Rocky Nordquist co-founded SterilMed, Inc. in April of 1997, as President.\u00a0 In the beginning days, the company had no national GPO and\/or IDN corporate contracts.\u00a0 We were busy developing individual hospital agreements in order to build credibility, revenue, and local references for continued growth.\u00a0 When the timing was right, Rocky pivoted his role into a national account\u2019s director position and focused on securing large IDN corporate contracts.<\/span>\u00a0<\/span><\/p>\n

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.\u00a0 This approach was done to convince corporate supply chain executives that they had strong<\/span><\/p>\n

$\"Ron$

Ron (Rocky) Nordquist, Sales & Business Development Leader<\/p><\/div>\n

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.\u00a0 Rocky’s approach was to use the local sales representatives\u2019 business relationships to develop interest from middle-management personnel (such as perioperative directors, purchasing managers, environmental services directors, etc.).\u00a0 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.\u00a0 From there, Rocky was then able to get C-Suite meetings with executives that could sign sole-source IDN-level contracts.<\/span>\u00a0<\/span><\/p>\n

Ultimately a team of\u00a0 six (6) National Account Directors were put in place to cover all regions in the country.\u00a0 Rocky was the top sales producer on that team.\u00a0 He secured national GPO contract with most of the largest GPOs in the industry at the time, such as:\u00a0 Premier, MedAssets, and\u00a0 Amerinet.\u00a0 <\/span>\u00a0<\/span><\/p>\n

More importantly, Rocky secured and signed sole-source corporate-level IDN contracts with many of the top recognizable IDN\u2019s 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.<\/span>\u00a0<\/span><\/p>\n

The average IDN contract represented annual revenues of $500,000 to $2MM per each.\u00a0\u00a0<\/span>\u00a0<\/span><\/p>\n

Results:\u00a0 <\/span><\/b>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.<\/span>\u00a0<\/span><\/p>\n