Joe Hickey

    

Innovative Healthcare Professional with over 30 years of healthcare technology experience and a proven track record of driving consistent and substantial growth.  Excellent ability to communicate with customers across the care continuum, understand business needs and distill operational & clinical requirements.  Quickly able to visualize designs for healthcare efficiency programs, then integrate technical applications and standardize outcome driven workflows.  Grasps the big picture while making sure the details are executed according to customer expectations.  Strong sales leader with the know-how to inspire change and obtain buy-in from key decision makers.

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Qualification Summary

 

Leadership / Growth

• Proactive management style focusing on adding consistent value to clients over the long term.

• Proven executive in managing top performing sales teams and driving reliable revenue growth.

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Knowledge Management

• Experience in creating business solutions and technology platforms for healthcare systems.

• Competent in providing C-Suite with relevant value stream concepts to drive enterprise results.

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Financial / Process Improvement

• Knowledgeable in setting up cost avoidance programs and revenue generating income streams.

• Expertise in the design of workflow requirements vital to optimizing fiscal and satisfaction results.

 

Technology / Metrics

• Strong background in logistical software for monitoring healthcare operations and productivity.

• Proficient in achieving outcome driven results using the volume, velocity, and variety of big data. 

 

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​​​​​​​​​​​​5 Years @ Verato / Master Data Management Experience  

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Denver, CO                                                                                                                             

2022 - 2026

 

Vice President Sales, Provider and HIE Markets, responsible for leading Verato’s sales strategy and growth across healthcare provider organizations and Health Information Exchanges. Responsible for developing new business, expanding strategic customer relationships, and leading a national sales team focused on Verato’s identity resolution and master data management solutions. Work closely with healthcare executives and technology leaders to address complex data, identity, and interoperability challenges while translating those needs into measurable business outcomes.

 

Accomplishments:​

• Increased the Provider / HIE market ARR by 35% and landed 40+ new logos.

• Served as a key thought leader, representing Verato through media, video, blogs, and industry content.

• Expanded Verato’s market strategy into multi-domain healthcare MDM and entrpise identity platform.

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1.5 Years @ ABOUT Healthcare / Access Center Experience

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Denver, CO                                                                                                                             

2020 - 2022

 

Area Vice President of Sales, responsible for driving national net-new revenue growth across the Access & Orchestration market, with an emphasis on real-time healthcare operations. Led strategic enterprise sales initiatives targeting large Integrated Delivery Networks (IDNs), building and managing a robust pipeline while advancing interoperability, optimizing patient access, and accelerating revenue opportunities across the full continuum of care.

 

Accomplishments:

• Developed a comprehensive prospecting program that resulted in 54M in new pipeline expansion.

• Responsible for developing the largest deal in the western region with Steward Health System.

• Supported the sales organization through a complex re-brand transition and new company launch.

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​​​2 Years @ PerfectServe / Clinical Communications Experience

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Denver, CO                                                                                                                             

2018 - 2020

 

Area Vice President of Sales, responsible for 26 western states and Canada with a team of 5 sales vice presidents and 3 sales support personnel.  Key responsibilities include leading a team that is passionate around driving new practice, hospital and health system revenue in the CC&C, physician scheduling and patient engagement space. Lead and facilitate strategic/regional sales planning -including identifying and developing market and competitive analysis, implementing highly innovative sales strategies, and tracking metrics. Oversee sales pipeline with weekly reports to executives and investors.  Ensure SalesForce reliability and accuracy throughout the sales and account management teams. Develop technical sales support function initial orientation and ongoing training to the teams.

 

Accomplishments:

• Solely responsible for closing the largest deal in the western region with MultiCare Health System.

• Maintained organizational goals to secure 95% of recurring base business revenue in 2-year run.

• Supported new booking sales efforts with national IDN’s capturing over 36M TCV in 2-year run.

• Reinforced the sales organization through a complex ownership transition to K1 private equity firm.

• Directed restructuring process for sales and account management to achieve market alignment.

• Recruited an award-winning sales team that includes proven professionals and seasoned executives.

 

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7 Years @ TeleTracking Technologies / Capacity Management Experience​

 

 

Denver, CO                                                                                                                             

2012 - 2018

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West Vice President of Sales, responsible for 17 western states and Canada with a team of 5 sales directors and 3 sales support personnel.  Key responsibilities include driving new revenue, maintaining consistent sales growth, and developing plans for new market penetration.  This position is responsible for managing all sales opportunities with new and existing clients for the Western Region and Canada, reporting to the President.  Manages all operations and resources to deliver profitable growth within budget.  Establishes and maintains relationships with industry influencers and key strategic partners.  Manages and coordinates contract process from development to execution.  Defines compensation and incentive programs that motivate sales directors to achieve quotas.  Develops and coordinates sales training programs that enable staff to achieve their potential.  Provides detailed and accurate sales forecasting.  Works closely with the marketing function to establish successful communication habits with channel and partner programs.  Manages key customer relationships and participates in closing all strategic business opportunities.

 

Accomplishments:

• Sales Vice President of the Year 2012, 2013, 2015 and 2016

• Closed team bookings of over 90 million dollars in 6-year run, exceeding yearly quotas.

• Developed a top performing sales team that A players want to join.

 

 

2011 - 2012

Denver, CO

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Regional Sales Director, responsible for 7 western states as sales director for TeleTracking Technologies.  Key responsibilities include retention, sales and quality improvement projects for capacity absorption and patient logistic initiatives.  Serve as a subject matter expert for all TeleTracking Technology applications.  Primary responsibilities include building relationships with new and existing clients in the 7-state geography and positioning value driver’s for TeleTracking Technologies Operational Platform™. 

 

Accomplishments:

• Sales rookie of the Year 2011.

• Applied 16 Years of healthcare logistics experience to help drive an enterprise platform roadmap.

• Exceeded regional sales quota by 132%.

 

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16 Years @ Sodexo Healthcare / Logistics Experience

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Denver, CO                                                                                                                             

2005 - 2011

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Senior Brand Sales Director, responsible for 22 western states within Sodexo Healthcare’s Express Services Solutions™ brand.  Serve as a subject matter expert and channel sales partner for TeleTracking Technologies Operational Platform™.  Responsible for the sales and implementation of new unit openings.  Provide extensive communication with C-Suite during the sales process.  The Senior Brand Sales Director provides capabilities overview, conducts operational and clinical assessments, develops costing, submits proposals, and drives opportunities to contract execution.  Manages product advancement, enhances marketplace offerings, and develops brand strategy initiatives to align the value equation between cost and quality.  Reports quarterly forecasts and manages teams to exceed annual territory and regional quotas.

 

Accomplishments:

• Increased territory growth by 60%, tripled gross profit margins and grew the pipeline by 45%.

• Achieved 99.7% retention and 99% client satisfaction rates for six straight years.

• Won the largest Express Services Solutions™ sale on record at Stanford University.

• Created brand toolbox to include technology road maps, financial ROI’s, and value propositions.

 

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Sodexo / Winston Salem, NC                                                                                                 

2003 - 2005

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Executive Director recruited to oversee quality improvement projects for capacity absorption and patient flow initiatives.  Scope of responsibility included directing command center procedures, coordinating service delivery for 8 resource departments, and leading a team of 13 employees.  Accountable for installing workflow automation systems and guiding the development of organizational infrastructure for TeleTracking Technologies Operational Platform™.  Utilized Six Sigma Black Belt methodology to drive consistent and measurable workflows.

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Accomplishments:

• Installed TeleTracking’s capacity management suite that reduced bed turnaround time by 16%.

• Launched CMS applications, 6 interfaces, 5 databases, and 3 IVR systems in less than 12 months.

• Reduced patient transaction cycle time by 12% and increased transporter productivity by 32%.

 

 

Sodexo / Boston, MA                                                                                                             

1999 - 2003​

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Project Director selected to establish a single point of contact and central command center designed to ease customer and caregiver access to hospital support resources.  Directed a team of 11 employees and maintained the operational performance of a central dispatch center: supporting 1,500 incoming calls per day through TeleTracking Technologies Operational Platform™.  Accountable for driving data driven decisions to achieve key deliverables and organizational objectives. 

 

Accomplishments:

• Created framework to drive healthcare efficiencies throughout the multi-campus layout.

• Developed service dispatching logic to include, skill sets, job priorities, and zone assignments.

• Administered budget reduction efforts and major physical plant restructuring deals.

 

 

Sodexo Providence, RI                                                                                                           

1998 – 1999

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Project Director, hired to pioneer Sodexo's Express Services Solutions™ concept, linking employees and customers with advancements in healthcare technologies.  Accountable for developing training programs and unit operating systems geared towards increasing staff knowledge and policy compliance.  Responsible for leading enhancement projects, with a focus to increase employee productivity and integrate supplementary service volumes into existing resources.

 

Accomplishments:

• Achieved financial requirements, finishing the project 60 days in advance & 12% under budget.

• Increased survey scores in customer, patient, and employee satisfaction by an average of 17%.

• Led work group collaboration activities and shifted management from reactive to proactive.

 

 

Sodexo / Williamsport, PA                                                                                                     

1995 – 1998

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Project Director, chosen to lead 7 managers and 96 employees in the hospitality division of this multi-site health system.  Responsible for leading initiatives to increase overall access to healthcare within the community and across the enterprise.

 

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Education

 

• Breakthrough Management Group – Six Sigma Champion – 2005

• American Society for Quality – Six Sigma Black Belt – 2004

• Walt Disney World Externship – Theme Park Management – 1992

• Plattsburgh University – Bachelor of Science Degree, Hospitality Management – 1992

• Delhi University – Associate in Applied Science, Hospitality Management – 1990