Rocky Nordquist co-founded SterilMed, Inc. in April of 1997, as President. In the beginning days, the company had no national GPO and/or IDN corporate contracts. We were busy developing individual hospital agreements in order to build credibility, revenue, and local references for continued growth. When the timing was right, Rocky pivoted his role into a national account’s director position and focused on securing large IDN corporate contracts.
The Sales & Business Development Leader took a very hands-on approach and developed a top-down, bottom-up sales approach for navigating through corporate contracts. This approach was done to convince corporate supply chain executives that they had strong
Ron (Rocky) Nordquist, Sales & Business Development Leader
interest in our services on a local hospital level, and therefore allowed him to go in and develop credibility for meeting and securing corporate agreements with their supply chain executives. Rocky’s approach was to use the local sales representatives’ business relationships to develop interest from middle-management personnel (such as perioperative directors, purchasing managers, environmental services directors, etc.). With that initial interest in place, Rocky was able to meet with, and make presentations to, a wide range of personnel at the hospital-level to include all key decision-making departments. From there, Rocky was then able to get C-Suite meetings with executives that could sign sole-source IDN-level contracts.
Ultimately a team of six (6) National Account Directors were put in place to cover all regions in the country. Rocky was the top sales producer on that team. He secured national GPO contract with most of the largest GPOs in the industry at the time, such as: Premier, MedAssets, and Amerinet.
More importantly, Rocky secured and signed sole-source corporate-level IDN contracts with many of the top recognizable IDN’s in the country such as: The Cleveland Clinic Health System, Ascension Health, Johns Hopkins, Acuity (formally GNYHA), Allina Health System, Partners Health Care System, Bon Secours Health System, and many more.
The average IDN contract represented annual revenues of $500,000 to $2MM per each.
Results: In total, the national contracts throughout the U.S. that Rocky was responsible for securing brought in over $25MM in annual revenues for the company.
Watch full video interview below.
Contact Ron (Rocky) Nordquist via LinkedIn or his Career WebFolio.
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