Randy Kennedy

• Developed sales opportunities by researching and identifying potential clients, soliciting new accounts, building rapport, providing technical information and explanations, providing product demonstrations, and answering prospective client questions and concerns.
• Skilled at pinpointing major client opportunities.
• Demonstrated expertise in EMR/EHR demos and closing sales.
• Demonstrated strong negotiation and closing skills while addressing industry objections.
• Skilled in managing sales metrics for the sales team.
• Created monthly reports for regional managers to review performance of each team member.
• Became an expert at effectively communicating the company value proposition to prospects using various outlets, including phone, online and in-person.
• Participated onsite with trade shows and other industry events.
• Met/Exceeded the assigned sales quotas and targets.
• Identified prospects and develop sales strategies for each of your client accounts.
• This may include sales/solutions calls, networking/marketing activities, coordination of presentations and proposals, product demonstrations, and client meetings.
• Leveraged internal and external resources to generate new leads.
• Conducted product demonstrations both virtually and onsite to prospects.
• Exhibited comprehensive knowledge of the sales process within RCM
• Skilled in selling value-based products.
• Carried a $3.5 million dollar yearly quota while managing a team of 6 AE's that each carried a 2.5 million dollar quota.

• Identified new targets, developed new business opportunities and presented product lines to customers; mentored and trained in-house sales team; creatively developed and executed sales promotions and campaigns..
• Resolved issues, coordinated resources across departments within CGM, and sold services and products that would benefit our clients; consulted with clients to provide tailored solutions and generate >$5M in annual sales.
• Used a consultative sales approach to understand clients needs and recommend relevant offerings.
• Liaise with clients, management and sales team to better understand client needs and recommend appropriate solutions.
• Coordinated and executed all efforts within the sales process to manage customer relationships and educated customers on CGM products.

• Managed west coast new business territory consisting of 14 states for 100+ bed hospitals/IDNs, 50+ physician office practices, HIEs, & partner vendors for DrFirst's suite of medication management &communication products.
• Recognized as top performing new business rep, exceeding sales quota by 14% in FY2001 & 36% in FY2002.
• Successfully launched two new product verticals within the Epic & Cerner markets pertaining to medication management integration, leading to $1.2M in revenue for FY2001 and $2.7M in revenue for FY2002.
• Chosen as sales lead to create a new sales structure support through rapid growth and a culture change. Model, collaborating with marketing & leadership.
• Generated leads though cold calling, email campaigns, marketing activities, social media outreach (LinkedIn, Twitter, Facebook, HubSpot), conferences, tradeshows, and regional events, not limited to but
including CHIME, HIMSS, ASHP, Health Connect Partners, Healthcare Informatics Series.
• Utilized NetSuite and various other CRM tools to manage pipeline and forecasting.