Melissa Huff Fultz Email and Phone Number
Thought-leader, change agent, and a facilitator of growth and alignment in corporate culture. Drives results through execution of sales process, long-term account management, internal alignment initiatives, strategic planning, training, best-practice sharing methodologies, mentoring, and coaching. Navigates change management through adaptability and energetic leadership style to cultivate collaboration and lead a vision. Strong history of building trust and gaining respect of leadership, peers, direct reports, and other business units. Team player, customer advocate, trusted advisor to clients, and challenger of the status quo.Melissa Huff Fultz has over 25 years of experience as a sales executive, marketing professional, mentor, coach, and entrepreneur. She is a “Consultant of the Year” Award winner in a Fortune 10 Company and has been featured in the Princeton Global Directory and the Who’s Who Global Business Directory. As a consistent top performer, Melissa has been a repeated winner in the Circle of Excellence, President’s Circle, and President’s Club. She has been responsible for developing Customer Success Models patterned after her undisputed track record in building long-term strategic partnerships in numerous industries which translated to generating over $1.5B in revenue in her most recent role. In 2017, Gartner Group published a white paper titled “Driving Growth Through Smarter Account Management” which presents an Account Management Model that is based on an Account Management Toolkit that Melissa developed over years of building successful long-term strategic partnerships. She has served on Sales and Customer Success advisory boards, Guiding Principles task forces, and various marketing committees including portfolio messaging, branding, and reference site program development. Melissa is a speaker and best practice presenter at national conferences. She is an International Best-Selling Author of the book, The Art of Alignment published in 2015 by Kindle Direct Publishing (~Melissa Ebbs Huff). In her book, Melissa defines the keys to success for building a culture of collaboration between cross-functional divisions to help break down internal silos and cultivate alignment within organizations.
The Fultz Group
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Co-Founder, Chief Growth OfficerThe Fultz Group Jan 2015 - PresentUnited StatesIn 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
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Director, Account Management ExecutivesOmnicell 2020 - 2024• 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. -
Director, Sales Training & Key Account Program ManagementOmnicell Jan 2019 - Jan 2020• 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
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Manager, Sales AssociatesOmnicell 2019 - 2020• 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
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Key Account ManagerOmnicell 2006 - 2019• 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.
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Senior Medication Safety Consultant And Enterprise Account ExecutiveMckesson 2006 - 2016Mckesson 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 -
Founder And CeoUnited-N-Spirit 2002 - 2006• 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
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Regional Director Of Sales And MarketingChick-Fil-A Corporate Support Center 1994 - 1996• 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 -
Director, Physician Practice DevelopmentCovenant Health 1993 - 1994Formerly 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 -
National Head InstructorNational Cheerleaders Assn 1990 - 1993• 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
Melissa Huff Fultz Education Details
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Communication
Frequently Asked Questions about Melissa Huff Fultz
What company does Melissa Huff Fultz work for?
Melissa Huff Fultz works for The Fultz Group
What is Melissa Huff Fultz's role at the current company?
Melissa Huff Fultz's current role is Business Growth Strategist. Leader. Collaborator. Culture Guru.Profit Growth Consulting Services. Strategic Partnerships.Best Selling Author of “The Art of Alignment” published by Kindle Direct Publishing (2015).
What schools did Melissa Huff Fultz attend?
Melissa Huff Fultz attended University Of Tennessee, Knoxville.
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