Kathryn Tipton

• Increased targeted Clinical Data Management Service product-line pipeline growth by 15%
• Onboarded new employees with training and new hire documentation.
• Cross-trained existing employees to maximize team agility and performance.
• Maximized performance by monitoring daily activities and mentoring team members.
• Directed design and execution of business transformation initiatives to drive performance, profit optimization and growth opportunities.
• Developed and distributed quarterly and annual management revenue and analysis reports using proven software tools.
• Reviewed customer contracts and purchase orders for revenue recognition and verified compliance with company policies and standards.

• Supported top 10 revenue-generating strategic Sponsor and CRO accounts in mid-Atlantic territory
• Managed individual pipeline of $42.45m
• Compiled product and customer data to generate informed profit projections.
• Collaborated with upper management to implement continuous improvements and exceed team goals.
• Compiled and analyzed data to determine approaches to improve sales and performance.
• Engaged in product training, demonstrations, consumer awareness, branding, and acquisition initiatives to raise awareness and revenues.

Managed Mid-Atlantic territory to establish new CRO and partnership-related business alongside Sales Development Representative

• Established Partnership Program for strategic top 5 CRO accounts, elevating customer experience via customized applications with access to CRO- related resources
• Collaborated with internal teams to develop CRO marketing package for internal and external stakeholders:

- Sales operations: Established workflow process to decrease RFP response time, created relevant proposal content, presentations, pricing strategy related to CRO needs, as well as bid defense materials

- Marketing: collaborated on messaging for press releases, webinars, and conference/speaking engagements, and created sales collateral (flyers and one-pagers)

- Operations: Worked together to determine appropriate Steering / Governance overall structure and KPI’s, created study health score, and developed future build accreditation options

• Developed and implemented customer account strategies resulting in sale of all Medrio products (EDC, eCOA, eConsent, and SaaS enablement data management) and services for targeted strategic accounts and/or customers within assigned territory.
• Surpassed 2020 annual quota attainment of 112%
• Negotiated and closed long-term agreements with new clients in assigned territory.
• Monitored market trends and competitor activities to identify areas of potential opportunity.
• Developed new proposals, contracts and procedures to draw in more clients and streamline work operations.
• Established key performance indicators to track and analyze business progress and adjust strategies accordingly.
• Developed process to analyze customer feedback to incorporate insights into product development strategies.
• Taught consultative selling techniques to new and existing staff members to build expertise.

• 2019 Year-to-date goal attainment of 133% throughout all services lines of business (eCOA, Respiratory, Imaging and Cardiac Safety)
• Arranged custom related therapeutic and account history presentations, demonstrations and site visits, Governance and Quarterly Business Review meetings with strategic CRO accounts.
• Collaborated and supported initiation and completion of 2019 Strategic Alliance contract with primary CRO account consisting of minimum $25M annual commitment to leverage complimentary Sales channels and/or applications to increase sale of products and services

• Temporarily assisted leadership role while designated manager was on leave, for Change Order Sales Associate team to lead $4.5M quarterly goal and decrease maturity of at-risk opportunities in parallel to Account Executive role
• Collaborated on the completion of over 300 completed change orders quarter-to-date
• Increased efficiency and productivity by conducting weekly team and individual meetings utilizing custom performance plans
• Assisted CO Associates externally with client discussions, and managed internal process initiatives to simply workflow
• Generated process improvement initiatives by creating a Change Order business roadmap and introducing related Subject Matter Experts to the team on a weekly basis
• Participated in twice-weekly bookings call with Executive Leadership Team to discuss active change order opportunities, reconciliations, and work-at- risk progression and completion status updates – increasing revenue and surpassing initial forecast by $2,000,000.

• Managed account portfolio totaling over $24,000,000 in annual sales
• Negotiated client rate cards and prices, terms of sales and services agreements

• Exceeded sales quota by 150% for two consecutive years. Grew sales in individual territory to $63 million in 2018
• Awarded top Sales Associate in company
• Achieved President’s Club each year for overachieving quotas in 2017 and 2018

• Qualified lead generation goal of 135%, with proposal generation average of 32%
• Strategized with product-line experts to initiate action plan for external outreach that aligns with Inside Sales quarterly goals, as well as needs of Executive team
• Boosted revenue by bringing in and cementing relationships with new clients and optimizing servicing of existing customer accounts.
• Developed knowledge of company products and services to make suggestions according to customer needs.
• Enhanced sales techniques and marketing plans to strengthen business development efforts.

• Analyzed 3-5 protocols per day to (primary and secondary endpoints, and schedule of events / assessments) to assess initial product suggestions based on study requirements.
• Coordinated with internal ERT stakeholders including Business Development, Finance, Project Management, Operations, and Executive Management Team on specifications of RFP/RFI
• Collected, arranged, and input information into database system.
• Implemented systems and procedures to increase sales.
• Managed revenue models, process flows, operations support and customer engagement strategies.
• Held one-on-one meetings with sales team members to identify selling hurdles and offered insight into best remedy.
• Prepared sales presentations for clients showing success and credibility of products.