSell
- Sales Presentations
- Customer Acquisition
- Partnership Management
- Market Trend Analysis
- Account Servicing
- Territory Management
- Performance Metrics
- CRM Platforms (Salesforce, Hubspot and Zoho)
- Performance Goals
- Market Research
- Lead Prospecting
- Contract Review
- Excellent Communicator
- Budget Development
- Strategic Partnerships
- Presentation Development
- Relationship Building and Management
- Sales Pipeline Development and Management
- Revenue Forecasting and Planning
- Team Building Expertise
- Lead Generation
- Market Penetration
- Stakeholder Communication
- Cross-Functional Collaboration
- Reporting Capabilities
- Product and Service Sales
- Consultative Sales Techniques
- Channel Management
- Cold Calling
- Team Collaboration
- Excellent Sales Techniques
- Contract Negotiation Expertise
- Process Improvement
- Marketing Strategy
- Relationship Building and Rapport
Accomplishments
- Generated eleven new client logos, representing nineteen service lines in first eight months at Optimum.
- Created highly effective contract auto-renewal program that significantly impacted efficiency and improved new sales, as well as year over year revenue at Bravado Health.
- Promoted from Sales Director to VP of Sales in four years.
- Achieved impressive revenue growth, doubling annual revenue in three years, and tripling it in four, exceeding goals.
- Advised on the creation and directed sales and GTM strategy for Treat, a web-based, self-service e-prescribing solution that was acquired by DoseSpot, a former competitor.
- Managed and sold in Pulte Homes' highest producing community, achieving outstanding sales volume, during one of the toughest real-estate markets in history.
- Sold and led the #1 division of sales professionals, consistently achieving sales targets and exceeding company goals while selling books door-to-door in college.
- Led, coached and mentored first year and experienced dealers, while personally achieving Top First Year Dealer, Top Experienced Dealer (every year after that), and then achieving additional top awards that include: Presidents Club, The Mort Utley Award (Top 1%) and Sales Person of the Year.
- Ranked among the top 0.075% of global salespeople in 1998 (ranked #3 out of 4,000 salespeople worldwide, consistently delivering exceptional results and contributing to the company's financial success each year.
Work Availability
monday
tuesday
wednesday
thursday
friday
saturday
sunday
morning
afternoon
evening
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Quote
There’s no shortage of remarkable ideas, what’s missing is the will to execute them.
Seth Godin
Timeline
VP, Business Development - Payor and Software
Optimum Healthcare IT LLC
11.2022 - 08.2023
VP of Sales
Bravado Health / ScriptRx
07.2010 - 11.2022
Inside Sales Manager
HID (formerly Crossmatch Technologies)
04.2008 - 09.2010
Selling Sales Manager
Pulte Homes
05.2005 - 04.2008
Sales Professional
Pfizer
08.2001 - 05.2005
Bachelor of Science - Operations Management
University of Florida
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