CAROLYN M.

SMITH
PROFESSIONAL PROFILE

(703) 470-5461 carbill91@verizon.net http://www.linkedin.com//in/carolynmsmith/

Sales & Marketing Professional with more than 15 years of healthcare sales experience and a valuable, highly transferable blend of expertise in startup, turnaround, consulting, and Fortune 500 arenas. Highly skilled at bringing together cross-functional teams and guiding organizations to achieve project goals in alignment with overall corporate objectives. Fuels new business and strengthens revenue with existing accounts by closely listening to customers, zeroing in on their needs and asking the right questions in order to provide optimum products and solutions. Agile learner who quickly develops a thorough understanding of products, clients, and the competitive landscape. Quickly establishes trust with clients and leverages an untiring work ethic and integrity to cultivate lasting relationships. Collaborative leader with strong communication, presentation, team building, and mentoring skills. AREAS OF EXPERTISE Consultative / Solutions Sales Product / Industry Knowledge Communication / Presentation Project Management SELECTED CAREER ACHIEVEMENTS Repeatedly built sales volume from zero, consistently exceeded corporate and client expectations, and expanded customer base by cultivating strong relationships and a solid network of accounts as referrals for new business. Won major accounts including Ernst & Young, Emory University Hospital, Vanderbilt University Medical Center, Bronx Health Plan, AtlantiCare, and Egleston Children's Hospital; more than doubled sales of proprietary managed care software to $2.5M+ in 3 years. Spearheaded turnaround of underperforming territory by educating client base the benefits of managed networks. Streamlined contract negotiation process and improved customer relationships by working with company attorney to incorporate frequent customer change requests into the standard contract language. PROFESSIONAL EXPERIENCE 1996 - Present Launched consulting firm specializing in advising primarily healthcare clients in areas including sales, marketing, managed care programs, clinical outcome improvement strategies, training, team building, strategic planning, information technology, and business development. Established and maintained lasting relationships with clients including Healthcost Consultants, Inc. (former employer), Professional MicroSystems, CQI, IDX Corporation, Baxter Healthcare, LandaCorp, and the Genetic Centers of America. Developed consulting proposals and conducted on-site presentations to all organizational levels including C-level leadership. Served as a healthcare advocate for hospital patients; conducted in-depth research on health-related issues and monitored care; consulted with patients, clinicians, physicians, and hospital staff to ensure optimum patient care and outcomes. Retained by CQI Healthcare Management Services to develop a presentation on the market outlook for healthcare software and Clinical Program delivery improvements. Managed engagement with IDX to evaluate balanced scorecard approach to organizational effectiveness. Worked with Genetic Centers of American to develop a marketing strategy and collateral for prenatal genetic testing; marketed the product to OB/GYNs in the area.
HEALTHCARE SALES AND ACCOUNT MANAGEMENT CONSULTANT

Business Development Relationship Management Staff Coaching / Mentoring Contract Negotiation

Client Acquisition / Retention Team Dynamics / Leadership Strategic Planning / Tactical Execution Educating / Training End Users

 Expanded knowledge by learning a new business; established and built a successful adjunct mortgage loan processing business during the height of the real estate boom; built relationships with realtors, developers, builders and others to manage the entire loan process from origination to execution.

HEALTHCOST CONSULTANTS, INC. (ACTIVE HEALTH 1993 - 1996 MANAGEMENT) Sales and Marketing Manager for Health Management Programs and HealthCare IT Product Recruited to provide solution and strategic driven sales of managed care software product; built book of business through aggressive cold calling and lead generation; created strong referral base that led to expansion of territory from eastern half of the US to national accounts. Utilized consultative sales initiatives to provide enhancements for existing clients and to increase client base. Created strong market presence for utilization management services and managed healthcare software product through exceptional account management services and defined and realized ROI for clients. Implemented Care Management Programs that improved the delivery of Clinical Programs and Outcomes, advancing Quality of Care improvement objectives. Assembled cross-functional teams of internal resources for client presentations including CIO, Head of Implementation, and Medical Director; presented to HMOs, PPOs, IPAs, Utilization Management firms, PHOs, MCOs, Hospitals, IDNs and CMOs, as well as Employer Groups. Surpassed sales goals for three consecutive years, with revenues exceeding 2.5M plus. Provided clients with effective solutions, developed lasting relationships, and negotiated complex contract t terms and pricing. HEALTH MANAGEMENT STRATEGIES 1991 - 1993 Marketing Consultant for Specialty Managed Care Programs Provider Network Development Specialist Recruited by former Aetna Vice President to build and strengthen a fledgling marketing program for BC/BS of DC subsidiary. Developed provider networks, marketed psychiatric managed care network product, and attended and exhibited at trade shows and industry conferences. Employed solution and conceptual selling initiatives to market specialized managed care programs to Employer Groups. AETNA HEALTH PLANS 1990 - 1991 Consultant, Healthcare Network Management Healthcare Network Development Specialist Promoted and marketed managed care networks to hospital administrators, clinicians, and healthcare management teams. Selected by senior management to turn around relationship with healthcare providers in a county where other consultants had met resistance to the concept of managed care networks. Met with clients, educated them on the benefits of joining managed care networks in order to maintain their patient populations and earned their business. AMERICAN PSYCHMANAGEMENT, INC. Healthcare Network Development Coordinator Provider Relations Representative PSYCHIATRIC INSTITUTE OF WASHINGTON, DC Financial Coordinator Admissions Coordinator 1989 - 1990

1986 - 1988

EDUCATION Bachelor of Science, Psychology and Sociology - Mary Washington College, 1986 Post-graduate coursework, Psychology - Catholic University, 1987-1988 Numerous conferences and courses in Sales and Marketing COMMUNITY INVOLVEMENT Rolling Road Camp for the Disabled Special Olympics Johns Hopkins Hospital Kennedy Krieger Institute Kernan Orthopedic Hospital Circle K of the Kiwanis Club Sheppard Pratt Institute Easter Seals