Summary
Overview
Work History
Education
Skills
Websites
Accomplishments
Affiliations
Publications
Timeline
Generic

Susan Protos

Atlanta

Summary

Results-driven executive with over 20 years of experience in healthcare leadership, management consulting and technology services. Demonstrated ability to develop and implement operational processes, support product development and drive sales strategies to achieve objectives. With a strong foundation in Healthcare, Life Sciences and Technology, recognized as a thought leader with long-term relationships across healthcare organizations. Susan has held leadership roles at UST, EPAM, Aetna and Elsevier with a proven track record in optimizing operational performance and fostering growth in dynamic environments.

Overview

39
39
years of professional experience

Work History

Healthcare Industry Advisor

HTEC Advisory
11.2023 - Current
  • Developed and implemented operational processes, securing $2M in new business, boosting leads by 20% through strategic go-to-market initiatives
  • Created and implemented successful sales campaigns to drive leads and increase sales.
  • Generated revenue growth by developing and executing targeted sales strategies to expand market share.
  • Identified new business opportunities through cold calling, networking, marketing and prospective database leads.
  • Increased client base by identifying and pursuing new business opportunities through market research and networking.

Head of HealthTech & Life Sciences

UST
06.2022 - 11.2023
  • Led day-to-day operations and vendor relationships, enhancing efficiency and operational performance while managing $70M portfolio
  • Achieved 43% growth in Life Sciences and 20% in HealthTech by overseeing P&L, budgeting, strategic alliances
  • Increased sales revenue by developing and implementing innovative sales strategies.
  • Developed short and long-term sales strategies to gain market share, uncover new sales opportunities and increase revenue.
  • Spearheaded expansion into new territories, establishing a strong presence in untapped markets.
  • Increased revenue by implementing effective sales strategies in sales cycle process from prospecting leads through close.
  • Closed lucrative sales deals using strong negotiation and persuasion skills.
  • Grew sales and boosted profits, applying proactive management strategies and enhancing sales training.

Client Partner

EPAM
03.2021 - 06.2022
  • Directed strategic account growth strategies for clients, managing a portfolio of $50M+ in annual revenue across key accounts
  • Led initiatives for a $32M key account delivering 15+ client engagements with 300+ delivery team, optimizing operational performance.
  • Increased sales revenue by implementing effective sales strategies and optimizing operations.
  • Contributed to sales growth by consistently meeting or exceeding individual sales goals.
  • Employed sales techniques to achieve [Number]% success rate closing sales.
  • Boosted sales revenue by developing and implementing targeted sales strategies.
  • Managed [Number]-member sales team activities to consistently meet [Number]% of sales quotas.
  • Created and expanded sales presentations to new and existing customers increasing net sales revenue by [Number]% in sales.

Associate Vice President

emids
01.2020 - 01.2021
  • Managing $30M book of business in technology, successfully expanding new business revenues across healthcare verticals through consultative sales
  • Key accounts: IQVIA: $7M AI/ML & UI/UX, securing extension & new revenue
  • PRAHS: $6.5M digital services custom platform development
  • Change Healthcare: $5M - eCommerce, interoperability, and UX design
  • Adventist: $3M enterprise EHR implementation and managed services.
  • Exceeded sales quotas and increased profitability through effective sales strategy and business planning.
  • Managed accounts to retain existing relationships and grow share of business.
  • Negotiated contracts and closed sales with new and existing clients.
  • Exceeded quarterly sales targets consistently by leveraging extensive product knowledge and effective selling techniques.
  • Brought in $[Amount] in regional revenue in [Year].
  • Created robust sales plans and set territory quotas.
  • Created regional sales plans and quotas.
  • Managed and motivated sales team to increase revenue [Number]% in [Timeframe].

CRO

Firecracker
01.2017 - 12.2019
  • Driving B2B enterprise market strategy, aiding in acquisition by Wolters Kluwer
  • Drove $7M B2B new revenue in 12 months with AI/ML SaaS solutions, managing P&L
  • Increased GP by 12% and revenues by 210%.
  • Boosted overall company revenue by developing and implementing effective sales strategies.
  • Managed a high-performing sales team, consistently achieving or surpassing quarterly revenue goals.
  • Achieved aggressive monthly quota of $[Amount] consistently.
  • Forecasted sales and established processes to achieve sales objectives and related metrics.
  • Met existing customers to review current services and expand sales opportunities.

Vice President

Aetna (AHM)
09.2013 - 01.2017
  • Responsible for $60M portfolio, exceeding KPI's by 120% YoY in Population Health Management and Wellness Platforms across healthcare clients
  • Organizational leadership championing all aspects of divisional P&L, sales, operations & product development
  • Key clients: CVS, Bon Secours, SGI, AON Hewitt, AutoZone, Banner Health

Client Partner

CTG
06.2010 - 02.2013
  • Top producer, exceeding quota by 108% expanding territory to $14M through consultative selling and relationship-building
  • Generating $3.5M in net new sales in first quarter driving EHR and technology solutions sales, securing Memorial Health Systems for new logo.
  • Maintained and managed existing accounts by performing [Duty] and [Duty].
  • Achieved sales goals and service targets by cultivating and securing new customer relationships.
  • Managed accounts to retain existing relationships and grow share of business.
  • Exceeded sales quotas and increased profitability through effective sales strategy and business planning.

Partner - Sales Executive

Direct HIT Consulting
12.2005 - 03.2010
  • Boutique consulting firm specializing in healthcare technology providing interim C-Suite (CXO) leadership and consulting services for global clients
  • Key clients: CTG, Philips Medical Systems CVIS, OrthoView Surgical, WebMD and McKinsey
  • Projects: CVIS Philips multi-regional launch strategy; OrthoView – interim CRO driving revenues 150% YoY
  • WebMD: GTM strategy: 110% YoY growth.
  • Negotiated favorable contracts with clients, balancing profitability with customer satisfaction for long-term success.
  • Built strong relationships with clients for repeat business and referrals.
  • Generated increased sales revenue through effective lead generation and follow-up efforts.

Director of Business Development & Alliances

Elsevier
01.2001 - 01.2005
  • Led new platform operation services for Elsevier's flagship digital solutions including P&L for $70M product / BU (ClinicalKey)
  • Developed customized solutions tailored specifically to individual client needs, leading to an increase in repeat business engagements.
  • Increased client base by developing and implementing effective business development strategies.
  • Increased group sales revenue by developing and implementing effective sales strategies.
  • Managed global alliance sales and VARs driving 25% revenue growth.
  • Negotiated [Number] contracts worth up to $[Number].
  • Grew profits by [Number]% by developing [Number] new accounts and maintaining [Number] pre-existing client relationships.

Global Sales & Alliance Manager

Wam!Net (Savvis)
01.1999 - 01.2001
  • Managed global alliances and VARs, increasing revenues 24%.
  • Core team winning $6.9B DOD telecommunications contract for NMCI
  • Achieved sales goals and service targets by cultivating and securing new customer relationships.
  • Researched sales opportunities and possible leads to exceed sales goals and increase profits.
  • Exceeded sales goals by implementing aggressive sales programs, overhauling processes and facilitating market development.
  • Expanded market share with strategic territory planning and targeted prospecting.
  • Industries: Telco, Media/Entertainment, Printing & Healthcare

Director Business Development

AGFA Gaevert
01.1992 - 01.1999
  • Managed strategic partners, VARs and luminary clients globally
  • Presidents club, ranked #1 nationally for revenue growth
  • Managed inside sales team of 7 growing sales 80% within 9 months.
  • Closed lucrative sales deals using strong negotiation and persuasion skills.
  • Consistently met or exceeded quarterly sales targets through diligent effort and persistence in closing deals.

Business Development Manager

Kodak
01.1986 - 01.1992
  • President Club – managed alliances and VAR's nationally.
  • Increased client base by identifying new business opportunities and cultivating strong relationships with key decisionmakers.
  • Generated new business with marketing initiatives and strategic plans.
  • Represented company and promoted products at conferences and industry events.
  • Boosted sales by consistently engaging with customers and addressing their needs effectively.
  • Worked to build relationships with customers and built potential for additional sales.

Education

Skills

  • New Business Development
  • Relationship Management
  • Revenue Growth
  • IT Solutions Consulting
  • Digital Transformation
  • Cloud Service Sales
  • Sales Leadership & Strategy
  • Strategic Partnerships
  • Cross-Functional Team Leadership
  • Technology Sales & Strategy
  • Sales Methodology & Process
  • C-Suite: Payer, Provider, Life Sciences

Accomplishments

  • Leading Population Health Management (PHM) Initiatives at Aetna: Spearheaded the design
  • Accomplishments - Training
  • Presidents Club
  • Award winning sales performer
  • Sales methodology and process
  • Strategic Selling
  • Spin Selling
  • Harvard Strategic Sales Course
  • Miller Heiman Training

Affiliations

  • HIMSS
  • ACHE
  • TAG
  • Women in Technology
  • HealthXL
  • Institute of Management Consultants

Publications

  • The future of digital health is equitable, https://www.ust.com/en/insights/the-future-of-digital-health-is-equitable
  • How to Choose the Right Patient Engagement Platform, https://www.ust.com/en/insights/how-to-choose-the-right-patient-engagement-platform-for-your-organization
  • Conference: HIMSS 2023, https://www.ust.com/en/who-we-are/ust-events/himss23?highlightWord=susan%20protos
  • HealthXL @ ViVE, Los Angeles, https://portal-beta.healthxl.com/meetings/9674a1bd-2a31-4992-84c2-035fbc952f15?utm_source=website&utm_medium=website&utm_campaign=redirect_meetings
  • The Evolution of Evidence-Based Medicine, https://www.psqh.com/janfeb06/emb.html

Timeline

Healthcare Industry Advisor

HTEC Advisory
11.2023 - Current

Head of HealthTech & Life Sciences

UST
06.2022 - 11.2023

Client Partner

EPAM
03.2021 - 06.2022

Associate Vice President

emids
01.2020 - 01.2021

CRO

Firecracker
01.2017 - 12.2019

Vice President

Aetna (AHM)
09.2013 - 01.2017

Client Partner

CTG
06.2010 - 02.2013

Partner - Sales Executive

Direct HIT Consulting
12.2005 - 03.2010

Director of Business Development & Alliances

Elsevier
01.2001 - 01.2005

Global Sales & Alliance Manager

Wam!Net (Savvis)
01.1999 - 01.2001

Director Business Development

AGFA Gaevert
01.1992 - 01.1999

Business Development Manager

Kodak
01.1986 - 01.1992

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