Sales Health Care
Resume:
Robert A. Griffith
**** **** *** ******, **** *** Cell: 512-***-****
Fort Worth, TX 76107 *************@*****.***
PROFESSIONAL EXPERIENCE
Leprechaun, LLC (Fort Worth, TX)
Vice President of Product Development and Strategy (November, 2008 - May,
2010)
o Managed the market-facing development of a portfolio of Medicare risk
adjustment and data analytics product lines including the launch of the
first turnkey Medicare Advantage Prospective Risk Adjustment Product.
o Product innovations and strategic marketing initiatives contributed to
2009 new sales of over $18 million vs. $0 new sales in 2008.
o Launched (Six months from concept to production) a new Medicare data
analytics product in Q4, 2009 with 2010 revenue projected to exceeding $5
Million.
o Responsible for development of products related to 2010 strategic plan
including securing beta partnerships for Medicaid risk adjustment
analytics and a Medicaid Prospective risk adjustment product.
Community Insurance Group, LP (Austin, TX)
General Partner (August, 2007 - October, 2008)
o Launched General Agency focused on serving dual eligible Senior
population in Austin, San Antonio, and Houston markets
o Delivered initial 300 plus members for Molina Healthcare's launch of
their Medicare Advantage Special Needs Plans in Texas.
o Sold Molina Healthcare's Star Plus (Managed Medicaid) benefits in
conjunction with Medicare Advantage Special Needs Plans improving access
to transportation, dental and vision benefits for dual eligibles.
AETNA, Inc. (Santa Ana, CA)
Vice President (Regional Head) of Sales and Marketing, Retiree Markets,
West and Southwest Regions (November, 2002 - July, 2007)
o Responsible for all Individual and Small Group Medicare distribution
channels in the West and Southwest Regions.
o Accountable for annual revenue of 300+ million and annual net earnings
exceeding 15 million.
o Exceeded 2003-2006 Individual Medicare sales growth expectations by an
average of 130% for combined West and Southwest Regions.
o Exceeded profit goal by over 250% for four consecutive years (2003
through 2006 fiscal years) through market and product expansion
initiatives across 12 states and 4 product lines.
o Led West and Southwest Region Field Sales, Inside Sales, Broker Service,
Sales Support, Marketing, and Sales Administrative Teams.
o Added key medical groups in expansion markets including Nevada, Arizona,
Southern California, Northern California, and Texas.
o Managed MCR performance for key markets including oversight on risk
contracts and risk scores.
o Consistently managed SG&A\Marketing budgets below planned spend.
o Managed distribution channel expansion through affinity partnerships
including HEB pharmacies\stores in Texas to support Part D launch. First
year Part D membership exceeded 80,000 members.
o Launched Aetna Regional Medicare Broker Channel including execution of
over 30 local, regional, and national general agency contracts in 2006/07
and grew agent book to excess of 2,000.
o Received 2006 "National Vice President of Sales Excellence Award" for
Medicare Part D Sales.
Luminos Technologies (San Diego, CA)
President (July, 1996 - October, 2002)
. Directed all aspects of health care sales consulting and Internet
software development firm leading to over $600k in annual sales.
. Products developed and launched included WebConductor, a pure Java multi-
Web site content management tool and CatalogConductor, an Oracle and Web
based product-cataloging tool.
. Developed marketing, sales, and operational strategies for health care
vertical technology companies including Broadvision (top tier e-commerce
and Internet portal company), American Digital Network (Internet service
provider with health care vertical), and FirstWorld Communications
(Internet data management services company serving pharmaceutical and
other health care verticals).
Avega Health Systems (Los Angeles, CA)
Sales Executive (April, 1994 - June, 1996)
. Closed average annual new license business of $2,575,000 on annual quota
of $2,000,000.
. Marketed portfolio of health care management decision support products
including Product Management (PM), Financial Modeling (FM) and Patient
Care Management (PCM) to U.S. and Canadian Healthcare Organizations
including Columbia HCA, Group Health, and Catholic Healthcare West.
. Worked as liaison between Sales and Product Development to create first
demo scripts and best practices for sales presentations of new Financial
Modeling (FM) product, a multidimensional financial modeling, budgeting,
and reporting tool for multi-facility health care organizations.
Children's Hospital (Los Angeles, CA)
Senior Decision Support Analyst (1991 - 1994)
. Responsible for the implementation of decision support software
throughout the organization including first cost accounting system (TSI)
for departmental expense control. Led to more accurate cost analysis of
departments and surgical procedures.
. Worked with physicians, clinicians, and department mangers to define and
establish performance benchmarks for cost accounting analysis including
more accurate procedural code tracking and booking of expenses to
appropriate cost centers.
. Cleaned up charge master and general ledger accounts including
reclassification of expenses, accurate matching of revenue and services,
and created department level procedures for expense and revenue tracking.
Saint John's Hospital and Health Center (Santa Monica, CA)
Budget Analyst (1989 - 1990)
. Managed budget process including generating revenue and expense
projections, tracking of variance reports, and maintenance of budgeting
system (HBOC).
. Worked with department managers to reconcile variance analysis.
. Assisted with special projects including business planning, financial
analysis of product lines, cost accounting, etc.
EDUCATION
B.A. - Biochemistry and Cell Biology (minor in Economics),
University of California, San Diego (La Jolla, CA), March, 1986
Masters of Business Administration (concentration in Health Care
Management),
Boston University (Boston, MA), May, 1989
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