Summary
Overview
Work History
Education
Skills
Timeline
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SARA CRATE

Portland,OR

Summary

Impactful commercial leader with 25+ year track record of building teams and businesses, driving shareholder value, and generating hyper-growth within the dynamic healthcare industry. Responsible for overall revenue generation of two start-ups from series B to profitable sale/ IPO. Exceptional communicator with a consultative sales style, proven leadership track record, collaborative, problem-solving orientation, and a keen ability to connect with C-Suite executives across payers, employers and providers. Valued leader of large, diverse, cross-functional teams within highly matrixed organizations. In-depth experience working with health systems, providers, payors and and Fortune 100 employers to design and implement strategies that foster value-based care and broaden access to impactful health care services.

Overview

31
31
years of professional experience

Work History

Chief Commercial Officer

DISPATCHHEALTH
08.2021 - 08.2023
  • Recruited, launched and led nimble commercial org to support hyper growth across provider, senior living, clinical trial and last mile market segments
  • Proactively identified and closed partnership opportunities with new and existing partners to achieve annual revenue targets
  • Developed and inspired team of growth-focused professionals, providing guidance and mentorship in order to maintain performance-oriented culture
  • Partnered with other members of executive team to execute strategic plan and further develop company's overall Growth Strategy
  • Led development and implementation of company's overall commercial strategy, resulting in 3X increase in provider partnerships over first 18 months
  • Ran national sales, partner success, and business development teams, providing strategic guidance and performance management to achieve aggressive growth targets
  • Developed creative, competitive compensation plan and motivated sales department to exceed sales projections by 15% in first year.
  • Negotiated key partnerships and contracts with industry leaders, including company's largest provider relationship and firm's first
  • Fostered customer-centric culture, achieving customer NPS of 80+ and nearly 100% partner retention through targeted initiatives.
  • Built and used pricing models, market analysis and contract collateral to pave way for new solutions.
  • Exceeded sales quotas and increased profitability through effective sales strategy and business planning.

Chief Sales Officer

HONOR
01.2019 - 08.2021
  • Senior executive responsible for driving end-to-end revenue across company's B2B and DTC market segments
  • Hired by President in early 2019 to scale growth, implementation and partner success organizations while achieving 2x topline growth
  • Responsible for new bookings, margin spread, revenue retention and team engagement and performance
  • Achieved 105% of B2B ARR growth target while building out national sales team and revamping sales operations and inside sales
  • Lead same store growth above historic trend while doubling number of agency partners
  • Established and maintained strong relationships with customers, vendors and strategic partners.
  • Developed innovative sales and marketing strategies to facilitate business expansion.
  • Personally secured company's largest partnership sale and first multi-state engagement
  • Recruited and onboarded impactful leader to optimize and scale implementation team
  • Doubled implementation volume in H2 19 while reducing average timeframe from 10 to 8 weeks and improving ARR retention during IMPL by 50%
  • Direct team size ranged from ~ 30 at start to peak of ~ 65
  • Created and implemented cross-team competency training program, curriculum and performance management program
  • Achieved 97% program satisfaction and highest team engagement scores across Honor
  • Assumed direct leadership of Honor's Partner Advisory Council to support service innovation, care delivery enhancement and partner engagement.

Senior Vice President, Partner Development

EVOLENT HEALTH
01.2012 - 01.2018
  • Executive responsible for leading national Partner Development team toward achievement of growth, profitability and retention targets among large enterprise clients in payer and provider space
  • Drove $500M in corporate revenue by creating strategies that fit perfectly with company's mission
  • Developed and implemented new strategies and policies in collaboration with executive partners to establish and achieve long-term business objectives, providing company with strong and sustainable organizational leadership
  • Created measurement tools, dashboards and reports to track metrics on use and effectiveness of initiatives
  • Commercial leader over same store growth initiatives in collaboration with Partner Success
  • Track record of increased leadership responsibility, budget accountability and revenue impact
  • Used market insights to capitalize on key business opportunities for new advantageous partnerships.

Vice President, Strategic Accounts

WALGREENS / TAKE CARE HEALTH
01.2008 - 01.2012
  • Senior Management executive responsible for leading Account Development team toward achievement of growth, profitability and retention targets among Fortune 500 clients, including Intel, Disney, Toyota, Qualcomm and Sprint
  • Portfolio spanned up 250+ national accounts with annual revenue ranging from $250 - $900M
  • Hired, trained and coached teams for multiple Walgreens divisions, including PBM, with span of control of ~ 50 FTEs
  • Responsible for team through sale of PBM division
  • Conceived and implemented segment-wide strategic business planning process for national accounts, generating 60% of total FY2010 segment revenue
  • Jointly managed operational P&L of transparent financial models, securing 95% retention of profits under risk-sharing partnerships
  • Drove development of product launch strategies for B2B and B2C health care solutions, expanding client enterprise value and fostering brand loyalty

Senior Vice President

WHOLE HEALTH MANAGEMENT
01.2002 - 01.2008
  • Key commercial leader of on-site clinic company management team, responsible for designing, building and leading go-to-market (GTM) team, including strategy, sales, marketing, PR, proposal development, pricing, reporting and contracting
  • Hired and led national business development team, producing 20% annual top line growth for five consecutive years, successfully positioning company for acquisition by Walgreens
  • Spearheaded portfolio growth by collaborating with board and CMO to secure funding for service expansion into primary care, wellness coaching and pharmacy, resulting in average contract growth from $300K to $1.5M per site
  • Drove expansion of clinic locations from 17 to 70 during tenure through national account sales including Intel, Caesar's, Cisco, Microsoft, BP, Scotts Miracle Grow and Sprint
  • Directed all contract negotiations during tenure, securing entrance into new geographic regions, product lines and vertical industries
  • Developed annual sales and marketing plan and P&L, from strategy to execution
  • Created automated, claims-based ROI models, and built out pricing, analytics, reporting and client management functions for organization.

Director

USBUILD.COM
01.1998 - 01.2001
  • Founding member of internet-based start-up focused on reengineering supply chain for production homebuilding materials
  • Led business planning and strategic development efforts, resulting in $13M of seed funding
  • Developed and launched go-to-market plan, securing key customers, partners and board members.

Consultant

WEBER & BERNARDY CO, aka
01.1995 - 01.1998
  • Provided strategic planning, market assessment, and sales planning services to health care services, biotech and pharma corporations


Fundraising Director

CYSTIC FIBROSIS FOUNDATION
01.1993 - 01.1995
  • Special Events Generated $100K annually through production of events exceeding 1,000 participants
  • Standardized solicitation and corporate fundraising process, resulting in 20% growth in annual donations.

Education

MBA - Entrepreneurship

HARVARD BUSINESS SCHOOL
Cambridge, MA

BS - Marketing & Communications

NORTHWESTERN UNIVERSITY
Evanston, IL

Executive Education Course – Accelerating Salesforce Performance -

KELLOGG SCHOOL OF MANAGEMENT
Evanston, IL

Skills

  • Go-To-Market Leadership
  • Account Management Leadership
  • B2B and DTC Revenue Growth
  • Transformative Sales Leadership
  • Talent Engagement and Retention
  • Product Strategy/Solution Development
  • Complex, Solution Selling
  • Channel Partner Development
  • Strategic Planning
  • Budget Ownership
  • Pricing Structures

Timeline

Chief Commercial Officer

DISPATCHHEALTH
08.2021 - 08.2023

Chief Sales Officer

HONOR
01.2019 - 08.2021

Senior Vice President, Partner Development

EVOLENT HEALTH
01.2012 - 01.2018

Vice President, Strategic Accounts

WALGREENS / TAKE CARE HEALTH
01.2008 - 01.2012

Senior Vice President

WHOLE HEALTH MANAGEMENT
01.2002 - 01.2008

Director

USBUILD.COM
01.1998 - 01.2001

Consultant

WEBER & BERNARDY CO, aka
01.1995 - 01.1998

Fundraising Director

CYSTIC FIBROSIS FOUNDATION
01.1993 - 01.1995

MBA - Entrepreneurship

HARVARD BUSINESS SCHOOL

BS - Marketing & Communications

NORTHWESTERN UNIVERSITY

Executive Education Course – Accelerating Salesforce Performance -

KELLOGG SCHOOL OF MANAGEMENT
SARA CRATE