CHUCK CALVERT

www.linkedin.com/in/chuckmcalvert/
Cell 404.981.7516

VP Director Marketing Sales
VP • Sales Manager • Marketing Manager • New Business Development

Leads marketing effort for key commercial, including the development of channel marketing strategies and tactics based on
deep analytics expertise. Serves as the subject matter expert to C-Suite, marketing managers, and sales manager.
HEALTHCARE
 Life Science 10+ years
 IT Analytics
 Medical Device
 Business Development
 Life Science Bio-Tech
 Software Sales
 CMS ACO Commercial
 Budgets and Forecasts
 P & L Management

LEADERSHIP HIGHLIGHTS
 Determines annual unit and gross-profit plans by implementing marketing strategies; analyzing trends and results.
 Establish sales objectives, forecasting and developing annual sales quotas for regions and territories; projecting expected
sales volume and profit for existing and new products.
 Implements national sales programs by developing field sales action plans.
 Maintains sales volume, product mix, and selling price by keeping current with supply and demand, changing trends,
economic indicators, and competitors.
 Establishes and adjusts selling prices by monitoring costs, competition, and supply and demand.
 Complete national sales operational requirements, scheduling and assigning employees; following up on work results.
 Maintains national sales staff by recruiting, selecting, orienting, and training, planning, monitoring appraising, employees.
 Maintains professional and technical knowledge by attending educational workshops; reviewing professional publications;
establishing personal networks; participating in professional societies.
 Contributes to team effort by accomplishing related results as needed.
Accomplishments
 Leadership $100 Million: LAMP (Large Account Mgmt. Process), Miller Heiman Sales
 Analytics, Big Data, Project management: CMS, TPAs liaison to vendor & agencies
 Trained 300 in/direct Sales, Managed 12 DSM’s, 4 Specialty, 8 IT Software, 65 Sales staff
 Payer, C-Suite, business development, strategically managing partnerships, targeting and lead generation
 $5.3 Million, Private labeled projects
 $2.4 Million, Turn-A-Round, from 18
th
to 2
nd
USA

Digi-Chart by ARTEMIS HEALTHCARE – Brentwood, TN 2013-2014
Regional Sales Manager, USA (Note Capital I nvestors stopped product launch)
Recruited to revive a major market inside a newly formed division, launching new IT Software Services
Realigned the product-launch, SaaS, specificity of strategic accounts for Digi-Chart and AdvancedMD, EHR software.
Analytics in targeting high-level decision makers, IDNs, GPOs, and other entities that governed the capital sales process.
Consulting on RCM ICD 9 to ICD 10.
 Develop sales plan, territories, quota, and commission plans
 Manage development of all marketing collateral: web site, white papers,
 Produced new dBase cleansed to specificity from 16,000 to 3250 key decision makers
 Developed IPA access, creating $1.2 Million reoccurring revenue
 Created, developed SaaS revenue access to exceed year over year $1.4 Million

ICON Plc. IRELAND 2013
Operations, Manager CRM Analytics, Global Marketing Team (14)
Global provider of outsourced development services to the pharmaceutical, biotechnology and medical device industries.
Recruited to realign global dBase, create persona, using Miller-Heiman, Large Account Management Process (LAMP).
Key Achievements:
 Refocused “ Big Data ” 30,000 to 4,500 market makers using CRM SalesForce.com
 Realigned “ Analytics “6,500 Bio-Tech and Pharmaceutical, decision makers to 150 Strategic Accounts (LAMP)
 Oracle, PeopleSoft, Salesforce.com, MS Dynamic operational and process integration projects
OPTUM, Ingenix, UnitedHealth Group – Franklin, TN 6.2011 to 10.2012
Payer, Senior Business Analytics, Clearinghouse
Fortune 50 company, has deep analytical capabilities and interoperable health information system analytics.
Key Achievements:
 Payer, revenue cycle management, $10 million marketing strategy, via ClarEDI.com using Salesforce.com
 Government Contract, Medicare, EDI Project Mgr., Vendor Leadership
 Managed, HIE, cross functional, finance, IT, Marketing, Business Development, subrogation and data mining

Calico Healthcare Group, Franklin, TN 8.2006 to 6.2011
Director, Sales Operations
Sold services to emerging companies, CROs selling into Medical Device, Bio-Technology and Pharmaceutical.
Key Achievements:
Director, Marketing for Companion Diagnostics, Indianapolis, IN 3.2010 to 6.2011
 Sold CRO Analytic Services to Bio-Technology, Pharmaceutical, Medical Devices, Laboratory services
National Sales Manager, Selling GETABBYWW an IVR, Nashville, TN 8.2006 to 3.2010
 Software creating RCM Sold into BPO’s
 Quota $1 Million, Actual $4 Million, SITEL, signed letter of intent & established beta sites
Purdue University, Adjunct Professor 2007 - 2010
 Taught Strategic Marketing and OLS, Leadership
Sales Manager, Gelman Science Acquired by Pall Corp OEM New Medical Devices Chicago, IL 2005 - 2006
 Quota $1 Million Actual $5.3 Million software new medical devices pharmaceutical bio-technology
Regional Sales, Novartis, Chicago, IL (Trained 65 peer, #1 in Cardiology) 2003 – 2005
 #1 Cardiology Sales, Product Launch (Quota $3 Million)
 #1 Launch 5-HT4 agonist, Tegaserod
Clinical Sales, Élan Diagnostics, acquired by Novitron sold Clinical Software & Chemistry Analyzers 2002 - 2003
 Software, Capital Equipment,
 #2 sales from 18
th
USA (Quota $750K Actual $2.4 Million)
Hospital Sales Pharmacia acquired by Pfizer, Chicago, IL 1999 - 2002
 Z-Masters Award-Sales Zoloft, CNS, Aricept had 99% Market Share
 #8 of 615 in USA, Product launch Bextra Quota $4 Million
Software Sales, Schick Technologies, acquired by Sirona Medical, Chicago 1998 - 1999
 Sold Software Analytics, Medical Device, Radiology to Enterprise, Medical Schools
 Award Rhino, Rookie of the Year Quota $750,000, #1 sales $4.5 million
Hospital Sales Medisense, acquired by ABBOTT, Chicago, IL 1993 - 1998
 Sold Medical Device, Software Analytics, Reagents
 President’s Club took USA Market from 4
th
to 2
nd

 Numerous Awards, Wholesale Award, DME growth 300%

Education:
M.B.A. – Master of Business Administration 2008
B. S. – Bachelor of Science, OLS (Organizational Behavioral, Leadership)
Purdue University, West Lafayette, IN
Professional Training
PMP (Project Management Program) course completed 2013
Miller-Heiman Strategic Selling * SPIN Selling * Customer-Oriented Selling 2013
EDI Academy ANSI X 12* HIPAA 2012