Melissa Huff Fultz Email & Phone Number

United States

In 2015, Steve and Melissa Fultz combined 40+ years of experience and best practices from Corporate America and Entrepreneurial Family Businesses to form The Fultz Group. They use a proven framework of basic business strategies to help identify key areas to increase profit without increasing marketing spend. The Fultz Group is a specialized coaching and consulting firm that is passionately dedicated to supporting business owners in areas like:• Growth Strategies • Asset Planning• Mergers & Acquisitions• Cost Reduction• Revenue Generation• Long-term Strategic Partnerships• Organizational Culture• Account Management• Leadership Development• Sales Processes• Lead Generation• Increased Market Share• Client Retention• Increased Margins• Sales Throughput• Strategic Alliances• On-line Digital Optimization

• Designed and developed sales tools and account management processes such as strategic account plan templates, customer roadmaps, internal alignment team meeting processes, and standardized Quarterly Business Reviews for the CSE Teams.• Worked with Salesforce core team to build out account plans, roadmaps, and 5Y dashboards to identify whitespace and strengthen forecast accuracy. • Collaborated with internal key stakeholders across multiple business units to drive standardization and internal alignment between customer facing teams.• Responsible for leading up to 10 direct reports in developing partnership strategies, maintaining healthy deal margins, footprint expansions with ASG solutions, and assisting in contract negotiations along with building a positive team culture.

• Drove results through execution of trainings, certifications, change management, mentoring, and coaching.• Scheduled and oversaw all training programs for the North America Sales organization including live field trainings, quarterly New Hire Training (Sales Academy 101 & 102), quarterly field training certifications for NA Scorecard, and quarterly Director MBO’s requiring training certification.• Roll-out of Mastermind Strategy Sessions which positively impacted $500M+ in total bookings.• Developed the Account Management Tool-kit and led the roll-out of the new Client Success Executive Team

• Managed a sales team of 4 Sales Associates covering New Business accounts under 100 beds. • Focused on Territory planning, positioning, and deal structure. • Trained team on medication management, portfolio, strategic selling principles, and sales process. • Collaborated with Field Sales Leadership on mentoring opportunities and field travel activities.• Measured Pipeline Growth of $6M

• Owned long-term customer management in largest and most complex Enterprise IDNs• Built and maintained partnerships and customer loyalty (100% track record) • Designed and deployed the business model and best practices for a new Client Success Initiative• Skilled in complex contract cycle management and negotiations• Defined metrics and managed Atlantic Sales Team’s participation and scores for corporate customer engagement initiative (Top 200) • Leveraged facility and industry trends to uncover key driving objectives and define project scopes• Obtained, developed, and cultivated C-Suite relationships and Executive buy-in with all accounts• Assisted partners in developing 5-7 year strategic roadmaps to maximize and optimize investmentsAesynt (formerly McKesson Automation) was acquired by Omnicell in January 2016.

Mckesson Automation / Aesynt (Acquired By Omnicell 2016)

• Identified net new customers and expanded the MAI footprint in existing customers• Performed extensive on-site observation and clinical data collection utilizing a six-sigma lean process• Compiled Comprehensive Solutions Assessments (CSA) to define customer-centric solution sets and TCO• Instrumental in obtaining, developing, and cultivating C-Suite relationships and Executive buy-in with all accounts • Negotiated complex contracts at the Executive level• Navigated the RFP Process internally and externally (when applicable)• Coordinated on-going governance meetings to promote customer alignment and increase customer sat• Developed strong customer references and show sites and coordinated site visits and reference calls

• Formed an organization to utilize the avenue of sports to impact the lives and health of local youth• Hired a staff of 5-10 direct reports to assist in developing material and schedules for annual curriculums• Focused on developing leadership, building character, and strengthening skill sets• Managed the local Upward Cheerleading program, a branch of the National Upward Sports Organization• Assigned territories and managed account managers to market and sell to local churches and community centers to host camps and clinics

• Oversaw execution for all marketing campaigns in the East TN region• Served as the liaison between Corporate and the Local Units• Identified areas of opportunity within the community to increase brand awareness and market share • Developed and implemented a “Back To Basics” Unit training• Executed a regional strategy to standardize communication and marketing across Units

Formerly Fort Sanders Health System

• Worked with Physician Practices across the Health System to streamline communication• Coordinated corporate teambuilding and training initiatives• Managed implementations of Rural Health Clinics operated under the Rural Health Clinic Services Act• Developed uniform Quality Assurance Policies and Procedures for Rural Health Clinics• Monitored OSHA (Occupational Safety and Health Administration) and governmental regulations for Rural Health Clinic inspections

• Managed a staff of 5-25 professional instructors for cheerleading camps and competitions across the United States • Worked directly with University Athletic Directors across the country to coordinate camps and clinic rosters• Developed and taught material for camps ranging from 50-500 high school and college age campers• Trained staff and coaches on leadership, teambuilding, communication, and health/wellness topics• Managed a team of regional managers to market, promote, and sell packages to schools to drive attendance• Coordinated and performed in exhibitions on the National circuit • Held nationally recognized coaching, judging, and leadership clinics throughout the off-season• Invited to perform in Macy Thanksgiving Day Parade 4 years in a row