Summary
Overview
Work History
Education
Skills
Personal Information
Timeline
Generic

Patrick Carlton

Brentwood,United States

Summary

Vice President of Sales with 15+ years of experience in revenue growth and territory expansion in healthcare. Proven track record in developing innovative sales strategies and building long-term client relationships (PBMs, TPAs, Health Plans, Health Systems, Employers, and Brokers).. Expertise in leading large teams and implementing digital transformation initiatives to boost sales effectiveness. Notable achievements include driving significant market expansion and enhancing profitability through strategic planning and operational efficiency.

Overview

27
27
years of professional experience

Work History

VP of Business Development (Consultant)

XP Health
01.2024 - Current
  • Developed data-driven GTM frameworks to enhance sales effectiveness across healthcare segments (Employers, TPAs, and Health Plans), achieving measurable growth outcomes.
  • Directed GTM strategy for diverse markets, improving sales performance and customer satisfaction.
  • Leveraged consultative sales techniques to align solutions with customer needs, increasing engagement and retention.
  • Collaborated on forecasting tools to inform strategic decisions, driving business growth initiatives.
  • Delivered executive insights, shaped strategy using market data, and provided relevant feedback.
  • Maintained strong client relationships through customized solutions, ensuring high levels of satisfaction.
  • Prepared regular reports and presentations for senior leadership, emphasizing sales achievements and strategic initiatives.
  • Optimized sales processes via market analysis, creating scalable frameworks for sustainable revenue growth.
  • Closed 1.8M in ARR in 2024

VP of Business Development

CoverMyMeds
01.2022 - 01.2024
  • Drove new business initiatives with health plans and PBMs, generating significant revenue growth.
  • Secured complex deals with favorable terms, maximizing client satisfaction.
  • Enhanced product visibility through marketing collaboration, creating additional opportunities.
  • Developed strategic partnerships with payers and PBMs, including ESI and Well, boosting solution adoption.
  • Led negotiations on pricing, SLAs, and services to manage key partner relationships.
  • Implemented data-driven growth strategies and optimized sales processes for improved outcomes.
  • Spearheaded enterprise client negotiations, securing major partnerships and scalable frameworks.
  • Closed $2.5M in new annual revenue through innovative market entry strategies.

Senior Director, Client Development

MDLIVE
03.2020 - 01.2022
  • Secured new revenue streams and upsold existing clients, enhancing annual revenue (employers, TPAs, health systems, and health plans).
  • Developed sales processes and reporting systems to improve client tracking efficiency.
  • Managed complex sales involving multiple decision-makers, ensuring high levels of client satisfaction.
  • Delivered compelling presentations that highlighted client value, resulting in successful sales outcomes.
  • Built relationships with external partners, vendors, and customers to foster collaboration.
  • Led client meetings and product demonstrations to increase engagement and drive sales growth.
  • Cultivated strategic partnerships with healthcare entities, fueling substantial revenue expansion.
  • Implemented innovative client engagement strategies to enhance telehealth solution adoption and service delivery.
  • Analyzed market trends and client needs to optimize service offerings, improving retention rates.

Director of Client Partnerships

Lirio
03.2018 - 03.2020
  • Developed sales protocols that boosted conversion rates for enterprise health systems and health plans.
  • Managed P&L for new sales and expansions, ensuring financial stability across initiatives.
  • Identified opportunities in multinational accounts by leveraging company tools.
  • Trained sales associates to enhance skills with emerging technologies.
  • Led account tracking and reporting in Salesforce to ensure accuracy.
  • Drove business growth through strategic client partnerships and innovative solutions.
  • Executed client success strategies that optimized engagement metrics and increased revenue.
  • Orchestrated alignment between client teams and internal stakeholders to exceed satisfaction benchmarks.

Senior Strategic Account Director - Enterprise Accounts

IBM Watson Health
05.2013 - 03.2018
  • Spearheaded enterprise healthcare transformation, generating $35MM P&L while exceeding annual sales objectives.
  • Developed strategic relationships with C-level executives to enhance client engagement.
  • Led cross-functional teams in executing strategic plans within a complex environment.
  • Facilitated executive updates, ensuring alignment among senior leadership on partnership progress.
  • Drove digital transformation initiatives for healthcare clients through strategic enterprise account management.
  • Created data-driven account strategies that optimized client solutions and strengthened C-suite relationships.
  • Pioneered theadoption of AI-driven healthcare solutions, identifying growth opportunities and crafting tailored value propositions.
  • Shaped technology roadmaps by aligning IBM Watson capabilities with client strategic goals.

VP of Market Operations

Aegis Health Group
01.2010 - 05.2013
  • Achieved 100% contract renewals while exceeding revenue goals by ten percent.
  • Directed six remote teams in nationwide hospital operations, maintaining a 100% client retention rate.
  • Supervised multi-state specialists to strengthen employer relationships and drive collaboration.
  • Implemented strategic revenue initiatives to enhance connections between hospitals and physicians.
  • Pioneered physician relationship strategies, fostering strong ties with hospital administrators.
  • Cultivated partnerships with C-suite executives, delivering comprehensive marketing support.
  • Hired and trained account managers, contributing to team development and success.
  • Led sales training efforts, building robust partnerships with C-suite and physician stakeholders.

Senior Account Executive

Healthways
05.2004 - 01.2010
  • Drove account strategies that increased product utilization and client satisfaction.
  • Strengthened client relationships through tailored strategic and operational support.
  • Expanded product offerings for existing clients to enhance overall value.
  • Renewed client contracts to guarantee compliance with obligations.
  • Managed a sales team across 7 states, achieving significant regional success.
  • Implemented strategic healthcare account management initiatives to improve client retention with customized wellness solutions.
  • Developed data-driven account strategies and analyzed client health metrics to implement targeted wellness programs.
  • Orchestrated cross-functional teams to deliver integrated health solutions, building robust partnerships with key stakeholders.

Account Manager

Johnson & Johnson
03.1998 - 05.2004
  • Managed 20 wellness centers, improving client relations and site performance.
  • Oversaw P&L, budget planning, and deployment of strategic goals for operational success.
  • Enhanced site efficiency and engagement through effective process implementation.
  • Reported performance metrics regularly to support data-driven decision-making.
  • Led client engagement and expansion initiatives, promoting service integration.
  • Drove revenue growth through consultative selling and relationship development in strategic account management for major healthcare clients.
  • Developed data-driven account strategies, monitored market trends, and implemented solutions to boost client satisfaction and retention.
  • Orchestrated cross-functional teams to deliver integrated solutions, strengthening partnerships with internal stakeholders and external clients.

Education

B.S. - Kinesiology, Minor in Business

Morehead State University
Morehead, KY
01.1998

Skills

  • P&L management
  • Sales strategy and operations
  • Leadership and team management
  • Account and client management
  • Business development and growth
  • Strategic planning
  • Consultative sales approach
  • Healthcare industry expertise (PBMs, health plans, health systems, TPAs, brokers, and employers)
  • GTM strategy
  • Consultative sales
  • Enterprise negotiations

Personal Information

Title: Vice President of Sales

Timeline

VP of Business Development (Consultant)

XP Health
01.2024 - Current

VP of Business Development

CoverMyMeds
01.2022 - 01.2024

Senior Director, Client Development

MDLIVE
03.2020 - 01.2022

Director of Client Partnerships

Lirio
03.2018 - 03.2020

Senior Strategic Account Director - Enterprise Accounts

IBM Watson Health
05.2013 - 03.2018

VP of Market Operations

Aegis Health Group
01.2010 - 05.2013

Senior Account Executive

Healthways
05.2004 - 01.2010

Account Manager

Johnson & Johnson
03.1998 - 05.2004

B.S. - Kinesiology, Minor in Business

Morehead State University

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