• Responsible for leading 7 experienced Directors supporting strategic sales for Baxter’s 3 global business units (GBU) in large regional health systems for IDN sales covering in excess of $210 million in annual revenue within the North American region. Collaborate with key stakeholders across leadership, sales, operations, finance, sales support, and legal for proactive business planning and execution. Develop annual strategy and execute programs for all Baxter Hillrom Business Units to grow sales and market share with 24 regional IDNs. Responsible for AOP Planning, Quarterly Business Reviews, Team Development, Budget, and Expense Management. Partner with Commercial Operations team to develop and enhance effective and innovative sales field support tools including dashboards that enhance our competitive position and value proposition to assigned health systems. Lead talent management and development initiatives such as competency model assessment, sales training, and personalized development plans. Active member on Corporate Employee Resources Group Initiatives and a member of the Hillrom Senior Leadership team.

Responsible for driving profitable revenue and market share for the Patient Support Systems (PSS) portfolio in assigned geographic territories and IDN health systems for capital, rental & service products within the acute care setting. Accountable for leading, managing, coaching, and providing sales leadership to a diverse and experienced team of field sales representatives (account executives), clinical support associates (senior clinical and therapy account managers) and, sales specialists (clinical communication executives, mobility sales executives, service sales managers).

Executed and achieved the Power Business Unit’s stated business strategy, revenue objectives and profitability goals. In addition, accountable for elevating the performance of Regional Sales Team Leadership and expanding the Business Unit’s distribution matrix network to full National coverage. Responsible for the Business Unit’s P&L and controllable field expenses to maximize profitability and cost effectiveness in areas of responsibility. Maintained a safe working environment, strong customer focus, and drove continuous process improvement.

Responsible for developing and executing sales strategies to drive revenue objectives in a designated region. Provided regional team leadership, coaching, training, and management of direct reps and distribution network within assigned region

Responsible for building, leading, coaching, and motivating a team of 15 Inside Territory Managers mapped to commercial and enterprise customers for the purpose of creating value, driving results, and achievement of a multi-million dollar sales quota and pipeline for Microsoft product portfolio and solutions in both new and existing customers.

As part of the company's Executive team that provides regional leadership, coaching and training to 70 employees; comprised of direct reports, independent distributorships, and technical sales representatives across 9 states in order to achieve annual quota and sustainable long term sales objectives and market growth. Accountable for the development and implementation of a regional business sales and marketing plan to maximize business opportunities, develop and drive innovation differentiation for competitive targets and current customers, and achieve organizational profitability performance goals. Additional responsibilities include conducting and participating in sales manager meetings, national, local and regional society meetings, as well as plan and conduct regional training meetings. Hire, coach, new Sales Representatives and conduct weekly field ride-alongs. Call points include GPOs, IDN and Hospital C-suite executives, hospitals, orthopedic physician practices, and Operating Room business decision makers.

Oversees, directs, and coordinates a book of business $8.7 million and manages the activities of 10 personnel within the Pacific Northwest, Hawaii, and Guam territories for the purpose of driving revenue into the business through medical devices sales and customer service. Develops and executes the business strategy for the territory to ensure bottom-line results and budgeted forecast attainment.Integrates the Total Account Management and Roadmap concept to lead the district sales team and drive the business. Supports and shapes the corporate partnership approach to grow the business through promoting environmental awareness associated with Ascent medical devices, and demonstrating the financial benefits that Ascent makes possible to healthcare customers and their patients.

Set the vision and performance benchmarks for the company sales staff. Responsible for all activities related to conceptualizing and implementing company wide hospital strategies, achieving sales and revenue targets, and successfully managing the healthcare sales division for a clinical information management company. Specific responsibilities include business development, account service and retention, staff performance and development, distribution arrangements, strategic customer relations and sales coordination. Responsibilities include sales planning, aligning incentive compensation to goals, and driving key sales initiatives. Leads sales management reporting (includes sales contact management and pipeline reporting), variance analysis, and action plan development for negative variances. Maintain an awareness of developments in sales techniques and technology to ensure that the company maintains its competitive position.Results:Developed sales training strategy and processes for sales organization that resulted in company achieving sales forecast during first yearIncreased organization's EMR/EHR customer account market growth by 300% Exceeded company's sales revenue target by 200% within 12 months of hire

West & East RegionsResponsible for managing overall account relationship for 6 major IHDNs accounts in Microsoft's Healthcare and Life Sciences (HLS) division in the West Region representing over $15 million in sales. Key responsibilities include revenue sales, customer satisfaction, P &L accountability, budget and forecast management, cross-team and partner account management.Results:Met or exceeded sales forecast from 2001-2006; Microsoft Corporation Field Sales Account Executive of the Region or District in 2002, 2004, and 2005.Achieved 100% Partner integration objectives year over year across customer installed base by promoting and sharing best practices and customer testimonials.Effectively managed sales and expense budgets and forecast year over yearEstablished three "Best Practices" for integrated healthcare systems that resulted in increased customer satisfaction box scores by 6% and was endorsed by Microsoft Corporation executives.Senior team leader responsible for assisting in the hiring, mentoring and training new district team members.

Biotechnology pharmaceuticals sales executive responsible for creating and executing innovative sales and marketing strategies that would achieve maximum market growth penetration and long-term customer relationships in an assigned geography. Results:Team placed $250K order; largest, single product sales order for company within first six months of product launch Sales team established product on 6 hospitals and managed care formularies which resulted in 50% territory market penetration in first yearTeam ranked #3 in sales out of 10 districts in first yearDirected the activities of 4 account executives covering the Western Pennsylvania and West Virginia area sales markets

Responsible for selling a complete line of energy, endoscopic, and mechanical products to surgeons, nurses, scrub tech, and other hospital staff into aligned hospitals and operating rooms in a designated geography. Additional key responsibilities included training surgeons and operating room staff on instrumentation and advanced surgical procedures in the following specialties: Vascular; General Surgery; Bariatric; Thoracic; Cardio-Thoracic; OB/GYN; and Colo-RectalResults:Managed and closed NYC sales revenue from $8 million to $12 million in first year of employmentMet or exceeded sales forecast; Increased company market share and expanded hospital surgery programs by 15% through training 30+ surgeons in geography to perform advanced laparoscopic and open procedures on company surgical product line.

Responsible for and directed the HR administration, finance, housing, education & technical training, inventory & equipment maintenance services and logistics. Directly responsible for systems and operations functions for 14 M1A1 ABRAMS Tank systems to include tactical war-time deployments and daily operations. Led successful deployment of company and equipment to Saudi Arabia in war time deployment and tactical support of Operations Desert Shield/Storm.