MARY DEFRASIA
Lakewood,Ohio
Summary
Accomplished leader with a strong drive to propel growth and enhance sales through exceptional decision-making, problem-solving, and organizational skills. Possess extensive knowledge of the healthcare market, customer preferences, and economic trends. Leveraging over 30 years of healthcare experience, equipped with a competitive nature solely focused on achieving business success.
Overview
32
32
years of professional experience
Work History
Director of Strategic Relationships
ELLKAY, LLC
05.2022 - Current
- Achieved 133% of quota for 2024 year-to-date
- Generated $7.4 million in TCV, exceeding quota in 2022 and 2023
- Leveraged industry knowledge to expedite sales processes, resulting in exceeding quota in 2022
- Managed current client accounts in escalation by building relationships, trust, and developing resolution plans, closing $1 million in additional business
- Recognized with 'Outstanding Achievement Award' for 2022.
Regional Vice President - Sales
AGS Health
05.2021 - 04.2022
- Grew market presence in the Northeast focusing on large health systems and provider groups
- Exceeded sales quota with annual recognized revenue of $1.3M for FY2021
- Upsold additional services generating over $400K in net new revenue for FY2021
- Improved the process for implementation of new clients, resulting in a more efficient transition from sales to operations.
Vice President of Enterprise Sales
Collective Medical
04.2020 - 04.2021
- Developed Territory Growth Strategy for the Southeast region of the US
- Closed five contracts within the first five months, generating over $450K in net new revenue
- Improved the process for implementation of new clients, resulting in a more efficient transition from sales to operations.
Regional Vice President
MediQuant, LLC
11.2012 - 04.2020
- Executed strategic sales plans for national healthcare systems
- Sold $4.9M in total revenue sales over quota in 2018
- Developed new territory and generated $5M in net new revenue in 2019
- Collaborated with client executive teams to ensure successful implementation of Patient Accounting and EMR legacy systems.
Director of Business Development
MediQuant, LLC
01.2009 - 11.2012
- Built key relationships within large multi-facility healthcare systems
- Developed strategic marketing plans including advertising, email blasts, and trade shows
- Executed corporate-wide Data Retention Roadmap (DRR), collecting pertinent information for applications targeted for archive and decommission
- Built partnerships with Value Added Resellers (VAR) which increased marketshare and increased revenue.
Account Executive
MediQuant, LLC
10.2007 - 12.2008
- Promoted the organization's brand awareness nationwide
- Targeted and sold patient accounting data archive software to independent hospitals and enterprise healthcare systems.
Senior Sales Consultant
HumanArc
03.2005 - 09.2007
- Analyzed and implemented key receivables management performance measures within existing client portfolios
- Increased revenue cycle profitability through contract renegotiation and renewal
- Maintained high degrees of customer service and success by assigning key performance measures for each client project
- Supported the sales department by handling presentations, project evaluation, pricing, negotiating, and closing contracts.
Regional Account Executive
Computer Systems Company, Inc
09.2000 - 03.2005
- Developed and executed strategic plans to increase market image and sales in 10 eastern states
- Presented workflow analyses within healthcare financial departments, forecasting ROI, and recommending productivity improvements.
- Negotiated contracts with clients, securing favorable terms and conditions for both parties.
Regional Sales Executive
Unicare Corporation
02.1992 - 09.2000
- Managed marketing, sales, and service for Ohio, Western Pennsylvania, and West Virginia territories
- Forecasted revenue goals for the Resolve Claims Management service line
- Developed strategic sales plans focused on out-of-state billing and provider enrollment services
- Trained and mentored new sales representatives.
Education
Bachelor of Science (BS) - Interdisciplinary Studies
University of Toledo
Toledo, Ohio05.1990
Skills
- Multimillion-dollar contract negotiations
- Established national relationships with CFO, CIO, VP Revenue Cycle, VP of Information Technology, and Director-level executives
- Complex solution selling to multiple buyers: Revenue Cycle and Information Technology
- Dynamic, high-energy self-starter
- Clinical, financial, and operational expertise in healthcare
Accomplishments
- Grew market service area from independent hospitals to large healthcare systems
- Critical member of an executive team that enabled company growth from $600K to $38M in 13 years
- Generated $45M in total sales revenue during a 13-year tenure
- Exceeded operational goals in all areas of employment with progressive responsibilities
- Enhanced software product through technology by developing denial reporting through electronic cash management applications
- Improved productivity and increased revenue through automation and outsourcing services including eligibility verification, claims management, prior authorization, medical necessity denials, statements, lockbox, and payment posting solutions
- Recognized leader among professional organizations such as HFMA, HIMSS, and CHIME
Community Service
- Greater Cleveland Food Bank
- Juvenile Diabetes Research Foundation
Timeline
Director of Strategic Relationships
ELLKAY, LLC
05.2022 - Current
Regional Vice President - Sales
AGS Health
05.2021 - 04.2022
Vice President of Enterprise Sales
Collective Medical
04.2020 - 04.2021
Regional Vice President
MediQuant, LLC
11.2012 - 04.2020
Director of Business Development
MediQuant, LLC
01.2009 - 11.2012
Account Executive
MediQuant, LLC
10.2007 - 12.2008
Senior Sales Consultant
HumanArc
03.2005 - 09.2007
Regional Account Executive
Computer Systems Company, Inc
09.2000 - 03.2005
Regional Sales Executive
Unicare Corporation
02.1992 - 09.2000
Bachelor of Science (BS) - Interdisciplinary Studies
University of Toledo
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