Author, motivational speaker, executive leader, and management consultant
Michelle has over 25 years of experience as a successful sales and marketing executive. Her stellar track record of developing innovative business models and producing exceptional results has been demonstrated time and time again. Her business and consulting experience spans Fortune 100 and early-stage companies in the United States, Europe, and Canada.
As the founder of It’s About You Business Consulting℠, LLC, Michelle has consistently and successfully:
- Developed and implemented customer lifecycle management programs
- Coached sales and account management organizations to enhance business growth and retention
- Established sales strategies and processes
- Implemented executive business review processes for portfolio management, sales strategy, and effective business plan execution
- Led new product launches
- Conducted business process improvement (BPI) projects to improve operational excellence and overall customer life cycle performance.
While implementing Miller Heiman sales and account management methodologies worldwide, she earned several top producer awards.
She is willing to take risks, known for innovation, and has provided visionary leadership in several thriving new industries in the U.S.
Michelle is a Certified Sales Affiliate of Corporate VIsions, a leading provider of science-backed revenue growth services for sales, marketing, and customer success. She is also an Independent Partner of Level Five Selling, LLC, a leading provider of custom sales management systems to execute sales strategies through frontline sales leaders.
Commitment to community
Having served on many boards throughout her career, Michelle was most recently Chair and President of Mama’s Kitchen in San Diego, CA, where she provided critical leadership during the coronavirus pandemic, an unprecedented time in the 30-year history of the organization. Mama’s Kitchen believes that everyone is entitled to the basic necessity of life – nutritious food. The organization’s services improve the health and wellbeing of individuals and families vulnerable to malnutrition due to critical illness. Mama’s Kitchen has provided over 10 million medically-tailored meals for critically-ill San Diegans since its formation in 1990.
Leadership highlights
MedImpact Healthcare Systems, Inc., MedImpact International, and MedImpact NCA
As her role as Senior Advisor, Michelle oversaw strategic projects and provided coaching to support business growth in MedImpact International’s global regions.
Navigating through the challenges of the coronavirus pandemic, which closed the U.S.-Canadian border and led to numerous provincial shutdowns, Michelle cultivated critical business relationships with executive business leaders in Canada. She led research and modifications of MedImpact’s domestic product offerings for entrance in Canada and provided executive leadership oversight for MedImpact Canada Limited, including product readiness for several offerings. She secured a major customer for a pilot project related to prescription drug fraud, waste and abuse.
As Senior Vice President, Account Management, Michelle produced six years of 20% YOY revenue growth for MedImpact Healthcare Systems, Inc., the largest privately-owned Pharmacy Benefit Management Company in the U.S. She also orchestrated a company-wide Business Process Improvement (BPI) initiative encompassing 30 business units to improve operational excellence and overall customer life cycle performance.
Vivius, Inc.
As the Executive Vice President and Chief Marketing Officer at Vivius, a leading pioneer company in the consumer-directed healthcare industry, Michelle developed its sales and marketing intellectual property portfolio and led its marketing, advertising, public relations and media efforts. She led the development of the company’s award-winning website, managed its product sales team, and established broker sales training programs for customer distribution networks. In addition, she served as a consultant to the company’s customers for their own product launch, branding, and sales initiatives.
Continuing her leadership position at Vivius, Michelle stepped in as VP of Commercial Sales for one of its customers, a regional health plan in Tennessee. In addition to providing sales leadership, she completed a sales operations and distributor analysis and successfully reorganized the customer’s sales department.
Chronimed, Inc. (BioScrip/Option Care)
As the corporate officer responsible for sales and marketing for this specialty pharmacy provider, Michelle led the successful integration and re-organization of the company’s nationwide retail and mail-service sales. She enhanced the retail pharmacy product strategy beyond HIV/AIDS to include the transplant market. Under her executive leadership, revenue grew by 33% in the first year. She also established a corporate marketing department, local and national advertising, and created a competitive and market intelligence library for local markets nationwide.
Caremark, Inc. (CVS Caremark)
After earning the President’s Club Award for national account management in Caremark’s prescription services division, Michelle was promoted to the corporate sales and marketing division. Here she profiled and developed corporate sales strategies to achieve product penetration in the company’s Midwest region.
Baxter Healthcare Corporation
Michelle’s sales and account management career began at Baxter Healthcare Corporation’s management services division, leading the licensing of decision support systems for hospital executives for strategic planning and marketing in the Midwest and Mid-Atlantic Regions.
Early career
Early in her professional career, Michelle’s clinical experience as a respiratory therapist included the development of a comprehensive pulmonary education and rehabilitation program. The program focused on adult and pediatric pulmonary disease and earned her the respect of a multi-disciplinary team of professionals and the medical staff at a 450-bed teaching facility in Ohio. She was also a hospital-based clinical instructor for the University of Akron’s Respiratory Therapy Program’s pulmonary rehabilitation class.
Recognizing a market need, Michelle initiated the development of a physician practice marketing services program in Ohio. It included implementing the nation’s first comprehensive computer-based physician referral program developed by Baxter Healthcare Corporation.
Michelle was also a leading pioneer in the viatical settlement industry when she and two partners from the Chicago Board of Options Exchange set the standard in an innovative living needs benefits industry. Long before life insurance companies in the U.S. offered similar products, the team established protocols, business operations practices, marketing strategy, distribution channels, and a national advisory panel for one of the nation’s first independent viatical settlement companies.
Michelle proudly supports these charitable organizations.