Sales Medical

JAMES T. GAFFNEY, MBA

*** **** **** • Hinsdale, Illinois 60521 • 630-***-**** • ***@*******.**.*** Hospital revenue cycle, medical device and software executive with proven record of significant operational improvements with start-up attention to detail and mentality. Ability to identify revenue leakage and improvement opportunities quickly and form strategies that drive top-line results.

» Operational turnaround – Increased net patient revenue by $33M in 18 months at 4 hospital system with $650M in annual revenue. Added $8.2M to bottom line of $100M urban safety net hospital.

» Process improvement and cost reduction – Reduced follow up functions expenses by 30% using automated processes while increasing patient satisfaction thru more effective and efficient communication technology. Reduced cost to collect by shifting follow up functionality to shared services model.

» Business development – Secured multi-million dollar contracts working closely with C-Level clients to provide revenue cycle improvements and cutting edge technologies. LEADERSHIP QUALITIES:

Innovative Operations Leadership Business and Product Development Presentation/Public Speaking Brand/Industry Knowledge Management Development Sales Leadership & Development Trade Show Expertise Team Building/Development

Territory Growth/Expansion Networking Ability

Marketing & Merchandising Corporate Acquisition

Process Improvement P&L/Budgeting

PROFESSIONAL EXPERIENCE

ODEZA, Chicago, Illinois 2017 to Present

Chief Development Officer

Responsible for all aspects of business development, introducing new technology to physicians and hospitals. Presents to senior leadership, performs assessment of current operations and identifies operational and revenue opportunities.

• Developed strategies that reduced follow up costs up to 30% and increase patient volumes 28% using our automation.

• Introduced mobile messaging as a method of patient communication with 88% patient compliance.

• Improved patient satisfaction from 2.9 to 4.9 (On a 5.0 scale) by making it easier for patients to stay connected to their doctors.

VITAHEAT MEDICAL, Rolling Meadows, Illinois 2015 to 2017 Chief Development Officer

Responsible for managing and directing all aspects of business and product development, sales, marketing and public relations for this private medical company which developed an enhanced method for assisting patients maintain normothermia across all medical applications. Managed and directed complete product development, business development and sales team development including identification of potential hospital clients. Gained a thorough understanding of integrated product delivery processed; provided high-level of coordination throughout the pre-consultation process. Worked with staff to develop responses, presentations, pre-consultation services and expand client base with major hospitals and healthcare providers.

• Generated market intelligence on future business opportunities through defining market segments, targets and business prospects.

• Developed and implemented annual sales plans that supported the revenue and profit objectives including the planning, developing, coordinating and performing of business development networking and marketing activities.

• Served as primary point of contact for new clients during identification, pursuit and capture phases; coordinated sales activities to ensure smooth transition.

• Managed and participated in the development of proposals and presentations as well as tradeshow appearances.

• Utilized advanced marketing and interpersonal relationship skills to establish and build strong client relations with hospitals and healthcare providers. JAMES T. GAFFNEY, MBA Page Two

VITAHEAT MEDICAL, Rolling Meadows, Illinois (Continued) 2015 to 2017 Chief Development Officer

Accomplishments:

» Successfully secured contract awards from three of the healthcare industry’s largest GPOs

(representing over 7,500 hospital members) within 12 months.

» Secured major hospital systems through close collaboration with sales team, resulting in an expanded client base.

» Implemented and utilized SalesForce in order to streamline follow-up.

» Further improved and expanded client base through engagement with industry leaders, identifying and capitalizing upon new opportunities. President/CEO & Founder (2011 to 2015)

Founded and provided executive-level oversight, P&L management and strategic steering accountability across all facets of daily business development operations for this innovative medical company. Responsible for managing all aspects of operations including finance, human resources, customer service, business development and marketing. Utilized existing long-term relationships to maintain standing within client base as well as referrals. Oversaw all sales and marketing activities to establish and build client base.

• Responsible for all financial operations including forecasting, budget development, P&L, capital investments and banking.

• Hired, trained and managed a team of full time employees with developmental focus on sales and operational teams.

• Developed and implemented successful sales plans focused on ensuring optimal quality as well as cost efficient practices to minimize company operating costs and generate revenue.

• Identified areas of potential cost reduction and waste elimination with healthcare providers; designed custom business strategies to exceed client expectations, needs and objectives. Accomplishments:

» Successfully secured FDA Clearance for a Class II Medical Device.

» Recruited the Board of Directors.

» Led the generation and utilization of capital for operational funding. ACCRETIVE HEALTH, Chicago, Illinois 2005 to 2011

Vice President

Managed all revenue cycle activities and results including business development at seven hospitals with a Net Patient Revenue in excess of $1B. Oversaw sales, marketing, new account acquisition, client relations, contract negotiations, operations and corporate strategy development. Analyzed, detected and identified inefficiencies and potential business opportunities while developing innovative cost-effective operational solutions. Utilized advanced marketing and interpersonal relationship skills to establish and build strong client relations with hospitals and healthcare providers. Traveled extensively to meet with clients to assess needs and provide on-site consultation.

• Responsible for human resource activities including sourcing, hiring, training and team development for managers and hospital personnel.

• Collaborated with CEO and CFO to develop and implement strategies to increase Net Patient Revenue and reduce operational costs.

• Developed relationships with key decision makers at hospitals and healthcare companies to increase sales and expand brand recognition.

Accomplishments:

» Improved net revenue by over $33M within the first 18 months of position through leading the innovative turnaround of a $650M four hospital system.

» Successfully reduced Patient Pay following Insurance Bad Debt by $6.9M as well as a reduction in Pure Self Pay Bad Debt by $12.9M.

» Converted over $13.2M in Pure Self Pay Charity balances through helping patients discover viable insurance coverage options.

» Overhauled revenue cycles for a small $100M urban hospital from the ground up, resulting in an 8.2% improvement in annual cash collections.

» Oversaw the transition of seven hospital clients into the Accretive Health corporate shared- services center, thereby reducing cost to collect as well as transition to preregistration, early outs, collections and patient financial clearance. JAMES T. GAFFNEY, MBA Page Three

ACCRETIVE HEALTH, Chicago, Illinois (Continued) 2005 to 2011 Vice President

Accomplishments:

» Conceived and led the successful implementation of Accretive Health technology and automated solutions resulting in increased efficiencies in revenue cycle operations including address verification, estimation of patient payment after insurance, prior balance identification/collection, uninsured patients accounts conversion, charge integrity/optimization, account follow-up by risk, underpayments and denials management. GAFFNEY TRADING LIMITED, Chicago, Illinois 1985 to 2005 President

Founded and directed a proprietary trading operation with a daily trade value of over $200M. Directed and participated in trading pit committee which monitored members’ compliant trading practices. EDUCATION:

NORTHWESTERN UNIVERSITY

Chicago, Illinois

Master of Business Administration Degree (John L. Kellogg Graduate School of Management) CREIGHTON UNIVERSITY

Omaha, Nebraska

Bachelor of Science Degree in Business Administration AFFILIATIONS:

VitaHEAT Board of Directors, Odeza Advisory Board, HIMSS Board Member TECHNICAL:

Proficient in the use of Microsoft Office Suite, SalesForce, Accretive Health Technology and various Social Media platforms.

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