Experience

Impulse Dynamics

• United States
• Medical Equipment Manufacturing
• 200 - 300 Employee

• Director, Sales Operations

  • Jul 2019 - Present

  As Director, Sales Operations at Impulse Dynamics, I'm responsible for: 1) Sales forecast, sales performance and key performance indicator (KPI) tracking, reporting and management; 2) salesforce.com deployment; 3) US leadership staff activity coordination; 4) WW technical training & certification and US sales training; 5) Education, training & oversight committee (ETOC); 6) US clinical case coverage coordination & management; 7) 3rd party logistics (3PL) management; 8) commercial, HCP, and commercial vendor contracting; ) 9) third-party government distributor relationship; and 10) select company initiatives. Show less



Quest Diagnostics

• United States
• Hospitals and Health Care
• 700 & Above Employee

• Healthcare Business Development Director

  • Jun 2017 - Mar 2019

  Fortune 500 Company and World’s Largest Provider of Diagnostic Testing, Information and Services. Company's designated business development executive and relationship manager to Health Systems and Accountable Care Organizations in the US Pacific Northwest & Northern CA. Develop strategies and execute plans to pursue and achieve business partnerships between client and Quest Diagnostics. Potential collaborations cover the spectrum of: commercial laboratory testing, professional laboratory services (i.e. laboratory management) and laboratory outreach acquisition. In this process, engage C-level administrators, senior healthcare personnel and laboratory directors in selling new Quest testing, services and programs with the goal of achieving, for the health system or ACO, the highest diagnostic test quality, streamlined services to patients & physicians and enhanced financial results. Collaborate internally within Quest to harness people, processes and functions to deliver unique customer solutions. Accomplishments: • Closed contracts: Marin General Hospital (CA); University of Washington Health, Seattle; Samaritan Healthcare (WA) & Southern Coos Hosp (OR). • Developed 32 pipeline opportunities - $95M 5yr. incremental revenue value. • Created 5 original business development programs each with potential to generate $1M+/acct. • Launched major business development initiatives: Providence St. Joseph Health, Stanford Health, University of Washington Health & others. Show less



St. Jude Medical

• United States
• Medical Equipment Manufacturing
• 700 & Above Employee

• Director, Corporate Accounts

  • Jul 2015 - Apr 2017

  Fortune 500 Medical Device Manufacturer with Product Categories Including: Cardiac Rhythm Management, Cardiac Surgery, Cardiovascular, Electrophysiology & Neuromodulation. Company's designated business development executive and relationship manager to Health Systems in the US Pacific Northwest and Central Plains. Managed company relationships, delivered and executed company communications & programs, and maintained & grew company revenue. Scope of responsibility encompassed nine Integrated Delivery Network (IDNs) with St. Jude annual purchases of $95M encompassing the entire portfolio of company products to include the Cardiac Rhythm Management (CRM), Cardiac Surgery, Cardiovascular, Electrophysiology (EP) and Neuromodulation categories.Accomplishments:• Grew total revenues in assigned Integrated Delivery Network (IDNs) accounts by $5.7M on a base of $95M.• Grew Atrial Fibrillation revenues in assigned IDNs by $10.8M (24% annually) on a base of $29.8M (2x company average).• Grew revenues in three IDNs: Barnes Jewish Christian Healthcare, Unity Point Health and Peace Health, with rates of 25%, 23% & 13%, respectively.• Facilitated Purchase Incentive Program to place $4.3M in EP capital equipment in one IDN. Show less

• Sr. Director, Contract Operations

  • Oct 2009 - Jun 2015

  US organization's senior leader of a centralized team of 35 professionals delivering multiple business functions: Contracts, Pricing, RFPs, Rebates and Group Purchasing Organization (GPO) Administration, Contract Compliance, Analytics and Quarter-Close Programs.Accomplishments:• Managed the consolidation of enterprise contracting and pricing functions from five US geographic location to a single Center of Excellence, while processing $3B/yr. in new contracts.• Led the department in the creation of 16k contracts and processing of 7k pricing requests annually – met KPIs - 95%+• To provide end-to-end services, expanded services mid-tenure to encompass pricing/deal analytics and contract compliance tracking / adjudication. Contract compliance increased 20% from baseline. • Spearheaded continuous improvement initiatives - Development of price floors, price council proposal reviews, price deciles, gross/pocket margin impact & rebate impact. Show less

• Director, Market Development

  • Feb 2008 - Sep 2009

  US organization's market development leader for the Cardiac Rhythm Management (CRM) product category (pacemakers and ICDs). This product category encompassed a $10B US industry spend.Efforts were focused to education and communication on clinical trials affecting implant guidelines, device features positively impacting clinical outcomes and supporting customers with community awareness messaging, materials and programs related to Coronary Artery Disease & Sudden Cardiac Arrest. Accomplishments:• Developed U.S. strategy for St. Jude’s inaugural market development initiative in the Cardiac Rhythm Management space. Initiative impacted > 1,200 US employees.• Oversaw activities among U.S. “focus cardiologist and electrophysiologist” resulting in an 11% ICD and 9% pacemaker YoY implant growth, increasing annual company revenue by ~ $300k per physician / $10M program total.• Established the HeartSafe Program to further Sudden Cardiac Arrest education & AED deployment in U.S. communities. Initiative launched nationwide to 80 sales regions.• Created the Live, Local, Direct initiative to customize market development support to the needs of the individual facility/health system. Developed 10+ unique and market development programs. Show less

• Director, Marketing

  • Oct 2006 - Jan 2008

  US organization’s marketing leader for initiatives and programs in the Cardiac Rhythm Management (CRM) product category. Supported organizational leadership and field sales in working in provide marketing content that would differentiate St. Jude as a supplier within the highly competitive CRM product category. Directed, among several initiatives, product launch strategy, process and materials; management of US key opinion leader (KOL) physician relationships and customer-facing disease-specific internet content.Accomplishments:• Coordinated national KOL relationships with 250+ physicians, hosting 25 programs/yr. for the Clinical Applications & Beyond seminars – achieved 90%+ “five-star” reviews on seminar content.• Developed, in an effort to generate consumer awareness of disease-state and medical device therapy, the first condition-specific website, Inside Cardiac Arrest, within SJM’s CRM business. The condition of Sudden Cardiac Arrest has an incidence in the US estimated between 300k – 450k.• In response to delay in hospital new product contract approval, developed the Quick Start Product Launch Strategy which was applied to the release of 20+ products/yr., accounting for accelerated revenue on $60M of new product sales. • Authored a company-wide strategy for Academic Medical Center (AMC) encompassing 100 US university-based Electrophysiology (EP) teaching institutions. Show less

• Director, Corporate Accounts

  • Jan 2005 - Sep 2006

  Company's designated business development executive and relationship manager to Health Systems, independent Hospital Networks and Hospitals in the US Pacific Northwest. Managed company relationships, delivered and executed company communications & programs and maintained & grew company revenue. Scope of responsibility encompassed the entire portfolio of company products to include the Cardiac Rhythm Management (CRM), Cardiac Surgery, Cardiovascular and Electrophysiology (EP) categories.Accomplishments:• Sold three Cardiac Mapping System Capital Alternative Programs to generate $1.6M in Cardiac Rhythm (CRM) sales.• Closed seven accounts in team selling effort with CRM representatives resulting in $4.5M in incremental sales.• Supported six quarter-end initiatives by contracting for a total of 500 incremental ICDs and Pacemakers, accounting for $6.3M in additional revenues. • Developed a One-Source Contract Analysis Tool to facilitate potential growth in Cardiac Surgery Mechanical Heart Valves, Tissue Heart Valves and Valve Repair products of $3.5M. Show less