Summary
Overview
Work History
Education
Accomplishments
Additional Information
Timeline
Generic
Mare Medernach

Mare Medernach

Sales Executive
Tampa,FL

Summary

  • PROFILE SUMMARY SENIOR SAAS SALES EXECUTIVE Versatile business growth catalyst with a deep-rooted passion for problem-solving and 24 years of experience delivering superior market expansion and sales growth solutions for SAAS hospital, biomedical, construction and related industries. Equally skilled in project management, report creation and pricing administration. Outstanding communicator with keen attention to detail and a natural ability to forge collaborative relationships with internal and external stakeholders. Proficient in sales, operations, customer service and talent development. I have the privilege of working with some of the most prominent healthcare organizations in the world. With a strategic approach to sales, I have consistently delivered impressive revenue growth and cultivated long-lasting relationships. My profound comprehension of the healthcare industry, coupled with my adeptness in consultative selling, has facilitated the identification and resolution of vital pain points, positioning Definitive Healthcare as a dependable partner in the sector. Through the utilization of my exceptional communication and interpersonal competencies, I have adeptly engaged with stakeholders across all hierarchical levels, thereby guaranteeing an effortless and fluid sales process. Sales Leadership | Leadership Training & Development | Expert Level Salesforce | Budgeting & Forecasting | Strategic Planning | Sales Presentation |Challenger Sales Model | Team Building | Zoom Info Trained | Trade Shows | Administer Customer Surveys | Contract Writing and Negotiations | SOW | UI | ERP | HER | ORIS | Pyxis | Omnicell | EPIC | Lawson | EMR | POU | Barcode Utilization | Implementation Plans | Liaison and Business Analysis | Key Accounts | Large Multi IDN Master Service Contracts | Training Sales Development Team | Lead Generation | Microsoft Excel | Consignment Contracts | Implants | Medical Device | Capital Equipment | Oracle Cloud | Social Media |Enterprise Software/Value Based Care/Population Health/B2B/Software and Analytics/Tiered Reporting/ Sales Quote/Complex Sales Cycle/ Healthcare/Health Systems/ACO/Healthcare Industry Trends/Prospecting/C-Suite CEO/Stakeholders/Board of Directors/Procurement/Demo/Presentation Sales/CRM Tools. SELECT ACCOMPLISHMENTS SAAS STRATEGIC SALES MANAGEMENT Ability to understand and present clinical information for SAAS, capital equipment and the bio-medical industries. Strong leadership, highly motivated and timeline efficient for result driven sales. Dormant account turned into SaaS implementation project by actively targeting large key accounts impacted by COVID-19 surge through C-Suite IDN hospital markets and working with GPO reps to secure demo of new analytics for new SaaS tracking decedent management for two key accounts in world renowned university hospital system. Revenue-focused with quota target metrics exceeded 159% for Q1,2020. 123% Q4 2020, 119% Q1 2021. SALES AWARDS
  • SYFT Ambassador Award 2020, awarded by VP of Sales out of 20 colleagues.
  • Presidents Club Top Sales Account Manager with 159% Quota for 2020.
  • Letter of Outstanding Sales Performance by Syft CEO, first ever rep to hit 100% of Sales Quota by Q2, 2019.

Overview

41
41
years of professional experience

Work History

Senior Sales Executive

MARE, Definitive Healthcare, LLC
10.2023 - Current
  • MANAGEMENT
  • Developed and executed sales plan to upsell current customer base into new SaaS technology for customers with ongoing technical issues
  • Executed root-cause analysis and in conjunction with IT, DevOps and product team to implement hardware upgrades resulting in $1.7 million in sales for third party vendor along with greatly improved customer satisfaction and reducing technical support issues
  • CUSTOMER SUCCESS
  • Customer satisfaction ratings were low on meeting targets with international customers shipment dates
  • Analyzed inventory and production schedule and recommended increasing production time by 1 day per week
  • Customer satisfaction ratings increased by 68% over a 6-month period.

Senior Sales Account Manager

Syft Corp
Tampa, Fl
12.2018 - Current
  • Senior SaaS Keynote AM, Role July 1, 2021)
  • SaaS Medical Supply Chain Industry
  • Syft Corp enables enterprise-wide inventory management for over 500 large hospitals throughout North America through a powerful combination of services, automation tools, and real-time SaaS data analytics
  • Sales Account Manager executing hospital supply software as a service contracts for inventory services and software solutions as well as Syft Synergy platform software solutions for operating room preference card for daily analytical services to reduce cost in large supply chain data for hospitals in west coast territory working directly with VP of Sales and Director of Operations
  • Assigned 85 Hospital accounts with multiple MSA and software services for hospitals
  • Educate customers in the C-Suite sector on Syft SaaS/Inventory products for supply chain and master data management
  • Key point of contact and assigned to 51 large Key note IDN accounts working with implementation teams, project managers and request change, monitor and negotiate scope of work time frame for enhancements and customer expectation with software upgrades and added scope of work and services as well as quote new business or added features for current contracts
  • Call on current territory accounts for renewals, new technology and modules for software accounts
  • Work closely with Product team, Dev Ops, IT, Support, Finance, Marketing, Professional Services team, cleansing master data for customers’ FYE finance reports
  • Strategically work with the four VPs of Sales to target customer accounts based on market trends, hospital budget and CARES funding for FYE budget to upgrade technology
  • Responsible for maintaining $22.1 million quota to maintain 4 Key VIP account renewals for current accounts
  • Responsible for $25.3 million quota to maintain 17 current account renewals for software accounts Syft Synergy accounts using POU in the OR, and warehouse distribution, Cart Count, Pick and Deliver, Receive, Put Away and Decedent Management software analytics and use APIs to deliver data to customers’ EMR/ERP/Systems on Oracle Cloud
  • Prospect IDN and GPO accounts on C suite executives in health care, hospitals including Veterans Administration.

Sales Director

Thornberry LTD
- 09.2022
  • Full service EMR for Healthcare, specifically for Home Health, Hospice and Palliative Services

Sales Account Manager

Enhanced Medical Systems
Tarpon Springs, Fl
10.2017 - 12.2018

Sales Account Manager

Rumex International
Largo, Florida
06.2017 - 10.2017
  • Medical Devices for the Ophthalmic Industry
  • Special project to ramp up distributor and independent sales segments for North American accounts.

Senior Inside Sales Account Manager

Zeiss Meditec
Dublin, CA
01.2015 - 05.2017
  • B Annual Revenue, Medical Equipment; delivering ophthalmology equipment to MD’s, OD’s, Hospitals, VA, Universities; 29K employees
  • Met or exceeded individual quota every quarter since starting in 2015
  • Closed 188% of Quota for Q1 of Fiscal Year 2017
  • On Target to exceed Q2 Quota at 168%
  • Invited to speak and train the Regional Managers in the East Coast region at the National Sales Meeting-President's Club in 2017
  • Conducts ongoing SAP, Saleforce, CRM training for new employees including inside sales and technical dispatch coordinator teams
  • Manages shipping logistics for outbound equipment purchases in the East Coast Territory
  • Closed $955,000 in equipment sales by selling directly into VA Hospitals, GPO organizations, Vision Source
  • Worked directly with Purchasers and C-Level Executives to develop projected equipment needs for budgetary purposes
  • Sold to and developed relationships with KOLs(Key Opinion Leaders) within East Coast Region
  • Continually received the #2 grade with an average score of 95% for regular, ongoing product knowledge assessments conducted by the Zeiss Sales Training Group
  • Exceeds quarterly sales quotas with targeted call campaigns
  • Achieved 120% of quota over 12 months.

Senior Sales Operations Account Manager

DSM Biomedical
Berkeley, CA
06.2010 - 01.2015
  • B Annual Revenue; Biomedical Raw Materials; delivering in-human use biomedical raw materials to biomedical manufacturers; 21K employees
  • Oversaw the execution and processing of purchase orders for 64 domestic and 7 international key accounts with annual revenue of over $25M.

Senior Outside Sales Territory Manager

Tyco Thermal Controls
Menlo Park, CA
06.2005 - 03.2010
  • B Annual Revenue; Manufacturing; delivering electric heat-tracing systems to the construction industry; 29K employees
  • Led partnering with sales reps for Midwest and East Coast territories resulting in increased annual sales from $18M to $23M over 3 years.

Field Sales Representative

Siemens Building Technologies
Foster City, CA
01.1999 - 01.2005

Senior Gas Utility Worker

Pacific Gas and Electric
Oakland, CA
01.1990 - 01.1999

Rank BM3, U.S. Coast Guard
San Francisco, CA
01.1983 - 01.1989

Sales Executive

Definitive Healthcare LLC
Boston, MA.
  • SaaS platform data analytics for healthcare markets, Provider, Life Science and Biopharma markets, data analytics, commercial claims and hospital and healthcare and Health systems
  • Enterprise Accounts Provider Vertical-
  • Responsible for researching and identifying with large corporations, Hospitals, PCP, Groups, ACO/LTC markets in the provider segment
  • Manage a daily quota per month of 100k net new business, achieving 55% of quota for the year, currently, on target to exceed 100 of Target Quota of 1.2M
  • Demo Platform of SaaS, model, and products of complex sales cycle
  • Work with team of junior reps and ISR/BDR teams, mentor coach and train 6 to 8 reps
  • Prospect and maintain active pipeline at 10x in CRM, Salesforce, Gong video, training, and coaching
  • Forecast weekly opportunities and update CRM
  • Close and negotiate complex Contract and redlines, via DocuSign
  • Call on Large Hospital and Health Systems and Individual Companies in the Provider Patient Vertical
  • Outbound 35 meetings per month, 1500 touches per month and close quarterly quota net new business
  • Partner with Account Executives, CSM, Marketing, Solutions Engineer team
  • Quote in Salesforce, SQL quota and market information using Seismic.

Account Sales Manager

Medical, Ophthalmic
  • Executed all sales from current database and prospecting new accounts with single OD/MD Ophthalmic USA markets.

Outside Sales Key

Nextel Communications
Alameda, CA
01.1999

Education

Business Administration

Skyline College

Accomplishments

  • ISO 9001
  • Six Sigma White/Yellow
  • Project Management AMA Certified
  • Spin Sales
  • Challenger Sales
  • Salesforce Expert Level
  • Clarizen Systems
  • Zoom Info
  • PROFICIENCIES
  • Salesforce CRM Forecasting
  • Microsoft Office, Word, Excel, PowerPoint, Outlook
  • Oracle Cloud
  • Sales Training, Incentive Programs, Consultative Selling, Contract Negotiation, Public Speaking
  • Syspro Systems CRM, ERP, MRP and SAP version 5.1-6.3 Bolero, Apollo
  • Sage and NetSuite CRM
  • International Supply and Demand Chain Management
  • Zoom Info
  • Clarizen Product Management

Additional Information

  • LEADERSHIP AND TEAM BUILDING , New sales quota caused delay in closing sales. Evaluated and utilized sales knowledge and experience to collaborate with outside sales teams and developed new methods of targeting sales prospects. Boosted sales by 22% in the first quarter. SALES AND BUSINESS DEVELOPMENT New inside sales team lacked direction and strategy. Analyzed historical sales data to determine revenue opportunities. Identified gaps and implemented new forecasting and sales goals. Grew revenue by $2.1M in the second quarter.

Timeline

Senior Sales Executive

MARE, Definitive Healthcare, LLC
10.2023 - Current

Senior Sales Account Manager

Syft Corp
12.2018 - Current

Sales Account Manager

Enhanced Medical Systems
10.2017 - 12.2018

Sales Account Manager

Rumex International
06.2017 - 10.2017

Senior Inside Sales Account Manager

Zeiss Meditec
01.2015 - 05.2017

Senior Sales Operations Account Manager

DSM Biomedical
06.2010 - 01.2015

Senior Outside Sales Territory Manager

Tyco Thermal Controls
06.2005 - 03.2010

Field Sales Representative

Siemens Building Technologies
01.1999 - 01.2005

Outside Sales Key

Nextel Communications
01.1999

Senior Gas Utility Worker

Pacific Gas and Electric
01.1990 - 01.1999

Rank BM3, U.S. Coast Guard
01.1983 - 01.1989

Sales Director

Thornberry LTD
- 09.2022

Sales Executive

Definitive Healthcare LLC

Account Sales Manager

Medical, Ophthalmic

Business Administration

Skyline College

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Mare MedernachSales Executive