Kelley K. Email & Phone Number

Broomfield, Co

LEADERSHIP SCOPE: Contracts: 1000+, totaling 9-figures; support sales through new contracts/renewals and lead sales operations and strategic accounts. Territory: U.S. and assist with Canada/LATAM. Team: up to 25 (11 direct/14 indirect).I was retained while company was acquired twice and during company's ventures to acquire 2 businesses. Built a team accountable for corporate accounts, sales operations, and solidifying contracts from hospitals, IDNs, and GPOs by drafting response to RFPs with sales team. Strategically lead/guide negotiations with hospitals’ C-level executives, purchasing, and surgeons. CONTRACTS & PRICING & STRATEGIC ACCOUNTS* Earned promotions and continually given expanded leadership to manage and enhance additional product categories and growing contract portfolio. * Positioned team for higher success, closing contracts, including highest volume. Also reversed 3-year lockout, solidifying captive deal by team gaining deeper insights into customer.* Minimized pricing impact (2%) over past 4 years, attaining higher pricing % than national average in down market for spine/CMF/T division.* Created high-productivity team, executing/maintaining more contracts (well over 1000 since 2010) and always meeting deadlines. Maintain 80+% to 90+% renewal rate.TEAM LEADERSHIP & SALES OPERATIONS * Attained highest employee retention by valuing employees. Built/trained well-unified, skilled team that delivers above expectations and “rolls with the punches” during constant change.* Team of the Year and (personally earned) Employee of the Year, 2018, recognizing high-response support and top performance as sales partner. * Led 3 successful teams (Lanx/Biomet/Zimmer Biomet) during M&A integration of sales operations, contracts/pricing, and people. Restored data integrity for reporting and contributed to agreements/ compensation plans. * Drive planning for national sales meetings, from contracts to site selection, speakers, and breakouts.

I was referred to CFO by top contract leader at Zimmer and single-handedly drafted vision/strategy and negotiated contracts for Lanx (spine company). Grew team as demand increased. Forged relationships nationwide to develop corporate accounts and secure new contracts. * Won company’s first GPO agreements, all of which continue to be retained and grown in 2020 by my current teams.* Assumed leadership of several additional functions, such as sales operations (quotas, compensation, sales reporting, service), building and developing teams and providing tools/data. * Oversaw solidifying of 250+ contracts with large IDNs/GPOs through creative, competitive price programs/strategies at private-equity backed Lanx. * Delivered price improvements in competitive market for CMF/Thoracic within 9-figure business.* Enabled company to capture market share despite market pressure (price transparency/product commoditization) as well as control pricing and achieve industry-leading premiums by crafting company’s first price policy.

Acquired by Biomet

I was promoted to contract manager within 1 year and built the contract team. Accompanied sales team on sales visits to drive pricing and GPO negotiations. Performed analytics to clearly showcase value proposition to hospitals.* Positioned contract department within top 5 nationally across KPIs (least pricing impact and most contracts) and implemented new contracts, translating to consistent price increases (~4%). * Selected as best-practices trainer after developing contract strategy, policy, and procedural manual adopted across the company to train sales teams and distributors. * Delivered award-winning performance; earning annual Award of Excellence, Contracts, 2006, recognizing impact on sales growth (out of 50 employees).