Lou Ann Hinton

Determined business development opportunities and implemented effective strategy for client acquisition.

Generated leads and capitalized on valuable business opportunities to bring in new company revenue and improve bottom line profit.

Spearheaded move to Salesforce to capitalize on opportunities and maximize business success.

Developed growth plans by identifying key clients, key targets and priority service lines.

As a BD Director I was integrating technical services into a staffing company which complimented and expanded scope and opportunities. Responsible for sales oversight of the Technical Service portfolio of TrustPoint Solutions additions to Optimum HIT portfolio.

Key Accomplishments:

• Advisory Services to Baptist Memorial Health System leading to a full rebuild of their IT department including staff augmentation, architecture advisement, road mapping, governance, cloud migration and DR along with ServiceNow ITSM for IT ticketing and clinical workflows.
• Net new logo at Nebraska Methodist Health System beginning with cybersecurity HIPAA risk and gap assessment.
• $3.1 M 2021

Part time position that evolved from a consulting role in August 2020. AQS is a start-up with a novel diagnostic imaging Quality Control software that resides within the cloud as a SaaS solution for the IDN Enterprise. AQS takes a daily manual process that is required for ACR and JCO accreditation and automates it with the touch of a button. This streamlined reporting providing radiology leadership a view of individual scanners phantom resolution and system performance. By monitoring and recording phantom QC this allows healthcare organizations to predict system failures before they happen and saves the institution thousands of dollars in lost revenue from unscheduled equipment downtime. Current solutions include Computed Tomography, Magnetic Resonance and Mammography.

I am responsible for sales of this software solution to medium to large IDN's and Academic Medical Centers across the US building the digital transformation from a manual process.

Key Accomplishments:

Secured a large deal with Canon Medical Systems to evaluate and incorporate this software into their MRI scanners. Working on adding CT to the mix when I left.

Managed two of the top ten Change Healthcare Client IDN's with Diagnostic Imaging Enterprise Solutions by gaining in-depth understanding of needs and developing deep relationships with key clients (Clinicians, IT and C-level executives).

Devised direction for strategic accounts by crafting strategies based on market insights and competitive landscape.

Headed negotiations to formulate and secure contracts across accounts with C-level shareholders resulting in long term sole source contracts.

Led QBR and yearly Governance Meetings with IDN stakeholders to keep them informed and up to date on business issues. Defined and delivered corporate project strategy specific for the IDN against CHC's yearly objectives. Coordination of different teams to update and engage customer on net new pins, facility adds and upgrades bringing together product management, engineering, solutions architects, technical account managers and customer success managers along with professional services/consulting and PMO resources.

Effectively resolved outstanding AR and billing issues decreasing amounts outstanding and improved customer satisfaction.

Key Accomplishments

• In 2018, #1 in sales at 279% to plan
• In 2018 Change Healthcare's Diamond Award Winner
• In 2019, 99.9% to plan
• In 2020, 257% to plan
• In FY '20, Negotiated and closed a 5-year sole source contract with an additional $7.7M of add-on revenue.
• Supported and grew revenue to a run rate of $28M/year with unit sales from $100K to $6.8M per transaction.
• Governed and coached accounts team and led execution of strategic sales plans.

Business development and channel management of real-time locating solutions (RTLS, RFID) in healthcare for patients, staff and equipment; authenticating, automating and analyzing a multitude of clinical tasks resulting in optimized clinical workflow, improved patient care and streamlined processes.

Development, sales management and product and sales training of channel partners, and System Integrators as well as developing large healthcare IDN clients through direct sales. Creating and driving demand generation with channel and direct sales to build pipeline to meet quarterly/yearly quotas with software, hardware and services.

Provided leadership and strategy in building relationships and securing new business throughout geography.

Key Accomplishments

• Creating new segments for Versus Advantages software portfolio and securing new positive reference accounts.
• Grew pipeline from $2M to $20M in 3 years.
• Developed new market segments in ophthalmology and ASC's by solving healthcare workflow issues
• Improving efficiencies generating $3M/yr of net new revenue with eye clinics
• Secured the first automated Hand Hygiene Safety solutions in Texas
• Top sales in 2014 at 109.4% to plan.

Delivering solutions to Healthcare customers leveraging Unified Communications leading the clinical and operational transformation with clinical workflow software to the provider marketplace around pre-admission, optimized patient flow, improved patient care, post-discharge follow-up and patient payment recovery.

Consultative selling to C-level executives solving business problems in Healthcare with complex IT solutions and communication enabled software connected via a bi-directional HL7 stack to various EMR providers as well as services that drive efficiencies and revenue in the hospital. Focus areas included the use of: RTLS, UC, Call Center, IVR, Data and Video products to address: medical device connectivity, regulatory compliance (HIPAA, FDA), clinical workflows, security, mobility, BYOD, telemedicine, data center virtualization, cloud computing, WLAN, infrastructure, and interoperability. Executed strategic and tactical plans for the healthcare vertical enterprise business for commercial accounts as sold and fulfilled by channel partners, system integrators and direct sales which include corporate strategy, sales tools, and pipeline and funnel cadence. Extensive training development and execution for the direct high touch and channel partner sales teams.

Key Accomplishments:

• Key contributor to product bundles and collateral development with various horizontal IT/telephony product groups throughout the enterprise for reproducible/scalable packages for up sell to healthcare customers.
• Provided thought leadership by serving as the spokesperson at major industry events such as HIMSS, and AONE, authored articles for publications and blog, as well as presented at executive customer/partner briefings, and panel speaking engagements
• FY 2007 and FY 2008 - 100% of Sales Plan Achievement Nortel Circle of Honor Recipient 2007 and 2008.

Provided team and individual sales leadership to the SW Zone (team of 14 account executives and modality managers) Toshiba's full-line diagnostic radiology portfolio.

Planned, directed and led account executives in territory planning and execution to meet monthly, quarterly and yearly sales goals.

Executed process improvement within an under-performing region by instituting individual and team-member accountability delivering 285% revenue increase in 2 years. Hired, coached and mentored my team to peak performance meeting and exceeding sales budgets.

Held P&L budgets for the SW Zone. Sales and revenue average $57M/year.

Facilitated team and individual growth and improvement including several promotions to talented team members. Provided a conduit to product and competitive knowledge, as well as marketing and territory assistance on demand. Managed funnel growth and win strategy for zone in lock-step with my team.

Provided outstanding customer relationship development, contract negotiations, leading to zone record breaking order fulfillment.

Key Accomplishments:

• FY' 02 - 100.3% of sales budget achievement, 113% of sales revenue achievement, 255% growth over prior year
• FY' 03 - 103.7% of sales budget achievement, 124% of sales revenue achievement, 30% growth over prior year.
• Outstanding Sales Performance recognition - 2003 and 2004.

Managed the MRI budget for the SW zone in attaining corporate goals.

Trained, coached and mentored twelve (12) Account Executives providing in all phases of the Magnetic Resonance capital selling cycle including qualifying, system configurations, and quotation; presentation; site visits, negotiations; site planning; financing; order placement, delivery, installation and applications coordination; customer support.

Key Accomplishments:

• Sales and revenue average $13M in annual sales.
• #1 in MRI Sales in US - FY 1999 at $17M and 259% to plan
• #5 in MRI Sales in US - FY 2001 at $15M and 230% to plan
• Finished in the top five Nuclear Sales Specialists, 7 out of 9 years
• #1 in NM Sales in US - FY 1994 at $4M and 142% to plan
• #2 in NM Sales in US - FY 1997 at $3.4M and 117% to plan
• President's Club 1994, 1995, 1997 and 1999