NCI Consulting Group Once Again Shines The Spotlight on The "Best of Best" Sales Executive Career Search

NCI has a tradition of giving back ProBono to the healthcare community by supporting career searches of those which NCI validates have tremendous executive talent with a proven history of supporting a healthcare supplier company sales growth.

NCI is proud to introduce Ron Brito which I have had the pleasure of knowing for over 10 years as a professional National Account Executive. I personally witnessed his professional National Accounts expertise while he attended the IDN Summits Spring and Fall events as well as other healthcare trade events. Most importantly is the reputation as a highly skilled, ethical and dependable National Accounts Executive he earned from top-level GPO and IDN executives.

NCI is proud to support Ron’s career search and as a personal and professional reference to his abilities to gain respect from healthcare Directors, Vice Presidents to CEOs.

Please Contact Ron Brito at [email protected] or Phone: 615-347-6653  Directly to learn more about him and his successful sales executive proven experience. 

Executive Profile

Position: Director National Accounts                January 6, 2020

Candidate: Ron Brito                                                                   

Ron has worked in the healthcare industry his entire life since graduating from the Kettering College – where he received his Associate of Science Degree in Respiratory Therapy then subsequently a Bachelor of Science in Business Administration.  His career path has led from respiratory patient care in acute care facilities, to medical device clinical consulting, account management, territory sales management, capital equipment sales and eventually large arena sales in GPO National Accounts and IDN strategic management with major and minor capital equipment manufacturers. (KCI, Instrumentation Laboratory and Draeger Inc.) This career path has given him extraordinary insight into the business of healthcare. He understands the challenges that customers face as well as the challenges of a small to medium sized manufacturer trying to introduce, sell, and succeed in the industry.

He believes understanding the importance of GPO’s and IDN’s to healthcare facilities and manufacturing is imperative for growth and sustainability for any manufacturer. Over the past 14 years, he has developed high level relationships with the top 4 national GPO’s (Premier, Inc, Vizient, HealthTrust HPG and Intalere). He fully understands the various processes and protocols required by each of these GPOs to secure a contract award and then develop successful implementation strategies.  

?     He has negotiated and implemented (18) eighteen national GPO contracts over the past (8) eight years with Premier, Vizient, Intalere, and HealthTrust resulting in over $300 million of contracted sales revenue.

?    He has negotiated and implemented multiple IDN contracts over the past (4) years:      Intermountain Healthcare, Trinity Health and First Choice to name a few.

?    He has attended 21 National GPO Conferences, 14 Federation of American Hospitals Business Expositions, 3 Health Connect Partners Supply Chain Conferences, 5 ANAE Annual Conferences, 3 ACE Summits and 12 IDN Summit/Conferences. This industry specific investment has produced strong relational resources and an understanding of the market as it transitions from fee for service to performance-based reimbursement.

In his last 3 positions he learned that building lasting mutually beneficial relationships at the executive level as well as working in the field with middle management personnel are key to his success. Relationships within the selling organization have also been key, especially when working in a matrixed environment where identification of personal wins and team goal motivation are the secret sauce.

Ron is most proud of the number of professional friendships and relationships he has at this point in his career. He believes that a measure of a one’s success is not defined by material possessions, but by the friendships and lifelong professional relationships created and sustained in life.            

Ron feels that his success in securing contracts both at the national GPO level and most recently with key regional IDN’s speaks for itself.  The success in generating sustainable revenue growth is dependent on the company’s ability to market, communicate effectively at both the corporate level and the field level to deliver a value proposition that insures a win-win for all parties. It all boils down to developing and implementing a strategic plan, then creating and nurturing the necessary relationships at the corporate level and more importantly in the sales organization to ensure the plan has stake holder buy-in and drives contract uptake.

One of Ron’s’ strengths in developing and implementing a strategic plan was his ability to create a roadmap. As in any journey, it is imperative to find your current or starting position with a potential customer. Identifying existing relationships, rating their strength and determining which ones are weak or missing is how he lays the groundwork for the roadmap and eventual plan. Next, he analyzes the data and looks for alignment of company solutions and customer needs. He then asked the question, what focused investments does the company need to make in this customer and does the long-term outcome substantiate making these investments? Short- and longer-term goals, both strategic and task oriented are set based on prioritization of resources. In formal team meetings, information gathering tasks are assigned with persons responsible and expected completion dates. In his most recent 7-year tenure, the accounts for which he was responsible met or exceeded plan 5 out of 7 years.  Annual sales increases varied from 8% to 145% over that period. 

Ron identified, evaluated, prioritized and pursued revenue sources by breaking down his customer base into revenue segments. He would then analyze historical sales data and evaluate purchased intel from sources like: The Advisory Board, MD Buyline, ECRI and Definitive Healthcare to identify potential opportunities for growth.  Detailed strategic plans and goals were developed, prioritized and communicated to the inside marketing team and external sales organization and then tracked for compliance and implementation success validation.

Have a Fantastic Day!

Jim Dausch 

Principal? NCI Consulting Group, LLC?

Office: (817) 722-5782