ROSALIND N. LANCASTER

• Secured high-value accounts through consultative selling, effective customer solutions and promoting compelling business opportunities.
• Manage complex sales-cycles and presented value propositions of Tableau platform to C-level executives .
• Exceeded targeted sales goals through continuous pursuit of new sales opportunities and expert closing of customer deals.
• Negotiated sales deals between customers and agency, resulting in mutually beneficial agreements and cultivated relationships.
• Recommended changes, improvements or enhancements in products to product development team based on customer feedback.
• Prospected new clientele through networking, cold calling, canvassing and referrals.
• Built and strengthened relationships with new and existing accounts to drive revenue growth.
• Identified client business needs by gaining understanding of goals, objectives and processes.
• Stayed abreast of competitive landscape and emerging technologies to best position brand in global marketplace.
• Monitored and collected all technical information and designed appropriate workflow for customers.
• Maintained communication with internal stakeholders and provided mentorship to processes.
• Negotiated sales deals between customers and agency, resulting in mutually beneficial agreements and cultivated relationships
• Managed portfolio of over 350 Mid-Market accounts

• Promotion of Negative Pressure Wound Therapy, Capital Sales, and Advanced Wound Dressings in Post-Acute Care setting
• Launched new products into largest IDN in Virginia through surgeon and clinical support via Value Analysis Committee with some products bypassing committee
• Market products to outpatient facilities and surgeon groups including Ortho/Trauma, Plastics, Vascular surgery, General Surgery, Podiatry, Cardio/Thoracic Surgery, WCC, Surgery Centers, HHAs, and SNFs
• Educate physicians, residents, and medical staff in new and emerging techniques of NPWT use in the OR, bedside, and classroom settings
• Leverage KDM and clinical outcomes for increased product utilization
• Manage contract negotiations and conduct ongoing business reviews for continued financial support to foster partnered relationships with C-suite executives
• Present and reinforce KCI value proposition to differentiate KCI from competitive offerings
• Actively make rounds to ensure my direct reports and identifying sales opportunities and generating revenue
• Trained and developed new sales team associates in product knowledge, selling techniques and company procedures

Current Sales as of July 1, 2021:

• YTD Sales $2,187,918
• Core Product - 123.7% YTD PTP and 29.4% YOY
• Focus Product: - 104.5% YTD PTP and 67% YOY
• 179% YOY revenue growth increase during 2018.
• Accomplished sales goals and boosted revenue by $2.7M through product knowledge and customer relationship management.

PRESIDENTS INNER CIRCLE WINNER 2019...- >110 PTP YTD

2018 SALES >118 PTP

2017-2019… FIELD SALES TRAINER- Covered New Hire training - Corporate office

• Managed wound sales in acute environment
• Managed to complete territory transition quota at above 110% PTP yearly
• Developed and managed direct reports relationships with Discharge Planners, Case Managers, and others involved in Wound VAC Therapy transition process
• Proactively managed transition process in HIPAA-compliant manner, including paperwork and coordination with Advantage Center
• Recovered lost assets and handled inventory management
• Completed supporting account paperwork (credit, collection, invoice) matters
• Analyzed departmental documents for appropriate distribution and filing
• Served as liaison for company, clients and referred prospects regarding inquiries, issues, order management, post-sales follow-up and customer relations

• Provided authentication and authorizations for over 25 databases
• Coordinated statistical data analysis, design, and information flow
• Maintained and updated Enrollment Profiles for assigned markets, often requiring high volume data entry
• Created, manipulated, reviewed, analyzed and maintained reports and databases within SQL, Excel, Access, SharePoint Site and Microsoft Report Manager
• Monitored receipt of state and federal enrollment files
• Researched and resolved eligibility inquiries, verifying basic enrollment/eligibility information and ensuring enrollment database reflects correct data
• Analyze and resolve moderate to complex errors resulting from automated enrollment updates
• Performed monthly reconciliation of State files to Enrollment database based on Sarbanes-Oxley rules and regulations
• Meet and exceeded individual productivity metrics, quality and timeliness standards as defined by department guidelines
• Created reports and correspondence to others while remaining within HIPAA regulations

• Cox Business Commercial Acct Sales
• Created and developed systems that monitored commercial accounts billing activity
• Reviewed and analyzed data metrics to assess best business practices
• Conducted business impacted analyses and validation studies through all stages
• Wrote code to automate reports, charts, presentations, and time lines in support of business operations
• Trained and mentored new employees on collection methods, documentation requirements and performance strategies
• Supervised invoice processing, purchase orders, expense reports, credit memos and payment transactions