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Work Background
Abi Global HealthDirector of Business Development
Aug. 2023Individual Contributor, Selling AI solution into Pharma, Biotech, Med Device, and Hospitals
Develop and execute a comprehensive sales strategy that exceeds revenue targets by 3X of monthly metrics.
Successfully managed participation in networking events such as conferences and tradeshows, including speaking on panels as a SME, resulting in new business.
Develop a target lead list, prospect accounts for new business, prepare sales forecasts, and maintain the pipeline for deals on average of $10-20M
Maintain up-to-date knowledge of industry trends, including best practices in healthcare and AI & ML in telehealth, to best sell solutions and services to prospective clients and communicate adjustments to the technology to the product team based on customer needs.
Execute discovery workshops that allow latent pain points and unmet needs to be identified and bridge the gap with the proprietary AI technology resulting in reduced client spending by an average of $1 million
Collaborate with leadership to establish Key Performance Indicators (KPIs), analyze performance data, and report on metrics monthly.
Negotiate deal structures while communicating collaboratively with leadership and with cross-functional teams based internationally.
Performed research, including market analysis for the Go-to-Market (GTM) strategy in the United States, providing recommendations to key stakeholders.
Accreditation Council for Medical Affairs (ACMA)Director of Business Development
Aug. 2022 - Aug. 2023Chicago, Illinois, United StatesIndividual Contributor, Selling Voluntary Accreditation into Pharma, Biotech, Med Device, GPOs and Hospitals
Formulated a company-wide annual strategic plan and established applicable deliverables, including tiering existing accounts to prioritize efforts, define customer profiles and journeys, and increase hiring initiatives for 10 cross-functional teams, exceeding the 90-day goal for new partnerships by 300% and surpassing the 90-day revenue goal of $100K new business in one deal.
Improved existing strategic alliances and built new partnerships, leveraging exploration of unique strategies, processes, and engagements, transcending revised 180-day goal of $250K new business up from $100K by day 95.
Implemented Asana for Project Management for each individual team allowing for better communication cross-functionally with teams including Product, Quality Assurance, Account Management, Marketing, Human Resources, Business Development, and C-Suite Level Executives to increase productivity and, on average, an increase of 70%+ of team goals being met.
Produced a continuous organizational improvement protocol to maximize flexibility while exceeding revenue targets by $2M, increasing productivity.
Devised and executed a growth strategy for the international hub program and mapped the launch path for 2 global pharma hubs.
Closed 4 deals with national and international regulators and top 10 Pharma totaling 5x annual revenue in 2022.
AsembiaManager Pharmacy Network/Business Development
Oct. 2021 - Aug. 2022United StatesIndividual Contributor, Selling GPO Services into Pharma, Biotech, Med Device, IDNs, Pharmacies. Contract Role
Managed relationships across stakeholders, including Pharmacies, Pharma Companies, and Hospital Distributors with sizes ranging from companies with 5-100 employees and point of contact being C-Suite, Director, or Manager level, which required adjustments to key messaging.
Handled quarterly business reviews, overseeing Customer Support Operations and New Business Lines by partnering with new vendors for increased efficiency and general process improvement both internally and for partners resulting in $10M in revenue.
Negotiated 3 contracts for ancillary network services at 1.5 - 2x standard range of fees charged by the company.
Established implementation pipelines, including cross-functional change management and decision trees with stakeholders across medical, legal, sales, and Executive departments to ensure new solution additions can be managed efficiently, decreasing contract turnaround time by 9 months.
RxThat, Inc.Partner Success Manager
Nov. 2019 - Oct. 2021Austin, Texas, United StatesSales Manager Role, Selling pharmaceutical pricing algorithm into Retail, Hospital, and Specialty Pharmacies
Boosted growth for a specialty business in the Austin market by 300% in Q1 2021; on track to double that growth in Q2.
Consulted with stakeholders to strategize market share increases based on user feedback resulting in a dynamic process of onboarding pharmacies and providers simultaneously to drive a 20x client expansion and 100% increase in provider partnerships. Created an industry leading innovative network in 3 key markets (Austin, Chicago and Houston) while overseeing the build-out of a new facility in Austin which was the first of its kind focused on simultaneously growing all segments of the business in tandem. Coordinated a growing sales department of 4 employees; interviewing, hiring and onboarding new hires.
Rush University Medical CenterOral Oncology Specialty Services Coordinator
Jun. 2019 - Oct. 2021Chicago, Illinois, United StatesTeam Leader Role, Operations, Process Improvement, Project Management
In this capacity, I facilitated patient care by ensuring easy access to medications from the Oncology pharmacy while reporting directly to the Director of Specialty Services. Moreover, I attended weekly meetings with the oncology department, molecular oncology team, and tumor board to gain up-to-date knowledge of the latest industry developments. Key Accomplishment: ► Highlighted and resolved issues and maintained case files for future use and reference.
► Expedited patient therapy process by 35% by integrating all oncology cases.
► Transformed multiple functional areas into one coordinated patient management process by developing new processes, enhancing efficiency and productivity.
Paul Simon Chicago Job Corps CenterInstructor (Pharmacy Technician)
Jan. 2018 - Jun. 2019Chicago, Illinois, United StatesIndividual Contributor Role, Operations and Strategic Partnerships
During this time of employment, I led and trained at-risk youth throughout the execution of the pharmacy technician program. In addition, I enhanced students' knowledge and skills regarding MS Office and data entry by including MS courses in the curriculum. Key Accomplishment: ► Applied practical learning strategies to effectively communicate with students, analyzing performance and sharing feedback weekly.
►Improved student referrals by 200% and increased the success rate of students achieving national certification through PTCB from 5% to 85% through effective learning methods and techniques.
KloudScriptSales Operations Manager
Jun. 2015 - Dec. 2017Oak Brook, Illinois, United StatesManagement Role, Selling SaaS solutions to pharmacies, hospitals, and pharma
Oversaw the hiring and training of field representatives to ensure the scope of the contracts were followed and all Service Level Agreements (SLAs) were met as well as the alignment of concurrent business strategies. Supervised the day-to-day activities of 4 field managers and 90 field representatives while supporting C-level executives and managing accounts for key partners.
Mapped a nationwide network of 700+ independent clients to optimize coverage and to avoid network cannibalization. Performed discovery to determine customer needs and established service needs, including competitive analysis, to small businesses to allow growth and stability of locally owned stores resulting in revenue for KloudScript and stability for the small businesses.
Established competitive pricing models and negotiated contracts including for exclusivity clauses, resulting in market growth. Oversaw the hiring and training of field representatives to ensure the scope of the contracts were followed and all Service Level Agreements (SLAs) were met as well as the alignment of concurrent business strategies.
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