Steve Coleman
Hugo,MN
Summary
Self motivated Commercial & Sales Operations Leader with 15+ years leading complex organizational transformation to drive operational efficiencies and sales growth. Effective people manager and recognized as top 1% performer at Medtronic. Implemented several technology & analytics-driven programs to provide executive leaders clear optics into business performance and future growth opportunities. Passionate for learning and recently completed Strategic Healthcare Leadership Certificate from Cornell University.
Overview
18
18
years of professional experience
1
1
Certification
Work History
Director, Commercial Operations & Excellence
Biotronik
01.2022 - Current
- Commercial Operations & Excellence
- Lead development of operational, analytical, strategic, and business development support for executive and sales leaders
- Partner closely with Sales and Marketing Leadership to develop & execute on US strategic growth plans, business activities & other commercial initiatives
- Coordinated activities with other departments to expedite work and improve interdepartmental performance.
- Developed and presented new ideas and conceptualized new approaches and solutions.
- Managed staff, financials and key performance indicators to facilitate business operations.
- Developed and implemented strategic sales plan to accommodate corporate goals.
- Oversight of sales compensation, territory, alignment & quota planning to ensure optimal outcome and growth for organization
- Development and management of robust reporting & analytics team
- Expanded team by 50% and moved 40% of reports to an automated & self-service analytical platform
- Management of 12-person contracting team that develops & executes 100% of contracts within the US business
- Creation and development of revised QBR process to drive actionable results for growth
- Partner closely with VP Sales, AVPs, RVPs and functional groups to lead market, account, and physician segmentation efforts in support of product launch excellence
Senior Commercial Operations Manager
Medtronic
Minneapolis, MN
05.2019 - 12.2021
- Americas Commercial Operations, Analytics & Strategy & CAS Operating Unit Leader
- Group Manager leading a team of eight Strategic Analysts focused on aligning and leading commercial sales operations and customer/market strategic development activities
- Cardiac Ablation Solutions (CAS) Commercial Operations Lead, partnering closely with Sales & Marketing Leadership to drive strategic imperatives, revenue growth & product launches
- Coordinate, facilitate and manage quarterly business reviews and implement refinement of strategy as needed
- Implement analytics and reporting programs in effort to standardize and automate activities to drive commercial revenue and capture areas of market share growth opportunities
- Consistently drive systems and process integration across regions and functional areas – ensure customer & user experience is maximized
- Partner closely with VP Sales, AVPs, RVPs and functional groups to lead market, account, and physician segmentation efforts
- Co-sponsor of six CVG-wide customer experience workstreams tasked with streamlining key processes such as Backorder Reporting, Product Launch reporting, SPIF Development, Quarterly Business Review (QBR) execution, and systems alignment with changing Field personnel
- Collaborate with Global Supply Chain to ensure constrained inventory is appropriately allocated to revenue generating accounts and procedures
- Active Americas Region Offer to Cash Program team member with specific focus on improving transaction capabilities to ‘make it easier to get work’ done with Medtronic
- Directed day-to-day operations by spearheading implementation of short-term and long-term strategies to achieve business plan and profitability goals.
- Created corrective actions based on adverse KPI trends.
- Presented performance and productivity reports to supervisors.
Commercial Operations Program Manager
Medtronic, AF Solutions
11.2018 - 05.2019
- Partnered with Marketing, Sales Leadership, Contracts, and other functional areas to drive reporting and analytics efficiencies
- Implemented CRM and Tableau programs and analytic reporting capabilities to optimize field activities and to ensure reporting is line with key metrics and initiatives
- Analyzed capital contracts and created detailed reporting to illustrate opportunities for incremental revenue for non-cash capital in the field
- Conducted business reviews in collaboration with Sales and Marketing Leadership
- Performed ad-hoc reporting and analysis to provide field visibility of incremental growth opportunities
Account Manager, Marketing & Sales
KPMG LLP
Minneapolis, MN
02.2017 - 10.2018
- Business Strategy Development & Marketing
- Drove business development and strategy plans for Minneapolis market ($175M); 10% year-over-year market growth
- Managed and influenced relationships with top executive at dedicated healthcare payer and retail & consumer accounts
- Ensured project teams were providing exceptional client/customer services and met with stakeholder to expand scope of services
- Conducted deep market and competitive landscape analysis to develop targeted business development campaign materials
- Led marketing and demand generation plans for healthcare segment, targeting increased brand awareness and service capabilities around key client initiatives
- Led proposal development and orals preparation activities, focusing on the KPMG value proposition, key differentiators, and win strategies (75%-win rate in 2017)
- Oversaw multiple accounts and worked diligently to meet and exceed performance goals.
- Generated sales audit reports to track and review performance.
- Built and maintained productive relationships with customers and internal partners.
Healthcare Consultant
Hollstadt & Associates, Blue Cross & Blue Shield of MN, Blue Cross and Blue Shield of Minnesota
Minneapolis, MN
02.2016 - 02.2017
- Successfully migrated & integrated employees to Highmark operating system (IT, finance, HR, procurement, sales) to improve back office and front office capabilities
- Developed project scope, communicated, and implemented business change management strategies amongst business units during each phase of implementation
- Served as security risk compliance lead with focus on understanding and translating detailed security deliverables to business partners, managing the security provisioning of end-users, and assisting in the successful transition from legacy systems
- Developed future state processes and procedures
- Conducted access validation sessions with end-users
- Managed operations in accordance with budget requirements.
Senior Account Executive
RedBrick Health, now Virgin Pulse
03.2015 - 01.2016
- Served as subject matter expert to ensure wellness programs aligned with overall mission of the client
- Consult with clients to develop and implement wellness programs that meets vision
- Facilitated ongoing strategic partnership discussions to ensure client retention, client satisfaction, client renewal and upselling
- Planned, initiated, monitored, and tracked marketing project launch initiatives in order to executive successful, on-time and on budget projects
- Managed and drove product launches, releases, and upgrades
- Led team of Account Operations Managers and Communication Managers to ensure client expectations and solutions were met consistently and with excellence
Global Healthcare Account Manager
Ernst & Young, EY, UnitedHealth Group, Optum
Minneapolis, MN
08.2013 - 03.2015
- Served as Central Region (13 markets) Healthcare Markets Enablement Manager
- Led monthly sales forecasting sessions to ensure resources were allocated properly and accounts are on track to meet revenue goals
- Performed market / industry research and analysis, including target and competitive landscaping and profiling, and monitor areas of strategic interest
- Met regularly with buyers and key executives to build relationships and ensure service quality expectations were met
- Managed and influenced product roadmap and planning throughout full life cycle of projects
- Maintained forecasted vs
- Actual budget reports for local and regional healthcare leadership
- Led proposal processes to ensure messages strategically aligned to firm priorities and value propositions were clearly articulated to key influencers
Senior Associate, Account Manager
PricewaterhouseCoopers, PwC
03.2010 - 08.2013
- Led marketing campaign plans, targeting increased brand awareness and service capabilities around key client initiatives
- Provided project management and reporting to industry teams in order to track services and drive long-term revenue and relationship growth
- Led proposal processes to ensure messages strategically aligned to firm priorities and value propositions were clearly articulated to key influencers
Class Action Clerk
Nichols Kaster, PLLP
05.2007 - 03.2010
- Executed court required documents though electronic discovery
- Researched potential cases on behalf of firm and presented findings to partners and senior management
- Conducted discovery calls with current and prospective clients
Education
Certificate Completion, Strategic Healthcare Leadership -
Cornell University
Ithaca, NY01.2019
MBA - International Management & Marketing
Hamline University
01.2011
Bachelor of Arts - Legal Studies in Business
University of St. Thomas
01.2007
Skills
- Creativity and Innovation
- Hiring and Retention
- Strategic Planning
- Legal and Regulatory Compliance
- Issues Resolution
- Financial Reporting
- People Management
- Organizational Development
- Sales Tracking
- Process Improvements
- Staff Development
- Business Leadership
- Problem-Solving
- Performance Evaluation and Monitoring
- Revenue Forecasting
- Program Optimization
Certification
Certified ScrumMaster (CSM) 2016 - Present
Miller Heiman, Professional Sales Training & Project Management coach certified Present
Interests
VOLUNTEER ACTIVITIES
, Courage Kenny Rehabilitation Center Board of Directors 2021-Present
Bolder Options: Marketing & Outreach Board Member 2017 - 2018
Propel for Jeremiah Program: Board Member 2011 - 2016
Timeline
Director, Commercial Operations & Excellence
Biotronik
01.2022 - Current
Senior Commercial Operations Manager
Medtronic
05.2019 - 12.2021
Commercial Operations Program Manager
Medtronic, AF Solutions
11.2018 - 05.2019
Account Manager, Marketing & Sales
KPMG LLP
02.2017 - 10.2018
Healthcare Consultant
Hollstadt & Associates, Blue Cross & Blue Shield of MN, Blue Cross and Blue Shield of Minnesota
02.2016 - 02.2017
Senior Account Executive
RedBrick Health, now Virgin Pulse
03.2015 - 01.2016
Global Healthcare Account Manager
Ernst & Young, EY, UnitedHealth Group, Optum
08.2013 - 03.2015
Senior Associate, Account Manager
PricewaterhouseCoopers, PwC
03.2010 - 08.2013
Class Action Clerk
Nichols Kaster, PLLP
05.2007 - 03.2010
Certificate Completion, Strategic Healthcare Leadership -
Cornell University
MBA - International Management & Marketing
Hamline University
Bachelor of Arts - Legal Studies in Business
University of St. Thomas