MATTHEW BRUNETTE

113 Grenoble Circle * Maumelle, Arkansas

501-352-1066 * mbd7c47e@westpost.net
VICE PRESIDENT OR DIRECTOR: Health Care Sales and Supply Chain
* Goal exceeding articulate professional with 15 years in the healthcare industr
y contributing to increasing revenues and market competitiveness with successful
dynamic healthcare services companies through outstanding business development,
account management, and consultative selling expertise.
* Results-driven and confident manager with proven track record for managing mul
ti-million accounts and contract negotiations and identifying and developing luc
rative business opportunities. Broad knowledge of information technology.
* Innovative leader and communicator with gift for generating consensus among pr
ofessionals having a variety of perspectives and agendas; facilitating high-leve
l meetings; and coaching, mentoring and leading subject matter experts and other
staff.
* Charismatic and strategic salesperson with talent for developing and managing
productive and respectful relationships with customers and external partners and
communicating with customers to determine their needs and identify targeted sol
utions.
Business Development * Sales Management * Target Marketing * Relationship Manage
ment * Supply Chain Expertise * Consultative Selling * Analytic * National Accou
nt Management * Tenacious * Meeting Facilitation * Complex Contract Negotiations
* Team Building Leadership * Strategic Planning * Territory Growth Management *
ROI Analysis * e-Commerce * Marketing and Business Strategy/Integration * Cost
Reduction * Process Re-Design / Implementation
PROFESSIONAL EXPERIENCE
FTI CONSULTING, Atlanta, Georgia, (June 2010 - Present)
(FTI is a publicly held international consulting firm providing consulting solut
ions for a spectrum of corporate financial, life sciences, healthcare, energy, a
nd other major industries)
Independent Consultant, Provide tactical planning and analysis, design and imple
mentation of GPO relationship, contract negotiation and support, and business pr
ocess transformation within the healthcare supply chain.
* Defined contracting strategies, contract process redesign from spend analytics
, opportunity identification, sourcing & selection, contract administration, to
procurement and payment based around industry best practices.
* Developed performance metrics for supply chain (over 100) and establish tools
and techniques to analyze spend and qualify potential suppliers.
BROADLANE, Inc., Dallas, Texas (February 2009 - June 2010)
(Broadlane provides end-to-end supply chain management, clinical and financial a
nalytics, purchasing portfolio management, workforce management and a complete s
uite of consulting services that address Lean process transformation, supply cha
in best practices, capital equipment lifecycle and clinical utilization)
Vice President, Business Development, Little Rock, AR.
Led strategic sales process for acute care business development team primarily w
ithin the southeast and central US. Primary target points are C-level executive
s while working collaboratively with departmental leadership as needed. Respons
ible for generating qualified leads for new prospective clients through networki
ng, cold calling and relationship development. Organize weekly meeting schedul
e through letter and e-mail campaigns with substantial phone time and meeting pr
esentations. Responsible for managing sales opportunity through entire sales cy
cle from initial interest to contract delivery.
* Established active sales pipeline of $470 million dollars within first 6 month
s in new role
* Closed $30 million in new sales within 9 months, ahead of sales plan in 2009 a
nd was on target to exceed 120% of plan in second year (> $100 million).
* Responsible for delivering new GPO, consulting, and workforce management clien
ts (also known as the Broadlane Group of Companies) through development initiati
ves.
* Delivered multiple qualified leads to team members yielding $80 million in new
opportunities for sales colleagues.
DOCUMENT SOLUTIONS & SERVICES INC., Little Rock, AR. (June 2007 - February 2
009)
(DS&S is a regional Information Technology service & solutions company providing
document work flow and forms management solutions for healthcare, education, an
d government markets)
Vice President, Business Development, Little Rock, AR.
Led strategic sales process for all healthcare Major, and Strategic Accounts. D
rove revenue growth and sales initiatives while achieving performance goals as h
igh powered primary sales executive. Apply consultative approach to market work
ing with C-level and IT leaders with prospective clients. Responsible for profi
t / loss and budgeting: revenue/expense forecasting and resource deployment.
Sales / Marketing
* Developed Comprehensive Solutions website for organization to promote and supp
ort go-to-market strategy for all vertical markets.
* Developed approach / presentation for healthcare industry establishing target
list with active sales pipeline that exceeded over $5 million in new business de
velopment within 3 months.
* Secured supplier relationships to support healthcare vertical market strategy
to complete forms management and document workflow solution product needs.
* Established assessment methodology for current and prospective clients to iden
tify savings and ROI for clients.
PREMIER, INCORPORATED, Charlotte, North Carolina (October 1992-May 2007)
$600 million hospital performance improvement alliance and national leader in he
althcare purchasing and other services with 1,700 participating non-for-profit h
ospitals and health systems. Provides services to additional 6000+ alternative s
ite locations including long-term care, surgery, and imaging/radiology centers.
Field Vice President, Supply Chain Solutions (2006-2007) * Little Rock, Arkansas
Served as strategic account executive for assigned client accounts over $350+ mi
llion. Developed and implemented account plans in collaboration with owner and m
ember hospitals and coordinated resources to address customers' needs and to ach
ieve planned goals. Developed and nurtured strategic relationships with key IDN
stakeholders including hospital clinicians, department directors, and executive-
level hospital administrators.
* Optimized company's profits and credibility through expansion of strategic par
tnership contract targets by 10-25% in 2006. Generated IDN collaboration and ind
ividual member commitments by marketing to key stakeholders within hospitals.
* Generated cost savings for company by identifying $17.5+ million in supply cos
t reduction opportunities through supply chain assessments and process improveme
nt initiatives.
* Implemented $10 million in contract savings while supporting product launches/
conversations through system-wide corporate-led clinical Value Analysis Teams.
* Enhanced operations by increasing purchasing volume by 15% through use of supp
ly chain and portfolio account planning, relationship management, and educationa
l awareness of contract portfolios, validating appropriate contract pricing and
volume as needed.
* Strengthened company's revenue and profits by selling $600,000+ in non-labor s
upply chain consulting services for fiscal year 2007.
* Improved consensus and involvement between company field staff and hospital pr
oviders by recommending their inclusion in company's product planning, developme
nt, and deployment of online tools and resources.
Senior Director (2004-2006) Little Rock, Arkansas
Managed account of one of largest shareholders including hiring of on-site resou
rces and coaching, directing, and deploying of subject matter staff as needed. D
eveloped strategic relationships with key stakeholders and collaborated with sup
ply chain and other key executives to development customized supply chain improv
ement plan.
* Strengthened shareholder's position within company by achieving purchase volum
e growth from $265 million to $342 million in 3 years, moving shareholder from 9
th to 5th within company.
* Implemented total supply chain improvement plan savings of $26+ million over 3
-year period, identifying total savings of $31+ million.
* Generated cost savings of $3+ million for shareholder by developing supplier b
usiness review process methodology while increasing supplier market share and co
ntract penetration for shareholder IDN.
* Enhanced collaboration and communication between field staff and member hospit
als by establishing methodology among groups to reach consensus on increasing ad
option of contract price activations. Expanded member participation from 15% to
70+% within 1.5 years through development of 3 disciplinary teams: technology de
velopment, technology deployment, and supplier adoptions.
Director, Supply Chain Solutions (2001-2004) Little Rock, Arkansas
Developed strategic account management plans with shareholders (SCIP) while esta
blishing mutual annual goals and financial savings objectives. Managed territory
within 5 states which included diverse hospitals/systems ranging from community
hospitals to major academic medical centers. Served as primary field contact fo
r senior-level shareholder hospital staff to identify, implement, and address su
pply chain purchasing needs. Conducted site visits and routine meetings with pha
rmacy, food service, operating room, imaging, cardiology, facilities management,
and laboratory directors to educate staffs on contract portfolios.
* Achieved cost savings of $10 million in 2004, receiving Regional Director Top
Performer Award.
Manager, Healthcare Resource Management (1999-2001) Little Rock, Arkansas
Provided sales and marketing consultation with emphasis on increasing utilizatio
n and compliance of contracts and services to ensure member hospitals met and ex
ceeded objectives and achieved maximum cost savings. Conducted high-level portfo
lio analysis for member hospitals to identify supply chain savings opportunities
, increase contract penetration, and validate that appropriate contract pricing
and volume are credited to members.
* Strengthened company's revenue growth and profits by achieving sales growth of
18% over 3 years through development of owner-member specific "tactical plans"
deploying company's subject matter experts to meet customer supply chain needs a
nd goals.
* Optimized company's operations and profits by providing regional account manag
ement support and planning for 12 shareholders in 3-state region representing to
tal spending of $300 million.
Contract Executive (1992-1999) San Diego, California
Managed, negotiated, and developed strategic marketing plans for information tec
hnology (IT), telecommunications, and capital equipment contract portfolio. Esta
blished policy and strategic direction of IT portfolio, working collaboratively
with voting committee members for all IT contracts.
* Maximized company's client base and profits by developing IT contracting portf
olio from 3 contracts and $20 million annual revenue in 1992 to 16 contracts wor
th $160 million annually. Averaged 35% year-to-year revenue growth for contract
portfolio over 5 consecutive years.
* Generated from $50,000 to $500,000+ in contract savings to shareholders by fac
ilitating numerous member hospital contract negotiations with business partners.
* Achieved $5 million in contract price savings for members by establishing new
group-buy programs to reflect purchasing needs of membership.
Career Note: Positions held as Account Executive for Met Life and Regional Sales
Manager with CAL-MAR Enterprises. Details upon request.
EDUCATION/PROFESSIONAL DEVELOPMENT
Bachelor of Science, Business Administration/Organizational Management Concentra
tion
Central Baptist College, Conway Arkansas (Cum Laude)
AWARDS/RECOGNITION/ASSOCIATIONS
Top Regional Director "Outstanding Achievement Award", Team Award Winner for "
Premier Breakthrough Series", Central Region "Manager of the Year", Circle of E
xcellence Award- "Integrity", "Above and Beyond" Award, "Water Carrier" Award,
Premier Values Award "Honorable Mention 2004-07".
Associations:
Member: AHRMM, HFMA, HIMSS