BUSINESS DEVELOPMENT * SALES & MARKETING * OPERATIONS
"The Toughest Steel Goes Through the Hottest Fire." Hands-on, motivational leader with years of progressively challenging managerial experience achieving or exceeding desired business outcomes. Exceptional abilit y to clearly translate complex issues into actionable plans aligned to short and long-term requirements. Establish quick rapport with co-workers, professionals and staff. Exercise diplomacy and tact; enjoy a reputation of relational excelle nce, and overcoming obstacles critical to performance metrics. Uphold highest st andards for ethics and quality. Effectively evaluate and proactively manage perf ormance against relevant benchmarks. Thrive under pressure. ________________________________________ Knowledge Areas Strategic Planning * Operations * Project Management * Market Analysis & Plannin g * Budgeting & Financials * Sales & Marketing * Key Client Relations * Negotiat ing & Closing * Supplier Relations * Purchasing * Cost Reduction * Environmental / Safety / Regulatory Compliance * Human Resources ________________________________________ CAREER TRACK & PERFORMANCE | DRIVING FORCES ACCOUNT MANAGER 2008 - Present WW GRAINGER Fayetteville, North Carolina Provide highly effective leadership and expertise to consistently achieve and e xceed desired business outcomes for this $6.9 Billion, multinational firm operat ing in North America and Asia. Identify prospective clients, develop relationshi ps of trust, and analyze customer needs. Present sales solutions, negotiate pric ing, and monitor all aspects of the sales cycle to ensure total client satisfact ion. * Collaborate with clients in making key project decisions, selecting appropriat e products, and assisting general contractors, engineers, and suppliers in produ ct utilization and JCAHO, OSHA, and other regulatory compliance requirements. * Within first year, expanded an inherited territory dramatically in revenue and profitability. Achieved $1.4 Million by growing sales volume from 76% to 104.6% . For 2010, identified 5 projects projected to generate $100 Thousand+. SALES ASSOCIATE 2006 - 2008 SMITH & NEPHEW Fayetteville, North Carolina Promoted and sold reconstructive and trauma orthopedic implants to military and private sector healthcare accounts within assigned territory for this $5 Billio n company. Utilized SWOT analysis to identify prospects, analyzed needs, and pre sented, negotiated, and closed sales to consistently meet revenue targets. * Developed effective new and existing product training programs that included O R physicians, nurses, and technicians to promote products and improve patient ou tcomes. * Produced $1.2 Million in sales. Highlights include growing sales by 700% withi n 90 days for a newly assigned existing account, and presented and sold multiple instrument sets to over $100,000 for equipment otherwise consigned. In addition , significantly improved efficiencies and lowered costs by reengineering process for securing purchase orders. SALES PROFESSIONAL 2004 - 2006 SANOFI-AVENTIS Fayetteville, North Carolina Secured new business opportunities and maintained high existing account satisfa ction focused on osteoporotic preventative prescriptive drugs to GPs, orthopedis ts, rheumatologists and OB/GYN specialists. Planned, organized, and ran events a nd promotions, including product educational seminars to healthcare professional s and educators, and analyzed competitive products to win deals and promote impr oved patient outcomes. Responsibilities included sample management, budgeting, a nd expense reporting. Developed highly effective presentation and sales methods resulting in achieving all assigned quotas.
* Delivered exceptional results throughout tenure. Attained top 10% volume at th
e district level, 15% at the regional level, and 30% nationally for 2 consecutiv e quarters as part of a new product launch. BUSINESS DEVELOPMENT SPECIALIST / PROJECT MANAGER 1999 - 2004 CAPE FEAR VALLEY HEALTH SYSTEM Fayetteville, North Carolina Consistently delivered exceptional results developing opportunities and managin g multiple projects to successful completion. Planned and managed complex projec ts from inception through delivery. Recruited physicians, CRNAs, PAs, and FNPs, negotiated salaries and benefits. In addition, spearheaded new business acquisit ion efforts to successfully achieve revenue targets for a range of medical, ment al, and healthcare relocation and facility services. * Hosted information sessions to develop relationships with prospects resulting in 50+ new providers per year. Negotiated and closed a lucrative mental health / substance abuse program contract with the federal government generating 100% re imbursement rate vs. the 80% to 90% industry average. Negotiated and secured a 1 6% savings in defibrillators from approved vendors. ADMINISTRATIVE DIRECTOR 1998 - 1999 HEALTHKEEPERZ (FORMALLY TLC HOME HEALTH AGENCY) Pembroke, North Carolina Served in an interim role to drive revenue achievement for personal care and me dical equipment divisions. Effectively managed a staff of approximately 250 empl oyees, with 6 direct reports. Responsible for managing financials, compliance, t raining and development, policy development / improvement, and HR. * Excelled throughout length of service. Formulated and implemented key changes in billing procedures, internal communications, procurement, and operational pol icies to positively impact profitability and staff morale. Increased durable equ ipment revenues by 22%, and grew nursing division market share 10%. PROJECT MANAGER 1995 - 1998 UNIVERSITY OF NORTH CAROLINA HOSPITALS Chapel Hill, North Carolina Directed key operational activities for a free-standing ambulatory care outpatie nt facility ensuring optimal patient care and staff satisfaction and efficiencie s. Directed fixed asset inventory functions for 22 primary, specialty, and sub-s pecialty clinics. Evaluated policies and procedures and managed process improvem ent efforts, and took a leading role in facility planning and relocation executi on. * Negotiated $68 Thousand in equipment purchase savings. Successfully relocated 4 clinics with 50,000 annual visits with no adverse patient impacts. Reduced pat ient wait time by 15 minutes by improving check in functions and reconfiguring w aiting areas to improve patient flow. Located missing fixed assets for $50 Thous and in depreciable savings. ________________________________________ LEARNING CREDENTIALS MBA - ORGANIZATIONAL MANAGEMENT * 3.7 GPA 2003 University of North Carolina Pembroke, North Carolina BACHELOR OF SCIENCE IN PUBLIC HEALTH - HEALTH POLICY & ADMINISTRATION * 3.6 GPA 1995 University of North Carolina Chapel Hill, North Carolina Additional courses, seminars and workshops include: Failure Mode & Effects Analy sis in Healthcare * Root Cause Analysis in Healthcare * Healthcare Summit Traini ng, WW Grainger * Negotiation of Contracts & Pricing * Systematic Selling Dialog Model * Integrity Selling Model * Shelter Simulation & Mass Care Facilitation, Scotland / Robeson Counties Chapter ________________________________________ ORGANIZATIONS & ASSOCIATIONS Member, American College of Healthcare Executives * Member, US Green Building Co uncil, Piedmont Triad Chapter * Volunteer, American Red Cross ________________________________________ MILITARY SERVICE 2nd Lieutenant, Medical Service Corps, United States Army Reserves * Sergeant, U nited States Air Force ________________________________________ REFERENCES AND FURTHER DATA PROVIDED UPON ESTABLISHMENT OF MUTUAL INTEREST
Meeting The Challenges of Global Climate Change and Food Security Through Innovative Maize Research. Proceedings of The National Maize Workshop of Ethiopia, 3 Addis Ababa, Ethiopia 18-20 April, 2011