director of account management resume example with 8+ years of experience

Jessica Claire
, , 609 Johnson Ave., 49204, Tulsa, OK 100 Montgomery St. 10th Floor
Home: (555) 432-1000 - Cell: - - : - -
Professional Summary

Accomplished sales professional with 10 years experience in healthcare industry, client facing roles, either selling or managing accounts, and a proven history of meeting company goals utilizing consistent and organized practices. Skilled in working under pressure and adapting to new situations and challenges to best enhance the organizational brand. Extremely passionate about doing work that is innovative and impactful with an underlying goal is to always improve the overall customer experience and to drive business revenue growth. Currently seeking a sales opportunity within a company that prioritizes innovation, collaboration, employee health and satisfaction, and professional growth.

  • Account Management
  • Miller Heiman Strategic Selling method
  • Strategic Planning
  • Sales presentations
  • Territory Management
  • B to B sales
  • SaaS sales
  • Remote working
Work History
02/2018 to Current
Director of Account Management Epam Systems Inc Orlando, FL,
  • Autonomously manages $4 million book of accounts from onboarding to account renewal. Accounts include largest payers, healthcare systems, pharmacies, PBMs, drug wholesalers and GPO’s across United States.
  • Develops and fosters strong relationships with client stakeholders at CXO and VP level.
  • Leads term negotiations and price optimization discussion with key decision makers.
  • Generates new leads within existing and new logo accounts through account research, networking, and cold calling.
  • Identifies clients' and prospects' needs and develops appropriate responses along with suitable information on products and services.
  • Collaborates across internal departments to coordinate on-time delivery of projects and advise on account growth opportunities and new go to market strategies.
  • Executes three to nine month sales cycles from prospect to close.
  • Exceeded 95% renewal rate in both 2019 and 2020 while converting over 70% of book from annual subscriptions to multi-year term commitments in 2020.
  • Increased annual contract value by 200% of a high-profile PBM account through upsell and price optimization of existing portfolio resulting in $900,000 in annual revenue over 3 year term.
  • On track to achieve 120% of annual revenue goal for 2021.
  • Closed 30 contracts and achieved 107% of quota in 2020 resulting in $1.07 million in new revenue.
  • Closed 28 contracts and achieved 102% of quota in 2019 resulting in $887,000 in new revenue.
  • Identifies opportunities and cultivates new business through 200 plus new cold calls per week.
07/2016 to 01/2018
Associate Director of Sales Hyatt Hotels Corp. Lexington, KY,
  • Built relationships by meeting in-person with over 350 Presidents, CFO's, CIO's, and other senior higher education executives at 4-year institutions to discuss their business issues, present best practice solutions, and convey value proposition of The Advisory Board's higher education offerings to drive sales.
  • Achieved 96% of quota in first full fiscal year resulting in $500,000 of new revenue.
  • Prepared and implemented strategic growth plans for territory spanning entire US based on company goals and expectations.
  • Collaborated with upper management to implement continuous improvements and exceed team goals.
  • Maintained deep bench of knowledge of 4 individual products and up-to-date knowledge of competitors and sell against strategies.
  • Communicated product quality and market comparisons by creating sales presentations.
  • Identified prospects' needs and developed appropriate responses along with suitable information on products and services.
  • Provided training, set weekly goals and delivered performance reviews for one new sales representative on sales strategies and processes to reduce process gaps and drive sales activity
  • Encouraged cross-selling of additional products and services through relationship-building and acquired understanding of customer business needs.
06/2013 to 06/2016
Associate Director, Value Delivery THE ADVISORY BOARD COMPANY City, STATE,
  • Managed $3 million portfolio of Crimson client hospitals and health systems across US; main functions included: C-Suite and end user engagement, renewal negotiations, relationship expansion opportunities, documenting return on investment, and new sales support
  • Partnered with technical implementation team to ensure effective and efficient data gathering while providing support to client throughout technical build and implementation of Crimson software.
  • Led user acceptance testing to assess accuracy of new data sources and data gathering techniques against external output shown in Crimson platform and managed any technical follow up needed by internal and external technical implementation teams.
  • Developed and executed strategic plan and milestones to achieve to ensure successful launch and adoption of Crimson technology.
  • Mined and analyzed health system data output to identify process improvement opportunities and communicated recommendations through delivery of compelling slide decks to various stakeholders throughout organization to drive business solutions and customer value.
  • Communicated progress of initiatives, results and ROI during quarterly business reviews with internal and external executive teams.
  • Held one-on-one meetings with CXO's and VP's to identify technology adoption hurdles and offered insight into best remedy.
  • Maintained renewal rate greater than 90% for all clients in assigned book of business
  • Documented client approved, hard dollar return on investment in excess of $10 million in 2014 and 2015
  • Formally mentored new team members to meet initial onboarding benchmarks and provided ongoing support and guidance
08/2012 to 05/2013
  • Developed and provided analyses of area post-acute care providers on quality and utilization metrics to aid in expansion of preferred provider network for Plus ACO, one of the first Medicare Pioneer accountable care organizations.
  • Managed development, planning and operations of an ACO committee including developing board approved charter, budget, and timeline that served as the operational map for 2013.
  • Project manager for various ACO functions, such as establishing relationships with area post-acute care providers, preparing data to report utilization and quality metrics at board, medical management, and finance committee meetings.
  • Prospected, interviewed, and trained new staff.
Expected in 12/2012 to to
Master of Health Administration:
University of North Texas Health Science Center At Fort Worth - Fort Worth, TX
Expected in 05/2006 to to
Bachelor of Science:
Texas A&M University - College Station, TX

By clicking Customize This Resume, you agree to our Terms of Use and Privacy Policy

Your data is safe with us

Any information uploaded, such as a resume, or input by the user is owned solely by the user, not LiveCareer. For further information, please visit our Terms of Use.

Resume Overview

School Attended

  • University of North Texas Health Science Center At Fort Worth
  • Texas A&M University

Job Titles Held:

  • Director of Account Management
  • Associate Director of Sales
  • Associate Director, Value Delivery
  • ACO Analyst


  • Master of Health Administration
  • Bachelor of Science

By clicking Customize This Resume, you agree to our Terms of Use and Privacy Policy

*As seen in:As seen in: