Resume-Healthcare Sales Management


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Resume-Healthcare Sales Management

  1. 1. Ruth ZwiegVirtual office in Orlando, Florida, Cell Phone: 321-947-2449, E-mail: RuthZs2@hotmail.comLinkedIn Profile: SUMMARY• Senior sales leader/ business development executive / sales supervisor with a track record in revenuegrowth while focusing on delivering value for my customers• Over 12 years of leadership in sales and consultative solution services across the healthcare industryfocusing on Information Technology• Demonstrated ability in setting strategic direction, executing the plan and delivering results• Excellent sales team management experienceAWARDS President’s Club Level Award for being top 7% of sales managers, Sprint Nextel, 2006 #1 Healthcare Vertical Team in the Company Award, Sprint Nextel, 2005 Ranked number 6 Vertical Sales Manager out of over 250 in the nation, Sprint Nextel, 2004 Top Activations Vertical Account Manger Sales Performer Award, Sprint Nextel, 2003 Presidents Club Level Award for Embracing Risk, TEAM Information Services, 2002 Presidents Club Level Award for Landing the First Outsourcing Contract, TEAM Information Services, 2001 Presidents Club Level Award for Bringing in the Largest Clients, TEAM Information Services, 2000 Presidents Club Level Award for Strategic Selling, TEAM Information Services, 1999 President’s Council Award for Outstanding Sales Performance, Interim Technology, 1997-1999PROFESSIONAL EXPERIENCESenior Director of Provider Healthcare Sales at emids TechnologiesApril 2012 – PresentHeadquarted in Nashville, TN, emids is a leader in healthcare information technology (HIT), Business ProcessOutsourcing (BPO) and consulting. Service offerings include Full Application Development Lifecycle andMaintenance, Business Intelligence (BI) / Data Warehousing (DW), Data Management, Integration andInteroperability.Milestone Accomplishments: Signed Master Service Agreement (MSA) for HIT project work with the fifth largest not-for-profit hospitalsystem in the nation and the largest not-for-profit hospital in California. Secured 1M HIT development project with the US largest home-based care management company. Negotiated several Business Intelligence (BI)/integration/data warehouse re-engineering consultingprojects for healthcare providers.Responsibilities:• Hired to lead the sales effort of the newly formed Healthcare Provider segment of the United Statesfocusing on business and strategy development, new and existing sales channels and vendor developmentpartnerships.• Provide consultative HIT project outsourcing solutions to healthcare providers including CIO and IT leadersin hospitals, health systems and other large, strategic healthcare providers.• Provide sales and sales leadership, business development, strategic direction and sales executionincluding complete sales cycle development from prospecting to relationship building and negotiation/dealclosure, bringing in technical team and management when necessary.• Partner with healthcare product vendor MicroStrategy for joint prospect sale calls, networking andconsultative sales opportunities.
  2. 2. • Participate in healthcare thought leadership seminars, summits and organizations.Senior Healthcare Sales Executive at DST Health SolutionsApril 2011- April 2012DST Health Solution is part of a Fortune 1000 company providing Revenue Cycle Management (RCM)services for physician groups and hospitals.• Provided sales leadership, business development, marketing, and business strategy for software andoutsourcing solutions to physician practices and hospital-owned physician groups including:o Business Process Outsourcing (BPO) solutions for all back office functions from billing, coding, andinsurance verification to first level collectionso Application Service Provider (ASP) hosted solutions with proprietary Practice Management softwareo Practice Management software integrated with Allscripts Electronic Health Record (EHR)o Physician Credentialing Services• Prospective customers are C-suite & physicians of practices, clinics and hospitals.• Developed strategic business plan for increasing sales throughout the US including marketing brochures,product fact sheets, social networking plan and PowerPoint presentations.• Completed Allscripts EHR Sales Training Certification.National Director of Client Development at DSG, Inc.February 2010 – March 2011• Managed all US sales and marketing activities for this 17MM medical transcription services organizationincluding business strategy, marketing collateral and industry trade shows.• Provided clinical documentation outsourcing services, software technology and SaaS technology platformsto interface with hospitals’ Electronic Health Records (EHR) Systems.• Prospective customers are C-suite & Health Information Directors of clinics, hospitals and health systems.• Cold called and teleprospected for new accounts. Uncovered and responded to RFI and RFP proposals.National Director of Sales and Marketing at Medware, Inc.June 2007 – February 2010Company was acquired by an overseas firm out of India and closed its US offices.Milestone Accomplishments: Solely achieved new revenue in excess of $2 million in a twelve-month period. Won back the business of a healthcare system that had left Medware before I came on board, resulting in$1 million in revenue.Responsibilities:• Managed and supervised US sales and marketing staff for this 14 MM national privately held medicaltranscription services organization.• Provided clinical documentation outsourced services and technology to hospitals and health systems C-level and Directors.• Helped clients interface our software and services with their EMR/EHR system.• Developed and implemented business plan and strategy for increasing sales throughout the US territoryincluding: "Go to Market" sales strategy, "Go to Market" marketing strategy, Re-branding• Generated sales leads through teleprospecting and cold calling scripts• Prospected, developed, proposed and helped close client deals while actively managing my own prospects• Uncovered and responded to RFI and RFP client proposals• Coordinated all new and client renewal contract writing and negotiating• Created and presented customized high level presentations with Return on Investment (ROI)Managed Sales Staff to Include:• Training and mentoring using consultative sales approach• Sales funnel management, sales account review and formulation of account strategiesManaged Marketing Staff to Include:• Re-created all marketing brochures, product fact sheets and marketing materials• Re-created PowerPoint presentation shells and information, business cards
  3. 3. • Wrote and distributed company press releases• Website redesign and trade show booth redesign project• Coordinated and exhibited at 8-10 national and state industry trade shows a yearRegional Health Care Vertical Sales Manager at Sprint Nextel CommunicationsNovember 2002 – June 2007One of ten managers in the US selected to lead Nextel’s new healthcare vertical. Worked exclusively withhospitals, health systems, clinics and GPO’s (group purchasing organizations).Milestone Accomplishments: Achieved Presidents Club Level Award for ranking in top 7% of national Vertical Sales Managers in 2005. Ranked number six Vertical Sales Manager out of 250 in the nation in 2004. Achieved #1 Healthcare Vertical Team in the Company Award, 2003. Grew healthcare sales by 25% in 2 years, making it the #1 healthcare market in the nation.Responsibilities:• Managed and supervised 25 salespeople in Florida focused on driving new healthcare division throughsolution selling to C-suite and dept directors by promoting software applications on wireless phones andPDA devices.• Developed and implemented business plan to drive new healthcare division sales to include Go-to-Marketstrategy for sales and channel management including training and incentive programs for sales staff,marketing, and engagement of integration engineers.• Coordinated healthcare/hospital system requests for coverage amplifiers, custom network solutions andthird-party partner application implementations.Senior Business Development Manager at TEAM Information ServicesJune 1999 - November 2002Provided consultative C-suite sales for this consulting/project management, outsourcing, IT products andservices company.Milestone Accomplishments: Achieved Presidents Club Award Level each year.▪ Embracing Risk, 2002 ▪ Landing the First Outsourcing Contract, 2001▪ Bringing in the Largest Clients, 2000 ▪ Strategic Selling, 1999 Won a 4MM in revenue multi-year outsourcing engagement for the largest Semiconductor’s Help Desk,Desktop Support, and UNIX/Network Administration functions. Won a multi-year Enterprise Resource Planning (ERP) project, beating out two “Big 5” consulting firms. Established three new strategic client accounts and placed 35 IT consultants within the first five months ofemployment. Helped company achieve highest annual net profit in company history.Responsibilities:• Worked with recruiting department as a sales person on a team, but not as a recruiter.• Negotiated and managed client contracts, bill rates and terms of engagement.• Managed and mentored Junior-level Recruiters and new Account Executives.Account Executive at Stiles and Associates/Interim Technology Consulting, now SpherionMay 1996 – May 1999Provided consultative C-suite sales for this staffing and project management services company.Milestone Accomplishments: Achieved President’s Council Award for Outstanding Sales Performance.Responsibilities:
  4. 4. • Salesperson for this project management consulting, outsourcing, and technology software and servicescompany. Exceeded 1998 sales quota by achieving annual revenue of 1MM.• Responsible for consultant staffing in addition to identifying client needs for the sale of Interim’s proprietarymethodology and software quality management (SQM) product for software testing.• Created and presented business proposals. Negotiated and managed client contracts.TRADE ASSOCIATIONS• HIMSS - Healthcare Information and Management Systems Society• TN HIMSS – Tennessee Healthcare Information and Management Systems Society• HFMA – Healthcare Financial Management Association• NHCC - Nashville Health Care CouncilSOFTWAREMS Office (Word/Excel/PowerPoint),, ACT!, SalesLogix, WebEx, Skype, ooVooPROFESSIONAL TRAININGMiller-Heiman’s The New Strategic Selling; Brian Tracey’s The New Psychology of Selling, Sales On the Line;Solution Sales Training; Communication with Diplomacy; Leveraging Relationships; Solution Selling: SellingPractice Services; Sales & Selling Training for High Achievers; Sales by Passion and Focus; The Business ofListening; Developing Positive Assertiveness