MARY-CATHERINE FLECK
Fort Lauderdale,FL
Overview
14
14
years of professional experience
Work History
Regional Sales Consultant, Dermatology & Plastics
Modernizing Medicine Inc.
12.2021 - 11.2023
- Direct report to the Sr. National Sales Director, net new sales SaaS EHR; assisting all sales efforts, supporting 16 Regional Sales Managers across the US
- Enhanced team effectiveness, collaborating cross-functionally between internal, external stakeholders (Implementation, Customer Success, Marketing, Sales Ops, Finance, Deal Desk, Legal) to meet business objectives
- Streamlined Sales processes, identifying hurdles & developing practical workflows/SOPs- reducing redundancies
- Enhanced Sales Leadership visibility, responsible for creating/tracking detailed pipeline, bookings, activity & strategic, ad-hoc reports in SFDC to assess gaps
- Spearheaded & owned “CEO of Territory SOP” delivering data with actionable insights (successful methodology was replicated throughout Sales Org)
- Aided in Sales calls to action & strategy, actively participating in weekly territory pipeline review, forecasting & campaign planning (prospecting as needed for coverage)
- Ensured timely, accurate bookings - responsible for contract review, approval & release for counter-signature to Head of Deal Desk. Calculating financials, over-seeing data integrity in CRM (product rules, sales exceptions, discounts) with acute attention to detail
- Triaged contract discrepancies, appropriately mitigated & meticulously resolved errors under high pressure
- CPQ SME; trained RSMs in quoting best practices. Creating/sending proposals/contracts as needed. Responsible for addendums and amendments
- Effectively managed & created buy-in for the Reference Program. Generating > 90 new client references by continuously cultivating loyal client relationships
- Progressed & shortened the Sales Cycle as liaison fulfilling prospects (onsite & phone) Reference requests, intelligently vetting, securing & connecting the ideal customer for specific prospects/use cases
- Produced and managed the teams’ internal web site; accumulated sales resources for enablement, compete intel, monitored and reported industry trends, compliance updates
Sales Onboarding Program Coordinator- Americas
Citrix Systems Inc.
07.2021 - 12.2021
- Worldwide Sales Enablement & Effectiveness
- Facilitated the New Employee Sales Training Program (NEST); white-glove, direct quota carrying, core sellers in the Americas
- Coordinated Sales, Product Marketing, Services collaboration to secure SME presenters for formal, live, and remote workshops
- Ensured new hire program completion within ~6 month deadline; tactfully collaborated with Sales Management to address concerns with participation and handle escalations
- Implemented evaluation tools to measure program effectiveness, utilizing data-driven insights for continuous improvement/feedback (Qualtrics)
- Developed effective communication strategies among new hires, resulting in increased productivity
- Created comprehensive reports on program progress, presenting findings and adjusting strategies as needed
Territory Manager
Citrix Systems Inc.
08.2016 - 07.2021
- Sr. Core rep; Virtualization/Security Software Solution Sales
- Proactive consultative phone sales; managed accounts in Commercial Business (750-8000 employee count) + all Healthcare & Higher Ed
- Managed full Sales Cycle, both direct customer & Channel engagement models
- Utilizing product knowledge, industry trends & compete intel, upselling and cross selling services & landing net new accounts
- Leveraged all account information, customer history in deep discovery to strategically uncover org pain points, identifying need, creating new opportunities
- Crafting compelling events, TCOs, proposals & professional customer presentations to effectively communicate the business value proposition & align proper solutions to achieve a customer's goals
- Effectively navigate complex org tech stack, hierarchy, decision-making processes & procurement with success, creating champs from admin to direct C-Suite
- Participated in ongoing feedback loops with Management re: Sales Tools effectiveness for the inside/field Sales team (ZoomInfo, DiscoverORG, Lattice Engine)
- Mentored new & junior team members- specializing in Sales processes; campaign planning, Sales Tools utilization
- Trusted to independently run complex deals to close as interim Field Sales Manager in open headcount territory for Field Directors as needed; established a reputation for flexibility, resourcefulness and execution
- Establish/manage & maintain Channel relationships and enablement (LARs, VARs); cultivating mindshare for mutual success
- Successfully met and exceeded quota, appropriately forecasted opportunities within CRM, practiced stage-based ensured visibility to management
Regional Sales Manager
Modernizing Medicine Inc.
06.2015 - 07.2016
- Field Sales role, responsible for B2B direct Sales of proprietary EHR (SaaS) software to healthcare groups, executives, clinicians across assigned territory in the US, fast-paced StartUp
- Independently provided in depth, technical product demonstrations and formal presentations to executives, clinicians, and administration onsite & remotely, as well as presenting at trade shows/conferences (traveling monthly, throughout the US within territory)
- Crafted proposals, TCO’s, RFP delivery, negotiated & delivered contracts to execution, collaborated with Training teams to create individual implementation plans pre-close ensuring customer success/retention
- Hosted professional dinner presentations/roadshows, independently with direct individual responsibility to drive prospect attendance to events (planned/ executed detailed & strategic phone/email campaigns, traveled for in person cold calling prior to event)- learned to optimize allocated budget, creatively
- Developed tech integration partner relationships, to provide a comprehensive solution & implementation plan to secure a close (defining HL7, custom bridging of PM/EMR systems, data conversions, RCM system requirements) to overcome roadblocks
Regional Sales Consultant
Modernizing Medicine Inc.
03.2013 - 06.2015
- Directly supported Regional Sales Manager (1:1) in sales efforts of Electronic Medical Record Software as a Service, sharing a quota.
- Presented product demonstrations to opportunities in the territory of 1-5 provider practices- responsibilities increased over time to independently run deals to a close
- Monitored the market, industry trends and competitors to articulate a compelling value proposition to book product demonstrations and move through the Sales Cycle
- Met & exceeded quota quarter over quarter while in the role (quickly ramped up to independently contribute and cover new open territory independently)
Sales Associate
Modernizing Medicine Inc.
10.2012 - 03.2013
- Spearheaded the role as the first Sales Associate for the Start Up, supporting the National Sales Director
- Proved value for the organization to leverage individuals with direct clinical/administrative experience in Sales efforts, creating a path for growth & Sales development
- Honed the skill of discovery, lead qualification & cold calling with curiosity, building relationships to navigate past gatekeepers
- Creating SOPs for predecessors
- Creatively implemented prospecting techniques, uncovering quality leads (Ex. initiating working w/internal IT to extract published CMS data identifying top targets)
- Setup product demos for Sales, maintained all communication history in CRM system
Office IT Manager
FAMILY MEDICINE OF BOCA RATON ASSOCIATES
08.2009 - 10.2012
- IT development and integration of EHR within the operating clinical setting. Research of area programs, including current Federal and State policy requirements. Implementation of work flows to enable EHR system utilization
- Ongoing development of clinical/administrative communication skills and office efficiency improvements. As well as developing new marketing avenues and creation/maintenance of social/web pages
- Office management and clinical aide as needed. Kept the task of maintaining a comprehensive patient chart, check in/out, laboratory callbacks, prescription refill requests, assisted in coding and billing input procedures and handled patient inquiries appropriately in a fast-paced family practice. Responsibilities gradually increased over time
Education
Bachelor of Science - Biological Sciences
Florida State University
Tallahassee, FL2009
Post Graduate Studies - Leadership & Healthcare
Nova Southeastern University
Davie, FL2012
Skills
- Analytical thinking
- Strategic problem-solving/ Territory planning
- Cross-functional Team collaboration
- Industry expertise, Sales enablement
- Sales Strategy & Target Planning
- Account management
- Direct & Channel Solution Selling
- Technical Review of Contracts
Accomplishments
- 2020- Citrix COM Field All Hands "Rockstar- Honorable Mention" for Inside Open Field Coverage; Q1 (214% quota) & CY'18-19 (55% YoY growth)
- 2017- Citrix “Grand Prix- Driver of the Year" Award (Highest Annual Close-rate, Inside Sales- 33%)
- Q3 '17- Citrix "Top Prospector" Award (Largest dollar amount, opportunities closed)
- Q2 '17- Citrix “Top in Quarter Closer” Territory Manager
Timeline
Regional Sales Consultant, Dermatology & Plastics
Modernizing Medicine Inc.
12.2021 - 11.2023
Sales Onboarding Program Coordinator- Americas
Citrix Systems Inc.
07.2021 - 12.2021
Territory Manager
Citrix Systems Inc.
08.2016 - 07.2021
Regional Sales Manager
Modernizing Medicine Inc.
06.2015 - 07.2016
Regional Sales Consultant
Modernizing Medicine Inc.
03.2013 - 06.2015
Sales Associate
Modernizing Medicine Inc.
10.2012 - 03.2013
Office IT Manager
FAMILY MEDICINE OF BOCA RATON ASSOCIATES
08.2009 - 10.2012
Bachelor of Science - Biological Sciences
Florida State University
Post Graduate Studies - Leadership & Healthcare
Nova Southeastern University
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