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Work Background
EYLead Negotiator
Dec. 2024
CotivitiVP, Client Retention and Growth
Oct. 2023 - Dec. 2024
ConsultantVP of Contracts | Commerical Contracts Lead | VP of Sales Engagement | VP of Deal Management |
Jun. 2023 - Oct. 2023
Change HealthcareVP, Strategic Contracting & Engagements
Jul. 2019 - Jun. 2023• Responsible for leading a Sales and AM transformation program and the CHC enterprise negotiations team the “Strategic Engagements Team” (SET), that focuses on high impact opportunities to maximize sales revenue, increase contracting efficiency and effectiveness across the sales organization for our top clients to increase deal velocity and acceleration. • The Chief Business Negotiator in big deal negotiations with internal business members and make recommendations regarding contract negotiations and contractual terms, including planning and development of negotiation strategy. • The commercial advisor to the field teams, giving guidance on deal structuring and optimization, negotiations strategy, identifies gaps in processes, makes recommendations, and executes scalable solutions, develops relationships with cross-functional leaders across the organization to ensure best practices are met in deal closure, and provides strategic recommendations to accelerate revenue growth.
Change HealthcareAVP, Client Success
Jun. 2017 - Jul. 2019Alpharetta, GA• Managed day-to-day operations on behalf of SVP of Payer Sales and Account Management, by driving organizational initiatives that contribute to long-term operational excellence for a $4+ billion business which includes accountability for ensuring and helping to improve the performance, productivity, efficiency of the payer sales and account management team, and contract obligations are met. • Collaborated with Senior Leadership in the development and execution of sales and account management coverage models and market penetration strategies. • Contributed in the development and operationalization of sales and account management strategies including quota assignments, territory alignments, sales compensation and incentive plan design aligned to corporate objectives. • Ensured timely and accurate collection, analysis, formatting, management, and dissemination of sales and account management performance reporting relative to plan and contract obligations. Leads discussions with finance and executive team relative to sales performance. • Developed strong cross functional relationships with Sales, Sales Operations, Account Management, Product, Marketing, Legal, and Finance to effectively gain consensus from multiple stakeholders as needed to lead major change efforts requiring cross functional leadership collaboration. • Developed and identifies trend analysis and other data points across departments to assist in management of budget for the Department.
Change HealthcareAVP, Commercial Operations
Jun. 2017 - Jul. 2019Alpharetta, GA• Managed day-to-day operations on behalf of SVP of Payer Sales and Account Management, by driving organizational initiatives that contribute to long-term operational excellence for a $4+ billion business which includes accountability for ensuring and helping to improve the performance, productivity, efficiency of the payer sales and account management team, and contract obligations are met. • Collaborated with Senior Leadership in the development and execution of sales and account management coverage models and market penetration strategies. • Contributed in the development and operationalization of sales and account management strategies including quota assignments, territory alignments, sales compensation and incentive plan design aligned to corporate objectives. • Ensured timely and accurate collection, analysis, formatting, management, and dissemination of sales and account management performance reporting relative to plan and contract obligations. Leads discussions with finance and executive team relative to sales performance. • Developed strong cross functional relationships with Sales, Sales Operations, Account Management, Product, Marketing, Legal, and Finance to effectively gain consensus from multiple stakeholders as needed to lead major change efforts requiring cross functional leadership collaboration. • Developed and identifies trend analysis and other data points across departments to assist in management of budget for the Department.
McKessonDirector, Contracts/Deal Management
Oct. 2015 - Jun. 2017• Managed 300+ software license and services agreements including SAAS based agreements. • Established list price points, discount guidelines, and pricing best practices. • Monitored pricing trends and tracked competitive pricing activity for sales market. • Directed all customer contract functions in McKesson Health Services including pre-contract analytics, negotiations with customers, deal pricing and financials, and all activities necessary to ensure compliance with customer contract requirements and regulatory requirements. • Represented business in negotiations with new and existing customers, 3rd party vendors, and resellers. • Drafted non-standard business terms including but not limited to SLAs, pricing terms, and financial terms. • Guided, advised and consulted VPs, SVPs and key internal stakeholders (including McKesson Legal, Finance, Compliance, Regulatory, Technical Accounting, and AR.) in the strategy and execution of deal and pricing terms for BU contracts. • Directed the process for the development and initiation on contract requests through the contracting process for McKesson Health Solutions including all contracting events such as amendments, renewals, and new agreements in accordance with the McKesson contracting guidelines. • Worked with Sales and Account Management team and Business Leads to ensure training needs of those involved in the pricing and contracting process are identified and met. • Vetted all aspects of deals including pricing and scope of services to ensure conformance with company policy while maintaining a high level of customer satisfaction and responsiveness. • Ensured deals terms are clear and complete for efficient engagement of Law Department resources.
McKessonDirector, Deal Operations
Oct. 2015 - Jun. 2017• Managed 300+ software license and services agreements including SAAS based agreements. • Established list price points, discount guidelines, and pricing best practices. • Monitored pricing trends and tracked competitive pricing activity for sales market. • Directed all customer contract functions in McKesson Health Services including pre-contract analytics, negotiations with customers, deal pricing and financials, and all activities necessary to ensure compliance with customer contract requirements and regulatory requirements. • Represented business in negotiations with new and existing customers, 3rd party vendors, and resellers. • Drafted non-standard business terms including but not limited to SLAs, pricing terms, and financial terms. • Guided, advised and consulted VPs, SVPs and key internal stakeholders (including McKesson Legal, Finance, Compliance, Regulatory, Technical Accounting, and AR.) in the strategy and execution of deal and pricing terms for BU contracts. • Directed the process for the development and initiation on contract requests through the contracting process for McKesson Health Solutions including all contracting events such as amendments, renewals, and new agreements in accordance with the McKesson contracting guidelines. • Worked with Sales and Account Management team and Business Leads to ensure training needs of those involved in the pricing and contracting process are identified and met. • Vetted all aspects of deals including pricing and scope of services to ensure conformance with company policy while maintaining a high level of customer satisfaction and responsiveness. • Ensured deals terms are clear and complete for efficient engagement of Law Department resources.
McKessonSr. Manager, Contracting
May. 2010 - Oct. 2015• Negotiated 200+ software license and services agreements with customers directly. • Provided training to Business Unit Staff on contracting and pricing related policies and procedures. • Directed Business Unit in mitigating potential risks by providing pricing guidance and proposing and drafting more amendable revisions to standard contract terms. • Developed relationships with Business Unit stakeholders and legal resources while serving as the sole liaison between Business Unit and McKesson Legal, ensuring all legal and contracting matters are addressed efficiently and promptly. • Developed and implemented a standard contracting process decreasing the average cycle time to 31 business days versus 107 business days prior to the process implementation. • Developed and implemented standard RFP processes and response database to provide for quicker and more complete responses to Request for Proposal resulting in a 100%-win rate for all RFPs responded to by the Business Unit over a 2-year period. • Evaluated bid pricing and terms & conditions, identified risks and options and offered recommendations to sales management.
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