Experience

Lyric Health

• United States
• Wellness and Fitness Services
• 1 - 100 Employee

• Senior Vice President of Sales

  • May 2023 - Present



Wondr Health

• United States
• Wellness and Fitness Services
• 1 - 100 Employee

• Vice President of Sales

  • Jul 2021 - Jun 2022

  I oversee many aspects of sales activities including targets and revenues. I develop and execute strategies for inside and territory sales professionals. I lead efforts to acquire new business and enforce accountability to achieve long and short-term goals. Guide business development activities and negotiate deals. I also collaborate with multiple internal functional areas to drive growth and promote company values. I introduced sales rules covering behavioral changes, compensation plans, equitable assignments and territories, procedures and protocols, sales processes, territory-based sales strategies, vertical-based sales concepts, and Salesforce compliance and utilization. I enhanced and restructured the sales process and aligned sales activities, metrics, reporting, and support to be compatible with the Salesforce environment. I established sales stages, regular meeting cadences for one-one activities, and team pipeline reviews. Provided oversight of all sales operations. I also introduced new territorial assignments, rules of engagement, compensation packages, and performance review criteria which included goals and metrics to establish individual and team roles and duties. Also established account-based sales plans for all sales professionals. ◆ Developed a multi-million-dollar pipeline using business concepts, lead generation, networking, participation in relevant conferences/industry events, reconfiguring sales territories, and initiating strategic partnerships. ◆ Within four months, improved the close ratio by over 100% through sales training that focused on the discovery process, marketing resources, messaging, pitches, and the overall sales approach. Show less



Journi

• United States
• Wellness and Fitness Services
• 1 - 100 Employee

• Vice President of Sales

  • Sep 2020 - Jun 2021

  I steer all facets of account management and revenue growth and am accountable for attaining sales goals. Areas of oversight include new business development, client success/retention, external relations, sales strategies, and staff and personnel performance. Selected and hired nine client representatives to represent 46K+ members. I launched a strategic plan and developed channel partners to build a multi-million-dollar sales pipeline that boasted a 200% growth. I developed and implemented a sales business plan to generate growth via direct sales and channel distribution partners. I also defined and mandated sales procedures and processes to improve sales performance. I introduced the Salesforce CRM to the sales environment. I defined team roles and responsibilities along with revisions to compensation and hiring practices. In addition, I applied quarterly performance evaluations to gain a better understanding of the performance and concerns of sales professionals. I also established an account management planning process to generate sales and improve client retention rates. ◆ Achieved 100% renewal rate for existing customers. ◆ Attained a $2M revenue increase by introducing a go-to-market sales plan. Show less



Vimly Benefit Solutions

• United States
• IT Services and IT Consulting
• 100 - 200 Employee

• National SVP Business Development & Sales

  • Apr 2016 - Sep 2020

  I led sales initiatives and revenue growth strategies. Assigned oversight of new business development, client acquisition, and staff performance. I developed sales programs and established the overall sales strategy for the organization. I constructed the structure of the sales organization and defined the various roles within the structure. I hired and supervised a seven-member team, which included a business development expert, a director of sales, sales professionals, a proposal writer, and a solutions consultant. I researched and designed all phases of a sales strategy and executed a sales growth plan that encompassed multiple verticals, including association health plans, brokers and consultants, consumer health plans, professional employer organizations (PEO), and third-party administrators (TPA). I also served as the front-line leader to identify and participate in annual conferences, industry-related events, and summit meetings. I contributed expertise to a range of business functions, including business development, marketing and promotions, and product development. ◆ Attained $70M+ in sales and pipeline revenues as a direct contributor, and developed an aggressive prospecting and sales strategy that encompassed multiple verticals. ◆ Elevated annual sales revenues by over 150% by introducing a sales growth strategy for marquee accounts, including the Association of Washington Cities, Blue Cross and Blue Shield of Minnesota, HCSC, Premera Blue Cross, and the Ternian Insurance Group. Show less



Healthmine

• United States
• IT Services and IT Consulting
• 100 - 200 Employee

• Sr. Vice President Sales

  • Sep 2013 - Jan 2016

  I developed a multi-million-dollar sales pipeline in multiple verticals and raised revenue as a direct contributor. I utilized an aggressive prospecting effort on Blues Association plans which generated additional clients and revenue. I also supported and mentored sales of marquee accounts, which included BCBS KC, Family Health, Fidelity Health Marketplace, and Hawaii HCSC. I constructed a sales organization and hired three client service professionals and five sales executives. I developed strategies and a growth plan to include brokers and consultants, businesses and companies, individual health plans, and third-party administrators (TPA). I was selected as the front-line leader and attended annual conferences, industry events, and major meetings. I contributed industry experience in various areas, including business development, marketing/promotions, and product development. ◆ Achieved and maintained a 99% client retention rate. ◆ Generated significant revenue increases from established customers. Show less



WorkWell Systems, Inc.

• Dallas/Fort Worth Area

• Sr. Vice President Strategic Alliances & Sales

  • Aug 2011 - Sep 2013

  I developed and oversaw sales revenue growth strategies. Guided business development, revenue-enhancing sales programs, and sales strategies. I was tasked to lead the company exit strategy and was able to reduce the timeline from five to two years by acquiring acquisition prospects. I acquired two channel partners within the first six months. Gained sale accounts, including CF Industries, Clean Harbors, and HP Hood. I also developed and performed business cases for partnerships, company dossier, marketing and presentations, operational processes and procedures, revenue sharing, sales strategies, sales training, sales management, and service distribution agreements. Show less



The Burchfield Group

• Vice President National Accounts

  • Oct 2010 - Aug 2011

  I oversaw all aspects of sales activities from pre-sale through close for a large, national employer market segment. I developed and initiated new direct-to-employer sales strategies targeting national employer account prospects. I scheduled multiple meetings prompted by cold calling and prospecting initiatives. I participated in finalist presentations and established pipelines with national accounts, including Ace Hardware, BayCare, Con-Way, Chevron Texaco, Mueller Water Products, and Southern CA Edison. ◆ Attained two national accounts within the first six months including Walmart, one of the largest employer accounts in the marketplace. ◆ Launched an innovative marketing concept, Contract Grader, which generated immediate results in the inaugural week and achieved multiple national account sales, including Delphi and DTE. Show less



Humana, Inc

• National Business Executive

  • Oct 2003 - Oct 2010

  Managed all aspects of national account sales activities from pre-sale through closing across various US markets. Managed all aspects of national account sales activities from pre-sale through closing across various US markets.



Rxcellence, Inc.

• President/Owner

  • Mar 2003 - Oct 2003

  Managed all aspects of business operations. Managed all aspects of business operations.



Schering-Plough Corporation

• Employer Account Executive

  • Jul 1997 - Feb 2003

  Responsible for the development and implementation of strategic programs and services within the national employer market segment for assigned territory (11 states - Central US). Responsible for the development and implementation of strategic programs and services within the national employer market segment for assigned territory (11 states - Central US).



Caremark Prescription Service

• Region Sales Manager

  • Oct 1994 - Jun 1997

  Managed all aspects of national account sales activities from pre-sale through closing for assigned territory (11 states - Central US) Managed all aspects of national account sales activities from pre-sale through closing for assigned territory (11 states - Central US)



North Texas Healthcare Network

• Insurance Sales/Benefits Specialist

  • Mar 1990 - Sep 1994

  Managed all aspects of sales activities from pre-sale through closing for small group and individual healthcare medical sales. Managed all aspects of sales activities from pre-sale through closing for small group and individual healthcare medical sales.



New York Life Insurance Company

• United States
• Financial Services
• 700 & Above Employee

• Insurance Agent

  • Jan 1987 - Feb 1990

  Sold insurance products (i.e. life, disability, annuities, medical coverage) to individual and small group employers. Sold insurance products (i.e. life, disability, annuities, medical coverage) to individual and small group employers.