Sales Management

Richard Rupert

HEALTHCARE Sales & Marketing EXECUTIVE

**** ****** ***** ******

801-***-**** (h)

Sandy, UT 84093 801-***-**** (c)

Growth Strategies / Market Expansion / Startups / Turnarounds / Alliances &

Acquisitions

Solution Selling / Sales Optimization / Training & Development /

Contracting & Negotiation

Channel Management / Communications / Account Management / Customer

Satisfaction

Product Management / Product Development / Technology Commercialization

I developed and implemented sales and product strategies in healthcare B2B

environments, driving increased profits in startups to Fortune 500

companies. I understood the business challenges, identified and prioritized

profitable products and markets, and implemented consultative selling

approaches and programs. I built and operated diverse sales models while

maximizing competitive advantage, pipelines and revenues.

I am effective in long sales cycles of complex products. I know how to

present a unique selling proposition to decision makers and solve confirmed

problems in a manner that controls sales cycles and increases revenue per

sale. My industry background spans healthcare financing and delivery,

software development, and sales & marketing consultation.

Some highlights include...

. Driving new business, closing increased direct and channel sales

. Expanding market share, launching new products, and entering new

markets

. Turning around underperforming products, markets, and organizations

. Leading acquisition and alliance teams and executing win-win results

. Building high performance teams, training and motivating staff, and

exceeding objectives

I earned a BS from Pennsylvania State University. In addition, I completed

numerous technology, operations, sales and sales leadership, negotiations,

and marketing training seminars through Miller Heiman and other well known

companies. My key skills include formulating executable plans, optimizing

revenue performance, and profitably exceeding customer expectations.

Select Accomplishments

Turned Around Underperforming Sales Division. Verisys struggled retaining

qualified sales staff. Built and executed focused sales and marketing plan.

Developed new compensation plan, attracting high performance direct sales

team. Established sales infrastructure and trained on products and

services. Developed replicable sales and delivery model while personally

selling $300K in three months.

Launched New Packaging and Pricing Strategies. Verisys lacked an

understanding of their diverse markets' size and valuation. Researched

potential segments and buyers, quickly identifying priority channels and

direct markets. Simplified product configuration, pricing and delivery

landing the first multi-year agreement to direct segment. Built $3M+ sales

pipeline in less than six months.

Improved Profitability. With an influx of new competitors, seized the

opportunity to leverage The Coding Source differentiation. Developed new

product concept, bundling various services and optimizing return on limited

resources. Doubled resource profitability while limiting the impact of

exceeding service capacity.

Product Innovation Improves Pipeline. Medicare's began rollout of an

auditing program that The Coding Source could address. Surveyed

demonstration project participants and regulation and developed three new

SOWs with Operations. Packaged services, finalized product messaging and

launch, built $4M pipeline and secured over $250K commitments in less than

two months.

Entered new markets. A large reinsurer retained The Eirene Group to

finalize healthcare go-to-market strategy. Defined clinical/analytical

requirements. Qualified 300+ vendors, developed pilot/final terms,

implemented and evaluated pilot programs, facilitated focus groups and

feedback. Packaged services, implemented communications, supported

business development, and helped grow to $750M in 5 years.

Richard Rupert (page 2)

Career History

EVP Sales & Marketing, Verisys Corporation, 2009 to 2010. A healthcare data

and services company. Managed five employees and held $10M P&L. Created and

executed core sales organization and systems. Refined products, messaging

and promotion to target markets. Initiated new sales models and significant

pipeline build.

SVP Business Development, The Coding Source, LLC., 2008 to 2009. A medical

coding services company. Managed five employees and $6M new client

development budget. Led product and sales strategies. Held P&L on two

product lines. Grew account relationships, entered new markets and drove

new product sales.

EVP Sales & Marketing / Principal, The Eirene Group, LLC, 2005 to 2008.

Resumed growth from startup to $500K in three years. Developed new business

within healthcare technology and services companies. Held VP Sales &

Marketing positions for two healthcare companies. Significantly improved

top line performance.

SVP of Sales, Ingenix, Inc., 2004 to 2005. A $20B division of United

Healthcare. Managed four sales leaders with 35 sales associates and $128M

in revenue. Implemented new selling method, reducing sales cycle improving

win-rates and increasing revenue per sale. Identified and packaged five

product derivatives.

EVP Sales & Marketing / Principal, The Eirene Group, LLC, 1998 to 2004.

Started healthcare sales and marketing consultancy. Created and executed

business and sales plan. Identified target market, providing services to

healthcare IT companies, reinsurers, managed care organizations, TPAs and

software developers. Held full P&L responsibility.

SVP Purchaser & Payor Group, Medicode Inc. (now Ingenix), 1996 to 1998.

Held $20M P&L for a data, software and services company. Developed

strategic plan and formalized product planning function. Identified and

prioritized 30 derivative products Launched two new products and two new

product lines. Implemented formal channel management program. Exceeded

objectives and grew to over 1,300 clients.

VP, Strategic Planning & Business Development, The MEDSTAT Group (now

Thomson Reuters - Healthcare), 1994 to 1996. Launched MCO decision support

product for a data, software and services company. Increased average

revenue by 40%. Managed 15 direct sales reps. Identified and contracted two

major alliances. Integrated and X-sold $15M+. Acquired DKD, growing 28% in

first year.

Earlier: Progressively rose through account management, sales and

management positions in healthcare technology, serving/selling hospitals,

multi-facility systems, medical groups, and related markets.

Additional: I enjoy professional sports, golf, music and spending time with

my family.

Healthcare Applications Summary

All Markets:

Decision support solutions

Transaction systems

Claims-based analytics

Data / Benchmarking / Quality

Medical coding

Linkage / integration / HIE

Technology implementation

Compliance

Care management

Planning and marketing

Health Plan Specialization:

Network management

Consumer tools / PHR

Risk Management

Enterprise decision support

Clinical decision support

Employer benefits mgmt

Claims operations

Bill review/rules engines

Episoding technologies

Fraud, waste & abuse

Provider Specialization:

Hospital Info Systems (HIS)

Physician practice mgmt / EMR

HIM, CDI, and Clinical DS

Rx, RIS/PACS, Lab, OR

Financial decision support

Revenue Cycle Management

Registration and Scheduling

HR, time & attendance

Procurement/Supply chain

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