Linda L. Knox...

9113 Silsby Drive * Keller, TX 76244 * (817) 235-7398 * lke6530e@westpost.net

Forward-thinking, solution-oriented Sales and Business Development Executive who
combines
customer-driven sales strategies with persuasive relationship building and in-de
pth market analysis to
consistently increase revenue and client satisfaction. Innovative change manager
and collaborator
adept at designing sales organizations that optimize resources and increase prod
uctivity and
market share. Passionate about mentoring and coaching sales teams for maximum pe
rformance.
Key accomplishments include:
* Increased sales 20% within one year of joining firm through client segmentatio
n.
* Exceeded sales goals by 9% within first seven months of assuming position.
* Increased national market share from 55% to 62%.
* Achieved 96% client satisfaction and 98% client retention.
Seeking to increase a company's profit and market share through
aligning solutions and resources with customer needs.
Skills that Expand Market Penetration
* Executive Sales Leadership
* Strategy Development
* Sales Forecasting
* Sales Process Development
* Market Research and Analysis
* Consultative Selling
* Sales Team Optimization
* Customer Satisfaction Management
* Customer Segmentation
* Business Integration
* Strategic Alliance Development
* Leadership Modeling
Leveraging Relationships and Resources to Increase Revenue
The Beryl Companies, Bedford, TX - Leading provider of outsourced call center se
rvices to healthcare organizations.
SENIOR VICE PRESIDENT, MARKET DEVELOPMENT 2008 - present
Beryl, who had achieved market dominance on reputation and word-of-mouth marketi
ng alone, needed a
stronger sales organization to more actively sell its services once the economy
began declining.
Identify and develop business opportunities for national growth. Lead outside sa
les organization and account
management teams in achieving sales, client satisfaction and client retention go
als.
* Increased sales 20% within one year of joining firm through client segmentatio
n.
* Grew inside sales by 100% through a new sales and account management platform.
* Achieved 96% client satisfaction and 98% client retention.
* Generated thirteen major contract renewals as of YTD 2010.
* Maintained EBITDA of more than 20%.
Health Trust Purchasing Group, Brentwood, TN - Group purchasing organization sup
porting nearly 1,400 not-for-profit and
for-profit acute care facilities.
VICE PRESIDENT, REGIONAL SALES 2006 - 2008
Health Trust, established by Hospital Corporation of America (HCA) to sell servi
ces to non-HCA providers, brought
on several regional VPs to capture new markets.
Created and implemented multi-year sales plan. Prospected and built C-level rela
tionships that increased account
penetration, revenue growth and customer satisfaction. Assisted marketing with s
ales collateral development and
trade show participation.
* Developed pipeline representing $200M in new business.
* Closed business on 25% of pipeline.
* Completed multiple requests for proposals.
GROWING RELATIONSHIPS INTO PROFIT
Linda L. Knox Page 2
Cardinal Health, Dublin, OH - Fortune 17 company that improves the cost-effectiv
eness of healthcare.
VICE PRESIDENT, INTEGRATED SOLUTIONS 2004 - 2006
Company consolidated its solutions into two groups - Clinical Solutions and Supp
ly Chain Solutions. Needed
leadership to articulate value proposition and oversee market penetration of the
two groups.
Fostered relationships with C-suite executives and was accountable for $200M in
annual sales for six integrated
delivery networks (IDN). Matrix-managed 27 sales consultants in expanding opport
unities for Clinical Solutions and
Supply Chain Solutions within current IDN clients. Designed and presented Integr
ated Solutions proposals.
* Exceeded sales goals by 9% within first seven months of assuming position.
* Closed $200K of medical/surgical distribution business.
* Presented four corporate agreements in first year (normally a 12 - 18 month cy
cle for each).
* Promoted from Corporate Solutions Vice President within one year of joining co
mpany.
VHA/Novation, Irving, TX - Supply contracting company for nearly 25,000 VHA and
UHC healthcare member organizations to help
manage and reduce supply costs.
SENIOR VICE PRESIDENT, SERVICE DELIVERY 1998 - 2004
Novation, a new company formed by VHA and University HealthSystem Consortium (UH
C) to negotiate contracts on
behalf of their healthcare providers, needed national sales leadership.
Key member of five-person executive team who established strategic direction for
company. Built sales
organization and managed national sales/service team of 150 in driving contract
penetration in new and existing
clients and in maintaining and improving member satisfaction. Accountable for $2
0B in annual sales and $16M in
expenses.
* Increased national market share from 55% to 62%.
* Exceeded customer satisfaction goals.
* Continuously surpassed sales/revenue/expense goals.
* Promoted three times while at company.
VP OF SUPPLY CHAIN MANAGEMENT 1996 - 1998
Designed segmented sales model that aligned activities with customer-defined nee
ds. Co-created and deployed
sales and marketing plan. Developed a training and orientation program for all f
ield sales positions. Increased
customer satisfaction by 16.5%. Exceeded revenue goals.
Additional VHA/Novation Positions:
Division Director for Southeast Division 1987 - 1996
Account Manager (Florida Region) 1986 - 1987
Education
Bachelor of Science, Business, University of Phoenix
Professional Organizations
Board member, The MedGroup
The Sales Executive Council
American College of Healthcare Executives (ACHE)
Healthcare Financial Management Association (HFMA)