1. MELISSA NESS
melissaness0808@yahoo.com  949.878.7227
Mammoth Lakes, CA 93546
QUALIFICATION SUMMARY
Healthcare IT – Project Management – Business Development
Highly focused professional with ability to balance strategic and operational objectives and deliverables. Leverages
healthcare industry knowledge, specific goals and initiatives, and meaningful internal and external relationships to
creatively and promptly address organizational needs and resolve issues in order to achieve successful results. Trusted
contributor with consistent record of winning trust and achieving positive results through unique blend of professionalism
and personality. Diverse skillset with in-depth experience with account and project management in the healthcare IT field.
Areas of expertise in healthcare IT arena:
CONSULTATIVE ACCOUNT MANAGEMENT – BUSINESS DEVELOPMENT – INSIDE SALES
STRATEGIC PLANNING – CLIENT ENGAGEMENT – CUSTOMER RELATIONSHIP MANAGEMENT
LEAD GENERATION & CLIENT ACQUISITION – MARKETING STRATEGY – CAMPAIGN MANAGEMENT – REVENUE FORECASTING
MCKESSON CORPORATION – San Francisco, CA 1998 to 2004
Leading healthcare company provides pharmaceutical and medical supply distribution, healthcare IT, and care management tools and
services for hospitals, physicians, and health plans; McKesson is currently ranked 14th
on the Fortune 500 list, generates $122B in
annual revenue, and comprised of more than 43,000 employees.
SALES EXECUTIVE, COMMUNITY MARKET SALES 2003 to 2004
Built strategic industry relationships to grow product awareness, anticipation, and demand. Generated and cultivated new
business leads and steered sales cycle from discovery through contract negotiation and execution. Represented
McKesson in deliberations with a sophisticated audience of clinical and administrative healthcare officers, communicating
company strengths, competitive advantage, and value proposition in presentations and site visits.
 Studied market and client activity to identify and develop new business opportunities within community market; built a
sales funnel and market presence that elevated McKesson’s standing as an industry leader and enabled sustained
business growth within community market.
 Established groundwork to close McKesson’s first-ever sale of McKesson’s re-vamped Paragon product by analyzing
and addressing the specific needs of the client, strengthening business relationships, and aligning client’s clinical and
financial strategic plans with the product’s offerings.
SALES ASSOCIATE, SOUTHERN AREA 1999 to 2003
Partnered with senior Account Executives to identify, pursue, and capture business opportunities within McKesson’s core
customer base. Helped build and preside over relationships with key McKesson clients throughout the southern U.S.
Engaged senior decision-makers in order to align complex client needs with the McKesson product line and service
roadmap, delivering mutual-value sales that advanced client goals and produced new company revenue.
 Helped define overall strategic sales plan and drove its ground-level implementation, playing key role in elevating
McKesson’s total Southern Area annual revenue to over $60M.
 Partnered with Account Managers to repair strained business relationships, identifying solutions to client issues while
ensuring full collection of outstanding client billings.
 Orchestrated product trade shows and solution fairs to showcase the McKesson brand and product suite, engage
clients, and help generate new business.
 Led RFP responses and coordinated several client site visits to competitively position McKesson for new business.
 Facilitated the roll-out of a new CRM software system, leading training and demonstrations to equip McKesson’s sales
staff with best-in-class sales funnel management capabilities.

2. MELISSA NESS
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MCKESSON CORPORATION, CONTINUED
MARKETING PROGRAM COORDINATOR, INSIDE SALES 1999
Devised and executed strategies to build demand, strengthen market presence, and generate sales growth across
multiple business units. Studied market, consumer, and competitor trends, identified business opportunities, and led
efforts to distinguish McKesson in brand, product suite, and value proposition through the development and execution of
targeted sales campaigns. Closely monitored the effectiveness of marketing and sales efforts to ensure measureable
impact and ROI.
 Helped define marketing strategies and designed sales campaigns that produced over $75M in new revenue.
 Developed a wide range of marketing tools including web seminars, mass mailings, trade show presentations, and e-
mail communications, building unified brand and corporate voice across multiple communication channels.
 Helped train and educate sales representatives in product- and service-specific marketing messages, ensuring all
sales staff and client-facing operations consistently showcased strengths and value of company offerings.
APPLICATION ANALYST, IMAGING SOLUTIONS GROUP 1998
Implemented McKesson’s medical records document imaging system (Pathways Image Manager) at hospitals throughout
the U.S. Gathered and studied hospital-specific data and processes to establish scope and implementation strategy for
the Electronic Medical Record software. Collaborated with hospital staff to understand clinical and administrative needs,
and helped translate into technical solutions.
 Supported technical implementations that grew the efficiency and organization of hospital operations throughout the
U.S.
 Prepared clients for paperless medical records by assisting with forms redesign, barcode utilization, and by leading
end-user training programs, ensuring proper use of the EMR’s functionality.
EDUCATION
Northwestern University – Evanston, IL
Bachelor of Science, Communication Studies (Concentration: Marketing and Mass Communication)
Graduated Cum Laude
Newtown Minnow Scholarship Recipient
PROFESSIONAL TRAINING
Strategic Selling
Negotiation Skills
Presentation Skills
Writing for Corporate Success
Franklin-Covey Time Management & Organization Workshop