Sales Manager
Resume:
Robert Silverstein
**** ****** **. *******, ** **041
abmhdy@r.postjobfree.com
SUMMARY
Enterprise Account Executive responsible for achieving new sales and
revenue growth targets by acquiring and developing new business in
healthcare market through a consultative solutions-based sales approach.
CAREER SKILLS/KNOWLEDGE
. Ten plus years of successful new business development/sales experience in
clinical solutions, PM/EMR, home care, and financial solutions to
University Health Centers, Medical Records Transcription Software Sales,
Point of Care, and Telemedicine Medical Devices.
. Maintain extensive network of relationships in Healthcare IDN's.
. Extensive experience in managing a complex sales process, including
strong competency with multi-location organizations
. Experience interacting with executive-level contacts at major
organizations
. Ability to acquire major business and manage and grow existing customers
in complex, competitive market
. Outstanding sales, negotiation and closing skills
. Ability to work effectively in a fast paced, rapidly changing technology
environment, and to complete multiple projects simultaneously
. Strong knowledge of sales concepts, methods and techniques
. Ambitious self-starter with high energy and motivation
. Knowledge of Healthcare IT, Clinical Information and Revenue Cycle
Management products
. Strategic thinking skills; able to plan and execute account strategies
. Outstanding high-level presentation and communication skills
. Ability to interact with customers in a consultative, face-to-face
selling environment in a way that builds value for the customer and
facilitates opportunities for future sales
. Ability to work well with cross-functional teams to accomplish objectives
. Effective time-management skills
. Able to travel to customer locations
. Experience with the RFP process
. Proficient in MS Office and Internet
. Experience interacting with executive-level contacts and decision-makers
at major companies
CAREER ACHIEVEMENTS, ACCOMPLISHMENTS
. Currently managing C-level relationships and sales in large IDN's
. Knowledge of healthcare enterprise level solution sales, software pricing
practices, selling skills, personal computers and various software
application skills including many years selling hospital based Home Care
Business Solutions in Southeast, hosted PM/EMR solutions to University
Health Centers, Medical Records Transcription Software Sales, Document
Management & Workflow, Point of Care, and Telemedicine Medical Devices
Cerner\BeyondNow
. Closed largest account to date for Cerner\BeyondNow - (Alliancecare)
3M HIS
. 3M Team Player Award
. 3M Most Improved Rep Award
. 3M Thinking and Selling "Outside the Box" Award
. 2nd in Revenues/Rep for 2002, 3rd in Revenues/Rep for 2001
. Closed several major accounts (Vanderbilt, West TN Healthcare, Sacred
Heart)
. Strong reputation of integrity and ability to maintain relationships in
Industry
BUSINESS EXPERIENCE
Dell Perot Systems February 2010
- Present
Sr. Manager, Business Development, Healthcare Services
. Managed the development and roll out of 12 new individual offerings that
increased revenue by 15% YTD, grew the overall business and increased
globalization efforts
. First three offerings are market ready and roll out of remaining nine to
follow over next three months. Includes: Offering Worksheets,
Presentations, POV articles and Brochures.
. Rollout to four sales forces within Dell and direct marketing in upcoming
weeks.
. Contribute as sales resource to sell all new offerings.
MedQuist March 2009 -
August 2009
Enterprise Executive Sales Director - Southeast
. Managed sales and executive relationships in large enterprise accounts
including zero-based and current hospitals/IDNs
. Enterprise solutions included clinical document management; mobile
physician workflow solutions; medical record transcription software sales
and outsourcing services; speech recognition solutions; coding solutions;
and RAC audits
. Areas of focus: Accelerated Revenue Cycle (Increased patient safety and
improved physician satisfaction and outcomes) and Cost of Delay & Speed
to Value
. Entities included Shriner's Hospitals for Children, Carolinas Healthcare,
MedCath, Duke, University of Maryland, and Carillion
StreamlineHealth February 2008
- April 2009
Senior Account Executive Southeast Region
. Sold workflow, document management and imaging applications that
streamlined business processes for hospitals, and IDN's
. Streamline's document workflow-based solutions include, health
information management, revenue cycle, remote coding, abstracting, chart
completion, remote physician order processing, pre-admission registration
scanning, insurance verification, secondary billing services, explanation
of benefits processing, release of information processing, and other
departmental document workflow processes including Pre-Op and
Orders/Referrals.
. Entities included TX Health Resources. Baylor, Children's DFW
Nuesoft Technologies Inc. (NuesoftXpress)
September 2006 - January 2008
Account Representative Western Region
. Focused on sales of "hosted" solutions to University Health Centers.
. Provided product demonstrations requiring in-depth product knowledge of
client server vs. ASP model, Practice Management, Scheduling, Billing &
Reimbursement, Electronic Health Record, Web Portals.
. Coverage included 22 states west of the Mississippi River.
. Started territory at zero and created a pipeline of over $1,250,000
. Closings included University of Utah, Western Oregon University,
Wilamette University, North Idaho University
Self Employed - Telemedicine Consulting
September 2005 - August 2006
American Telecare Inc. May 2005 -
September 2005
Regional Business Manager SE Region
. Focused on Telemedicine specifically in Home Care but also asked to cover
open areas.
. Provided product demonstrations requiring in-depth product knowledge.
. Served as resource to customers regarding new ideas and concepts.
. Additional responsibilities quickly added to include management of vendor
relationships with other Homecare information system vendors
. Prospects were Vanderbilt University, State of Florida Children's Asthma
project Jacksonville, FL, Eastern North Carolina Telemedicine Project
Greenville, NC
Cerner Corporation Inc., Kansas City, KS 2003-
2005
Sales Executive, Southeast Region
. Focused on software for Hospital based Home Care Health solutions.
. Provided product demonstrations
. Served as resource to customers regarding new ideas and concepts.
. Closed largest account to date for Cerner\BeyondNow 2003/2004
(Alliancecare)
. 2nd in Revenues in 2004
3M Health Information Systems, Murray, UT 1999-
2003
Regional Sales Manager, Southeast Region
. Focused on Software for Hospital based Home Care Health solutions.
. Managed sales plan for territory to achieve standards and goals.
. Provided product demonstrations requiring in-depth product knowledge.
. Served as resource to customers regarding new ideas and concepts.
. Maintained customer relationships with key individuals in health care
organizations.
. Coordinated all functional areas within the organization related to
sales.
. Handled and responsible for completing all contract related issues
including pricing.
. Knowledge of Peoplesoft, Oracle, Six Sigma, and Java
. Closed several significant accounts including Vanderbilt, West TN
Healthcare, and Sacred Heart
. Met and exceeded all quotas
. Attained President's Club in 2002-2003
Pierce Leahy Corporation, Philadelphia, PA 1998-
1999
Account Executive Medical Sales
. Enterprise level sales of medical record storage and management to
healthcare market on decision-makers level
Carecentric Solutions Inc, Duluth, GA 1996-
1998
Sales Executive
. Clinically oriented point-of-care solutions for the Home Care Health
Industry.
. Penetrated accounts by reaching to C level decision makers, and moved
along the sales cycle to closing
. Responsible for an 11 state northeastern region.
. Accounts sold included VNS NY (Largest Agency in Country) and VNS Boston
pilot opportunity.
Infosystems of North Carolina, Charlotte, NC 1995-
1996
Application Specialist- Medical Solutions
. Sold medical practice management systems to large clinics and hospitals
SMI Incorporated, Nesconset, NY 1994-1995
Southeastern Area Manager
. Sold medical executive decision support systems (Clinically oriented
enterprise information, Hospital Information, Managed Care information,
Relational Database, National comparative Data Repository.)
. Responsible for a seven state region
. Daily responsibilities included needs assessment, issue identification,
problem resolution, evaluating, purchasing and implementation of hospital
systems.
Education: Bachelor of Science, University of Georgia; Athens, GA
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