About

Started out my sales career with formal sales training using SPIN technique.  The acronym "SPIN" stands for Situation, Problem, Implication, and Need-Payoff by asking targeted questions to uncover the customer's pain points and needs. 

Over 15 years experience working within array of healthcare industries and disciplines; From capital equipment to disposal medical/surgical product lines;  Transactional, commodity based selling to highly technical clinical products. Worked with variety of departments within a large hospital system such as revenue integrity, environmental services, supply chain, clinical operations, central sterile supply, distribution, information technology, operating room, nursing staff and  a variety of medical and surgical specialities which include plastics & reconstructive surgery, general surgery, spine, orthopedics, interventional pain, podiatry, vascular, dermatology, interventional radiologists, infectious disease, wound care and internal medicine. 

Continued education at the University of Texas Health Science Center at Houston with a Master of Science in Biomedical Informatics  supports the next iteration of healthcare.  Focuses on the advancement of meaningful use through interoperability, increased use of artificial intelligence (AI), machine learning (ML), wearable devices, remote monitoring, virtual care, genomics and personalized medicine. This focus supports rapid advances in technology and data-driven approaches to improve patient care, increase efficiency, and reduce costs.

Robust  reimbursement knowledge as a Certified Professional Biller (AAPC) has proven to be instrumental in building go-to-market strategies across the variety sites of care. 

Healthcare sales in government facilities can be an extremely complicated cycle. Contracts and procurement process play a crucial role in the delivery of services and products to patients. These processes vary widely across product categories from medical surgical, biologics, pharmacy, technology and medical device. 

Over 12 years experience working directly with physicians, program office and contracting officials supports a deep understanding of the procurement and acquisition process within government healthcare organizations. Insight into the needs and challenges faced by government healthcare providers supports deeper understanding of the federal the market, develop effective sales strategies, and ultimately increase opportunities of success.

Long standing relationships with clinicians, surgeons, logistics, prosthetics and program office personnel leads to effectively communication at various levels that streamlines the sales enablement process for successful penetration of the federal healthcare market. 

Guidance on coordinated sales launch can include:

• Contract and Sales Strategy
• Targeting and Reporting
• KOL Development
• Education and Training 
• Build Government Compliance Program
• Resource Creation for Customer and Sales Team

The only certainty in today's healthcare is fluidity and change.  As of September 2021, the GDP (Gross Domestic Product) for healthcare in the United States was approximately 17.8% of the total GDP. This translates to healthcare accounting for nearly one-fifth of the US's economy output. 

In this age of medicine it is vital to stay on the cutting edge of healthcare reform. One example is payment models are changing quickly and drastically. Healthcare providers are incentivized to deliver high-quality, cost-effective care to patients. New innovative models are evolving to include Accountable Care Organizations (ACOs), value-based purchasing agreements, episode-based payment initiatives, quality based programs, direct primary care transformation, health equity, alternative payment models (APMs), and Merit-based incentive payment systems (MIPS).

Trends in healthcare payment models is moving towards greater accountability, transparency, and value-based care, which is expected to lead to better patient outcomes and more sustainable healthcare costs over time.

Passionate to see how technology can help reduce healthcare costs by improving efficiency, reducing errors, and minimizing waste.  All the while improving access, enhance patient care and empower the end-user in the healthcare system: The Patient.