Mary A. Gregory
Olmsted Twp,OH
Summary
Strategic healthcare sales professional with 9+ years of experience managing high-value Health System and Integrated Delivery Network (IDN) accounts across complex enterprise environments. Proven success building executive-level relationships, negotiating system-wide agreements, and executing multi-year growth strategies across capital equipment, IVD, and renal portfolios. Recognized for driving profitable revenue growth, expanding enterprise adoption, and leading cross-functional teams through influence. Leverages critical care nursing expertise alongside strong commercial and strategic acumen to deliver clinically informed, value-based solutions.
Overview
22
22
years of professional experience
Work History
Account Manager – Microbiology, Molecular, Vision Suite, Immunoassay
bioMérieux
01.2024 - Current
- Lead enterprise account strategy and execution across hospitals, multi-site health systems, and IDNs, driving capital placement, portfolio expansion, and recurring reagent revenue.
- Own complex, long-cycle enterprise opportunities, managing pipeline, pricing, contracts, and forecast accuracy in alignment with quarterly and annual business objectives.
- Serve as the primary point of contact, partnering with executive health system leadership, laboratory, supply chain, IT, and clinical stakeholders to advance enterprise standardization initiatives.
- Develop and execute system-wide commercial strategies, including CRM excellence, CPQ execution, pricing architecture, and contract negotiations in compliance with corporate governance.
- Orchestrate cross-functional teams (Product Specialists, Service, Marketing, Medical Affairs) to progress and close high-value corporate opportunities.
- Leverage Salesforce and Tableau to drive disciplined opportunity management, data-driven decision making, and forecast integrity.
NephroCheck Specialist – Acute Kidney Injury Diagnostics
bioMérieux
OH/IN/KY/MI/WV/PA
01.2022 - 01.2023
- Expanded NephroCheck AKI diagnostic solution across acute and critical care environments.
- Partnered with intensivists, nephrologists, cardiothoracic surgeons, laboratorians, and quality teams to drive clinical adoption and protocol integration.
- Led value-based selling initiatives demonstrating clinical and economic impact in high-acuity patient populations.
- Collaborated with IDN stakeholders to support pilot programs, early adopters, and reference site development.
- Built foundational enterprise relationships that supported subsequent portfolio expansion and account growth.
- Recipient of President’s Club and Chairman’s Circle awards.
Therapy Development Specialist – Acute Renal & Critical Care Solutions
Baxter International
01.2017 - 01.2022
- Drove capital and disposables growth through consultative selling in acute and critical care environments.
- Recognized as U.S. Renal GM Sales Professional of the Year for exceptional performance.
- Selected as Field Trainer and Acute Field Advisory Board Member, influencing national initiatives.
- Executed complex renal portfolio contracts across hospitals and IDNs, supporting enterprise-level alignment, standardization, and long-term growth.
Registered Nurse – Coronary Intensive Care Unit
Cleveland Clinic
Cleveland, OH
01.2004 - 01.2017
- Delivered care in a high-acuity academic ICU supporting complex cardiac and critical care patients.
- Recognized as Nurse of the Year and selected for advanced leadership and educator roles.
- Developed expertise in advanced cardiac, renal, and respiratory support technologies.
- Designed and implemented system-wide education programs, competencies, and policy enhancements in collaboration with interdisciplinary leadership.
- CCRN with national presentations and publications focused on critical care education, mentorship, and evidence-based practice.
Education
Bachelor of Science - Nursing
Ursuline College
Pepper Pike, OH05-2004
Skills
- Local & Strategic Account Management (Health Systems / IDNs)
- IVD Capital Equipment & Diagnostic Portfolio Sales
- Master Supply Agreements, Pricing & Contract Strategy
- GPO Alignment (Vizient, Premier, Health Trust)
- Executive Stakeholder Engagement
- Multi-Year Strategic Account Planning
- Value Analysis Committees (VAC) & RFP Experience
- Enterprise Collaboration & Cross-Functional Leadership
- Revenue Growth, Market Expansion & KPI Performance
PROFESSIONAL DEVELOPMENT
- 2025 Emerging Leadership Program – Cohort 9
- Executive Presentation Skills Training: Bart Queen
- Complex Negotiations
- Setting Clear Expectations and Creating Accountability
- Giving and Receiving Feedback
- Empowering Communications
- Korn Ferry Strategic Selling
- CPQ Champion
- Amplify Change Ambassador
Timeline
Account Manager – Microbiology, Molecular, Vision Suite, Immunoassay
bioMérieux
01.2024 - Current
NephroCheck Specialist – Acute Kidney Injury Diagnostics
bioMérieux
01.2022 - 01.2023
Therapy Development Specialist – Acute Renal & Critical Care Solutions
Baxter International
01.2017 - 01.2022
Registered Nurse – Coronary Intensive Care Unit
Cleveland Clinic
01.2004 - 01.2017
Bachelor of Science - Nursing
Ursuline College