Cathy-Lyn Burnard
Merewether
Summary
Decisive account and business manager with excellent attention to detail and persuasive communication style. Offering 23 years of experience in sales. Exceptional analytical and forecasting abilities and commitment to teamwork. Dedicates time to helping and communicating with customers to build trust and develop long-term working relations. .
Overview
23
23
years of professional experience
Work History
NATIONAL KEY ACCOUNT MANAGER, NSW STATE REGIONAL MANAGER, MID NORTH COAST TERRITORY MANAGER
DESIGNS FOR VISION
01.2017 - Current
- Currently undertaking three roles within the organisation: -
- As National Key Account Manager I work directly at Executive level with Private Hospital and Day Hospital Groups such as Cura and Nexus to build effective relationships across groups, develop strategic plans for sales team to implement and provide support in building new revenue streams
- As Regional Surgical Manager for NSW, Lead sales team responsible for achieving revenue targets across capital, consumable and implantable medical device budgets.
- Motivational manager who leads by example and creates environment where each team member can grow and succeed.
- Currently at 101% to budget Dec 23
- As Territory Manager for the Mid North Coast I work daily to grow business and revenue, support customers through education and attention to logistics and manage all administrative aspects of driving a successful territory.
- Currently at 119% to budget Dec 2023.
TERRITORY MANAGER
BAUSCH + LOMB
01.2013 - 01.2017
- Manage and grow ophthalmic surgical territory for Bausch + Lomb across the Newcastle, Hunter, New England, Mid North Coast and Coffs Coast.
- Key requirements of this role include growth of IOL market-share including monofocal, toric and multifocal lenses, support of an installed base of phacoemulsification units, driving revenue through instrument sales and increasing vitreo-retinal sales, both disposables and hardware.
- Achieved budget each year since commencement.
- Currently at 106% to budget YTD (July 2017)
- Overall territory has grown from $650K in 2013 to $1,200k in 2017.
- IOL unit sales in 2013 was 4 units.
- Budget for 2017 in IOLs is $400K, currently at 100% to target.
- Successfully introduced FINEVISION trifocal platform to multifocal surgeons across Newcastle.
- Developed successful networks and relationships across public and private operating theatres particularly at Theatre Manager level.
GENERAL MANAGER
REMEDIAL CONTRACTING PTY LTD
01.2011 - 01.2013
- Remedial Contracting is a niche construction company specialising in the application of protective concrete coatings, concrete cancer repairs, chemical injection and cementious anchoring systems.
- This is my family’s business and I agreed to a temporary position to grow business, develop policies and enhance commercial awareness while developing quality management systems.
SENIOR EXECUTIVE ROLES
KCI MEDICAL AUSTRALIA PTY LTD
01.2003 - 01.2011
- KCI Medical is a global medical technology company with leadership positions in Active Healing Solutions, Regenerative Medicine and Therapeutic Support Surfaces.
- Multiple Senior Executive Roles:
- Commercial and Government Relations Leader
- National Sales Manager
- Reimbursement Business Development Manager
- Regional Manager
- Territory Manager
- Grew the organisation's revenue stream by securing current business, opening new revenue streams in the public and private hospital settings and non-acute health sector and integrated internal change management processes to better position the organisation to address new competitive pressures and a changing market.
- Built relationships and funding pathways via lobbying efforts with state and federal government and private health insurers.
- Achieved revenue growth by more than 8% per annum despite introduction of market competitors.
- Securing 60% of current business with major accounts by negotiation, contract development and building commitment to a value proposition.
- Developed and lead teams of up to 42 people with roles in sales, clinical education and support, stakeholder engagement, development and initiation of new business opportunities and contract negotiation.
- Managed distributor relationships in NZ and the NT.
- Worked in collaboration with the Senior Executive Team to reconstruct KCI's value proposition, internal operations and reformation of business through innovative business models.
- Liaised as Reimbursement Business Development Manager with consulting company Booz Allen Hamilton in the development and initiation of new business models to advance new business opportunities in the private sector.
BUSINESS DEVELOPMENT MANAGER
MAYNE HEALTH: HOSPITAL DIVISION
01.2001 - 01.2002
- The primary objectives was to build revenue stream of four private hospitals and provide strategic advice to the Newcastle and Gosford Executive teams.
- Advanced relationships with key current customers resulting in improved revenue streams at 3 out of 4 hospitals compared to prior year’s performance.
- Attracted ten (10) new specialists to the group resulting in $5M additional revenue for 2002/03 (projected and on track).
- Prepared comprehensive business cases after reviewing emerging technologies and market requirements with a view to increasing revenue or retaining current business that was under threat.
- Successfully implemented business development strategies that improved service delivery in conjunction with the Directors of Hospital and Executive team.
Formal Qualifications
- AICD Company Directors Course
- AICD Financial Management
- Bachelor of Strategic Health Management
- Bachelor of Science – Transfer to Strategic Health Management
- Associate Diploma in Health Science – Pathology
Skills And Experience
- High level communication, business development and leadership skills
- A history of growing new business, add value to teams and exceed budget expectations
- Ability to apply management information data to improve business outcomes
- Development and implementation of strategic management processes
- Strong people manager able to motivate and build successful teams
- Significant network of business associates across all levels of the health system
- Sales and Business Development Experience in Medical Devices
- Experience at Executive level in both the public and private health sectors
- Experienced in the development and delivery of education programs
- Political lobbying experience at Federal and State level
- Management and Consultancy
- Media Training
- Conflict Resolution and Negotiation Management
- Development and Assessment Australian Quality Council Awareness Program Quality Management
- Facilitator Workshops Interview & Selection Processes
- Dupont Safety Training
Professional Recognition
- 2023, Inaugural Above and Beyond Team Player Award- Designs for Vision, In recognition of my contribution to all divisions and departments within Designs for Vision
- 2015, Sales Representative of the Year – Bausch + Lomb, In recognition as the best performing Territory Manager – Surgical Eye Health
- 2009, President’s Global Inner Circle Award – KCI Medical, In recognition of my commitment, effectiveness and value to the organisation
- 2008, APAC Employee Recognition Award from Global CEO and Board – KCI Medical, Issuance of a Share Package to best performing employee in the region ( Asia Pacific)
- 2004 & 2005, Region of the Year – KCI Medical, In recognition as the best performing Sales Team two years in a row
- 2003, Territory Manager of the Year – KCI Medical, In recognition of my performance during my first year with KCI Medical
- 2000, Winner of the Best NSW Marketing Campaign – NSW Health, Presented at the 2000 Australian Marketing Institute Public Sector Awards Dinner
- 1999, Winner of the Colonial State Bank Gold Ribbon Award from Hunter Health, In recognition of my contribution to Hunter Health’s business development
Previous Employment
Additional work history is available on request.
References
This information is available on request.
Timeline
NATIONAL KEY ACCOUNT MANAGER, NSW STATE REGIONAL MANAGER, MID NORTH COAST TERRITORY MANAGER
DESIGNS FOR VISION
01.2017 - Current
TERRITORY MANAGER
BAUSCH + LOMB
01.2013 - 01.2017
GENERAL MANAGER
REMEDIAL CONTRACTING PTY LTD
01.2011 - 01.2013
SENIOR EXECUTIVE ROLES
KCI MEDICAL AUSTRALIA PTY LTD
01.2003 - 01.2011
BUSINESS DEVELOPMENT MANAGER
MAYNE HEALTH: HOSPITAL DIVISION
01.2001 - 01.2002
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