Susan Hughes Email & Phone Number

Northwest

UHS delivers medical equipment management and service solutions that help clients reduce costs, increase operating efficiencies, improve caregiver satisfaction and support optimal patient outcomes. We provide unmatched world-class service, and offer tools and documentation to verify positive results for caregivers and patients.

West Division

Manage all west coast sales for the hospital industry’s leading asset-management program (“Asset360”), a fully customized, all-encompassing service offering that can generate more than $3 million in revenue per client. Also consult with clients regarding UHS’s other hospital services and equipment. Use a highly consultative, extended-cycle sales process to help high-level hospital decision-makers analyze complex operational deficiencies and understand UHS-offered solutions. Plus, direct the… Show more Manage all west coast sales for the hospital industry’s leading asset-management program (“Asset360”), a fully customized, all-encompassing service offering that can generate more than $3 million in revenue per client. Also consult with clients regarding UHS’s other hospital services and equipment. Use a highly consultative, extended-cycle sales process to help high-level hospital decision-makers analyze complex operational deficiencies and understand UHS-offered solutions. Plus, direct the complementary sales efforts of nine account executives. • Manage and grow an existing book of business currently valued at $37.5 million.• Increased sales pipeline from six deals worth $1.7 million to 29 deals worth more than $21 million (in a period of just two years).• Secured 25 agreements for hospital solutions and services in 2014.• Generated $3.1 million in lifetime revenue through the sale of asset-management services. Show less

West

Regional Sales ManagerMAQUET Medical Systems USA – western region 2008 – 2012 Responsible for all sales across a 13-state region for this global leader in medical systems, therapies and services. Recruit, develop, manage and motivate a high-performance sales team that includes five sales professionals and five clinical specialists. Represent a diverse product portfolio that includes operating room tables, lights, ceiling pendants, anesthesia machines, modular operating-room… Show more Regional Sales ManagerMAQUET Medical Systems USA – western region 2008 – 2012 Responsible for all sales across a 13-state region for this global leader in medical systems, therapies and services. Recruit, develop, manage and motivate a high-performance sales team that includes five sales professionals and five clinical specialists. Represent a diverse product portfolio that includes operating room tables, lights, ceiling pendants, anesthesia machines, modular operating-room walls, data-integration systems and intensive-care ventilators. Primary responsibilities: increasing ROI, mentoring and coaching, C-suite selling, competitive conversions, product launches, sales forecasting, budgeting, and managing all aspects of a multi-state sales team. • Negotiated and closed the largest sales/service contract in company history for our newest critical care technology (a three-year sole-source agreement).• Repaired a critically damaged business relationship with one of the nation’s largest healthcare providers (and turned this formerly bitter sales prospect into one of MAQUET’s largest clients).• Personally generated margins significantly above company goals, highest in the nation three years in a row.• Negotiated and implemented the largest-ever, system-wide evaluation of our newest OR product (12 weeks, across nine healthcare facilities).• Developed an innovative C-suite sales strategy that compressed the sales cycle and drove $4.1 million in sales for the western region (then consulted on the implementation of a national/worldwide version). • Of the five sales representatives managed, four were ranked in the top 10 nationwide.• Named “Regional Sales Manager of the year.” Exceeded sales goals by 110%.• Ranked #1 in the nation for competitive conversions. Show less

West

Regional Sales DirectorGETINGE – MAQUET Surgical Workplaces – western region 2005 – 2008 Hired by the president for this global leader specifically to rebuild and transform the worst-performing sales region (a turnaround that took less than three years to complete). Worked across all divisions of a highly complex matrix organization to deliver rapid, transformational improvement during a period of radical reorganization. Managed the development and implementation of large… Show more Regional Sales DirectorGETINGE – MAQUET Surgical Workplaces – western region 2005 – 2008 Hired by the president for this global leader specifically to rebuild and transform the worst-performing sales region (a turnaround that took less than three years to complete). Worked across all divisions of a highly complex matrix organization to deliver rapid, transformational improvement during a period of radical reorganization. Managed the development and implementation of large, highly complex capital sales processes and programs targeting acute-care hospitals. Represented ICU, NICU, PICU, operating room, emergency department, and sterile-processing product lines. Recruited, trained, mentored and managed a team of 10, spread across 12 states (sales professionals, clinical specialists, business development experts and service personnel). Responsible for an operating budget of $9 million to $13 million.• Developed and executed a complete sales-team turnaround, which vaulted western region sales revenue from 55% of plan to 166% of plan in just two-plus years.• More than doubled region-wide sales (from $4.5 million to $10 million).• Repaired and rebuilt relationships with key customers; established new strategic-marketing relationships.• Transformed five perpetually underperforming sales representatives into a highly motivated sales team – all of whom exceeded their individual sales quotas, with four ranked among the top-eight nationwide.• Honored with the sought-after “Summit Club” award for outstanding sales success Show less

A founding member of this highly successful startup company – a group purchasing organization (GPO) serving the higher-education market. Single-handedly introduced C-suite decision-makers at leading colleges/universities throughout California to the benefits of a healthcare group-purchasing model and led all membership marketing efforts for the region. Responsible for establishing lasting relationships with the leaders of California’s higher-education community, educating the marketplace about… Show more A founding member of this highly successful startup company – a group purchasing organization (GPO) serving the higher-education market. Single-handedly introduced C-suite decision-makers at leading colleges/universities throughout California to the benefits of a healthcare group-purchasing model and led all membership marketing efforts for the region. Responsible for establishing lasting relationships with the leaders of California’s higher-education community, educating the marketplace about this innovative concept and selling high-value memberships.• Established strategic-marketing relationships with presidents, vice presidents and chief financial officers at high-profile colleges and universities throughout the California region.• Sold 45 high-value healthcare group-purchasing memberships in the company’s first year of business, increasing revenues by 450%. Show less

California Region

Mediq/PRN Life Support Services, Inc. – California region Led all sales and managed all operations for two divisions and five branches (55 employees and $9 million in revenues). Recruited, coached and managed sales/service teams, developed new business relationships, negotiated sales contracts, managed operational budget and profit-and-loss statement. Also sold, staffed and managed medical-system asset-management tracking solutions.• Turned one of the company’s worst-performing… Show more Mediq/PRN Life Support Services, Inc. – California region Led all sales and managed all operations for two divisions and five branches (55 employees and $9 million in revenues). Recruited, coached and managed sales/service teams, developed new business relationships, negotiated sales contracts, managed operational budget and profit-and-loss statement. Also sold, staffed and managed medical-system asset-management tracking solutions.• Turned one of the company’s worst-performing sales team/branches into one of the most successful (nationwide rankings jumped from #30 to #2 in just two year’s time).• Of the five sales representatives managed, three were ranked in the top five nationwide (with the entire team ranked in the top eight).• Consistently acknowledged for exceptional ability to build top-performing sales teams and consistently exceeding year-over-year revenue and EBIT goals.• Sold Mediq/FST’s largest-ever sales/service contract (for support surfaces and bariatric beds) to one of the largest healthcare providers in Northern California. • Ranked #1 nationwide for sales and implementation of medical equipment asset-management tracking system. Show less

Northern California Region

Hired as an account executive for this global medical-technology company (a specialist in advanced wound care and therapeutic support systems), and promoted to Area Sales Manager, Northern California. Responsibilities included all sales and operations for two branches and 25 employees (clinical specialists, sales professionals and service personnel). Product portfolio included specialty hospital beds and mattress-replacement systems/overlays designed for a variety of uses, including the… Show more Hired as an account executive for this global medical-technology company (a specialist in advanced wound care and therapeutic support systems), and promoted to Area Sales Manager, Northern California. Responsibilities included all sales and operations for two branches and 25 employees (clinical specialists, sales professionals and service personnel). Product portfolio included specialty hospital beds and mattress-replacement systems/overlays designed for a variety of uses, including the prevention of pulmonary complications associated with immobility, the reduction of skin breakdown, and the safe and dignified care of bariatric patients.• Increased sales revenues for the entire Northern California region by 20%.• Consistently recognized for outstanding sales results (ranked in the top 10 for all sales executives). • Received “Outstanding Sales Achievement award and “President’s Club” award, first-place finisher in national sales contest). Show less

Bachelor'S Degree, Health Education

Education record

Miller Heiman Strategic Selling, SPIN Selling, 2Win Global demonstration and presentation training, Face to Face Selling, Targeted.