Lindsay Hilliard
Atlanta
Summary
Dynamic Strategic Account Executive with a proven track record at ExamOne, Quest Diagnostics, enhancing client retention by 30%. Expert in sales process and contract negotiations, leveraging strong problem-solving skills to drive multimillion-dollar revenue growth. Adept at delivering impactful presentations and fostering senior-level relationships to unlock new business opportunities.
Overview
11
11
years of professional experience
Work History
Strategic Account Executive
ExamOne, Quest Diagnostics
Remote
01.2025 - Current
- Nurtured strategic relationships with 30+ key customers, boosting retention rates by 30% and creating new business opportunities.
- Acted as the main contact for over 30 high-value accounts, ensuring client satisfaction and driving repeat business.
- Conducted market analyses to identify trends and customer needs, guiding strategic planning and solution development.
- Delivered comprehensive Quarterly Business Reviews and monthly performance reports to assess account health and uncover improvement opportunities.
- Met and exceeded a $2.4 million quota with new add-on data and existing lab products.
Key Account Manager: Amazon
Dematic
Remote
04.2024 - 11.2024
- Spearheaded the management of the strategic partnership with Amazon, delivering customized automation solutions such as conveyors and AGVs, enhancing operational efficiency in their fulfillment centers, with contracts valued between $40 million to $88 million.
- Developed and nurtured senior-level relationships within Amazon, employing advanced negotiation skills to identify and secure high-value retrofit opportunities, navigating complex contracts exceeding 160 pages to maximize revenue potential.
- Oversaw comprehensive project delivery processes for multimillion-dollar contracts, coordinating cross-functional teams to ensure the successful on-time execution of complex automation projects, contributing to the overall growth and efficiency of Amazon’s logistics network.
Digital Health Sales Executive / Consultant
Abbott
Atlanta
08.2021 - 04.2024
- Collaborated with new and existing customers to provide intelligent insights and develop customized healthcare IT solutions combining software and consulting services to enhance clinical and operational performance.
- Identified and qualified new business opportunities, developed pricing models, and advanced opportunities from prospect to close, generating new revenue growth.
- Expanded share of wallet by positioning new Abbott AlinIQ solutions not previously utilized by existing customers.
- Delivered online and onsite demonstrations of the Abbott AlinIQ suite, effectively leading to customer closures.
- Researched target accounts to understand performance KPIs and aligned solutions to drive operational improvements across labs and broader healthcare entities.
- Oversaw implementation quality and managed day-to-day customer and internal team relationships to ensure exceptional performance.
- Navigated a matrixed corporate structure using strong interpersonal and communication skills to coordinate Abbott resources and support needs.
- Successfully closed notable deals including: State of Franklin IM/IMS: $237K, Capital Digestive: $108K, Maryland Primary Care: $108K, Molecular Clinical Lab IMS: $109K.
Account Executive, Southeast
AthenaHealth
Atlanta
03.2019 - 08.2021
- Consistently exceeded 100%+ of a $150K monthly existing-client add-on sales quota.
- Led upgrades generating $1.6 million in annual revenue from AthenaPractice customers transitioning to the AthenaOne platform.
- Collaborated with customers to utilize Athena solutions for achieving key performance indicators.
- Resolved support and billing issues by partnering directly with client teams.
- Cultivated customer relationships by actively listening and addressing challenges.
- Introduced and recommended new product offerings to meet monthly sales quotas.
- Selected as project lead for Sales Enablement program focused on expanding wallet share within FQHC and CHC segments.
- Developed relationships with executive sponsors and decision-makers to drive revenue growth.
- Prepared and presented Client Business Reviews onsite.
Sales Consultant
Clearwave Corporation
Atlanta
01.2015 - 02.2019
- Demonstrated Clearwave dashboard software through online and onsite presentations for prospects.
- Surpassed 100%+ of a $300K quarterly net new logo sales target consistently.
- Maintained expert knowledge of over 40+ Practice Management, HER, and EMR interfaces.
- Managed and tracked all inbound leads from website, calls, and tradeshows.
- Developed ROI models to support prospective client presentations.
- Negotiated pricing and prepared contracts for all sales opportunities.
- Coordinated all onsite visits and reference checks, maintaining strong client relationships.
- Identified new business opportunities at User Group Conferences, leading to successful closes.
- Coordinated kickoff calls post-contract to ensure seamless transition from sales to implementation.
- Worked extensively in Salesforce CRM.
- Maintained daily communication with CEO, CFO, and COO.
Education
Bachelor of Science - Human Environmental Sciences, Consumer Science
University of Alabama
Tuscaloosa, Alabama01.2005
Skills
- Lab Workflow & LIS Systems
- Lab Middleware & Inventory Management
- Pre/Post-Analytical Workflow
- Lab Data Business Analytics
- Practice Management / EMR / EHR Systems
- Sales Process & Contract Negotiations
- Pricing Strategy
- Tradeshows, Demos & Executive Presentations
- Sales forecasting
- Problem solving
- Upselling strategies
Timeline
Strategic Account Executive
ExamOne, Quest Diagnostics
01.2025 - Current
Key Account Manager: Amazon
Dematic
04.2024 - 11.2024
Digital Health Sales Executive / Consultant
Abbott
08.2021 - 04.2024
Account Executive, Southeast
AthenaHealth
03.2019 - 08.2021
Sales Consultant
Clearwave Corporation
01.2015 - 02.2019
Bachelor of Science - Human Environmental Sciences, Consumer Science
University of Alabama