Sales Management
Resume:
Paul E. Keller
Flemington, NJ 08822
***.******@*****.***
Objective: To obtain a sales or business development position with a well-
branded healthcare technology services and solutions organization.
Qualifications: Respected and accomplished healthcare technology sales
executive with an outstanding record of success. Visionary business
development strategist able to provide direction and tactical execution to
drive profitability and sustained aggressive growth.
Specialties: Marketing and Lead Generation . Event Planning and Execution
. Consultative Sales to Healthcare Provider Organizations, Provider Groups
and Clinicians . Health Information Exchange (HIE) . EMR . Meaningful Use
(MU) . Physician and Patient Web Solutions
Experience
Healthcare IT Business Development Consultant
November 2008 to Present
. Independent business development consultant providing sales and
marketing services to healthcare technology companies.
. Presently engaged in selling physician portal-driven HIE, EMR, and
web-native patient scheduling solutions to healthcare organizations
and large provider groups.
. Face-to-face and web-based physician training sessions in the use of
HIE and EMR.
. Proposal and Contract generation/negotiation.
. Management of marketing and communications to industry media outlets.
. Extensive Meaningful Use (MU), EMR and Health Information Exchange
(HIE) acumen.
. Actively engaged with emerging state, federal and military IT
opportunities.
Business Development Lead
June 2007 to November 2008 - Emerging Health Information Technology, Inc.
. Directed sales of healthcare IT services outsourcing for Health
Information Exchange (HIE), CPOE, Ancillary systems, Revenue Cycle,
EHR, and Disaster Recovery to hospitals, IDNs, LTCs and medical groups
in the northeast.
. Responsible for lead generation through cold-calling, professional
network referrals and active participation in HFMA, HIMSS, ACHE, NAHAM
and AAHAM organizations and events.
. Direct involvement in proposal creation, contract negotiations,
closing and handoff to project management.
. Service liaison to member hospitals and provider groups of The Bronx
RHIO.
. Developed and managed VAR agreements with leading HIS, CIS and HIE
vendors.
. Developed and managed strategic relationships with healthcare IT
consultants.
Vice President Business Development
September 2002 to June 2007 - The White Stone Group, Inc.
. Sales and marketing of digital archiving revenue cycle and denials
management solutions to hospitals, IDNs and IPAs in northeast and
New England metropolitan markets.
. Up-sell professional services and customized application
development.
. Secure partnership agreements with national and regional managed
care organizations.
. Establish and develop relationships with C and VP-level within
healthcare, insurance and healthcare IT organizations.
. Responsible for prospecting, lead generation, proposal submission,
contract closure, marketing activities and regional exhibiting.
. Exceeded plan each year.
Vice President, Business Development
October 2000 to September 2002 - DeltaMetrics
. Private/Commercial sector business development for healthcare
treatment data collection and analysis service contracts.
. Identify new product development and market segment opportunities in
the managed care, pharmaceutical, e-health and healthcare IT industry
sectors.
. Establish and maintain strategic partnerships with pharmaceutical,
disease management, CROs, healthcare IT, trade and professional
organizations.
. Led development of a pharmaceutical/disease management assessment
instrument development and outcomes research business unit.
. Developed HepC treatment compliance assessment and outcomes data
tracking system for use in Approval and Phase IV clinical trial
stages.
Vice President, Sales
August 1999 to October 2000 - Lifescape, LLC
. National Marketing and Sales Management for an Internet portal for
behavioral healthcare professionals.
. Site sponsorship development directed to pharmaceutical, managed care,
and professional associations.
. Implementation of web-based connectivity services for private and
public sector providers and payers.
. Created, mentored and managed a national network of 60 clinical
professional advocates to promote practice management via ASP
solutions.
. Technology and content development project coordination during site
launch phase.
. Presentations to private and public sector provider organizations.
. Conference and event planning and execution.
e-Healthcare Business Development Consultant
July 1997 to August 1999
. Retained by Israel-based Discover Recovery Solutions for North
American business development services targeting managed care,
pharmaceutical, disease management and healthcare IT industry sectors.
. Marketed first web-based, multi-platform, voice/visual/data
interactive patient health management solutions to major health plans,
disease management and pharmaceutical companies.
. Secured asthma care management support contract with NYLCare/Aetna for
50,000 adult/pediatric patients.
. Generated technology spin-off unit, e-commerce ventures for
entertainment, major league sports, affinity marketing and world-wide
ISP companies.
Vice President, Sales
January 1995 to June 1997 - Medstar Television
. Led National sales of physician-centered television news programming
to hospitals, IDNs and managed care companies for network affiliate
television station broadcast in medium to large television markets.
. Directed the development of consumer-focused health and medical
information programming packages for cable TV networks and outlets
nationwide.
. Oversight of the development of a companion, private-labeled health
information website for broadcast programming underwriters.
. Developed and secured cooperative physician and consumer TV
advertising agreements between managed care organizations and
pharmaceutical/consumer health product and services companies.
. Management of 4 Inside Sales Representatives and 5 person Client
Services department.
Marketing Manager
June 1992 to January 1995 - Integra, Inc.
. Directed sales of employee assistance programs, treatment outcomes
tracking system and managed behavioral health care services to 1000+
employee companies.
. Signed largest contract in history of the company with Bayer.
. Corporate communications and marketing.
. Sales team recruitment and training.
National Account Manager
July 1985 to June 1992 - Medstar Television, Inc.
. Sole contributor for sales of Health Matters television series
sponsorship contracts to hospitals and health systems nationwide.
. Responsible for securing local broadcast schedule in each Health
Matters market on network affiliate stations.
. Established formalized sales process, streamlined production processes
and designed exhibit for television and healthcare
conventions/conferences.
Marketing and Customer Service
June 1981 to July 1985 - Shared Medical Systems (SMS)
. Competitor analysis reporting to senior executive branch and regional
sales management.
. Competitor database management, sales strategy development, product
positioning with SMS product development, and market research and
sales support for international marketing.
. Managed financial and patient care information applications for over
60 hospital clients nationwide.
. Liaison between hospital administration and SMS installation and
programming.
Professional Memberships
American Association of Healthcare Administrative Management - AAHAM
American College of Healthcare Executives - ACHE
Healthcare Financial Management Association - HFMA
Healthcare Information and Management Systems Society - HIMSS
National Association of Healthcare Access Management - NAHAM
Education
BS - Health Planning & Administration ~ The Pennsylvania State University
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