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Sales Management

8822, United States
March 26, 2011

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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


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


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


. Developed and managed VAR agreements with leading HIS, CIS and HIE


. Developed and managed strategic relationships with healthcare IT


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


. 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


. Establish and maintain strategic partnerships with pharmaceutical,

disease management, CROs, healthcare IT, trade and professional


. 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


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


. 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


. 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


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


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


BS - Health Planning & Administration ~ The Pennsylvania State University

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