Derrick Deberry
Metro Atlanta,GA
Summary
Results-driven and accomplished Vice President of Sales with a proven track record of over 20 years experience in healthcare technology, healthcare management, and clinical care. A strategic leader with a passion for leveraging cutting-edge innovations to drive revenue growth and improve patient care outcomes. Exceptional expertise in building and mentoring high-performance sales teams, forging strong client relationships, and spearheading complex sales initiatives. Known for delivering consistent revenue increases, expanding market presence, and achieving ambitious sales targets. A leader committed to transforming healthcare through the power of technology.
Overview
13
13
years of professional experience
Work History
Vice President of Sales
Phreesia
02.2022 - Current
- Responsible for performance and operation of team of 44 sales reps and 6 managers selling into ambulatory and acute healthcare providers.
- Has never missed sales targets while in leadership or individual contributor role.
- Increased revenue 30% in FY22 by implementing effective sales strategies in sales cycle process from prospecting leads through close.
- Developed and leads growth strategy for IPAs, ACOs, GPOs, and CINs.
- Proficient building teams and processes across all levels of experience.
- Performs monthly sales forecasting and competitive analysis to determine product performance levels and need for new product developments.
- Analyzes past sales data and team performance to develop realistic sales goals.
- Fosters performance development of staff through ongoing coaching and mentoring on best practices.
- Collaborates with cross-functional teams including sales operations, sales development, marketing, finance, customer success, sales enablement, and clinical support.
- Crafts overall account sales strategies and coordinated activities of sales executives to achieve revenue goals.
- Develops short and long-term sales strategies to gain market share, uncover new sales opportunities and increase revenue.
- Monitors and adjusts pricing based on market trends and customer feedback to meet expectations and increase sales.
Senior Director, Provider Sales
Phreesia
06.2020 - 02.2022
- Managed sales organization contributing $69M in subscription revenue, representing a 23% increase in YoY revenue for fiscal 2021.
- Grew the sales organization from a team of 28 reps to 81 reps over the course of 6 months in 2021.
- Led the implementation of the company's sales enablement and training program for onboarding and providing ongoing training for the sales organization.
- Led the evaluation and implementation of Phreesia's first use of a conversation intelligence platform to provider better insights on GTM strategies, training effectiveness and adherence, rep coaching and development, and overall team performance.
- In collaboration with HR, instituted a formalized performance review process and 1:1 framework for managers and sales reps.
- Drove strategic improvements to enhance operational and organizational efficiencies.
- Investigated the competitive landscape to maintain currency on market and anticipate negative business impacts.
- Participated in the development and iteration of sales compensation plans, quotas, and annual budgets.
- Established performance metrics to encourage efforts toward common goals and professional development of sales organization.
Senior Director, Client Sales
Phreesia
03.2019 - 05.2020
- Aligned team vision, goals and objectives with company strategy to achieve consistently high results
- Led team of 10 client sales reps and generated over $3M sales annually
- Heightened product awareness levels and increased profit margins by driving increased adoption of new products with existing clients
- Developed short and long-term sales strategies to gain market share, uncover new sales opportunities and increase revenue
- Contributed to team and customer success by creating and delivering engaging client-facing presentations to communicate optional application benefits
- Held one-on-one meetings with Sales Reps to identify selling hurdles and offered insight, including role playing into how best to remedy such issues
- Trained new sales representatives on sales strategies and processes to reduce process gaps
- Developed and executed sales presentations as well as both internal and external product training workshops
- Investigated and integrated new strategies to expand business operations and grow customer base
- Collaborated with upper management to implement continuous improvements and exceed team goals
Director, Provider Sales
Phreesia
03.2017 - 03.2019
- Coached sales associates in product specifications, sales incentives and selling techniques, significantly increasing customer satisfaction ratings.
- Exceeded targets by building, directing and motivating high-performing sales team achieving over 100% of sales targets for multiple years.
- Collaborated with senior executives to evaluate performance in early career sales associates and develop strategies to expand revenue generation.
- Monitored weekly, monthly and quarterly achievement goals.
- Held regular performance evaluations to assess strengths and weaknesses of team members and provide counseling to improve outcomes
- Made onsite sales calls to prospective customers to help sales associates close lucrative deals.
- Managed team of eight sales associate direct reports.
National Sales Manager
Phreesia
03.2011 - 03.2017
- Prepared sales presentations for clients showing success and credibility of patient intake solutions
- Prospected potential customers each week through cold calling and sales development leads and maintained solid 50% conversion rate and 30% close rate
- Demonstrated consistent track record of overachieving sales quotas, often placing in top 3 of sales professionals
- Adapted sales techniques to specific clients and promoted products based on individualized client needs
- Performed effectively in self-directed work environment, including managing day-to-day operations and decisions
- Reached out to customers after completed sales to evaluate satisfaction and determine immediate service requirements
- Conducted on-site product demonstrations to highlight features, answer customer questions and redirect concerns toward positive aspects
- Maintained current knowledge of all evolving changes in healthcare IT and healthcare delivery systems
- Completed all call reports, paperwork and on-going personal training by required deadlines
- Negotiated prices, terms of sales and service agreements
Education
Certification: Organizational Leadership
Harvard Business School Online
2023
Certification - Leadership Principles
Harvard Business School Online
2021
Master of Science - Healthcare Administration
Armstrong Atlantic State University
Savannah, GA2004
Bachelor of Science - Kinesiology
Georgia Southern University
Statesboro, GA2001
Skills
- Organizational Leadership
- Strategic Planning and Execution
- Sales Leadership and Management
- Sales Compensation Development
- SaaS Model Sales
- Team Building and Motivation
- Coaching and Mentoring
- Existing Customer Sales
- Sales Forecasting
- Consultative Selling Techniques
- Sales Performance Analysis
Timeline
Vice President of Sales
Phreesia
02.2022 - Current
Senior Director, Provider Sales
Phreesia
06.2020 - 02.2022
Senior Director, Client Sales
Phreesia
03.2019 - 05.2020
Director, Provider Sales
Phreesia
03.2017 - 03.2019
National Sales Manager
Phreesia
03.2011 - 03.2017
Certification: Organizational Leadership
Harvard Business School Online
Certification - Leadership Principles
Harvard Business School Online
Master of Science - Healthcare Administration
Armstrong Atlantic State University
Bachelor of Science - Kinesiology
Georgia Southern University
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