Tracy McCann
Lebanon,United States
Summary
With a strong focus on sales strategy and client relationship management, I consistently drive our team to exceed targets and maintain growth in the competitive SaaS healthcare industry at Qualifacts. By identifying opportunities for upselling and cross-selling, our approach has perfected the delivery of value to our 150 accounts across five states. Through collaboration and data-driven insights, we have built strong connections with stakeholders, from end-users to C-suite executives. This synergy, along with effective negotiation tactics and comprehensive demonstrations, consistently results in sales excellence and a deep understanding of Revenue Cycle Management.
Overview
21
21
years of professional experience
1
1
Certification
Work History
SR Account Executive & Enterprise Account Manager
Qualifacts
12.2018 - Current
- Conducted thorough assessments of existing accounts to uncover new growth opportunities within a 5 state territory
- Leveraged data-driven insights and customer feedback to identify areas for up selling and cross-selling
- Fostered strong relationships with stakeholders from front-end users to C-Suite executives
- Providing strategic guidance as a trusted advisor for Clinical, Patient/Client Engagement, Mobile, Telemedicine, EDI, Outsourced Billing Services, Credentialing, Business Intelligence & Reporting, SaaS and AI solutions across three EHR platforms
- Aligning customer's needs alongside managing goals of QSI to assure revenue retention & growth, client & provider retention, client engagement, and compliance of state & federal mandates
- Managing the entire sales cycle from prospect to contract to renewal
- Providing product demonstrations, after-sales support, remaining in frequent contact with clients to ensure alignment with growth and business development needs
- Working collaboratively with solution owners, customer success and marketing teams to create strategic campaigns, co-hosting webinars, and state user groups
AE Digital Sales Physician/Ambulatory Northeast and FL
Change Healthcare
12.2003 - 12.2018
- Spearheaded discovery calls with agencies, driving significant annual growth of 30% or more across multiple regions
- Successfully increased annual revenue by $1.2 million through targeted sales strategies and effective client engagement
- Fostered strong collaboration with internal sales teams, account management, and implementation departments
- This teamwork ensured seamless project execution and professional development, resulting in an advanced understanding of Revenue Cycle Management (RCM)
- Identified and capitalized on new market opportunities, expanding the client base within the physician and ambulatory sectors
- Cultivated and maintained relationships with key stakeholders, including C-Suite executives, to secure long-term business partnerships
- Leveraged in-depth knowledge of the healthcare IT landscape to provide consultative selling and customized solutions
- Demonstrated proficiency in managing the entire sales cycle, from lead generation to contract negotiation and closure
- Consistently ranked in the top 10% of sales performance, earning accolades such as AE of the Year and membership in the Presidents Club
- Recognized for exceptional contributions to revenue growth and customer satisfaction
Education
Psychology Degree - Psychology, Sociology, English
Tennessee Technological University
01.1994
Associate of Science - AS - Psychology
Roane State Community College
05.1993
Skills
- Expertise in Revenue Cycle Management
- Expert in Client engagement tools
- Time Management
- Client Engagement Management
- Cross-Functional Collaboration
- Strategic Development
- 20-Year Presidents Club Member
- Quota attainment from $590k to $36MM annually
- Enterprise Account Managment
Certification
- Sales Force Super User
- CRC Certified Emdeon
Timeline
SR Account Executive & Enterprise Account Manager
Qualifacts
12.2018 - Current
AE Digital Sales Physician/Ambulatory Northeast and FL
Change Healthcare
12.2003 - 12.2018
Associate of Science - AS - Psychology
Roane State Community College
Psychology Degree - Psychology, Sociology, English
Tennessee Technological University
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