Julie Walker
Pilot Point,TX
Summary
Experienced and strategic leader with a track record of successfully scaling organizations, guiding high-performance sales teams, and fostering a performance-driven culture within diverse and talented groups. Demonstrated ability to deliver results by promoting accountability, cultivating top-notch leaders at all levels, and providing effective leadership from both top-down and bottom-up perspectives.
Overview
32
32
years of professional experience
Work History
Senior Vice President of Healthcare
Roots Food Group
12.2022 - Current
- Hired, mentored and coached a high-performing team, fostering professional growth and promoting collaboration
- Negotiated contracts with key Managed Care Plans, Hospital at Home, and ACOs securing long-term commitments and favorable terms for the company
- Strengthened company brand through targeted marketing campaigns and conference attendance
- Optimized sales processes to improve efficiency and close rates on deals including the implementation of a new CRM
- Managed cross-functional teams, ensuring alignment with organizational goals and objectives.
- Achieved ambitious sales targets year over year ($30m) by implementing innovative tactics to reach contracted Healthcare Providers
- Evaluated and Implemented a new clearinghouse to provide a means for submitting claims
Vice President, Sales, Marketing and Growth Strategy
Conifer Health Solutions
04.2021 - 12.2022
- Built and led a team of high performing Sales Executives who focused on partnering with healthcare organizations to get the most leverage out of their Revenue Cycle Management operations
- Developed a 5-year Commercialization Plan including a new Go-to-Market strategy for both health system and physician RCM services
- Grew the Health System business 25% YoY and the Physician business 75% YoY with both existing and new clients
- Evaluated agencies and ultimately outsourced the marketing function to help build our brand awareness in the industry.
- Introduced new marketing tools and best practices including outsourcing lead generation which led to 4-5 new leads each month for the sales team
- Executed the Commercialization Plan by diversifying sales in new markets and launching new products to fill untapped market opportunities
Senior Vice President – Client Service
Tegria
12.2019 - 03.2021
- Led a team of high performing Client Service specialists who focused on partnering with healthcare organizations to get the most leverage out of their EHR investment
- Providence used VC funds to start up a new professional services organization which eventually became Tegria
- Providence made many investments in both EHR services organizations and Healthcare Technology organizations which led to the expansion of the business
- Responsible for integrating the sales organizations to effectively go to market.
- Right-sized and integrated Tegria’s sales organization by consolidating teams across multiple acquired organizations, stood up a new Account Management organization and grew the the business 110% YOY
- Through the pandemic, we grew Managed Services business by 150% due to the telehealth support needs for health systems
Managing Director – Business Development
Navigant
11.2015 - 12.2019
- Recruited, built, and led a high-performing business development team focused on Healthcare Payer/Provider Consulting, Life Science Consulting, and Revenue Cycle Business Process Management Services
- The Business Development team contributed an additional $81m in revenue contribution during the second year and $210m in revenue contribution the third year and $200m the fourth year against a practice target of $400m
- Established process and discipline around pipeline management and sales enablement
- Managed weekly sales and revenue pipeline with key leadership for each practice within Healthcare Consulting
- Established a “Pursuit to Close” counsel to instill more rigor into a qualification process and to better position Navigant to win by defining the value proposition for pursuits that were compelling to the clients
- Led Sales Campaigns to drive growth for the Healthcare/Life Science Practice which included a strong partnership with Marketing
- Developed Client relationships by taking the portfolio of capabilities to clients I personally had relationships with
- Participated and represented Navigant at local, regional, and national conferences like HFMA, ACHE, and AHA to build the brand and awareness in the industry
- Developed and Executed a Key Account Program to help us expand the business with current clients
Provider Portfolio Sales Lead
Accenture
06.2011 - 05.2015
- Built an experienced and talented high-performing Sales Team to execute on a $300mm + objective with NA Health Providers ($1.2B)
- Achieved 175% of consulting services sales objectives in year two with Accenture, 225% of objectives in year three and 125% in year four
- Managed weekly sales and revenue pipeline with key leadership
- Drove New Business Meetings to evaluate our approach to strategic pursuits, margin contribution, and ongoing revenue for opportunities
- Led Sales Campaigns to drive growth for commercial health consulting revenue
- Drove process improvement for leadership approvals and sales stage progression
National Sales Director, Healthcare
Dell, Inc.
05.2005 - 05.2011
- Consistently achieved over 100% of sales objectives with year over year growth as a Dell Healthcare Global Account Executive
- Awarded Dell Healthcare Global Account Executive in 2006-2008 for growing business 50% Y/Y
- Awarded Dell Sales Director of the year in 2009 and 2010 for over achieving team objectives
- Led solutions sales (both services and hardware) to the top Healthcare and Federal clients in the US
- Developed the Go-to- Market Strategy for Healthcare focused solutions
- Developed a strategy to attack the ISV’s and drive certification to further grow our business with IDNs
- Defined the Service Competencies needed for success
- Led the Healthcare Integration Workstream in partnership with Deloitte after the Perot acquisition
Sales Manager, Healthcare Texas/Louisiana
IBM
06.2003 - 05.2005
- Managed a sales organization to drive solution and products focused on healthcare clients
Team Leader for Competitive Sales Specialist
IBM
04.2001 - 06.2003
- Developed a new sales team focused on investment in the Top 20 strategic healthcare accounts in the West
- Focused our efforts in driving a consultative approach to selling solutions to the C Suite
Senior Sales Specialist, Dallas/Ft. Worth
IBM
12.1991 - 04.2001
- Managed growth of Intel based hardware sales within the Dallas/FtWorth territory.
Education
Bachelor - Business Administration
University of North Texas
01.1991
Skills
- Leadership Development
- Sales Leadership
- Team Building
- Coaching and Mentoring
- Client Relationship Building
- Lead Generation
- Contract Negotiation
- Business Development
- Sales Strategy
- Pipeline Development
- Customer Prospecting
- Account Management
- Partnerships
- Strategic Planning
- Presentations
- Negotiation and Persuasion
- Relationship Building
- Sales Strategy
- Revenue Generation
- Event Networking
- Business Acumen
- Health System Process Improvement
- Revenue Cycle Management
Accomplishments
- RESULTS-ORIENTED LEADER: consistently overachieved sales objectives by building top-performing sales and solution focused teams. Drawing from numerous engagements, sought as a trusted advisor in the healthcare industry to build Go-To-Market sales strategy for achieving growth objectives
- Developed a 5 year Commercialization Plan for Conifer including building a new sales team from the ground up and developed a new marketing organization
- Right sized and integrated Tegria’s sales organization by consolidating teams across multiple acquired organizations, stood up a new Account Management organization and grew the the business 110% YOY
- Built and upgraded Navigant’s Business Development team which led to an additional $81m in revenue contribution during the second year and $210m in revenue contribution the third year
- Achieved 175% of consulting services sales objectives in year two with Accenture and 225% of objectives in year three
Timeline
Senior Vice President of Healthcare
Roots Food Group
12.2022 - Current
Vice President, Sales, Marketing and Growth Strategy
Conifer Health Solutions
04.2021 - 12.2022
Senior Vice President – Client Service
Tegria
12.2019 - 03.2021
Managing Director – Business Development
Navigant
11.2015 - 12.2019
Provider Portfolio Sales Lead
Accenture
06.2011 - 05.2015
National Sales Director, Healthcare
Dell, Inc.
05.2005 - 05.2011
Sales Manager, Healthcare Texas/Louisiana
IBM
06.2003 - 05.2005
Team Leader for Competitive Sales Specialist
IBM
04.2001 - 06.2003
Senior Sales Specialist, Dallas/Ft. Worth
IBM
12.1991 - 04.2001
Bachelor - Business Administration
University of North Texas
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