KRISSY DEMPSEY
Kingsport
Summary
Dynamic training and performance leader with a robust background in pharmaceutical field sales and healthcare, complemented by extensive leadership and instructional experience. Proven expertise in designing and delivering compliant training programs that enhance representative effectiveness and drive business outcomes through targeted product education, field coaching, and performance feedback. Skilled in cultivating strong stakeholder relationships while seamlessly integrating brand strategies and market trends into training initiatives, ensuring adherence to regulatory compliance. Advanced degrees in business, management, and educational leadership underscore a deep commitment to adult learning principles within medical and healthcare training environments, positioning for impactful roles in sales training or enablement that elevate commercial teams and secure a competitive advantage.
Overview
26
26
years of professional experience
Work History
Market Operations Manager
Optum Health
Tri-Cities, TN
01.2025 - Current
- Oversee the Tennessee and Virginia markets by managing hiring processes, performance evaluations, career development initiatives, and nurturing customer relationships.
- Collaborate with local market leadership and provider groups to enhance the accuracy of provider and member attribution as well as to strengthen provider relationships.
- Employ data analytics to monitor trends, identify potential risks, and drive improvements in coding accuracy and HEDIS performance measures.
- Use data analytics to track trends, identify risks, and drive improvements in coding accuracy and HEDIS measures.
Practice Performance Manager
Optum Health/UnitedHealthcare
Tri-Cities, TN
01.2023 - 01.2025
- Elevated overall provider group performance to #1 in the in the region and obtaining a STAR rating of 3.75 or higher. This was accomplished through the implementation of targeted educational programs and comprehensive analyses of Electronic Medical Records (EMR) to identify and close care gaps.
- Directed a district-wide initiative that resulted in a remarkable 192% increase in provider-submitted data for CPT-II records year-over-year. This was achieved by instituting rigorous follow-up protocols and improving the data submission processes utilized by healthcare providers.
- Orchestrated a robust performance improvement strategy that elevated the percentage of QFO-supported membership with ACVs to 77.35%, while achieving a completed ACV for high-priority members of 67.31%. This represented year-over-year increases of 30% and 51%, respectively.
- Attained top rankings within both the district and the region for member STAR ratings and closing total care gaps through collaborative efforts with care providers. This involved coordinating provider appointments and optimizing wellness and preventive care efforts, resulting in substantial gains in member engagement and satisfaction, organizing health fairs, conducting in-office screenings with partnering vendors, implementing strategic telephonic assessments, dispatching patient mailers, and executing follow-up calls to ensure optimal health outcomes for members.
Leadership Instructor / Math Instructor
Johnson City Schools
Johnson City, TN
01.2013 - 01.2023
- Designed and facilitated innovative leadership curriculum for middle school students, focusing on skill development, communication, feedback, and performance improvement—transferable to adult sales/medical training programs.
- Developed tailored math/pre-algebra curricula on leadership teams, adjusting content to individual learner needs and contributing to state education standards/assessments.
- Played a crucial role in educational committees and leadership roles, including the Leadership Team, SST Committee, 504 Committee, and contributed to the Tennessee Department of Education through numerous assessment and standard-setting committees.
- Mentored and trained colleagues in roles including administrator, student teacher mentor, content mentor, and new teacher mentor, supporting professional development and reinforcing best-practice instructional strategies aligned with sales enablement goals.
Senior Pharmaceutical Sales Consultant / District Sales Trainer
Novartis Pharmaceuticals (and PDI Inc. contract)
Tri-Cities, TN / Southwest VA
01.2001 - 01.2011
- Served as District Sales Trainer, designing and delivering compliant training programs for new/existing sales representatives on product portfolios, disease states, competitive intelligence, new launches (Zelnorm, Tekturna, Exforge), and corporate policies; conducted weekly teleconferences and provided one-on-one coaching/feedback to accelerate onboarding and field performance.
- Exceeded regional/national sales targets through strategic territory management, KOL relationship building, tailored HCP education, and integration of brand strategies/market drivers into execution plans.
- Earned Top District Sales recognition (e.g., Ceftin) by assessing HCP needs across specialties, delivering impactful presentations, and ensuring full regulatory compliance in promotional activities.
- Cultivated KOL partnerships and executed compliant educational events (lunch/dinner programs) to advance product knowledge, mechanisms of action, and prescribing behavior changes.
- Acted as Pod Quarterback, mentoring team members, leveraging strengths, and fostering high-performance culture through ongoing feedback and development—equivalent to rotational/guest trainer mentoring.
- Consistently outperformed call averages/national benchmarks via interactive selling, competitive analysis, and ROI-focused programs.
Sales Representative
PDI Inc.
Tri-Cities, TN / Southwest VA / Southeast KY
01.2000 - 01.2001
- Drove sales across multi-specialty territory with innovative call planning, needs-based education, and relationship building to secure product commitments and expand market share.
- Championed HCP educational programs to enhance brand loyalty, product usage, and team collaboration in overlapped territories.
Education
Doctor of Education (EdD) - Educational Leadership
East Tennessee State University
Johnson City, TNMaster of Business Administration (MBA) -
Arkansas State University
Jonesboro, ARMaster of Science - Educational Leadership
East Tennessee State University
Johnson City, TNMaster of Science - Educational Leadership
East Tennessee State University
Johnson City, TNMaster of Science - Educational Leadership
East Tennessee State University
Johnson City, TNSkills
- CRM/LMS Platforms, Tableau, Microsoft Power BI, Excel, AirTable, DocSend, PowerPoint, Microsoft Teams, Zoom, Webex
- Continuous improvement mindset
- Sales process optimization
- Goal-setting strategies
- Presentation skills training
- Training program design
- Sales performance metrics
- Territory management planning
- Sales team management
- Curriculum development
- Training delivery
- Coaching techniques
Websites
Timeline
Market Operations Manager
Optum Health
01.2025 - Current
Practice Performance Manager
Optum Health/UnitedHealthcare
01.2023 - 01.2025
Leadership Instructor / Math Instructor
Johnson City Schools
01.2013 - 01.2023
Senior Pharmaceutical Sales Consultant / District Sales Trainer
Novartis Pharmaceuticals (and PDI Inc. contract)
01.2001 - 01.2011
Sales Representative
PDI Inc.
01.2000 - 01.2001
Doctor of Education (EdD) - Educational Leadership
East Tennessee State University
Master of Business Administration (MBA) -
Arkansas State University
Master of Science - Educational Leadership
East Tennessee State University
Master of Science - Educational Leadership
East Tennessee State University
Master of Science - Educational Leadership
East Tennessee State University
SELECTED AWARDS & RECOGNITION
Optum Mid-Atlantic Region Top Performer (2025, 2024): STAR Ratings, Risk Assessment, ACVs, Provider Engagement, UHC TN/VA/SC Region Top Practice Performance Manager (2023, 2024), Tekturna Deep Dive Champion: Significant prescription growth, Pass the Baton & Grow for the Gold Awards: Leadership and sales excellence