DIANE RACICOT

***** **** ***** ***** *** Arbor, MI 48169 313-***-**** actazl@r.postjobfree.com www.linkedin.com/in/dianeracicot

HEALTHCARE SALES EXECUTIVE Team Leadership/ Hospital / Integrated Delivery Systems & GPO Contracting

High impact executive with record of success in cultivating high profile business and C- level relationships, advancing teams toward top level corporate objectives and maximizing bottom line results. Full range of executive leadership skills steering complex initiatives from concept to completion through periods of transformation and change. Plan and execute program start-ups, streamline processes and oversee multiple projects while achieving and exceeding company goals. Demonstrate quick adaptability, foster and maintain solid relationships, and construct and lead productive results-oriented teams. Diverse Therapeutic background: Oncology, HIV, GI, Enteral Nutrition, Pediatrics, Respiratory, Wound Care, biopharma, infusion & durable medical equipment (DME) expertise.

Team Leadership Strategic Planning Performance & Change Management Account/Territory Management

Sales & Operations Management Training and Development Contracting & Negotiations P & L Management

Managed Care Organizations (PBM’s) Specialty Pharmacy & Infusions Buy & Bill Insights

Clinical & Analytical Business Acumen Regulatory/Policy Compliance Distribution/Supply Chain

PROFESSIONAL EXPERIENCE

AMERICAN RED CROSS BIOMEDICAL SERVICES, Lansing, MI Extensive US restructuring 08/2011 – 1/2016

Largest single supplier of blood, blood component products, infectious disease / immunohematology, reference testing, and therapeutic transfusion services to hospitals and transfusion centers.

Division Senior Sales Director

Direct task delegation and performance management of 6 Regional Account Managers driving hospital and IDN sales and marketing across 5 states in Midwest boosting budget from $128M to $143M within 3 years. Oversee all hospital contracting of blood products and services, sales strategy planning, team development, sales production forecasting, and continuing education development for staff and customer base, ensuring full compliance with FDA regulations and product safety standards.

Achievements:

Secured 5-year sole source agreement with Indiana University Health System, landing largest single IDN, $20M annually, win for company, as well as adding new market share for 20% collection division state expansion by deepening relationship with client decision makers over 18 months, presenting service / product portfolios, value adds of education program, community relationship to support, inventory management system, and cost savings to entire health system.

Boosted customer satisfaction scores from 80% to 95% by establishing central division quarterly / monthly webinar series hosted by Medical Directors and Clinical staff coordinating stronger transfusion expert perception from customer base saving additional $50k in external education expense annually by collaborating closely with Chief Medical Officer for Central Division, determining topics for presentation by Medical Directors and Reference Lab personnel.

Facilitated goal achievement for new Sales Associate within 6 months by developing and coaching on step by step account management techniques, how to conduct quarterly business review, proper steps of setting up clinician call verses contract / supply management call, customer satisfaction methodologies, and potential risk assessments, as well as how to reach deeper into accounts- calling on C-Suite, CFO, and COO.

STRATIVA /PAR PHARMACEUTICALS, Woodcliff Lake, MI 11/2008 – 07/2011

Develops, manufactures and markets higher-barrier-to-entry generic drugs and innovative proprietary oncology and medical nutritional pharmaceuticals.

Regional Account Manager – Managed Markets/National Accounts

Secured pharmaceutical formulary tier access of Strativa portfolio of product with respective MCOs, PBM's, and State Medicaid formulary across 11 states within Midwest and Northeast markets. Maximized sales pull through of products by coordinating sales efforts with Area / Division Sales directors working directly with Long Term Care (LTC) Pharmacies.

Key Accounts: BCBS MA, BCBS MI, Emblem Health, Harvard Pilgrim HC, Tufts, HAP, Priority, Medical Mutual of OH, Highmark(BCBS), Capital BC, FutureScripts (IBC), BCBS RI, Connecticare

Achievements:

Delivered 85% formula tier placement coverage of products on respective account base within 9 months of launch of new product, Zuplenz / Oravig, by targeting top MCOs in each respective state.

Improved understanding and increased sales pull through cycle with focus on 80/20% rule through provision of regional education sessions on Manage Care coverage plans in respective team regions, partnering with LTC Pharmacies /PBMs on benefits and coverage of Strativa portfolio.

DIANE RACICOT

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actazl@r.postjobfree.com

APRIA HEALTHCARE, Lake Forest, CA 01/2008 – 09/2008

National home care company providing respiratory, infusion, wound care and durable medical equipment services.

Market Manager

Restructured and coached 9 sales personnel marketing in Michigan including managing, maintaining, and growing $24.7M budget, maximizing non-exclusive contract volumes with providers and driving business via designing sales / service strategies and organization increasing referral business for short term contract supporting Black Stone buyout.

Achievements:

Presided over team achievement of 105% of quota by end of 3rd quarter, for the first time in 2 years, by revamping sales targets for each representative on key product lines and services emphasizing respective territories, as well as placing 2 poor performers on performance improvement plans.

NOVARTIS MEDICAL NUTRITION, St. Louis Park, MN 10/2001 – 01/2008

International division of Novartis, providing enteral and medical nutritional products to all healthcare, LTC and Retail channels.

Regional Manager

Led team of 12 highly specialized Sales Representatives across 4 state tactical areas of customer / consumer excellence, disease specific innovations / solutions, operations / production, professional development, and corporate citizenship. Achieved 5% growth in market and industry against average of 1-3%, and managed $38M budget.

Achievements:

Saved company $36M through product / supply chain enhancements and elimination of 25 products throughout Novartis purchase and merger of Mead Johnson Nutritional Company by collaborating on SWAT team focused on enhanced incentives plans, SKU management of product portfolio, and determining new sales team with new merger-ship.

Propelled 16th / 17th rank acute care sales team to 5th place rank within 1 year by tactical objective and target overhaul including researching and selecting sales / marketing coach boosting sales productivity and advancement of team success, garnering Acute Care Market Director of Year award.

EXTENDICARE HEALTH SERVICES (TENDERCARE MI, INC), Sault Ste Marie, MI 02/1996 – 09/2001

Long Term and Assisted Living centers located throughout the state of Michigan.

Corporate Operations / Consultant Dietitian

Oversaw 10 geographically dispersed facilities throughout South Eastern Michigan. Designed set of standard policies and regulations, created departmental designs / layouts, and developed facility budgets. Sourced, on-boarded, and developed nutritional services departments and clinical documentation.

Achievements:

Facilitated 9 out of 10 citation free facilities throughout tenure ensuring full compliance with all regulatory standards and requirements.

Slashed costs 15% by researching bids and vendors and redesigning enteral nutrition program.

CAREER NOTE: Additional experience includes roles as Private Consultant, Adjunct Instructor (Madonna University), Food Service Director FCI Milan, Hospital Clinical Dietitian. Details available upon request.

EDUCATION

MBA – Marketing / Finance Eastern Michigan University – Ypsilanti, MI

BS – Dietetics Michigan State University – East Lansing, MI

CERTIFICATIONS

Registered Dietitian Six Sigma Green Belt – Healthcare

PROFESSIONAL ORGANIZATIONS / AFFILIATIONS

Academy of Nutrition and Dietetics (A.N.D) National Association Women Professionals (NAWP)

Association of Manage Care Professionals (AMCP)

TECHNICAL SKILLS

Microsoft Office Suite SAP / Sales Force Oracle

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