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Strategic Account and Business Development Executive | Solutions Consultant to Fortune 200 Companies l Digital and Customer Experience Transformation Leader | Healthcare Advisor  | Health, Fitness and Wellness Advocate

Executive

Results-focused, innovative, sales, account management and business development professional with a broad-based background in technology, healthcare, retail, and financial services. Exceptional relationship builder at the C-suite level and a proven ability to attract/retain lucrative clients. Consistently surpass expectations, timelines, and sales quotas, even when entering an entirely new field.  Adept at identifying client needs and using a consultative approach to deliver solutions that produce measurable results.

Responsible for acquiring new business and retaining five Fortune 150 accounts that contribute $70M+ annual revenue ($200M+ total contract value).  Utilize consultative approach to understand client/prospect needs and objectives. Deliver software solutions that increase client revenue, reduce costs, and improve end customer digital engagement.  Partner with clients/prospects to develop and execute strategic plans that achieve desired outcomes.  Cross-sell, up-sell and negotiate complex, multi-year agreements with internal and external executives, stakeholders, influencers, and decision makers. Accountable for $4.5M+ annual sales quota.

RESULTS:

- Cross-sold new mobile application to Fortune 150 health insurer which led to 30%  increase in customer satisfaction, $48M+ in client annual sales  growth, and $8.3M in new Fiserv revenue.
- Expanded Fiserv’s wallet share and negotiated 30% price increase on $14M contract renewal by 
  successfully addressing a client’s need to reduce technology costs, accelerate cash collection, and 
  grow end-customer adoption of a new software solution.
- Partnered with Company software engineers to augment critical client initiative, resulting in on-time  project delivery and $3.5M in Fiserv revenue.

Strategic Account Director

Recruited by Pacific Western Bank (my former client at Brink’s) to grow newly established sales department. Accountable for driving growth of strategic banking products and identifying new potential clients to achieve sales goals.

RESULTS:

- Created and implemented business plan, targeting Pacific Western Bank clients and prospects, that led to a 443% increase in sales for a strategic bank initiative.
- Proactively developed and implemented Bank’s first internal referral and incentive plan to increase profitability of targeted bank solutions.  Presented program to Executive Vice President which led to approval by the Chairman of the Board.


Sales Executive

Recruited to manage $8M region that had been without an Account Executive for 1+ years. Engaged senior executives of retailers, financial institutions, and government agencies to sell Brink's full range of cash management services. Responsible for adding new businesses/logos while also growing, servicing, retaining and renewing 40+ accounts. Developed and managed sales forecasts. Accountable for $1.2M annual sales quota.

RESULTS

- Grew territory and exceeded sales goals every year, despite company-wide revenue decline and lack of industry experience or formal training. 
- Expanded service footprint with existing national retail client from 150 to 300 stores, adding $1.2M in revenue. This was achieved by successfully conveying Brink’s value proposition and demonstrating clear market differentiation. 
- Acquired new client and generated $1.6M in revenue with 65 location healthcare company who sought an automated service to help reduce labor costs.

Senior Account Executive

Worked as an independent representative for startup wellness company with accountability for prospecting, marketing, pricing, and inventory management. Held full P&L accountability. 

RESULTS

- Achieved 350% of quota with 40%+ profit margin by identifying unique market niches.

Served as corporate marketing lead for e-business/web-based initiatives. Led cross-functional teams of 10+ to develop and launch integrated marketing plans to introduce new online services. Created messaging and positioning statements and ensured consistency between online and printed materials.  Drove sales/marketing launch of a new dental insurance product (Dental Blue). Developed sales training materials and tools to promote the product to 28 million members across the U.S. and served as subject matter expert (SME) for sales. Managed e-business tool implementations within dental business unit. 

RESULTS:

- Boosted engagement among Blue Cross Blue Shield members by launching new online tool to over 28M members on time and within budget; grew website traffic 50% as a result and achieved 70M+ media impressions. 
- Led partnership, development and launch with IBM of online medical decision support application. Online tool has since been adopted by all Blue Cross Blue Shield health plans.

Corporate Marketing and Business Development Manager

Perry Stern is a Strategic Account and Business Development Executive at Fiserv in Los Angeles Metropolitan Area, CA.

Perry Stern

Perry Stern

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Oregon State University