Candidate introduction and general business plan for sales and territory development.

1. Strategic Accounts
&
Business Development Plan
Candidate Introduction Business Plan
By Ahnna Weber, Applicant

2. VisionVision
““When we strive to become better than we are, everythingWhen we strive to become better than we are, everything
around us becomes better, too.”around us becomes better, too.”
―― Paulo CoelhoPaulo Coelho,, The AlchemistThe Alchemist
2

3. Personal Points of Interest
Animal Lover (owns 3 cats + 1 dog)
Explorer
Loves to be near Water (lives on a lake outside Madison, WI)
Non-Fiction Reader
Has a motorcycle license (but no motorcycle)
Jewelry Designer
Fancies herself to be talented at Interior Design
Favorite Food: Cake
Favorite City: Chicago
Passionate about improving my surroundings
Innovator
Who is Ahnna Weber?

4. Goals and Accomplishments
“There is no perfect fit when you're looking for the next big thing to do.
You have to take opportunities and make an opportunity fit for you,
rather than the other way around. The ability to learn is the most
important quality a leader can have.”
― Sheryl Sandberg, Lean In: Women, Work, and the Will to Lead
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5. Professional Points of Interest
Imperative Personality Result: The Builder (3% of population)
DISC Profile: Results Driven, Competency and Action Oriented
Challenger Profile: *** Relationship Builder & Lone Wolf;
**Challenger
Myers Briggs: ENFJ (Extrovert, Intuitive, Feeling, Judging)
President’s Club winner, ABC 2010 & 2012 (4 time nominee)
Exceeded ABC Goals 4 years in a row
Expanded ASD subsidiary reach my first 6 months by $5.5M
Business Retention of 99% in SE Role at ABC
AHP Pilot Program Winner - ABC, 2012
Project Manager, Gundersen Lutheran ABC Implementation
Area PM, Transitioned 12 SSM Hospitals over from Cardinal
ABC/Automed Strategic Accounts: Froedtert, Rush, Fairview, Cook
County, Gundersen & Aurora
Expanded ASD reach within Froedtert my first year by $5M
Who is Ahnna Weber?

6. ∗ Senior Level Sales Executive with a strong desire to
“Contribute”, maximize strengths and challenge myself to
continue to learn new aspects of a business. Continue to set
career and personal growth goals – ready for additional
leadership responsibilities and the next step. Have a Positive
Impact.
∗ Strengths that contribute to my success: customer relationships,
positive attitude, passion and drive.
∗ To meet a company goal of being #1. Understand the need to
identify and execute plans for margin expansion,
build/maintain/retain customers, continue to innovate in all
areas. I have put together a few thoughts on the following
slides of what I think are areas to look at for success and
exceeding expectations in a business development role.
One Minute Message

7. Gain a position with a top level company
Exceed Expectations (Company and Customer)
Take on additional responsibilities where needed
Assist with expansion of Growth Margin
Continuing Education (Coursera; Six Sigma)
Become a Mentor within the workplace
President’s Club or Winner’s Circle
Contribute to Company goal of becoming #1 in their space
Professional Goals FY 2016

8. Account Manager:
Strategic Accounts & Business
Development
“Opportunity is missed by most people because it is dressed in
overalls and looks like work.”
Thomas A. Edison
Business Plan

9. Key Partnership Considerations:
Ø Collaborative
Ø Trusting
Ø Mutually Beneficial
Ø Authentic
Ø Transparency
Ø Respectful
Ø Innovative
∗
Strategic IDN Partnerships

10. Strategic Partner
∗ What is the current state? SWOT analysis
∗ What are their business goals and vision?
∗ What do they like about doing business with our
company?
∗ Where is the opportunity for improvement?
∗ Whiteboard sessions where appropriate to
expand knowledge, reach and partnership?
∗ Begin to build out a Dossier on each SA to
include: Key contacts, Portfolio, Spend
across possible Divisions, Opportunities
∗ Meet Key Players
Company of Employment
∗
∗ What is the current state in each
subsidiary with each Mfg.
∗ Internal Brainstorming session with
key team members
∗ Where do we envision opportunity?
∗ Who are the top 10 customers for
each consulting area?
∗ Gain a deeper understanding of
company offerings
∗ Meet Key Team Members
∗
∗
10
“State of the Union”
or
First 90 Days

11. 5
15
10
30
10
2 8
15
ain understanding of purchase volume & where the value proposition is for IDN
A
B
C
D
E
F
G
H
I
Total Customer Experience

12. ∗ Who are the Top 10 accounts?
∗ Who are the Top 10 Accounts for each business unit?
∗ How many of these accounts cross over (are they the same Top
10)?
∗ Where is there room for growth or expansion?
∗ How are we communicating across our companies regarding
these accounts?
∗ What is the pipeline for the next 5 years for each division?
∗ How are we currently working within these strategic accounts
(Business Reviews, Driving Expansion, Understanding
Customer Needs, Maintaining Business)
∗
∗
Account Snapshot

13. ∗ Do we have a customer advisory board for successful
engagement partners?
∗ Building customer/partner relationships – conferences, dinners,
speaking engagements, etc.
∗ What currently works? What doesn’t (Gap analysis)
∗ What does Strategic Partnership mean to each account?
∗
Strategic Accounts
Additional Thoughts

14. ∗ Available upon request
∗
Leader/Co-Worker References

15. ∗ Available upon Request
Customer References

16. Thank You!
Become More. Find a Cause Larger than Yourself.
http://
www.youtube.com/watch?feature=player_embedded&v=chElHV99xak