MY VALUE AND LEADERSHIP STYLE

Our people want to be led. They're not looking for someone to tell them how to do everything and they're also not looking for a supervisor who just leaves them to their own devices. The ego must go. It’s not about me. They're looking for good, solid leadership that provides the right amount of guidance. Now, that amount is different for every employee and that's why it's important for a coach to ensure that, while they treat everyone fairly, one management styles "doesn't fit all." As mentors, we need to understand the uniqueness of each of our direct reports and relate to them in a way that helps each person flourish. It's a tall order, but I have consistently achieved this balance over time. During my progressive leadership career, I have built, mentored, and motivated high-performance sales teams with zero percent voluntary attrition. My direct reports earned over 30 national and business unit sales performance awards.

o Today’s healthcare environment is no longer “Your Father’s Buick!”

o ACCOUNTABILITY! URGENCY! EVOLUTION! Embrace change and be adaptable. Discipline and self-control are crucial. “There is no elevator to success. You have to take the stairs.” – Zig Ziglar

o UNITE! LEAD! DELIVER! According to local, regional and national Roadmap objectives. Develop, coach, and mentor a strong team; surround myself with smart, passionate and highly competent people.

o Communicate, reinforce and deliver results according to local and national initiatives. Empower my team by providing them with the tools needed for success.

o Along with the local Leadership Team and input from my team, help create living and breathing Roadmaps and business plans designed to grow and retain business.

o Act as a liaison between sales and operations to deliver consultative solutions per the “Voice of the Customer” – both internal and external. The patient always comes first! Treat everyone with respect and be humble. Always control your emotions and foster harmony. “A house divided against itself cannot stand.” – Abraham Lincoln

o Provide knowledge to optimize decision making, improve health outcomes, reduce treatment costs, and establish enterprise as the dominant player.

o Leverage current relationships and develop prospects to help build a robust and sustainable organic sales pipeline.

o Part coach, mentor, trainer, parent, psychologist, listener, motivator, production driver, and sales builder – create an open & honest environment that fosters communication and creativity.

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o Proactively relate to every provider, contact and department within IDNs, maximizing each opportunity while nurturing mutually beneficial, long-term business relationships that are referenceable.

o Develop large, strategic clients that will require a more complicated sell.

o Wear both sales and operation hats depending on the situation. Must be able to effectively prioritize activities and simultaneously work on multiple projects in order to maximize time management and productivity.

o Complete and deliver high-quality & accurate administrative reports on time, all the time.

o One great trait that all great leaders share is a desire to continue to learn from other great leaders and refine their best practices.

o Dedicated, self-driven, focused, and results oriented; always one step ahead of the challenge and two steps ahead of the competition!!!

Team Sales Approach Model: Along with my team, we develop account-specific strategies that build a robust pipeline that incorporate the following processes and principles:

o PROSPECT & ENGAGE: Identify prospects, diagram organizational chart, qualify prospects and secure appointments. Never be more than one step from your clients.

o DIFFERENTIATE & ENTICE: Differentiate, develop right needs and inspire emotion. Align yourself with early adapters and thought leaders.

o BUILD VALUE: Permeate account, present solution and gain technical win or added value.

o CONFIRM & CLOSE: Sell decision makers and influencers, prove capabilities and secure the contract.

o MAKE REFERENCEABLE: Deliver value, make referenceable and discover new needs. Leverage current clients and deliver patient-centric care according to the “Voice of the Customer.”

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Health Care Continuum & Personalized Medicine:

Personalized Medicine Is…Personalized medicine is a multi-faceted approach to patient care that not only improves our ability to diagnose and treat disease, but offers the potential to detect disease at an earlier stage, when it is easier to treat effectively. Health Information Technology is a key enabler and potential accelerator of the successful adoption of personalized medicine. The full implementation of personalized medicine encompasses the 7 phases of the Health Care Continuum denoted below:

o Risk Assessment: Genetic testing to reveal predisposition to disease.

o Prevention: Behavior/Lifestyle/Treatment intervention to prevent disease.

o Detection: Early detection of disease at the molecular level.

o Diagnosis: Accurate disease diagnosis enabling individualized treatment strategy.

o Treatment: Improved outcomes through targeted treatments and reduced side effects.

o Management: Active monitoring of treatment response and disease progression.

o Integration of Information:Seamless and rapid flow of digital information, including genomic, clinical outcome, and claims data.

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