Experience

Verathon

• United States
• Medical Equipment Manufacturing
• 400 - 500 Employee

• Director, National Accounts

  • Aug 2017 - Present

  • Actively engage VA senior leadership in the SAC and NAC to drive market share growth. • Develop VA and DLA pricing strategy and guidelines based on RFQ guidelines. • Develop internal playbook to maximize VA and DLA RFQ opportunities. • Coach and guide local territory managers to navigate within VA and DOD facilities. • Actively engage VA senior leadership in the SAC and NAC to drive market share growth. • Develop VA and DLA pricing strategy and guidelines based on RFQ guidelines. • Develop internal playbook to maximize VA and DLA RFQ opportunities. • Coach and guide local territory managers to navigate within VA and DOD facilities.



St. Jude Medical

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

• Director, National Accounts

  • Oct 2012 - Apr 2017

  • Developed relationships with physicians, AHPs, Prosthetics, and Logistics within target Veteran Administration Medical Centers, the respective Network Contracting Officers, Prosthetics Program Manager, and VHA senior leadership to develop strategies and processes for procurement of products on national contracts and on local agreements.• Negotiated and collaborated with the VA’s NAC, SAC, VHA, and Network Contracting Officers in contact awards and new product launches.• Established relationships with preferred small business distributors to facilitate strategic initiatives for specific product lines for VA and DOD accounts.• Developed and negotiated strategic proposals and contract terms with GPOs and aggregation groups.• Cultivated and maintained effective customer relationships with government accounts and GPOs.• Conducted sales presentations and business reviews to C-suite and supply chain executives.• Presented Healthcare Economic Messaging to GPO members relative to clinical outcomes of technology, the potential impact to the hospital’s Value Based Purchasing and 30-day Readmission metrics, the potential reduction in total cost of care, and the potential improvement in patients’ quality of life.• Developed creative proposals specific to the needs of the GPO, aggregation group, and local member hospital.• Communicated and collaborated with local sales teams to execute GPO strategies and initiatives. Show less

• Sr Manager, Strategic Price Management and Contracts

  • Jan 2010 - Oct 2012

  • Led the corporate initiative to shift pricing decisions from local sales teams to a centralized Strategic Pricing team responsible for the US. Established the pricing guidelines and parameters for all product lines. Established and chaired committees to review pricing proposals that require additional oversight and discussion.• Developed and standardized templates for reviewing proposals which include impact analyses resulting from ASP reductions and projected market share/volume growth.• Developed templates and standards for customer presentations for specialty programs including leveraged proposals and other alternative purchase and rental programs for capital.• Created new contracting proposals based on customer needs.• Trained and managed a team of contract development analysts that produced and created over 3,000 contracts per quarter, over 95% of which were delivered within 2 business days. Show less

• Manager, Corporate Accounts

  • Oct 2006 - Jan 2010

  • Strategized, analyzed, negotiated, and implemented contracts with IDNs and hospitals. Achieved over $57 Million in sales with YOY growth each year. Met or exceeded sales plan.• Actively managed ASPs for all product lines. Exceeded ASP Plan.• Led Corporate Accounts initiatives including:o Quarterly Quantity Purchase programs. Closed $18 million in cardiac rhythm management in 2009.o Specialized contracts combining two or more St Jude Medical divisions or with Corporate Alliance Partner. Closed transactions for combined $13.8 million. Show less



Boston Scientific

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

• Manager, Marketing and Strategic Planning

  • Jul 2002 - Oct 2006

  • Developed, designed, and maintained several modeling tools used by sales personnel to partner with physicians and hospitals in areas including 1) physician efficiency, 2) identifying and building customer’s potential device-indicated patient base, and 3) building referral sources. • Developed strategic presentations focused on economic messages to be used with economic buyers.• Developed playbook and road map to catalog and share best practices in market development.• Project management and analyses for various strategic initiatives including,o Tsunami, which led to the establishment of the Market Development Sales Organization.o Analysis of peripheral sales responsibility, which led to the establishment of the separate peripheral sales organization. Also established sales territories and plans. Show less

• Field Clinical Rep

  • Jul 2000 - Jul 2002

  • Provided technical support and guidance to physicians and their staff during pacemaker and defibrillator implants as well as during patients’ visits to the physicians’ offices.• Organized, prepared, and conducted in-services regarding pacing and defibrillator concepts as well as Guidant products and features to groups of physicians, fellows, medical students, and clinicians.

• Business Analyst

  • Jun 1997 - Jul 2000

  - Analyzed and developed pricing strategies, impact analyses, and projections.- Prepared contract proposals and agreements.