Shelby L. Marshall

Client Engagement and Business Development Executive

An accomplished client engagement and business development executive with an established record for creating high-performance teams. An effective leader with a clear communication style and strategies for internal and external stakeholders. A motivator with a relationship engagement style positioned to achieve excellence through a shared sense of purpose, a continuous recognition of achievements and milestones, and a respect for work-life balance.

Utilizes market insights and historical company data to measure results and improve products, processes, and performance, enriching client value and company margins. Engages internal teams to align business development with strategic goals and organizational accomplishment. Encourages initiative-taking communication and collaboration among all stakeholders for effective resolution. Energetically pursues new business growth while continuously nurturing customer experiences.

Currently located in Westborough, MA. Open to Remote & Hybrid.

Bio

Experience

1/2013 ‐ 4/2022

Senior Vice President

The company is a family-owned senior in-home care franchise serving seniors and disabled adults. The company’s mission was to earn a best-in-class reputation as a responsive partner for referral sources, a flexible solutions and service provider for clients, and an employee choice employer. Served over 30 communities, dozens of referral sources, clients, and thousands of employees.

1/2006 ‐ 1/2013

Vice President Client Sales and Managed Care

The company is a national specialty pharmacy. The Vice President was assigned a diverse portfolio of 300+ commercial health plan and hospital system accounts totaling $2.5B annually. Recruited, trained, and managed talent. Mentored a team of ten account executives throughout the U.S. Provided influential leadership, collaborating with executives and cross-functional teams to establish long-term goals and strategies.

1/2004 ‐ 1/2006

Vice President, Contract Management and Business Development

The company is a home infusion company. Developed new client relationships and partnerships for business growth. Provided leadership and collaborated on long-term goals, strategies, and policies. Oversaw team recruitment, training, and mentoring. Managed customer relationships and ensured satisfaction. Drove initiatives to improve business processes and communication, enhancing customer satisfaction. Successfully integrated newly acquired client portfolios.

1/2001 ‐ 1/2004

National Development Executive & National Contracts Manager

The company is a national Preferred Provider Organization (PPO) network. Negotiated and managed multiple national provider contracts across various healthcare practice specialties. Addressed client service issues and proactively identified opportunities for service delivery enhancement. Led and participated in departmental, divisional, and corporate initiatives to improve business processes, resulting in enhanced efficiency and resolution of customer concerns. Collaborated with cross-functional teams to develop new national fee schedules and presented, negotiated, and implemented these schedules with national and regional provider systems.

5/1998 ‐ 1/2004

Project Coordinator | Physician Consultant Panel | Account Manager

Results

Launched and grew a family-owned senior in-home care and assistance franchise $100,000 investment into a $4M annual revenue business. Highly recognized and rewarded for achievements in revenue growth, market reach and net profit by the international brand organization, local community and hired employee base.

Proven leader in managing, retaining, and improving a company client portfolio. Established and expanded relationships to improve client experience and retention goals while implementing regional and account adjustments for optimal specialty product upselling, aligning service delivery and growth in revenue.

R

Respected executive leader recognized as an individual who can, and is willing to, communicate across all levels of an organization. A strong manager and motivator who is experienced in building diverse, high-performing teams critical to implementing strategic business plans, critical growth and performance goals

Expertise

  • Strategic Planning & Execution
  • Client Relationship Management
  • Executive Leadership
  • Public Speaker
  • Business Development
  • Networking & Relationship Building
  • Customer Experience
  • Collaboration
  • Market Analysis
  • Cross‐Functional Team Leadership & Team Building
  • Communication & Presentation
  • Media Management
  • Process & Operational Analysis & Improvement
  • Adaptability & Resilience
  • Integrity & Transparency
  • Empathy & Patience
  • Conflict Resolution
  • Acquisition Support
  • Customer Account Portfolio Management

Education

Bachelor of Arts (BA)

Political Science

Post Baccalaureate Certificate

Pre-Medicine

Certificate Program

Public Sector Leadership

Meet Shelby

Q&A

What is your greatest accomplishment?

My greatest personal accomplishment is being a parent. Our daughter inspires me every day with her insight, creativity, courage, and kindness. With her I have come to understand the power of listening and to appreciate the words of the Dalai lama, “When you talk you are only repeating what you already know. But if you listen you may learn something new.”

My greatest professional accomplishment was to successfully lead my team through several turbulent times – post-bankruptcy, recovery, acquisition, and integration. Throughout these periods my team remained engaged, achieved our goals, and met leadership expectations.

Which recent projects are you proud of?

I am very proud of the success of our family-owned business. We started the business with an initial investment of $100,000 and we grew the business to annual revenue of $4M. Our business was profitable, our reputation for quality, service and responsiveness was outstanding and recognized within the industry, and each family that we cared for received essential services that improved their daily independence and quality of life.

I am also proud to be a second (6th year) term Select Board member for the Town of Westborough. Three projects stand out as key accomplishments:

 

  • Building the first net-positive energy public school in Massachusetts. The Annie E. Fales school is an all-electric school that will use less than two-thirds of the energy of a comparable code-compliant building. This significant public investment was the Town’s first major investment toward its goal of being carbon emissions free by 2035;
  • Installing the Blue Star Memorial, to honor all who serve in the United States Armed Forces;
  • Passing the Community Preservation Act which creates a local and state funding source for open space and recreation, affordable housing, and historical preservation.

Do you live by any piece of advice or motto?

“There is always room at the table for another chair, and everyone is welcome.”

What are you passionate about?

I am passionate about community service. I live this passion in a variety of ways.

In 2018, I was encouraged to run for the Select Board in the Town of Westborough. After careful consideration of the commitment, I decided to campaign as a sincere, accessible leader who would be accountable to all. In my capacity as a Select Board member, I am recognized as a community leader who brings ideas forward, builds consensus while overcoming obstacles, holds others accountable and delivers on commitments.

I am also passionate about being a Rotarian. I joined Rotary in 2014. I served as the Club’s President in 2017 and presently serve as the Club’s Secretary. As a Rotarian I have participated on countless service projects – helping veterans with care packages, providing launch boxes for young adults leaving the foster system, organizing several Spring Festivals and the Town’s 300th celebration, fundraising for youth mental wellness, and coordinating volunteer teams for the Town’s Winter Lights celebration. As a Rotarian I established “Roll to the Polls”, an initiative designed to make it easier for those with physical challenges to vote by offering wheelchair assistance from the parking lot to the voting area.

I also proudly serve on the Board of Westborough Connects. Connects’ mission is to build a thriving, kind, resilient and connected community where everybody belongs. Our work addresses the epidemic of social isolation and loneliness by fostering social connections and building meaningful collaborative partnerships.

What behavior or personality trait do you most attribute to your success, and why?

I am approachable and engaging. I love meeting new people and getting to know them. Naturally inquisitive, I welcome challenging situations and view them as an opportunity to understand perspective, develop new relationships and create mutual success.

If you were an action figure, what accessories would you be sold with?

If I were an action figure, I would be packaged with four impactful, problem-solving accessories – a magic wand with powers to erase bias, to empower people to be open to new connections and ideas, and to boost common sense; a kitchen table because relationships are built and strengthened when we sit together and share a meal; books, because everyone can benefit from reading; and a super smile because a smile is globally recognized and fosters positive results.

Testimonials

“I am thrilled to write a testimonial for my esteemed colleague, Shelby Marshall, who I have had the pleasure of working with in managed markets on the home infusion side of the payor relations industry for over 15 years. Throughout our time working together, her expertise and dedication to providing exceptional patient care has always been impressive.

Shelby’s ability to navigate complex healthcare regulations and reimbursement issues has been second to none. She is always on top of the latest trends and innovations in the industry to ensure that patients get the best possible care. She has consistently been a thought leader in the field, often presenting at conferences and sharing her knowledge with others. 

Moreover, Shelby has always been a team player and is often commended for her exceptional interpersonal skills. She worked closely with other members of our team to communicate effectively and achieve our shared goals. 

Overall, I am proud to have had the opportunity to work with such an outstanding individual and highly recommend her for any future leadership roles. Her passion for healthcare and superior service to patients is unparalleled.”

Mona Dumais, RPh, MBA
President, MMC, INC

“Having worked with Shelby in a number of different roles and contexts, I am constantly impressed by her professionalism; ability to effectively lead and collaborate within and across teams and constituencies; skillful in analysis of complex issues against goals and objectives; ease in developing smart goals and action items with team buy-in, and how her compassion, understanding, and humanity are the foundation of her strong and effective interpersonal skills. Shelby is often the team member that identifies issues or concerns that others miss. She regularly brings forward alternatives that become key to planning efforts and problem solving. As a leader, she listens, understands, and builds trust. She effectively leads teams to consensus, even when agreement appears impossible. Shelby is a benefit to any organization, team, or project that she leads or in which she participates.”

Allen Falcon Edinberg, CEO Cumulus Global Member
Westborough Select Board

“I have had the privilege of working with Shelby Marshall as a direct report for four years in the specialty pharmacy industry and highly recommend her for any leadership role she pursues. During my tenure under her leadership, I found Shelby to be highly dedicated to her team with the ability to motivate each member to achieve excellence in a very complex facet of healthcare. She was always accessible and worked hard to remove obstacles and create processes that allowed us to excel in our roles. She is highly intelligent and organized, and always coached her team to effectively think through complex scenarios and navigate through large organizational processes. Finally, although she never shied away from making hard decisions, Shelby always accepted our feedback and made us feel a part of the decision-making process resulting in a highly functioning and confident team.”

Darrin Best
Senior Director, Payor Relations at Soleo Health

Recommendation

To whom it may concern,

It’s my pleasure and honor to recommend Shelby Marshall for a senior leadership position. Shelby and I worked together at Critical Care Systems for five years, a privately held, leading national specialty infusion company, that was later acquired by Medco Health Solution/Accredo Health Group. Shelby played a significant role as a senior manager leading our commercial payor relations strategy execution while creating a department and team that managed hundreds of client relations that were instrumental to our success in selling to Medco for an exceptional multiple.

Shelby is a highly motivated, ambitious, and charismatic senior manager. Her honesty, dependability, confidence, and excellent communication skills helped her become a well-respected leader who delivered substantial results on a consistent basis.

Sincerely,
Craig Vollmer
Chief Commercial Officer

Interests & Hobbies

Community Service

Gardening

Golfing