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Healthcare Sales Business Development Regional Sales Executive

San Pedro, CA
October 13, 2019

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Mitch Rachman

Healthcare Sales Business Development Regional Sales Executive

San Pedro, CA 90732 262-***-**** MEDICAL SALES HEALTHCARE IT SALES

Sales professional who increases market share to exceed corporate objectives by identifying, pursuing and winning business opportunities and building successful relationships with key customer decision makers.


Confident revenue producer who prioritizes “trusted advisor” relationships and has effective sales management experience

Closed multi-state technology deals valued over $3.5M (RF Technologies)

Sold large capital equipment deals valued over $5M and Software Services valued over

$3.5M (CareFusion) and $1.4M (Olympus)

Closed multi-state nursing home rental contracts (e.g. Avalon, Avamere); valued over

$3M (Dynamic Medical)

Negotiated & closed acute care multi-year IDN contracts with large hospital chains (e.g. Intermountain HealthCare, Dignity & Sutter); each valued over $1M (Dynamic Medical)

Advanced managed care rental contracts (e.g. Healthcare Partners, CIGNA);valued over

$1M (Pegasus)

Sold wound care products with 3000% increase in sales. (Dow B Hickam) EXPERIENCE

RF Technologies 2015 – current

Regional Sales Manager

FY16 – 140% to annual quota; #2 Producer of 14 regions

FY17 – 123% to annual quota ; #1 Producer of 15 regions

FY18 Q2 – 104% to YTD annual quota; FY2018 #1 in Company & Senior Living Business Unit

FY19 Q2 – 150% to YTD annual quota

Closed multi-state technology deals valued over $3.5M

Provide sales leadership for life safety technology and innovative senior living solutions

72% of bookings from new national /regional contracts or large individual accounts developed to insure profitable business relationships (current & future) - i.e. Ensign Group/ 250 communities, Northstar /40 communities, Carlton/10 communities) and Brahmbhatt Architects

FY16 & FY17 - 62% of bookings from 10 large orders (each year) - focused on a solutions driven sales process; worked closely with Account Managers & Business Development sales team to identify, qualify, develop and close business opportunities

Deliver high impact presentations illustrating the benefits of senior living technology solutions Olympus America 2014 – 2015

Systems Integration, Territory Manager

Partial Year (FY15) – 103% to quota for GI

Deal sizes ranged from $75,000 - $750,000

Provide sales leadership for precision technology and innovative imaging & digital solutions in health care and life science products

Responsible for all aspects of the solutions sales process; working closely with Surgical and GI sales teams to identify, qualify, develop and close business opportunities

Responsible for sales of Medical IT products and delivering high impact presentations illustrating the benefits of medical solutions in the clinical setting and integration into the electronic medical record Mitch Rachman, Page 2

CareFusion 2011 -2014

Senior Sales Consultant

• Sold medication safety systems and technology products including software integration with hospital information systems (i.e. Cerner, Epic, AllScripts, etc) and EMR initiatives

• FY14: Software Sales – 141% to quota, Capital Equipment Customer Base – 97% to quota

• FY13 key wins: VA Hospital: Long Beach & Los Angeles -$4.1M, St Johns $1.3M; Multiple Hospital Software Management Service contracts valued at $3.7M by having trusted C-Suite relationships

• FY12: Quick start on learning technology products & software; grew existing accounts by over $1M within first twelve months

• Partial year (FY11) 125% to plan for competitive new accounts and 95% to plan for software maintenance and disposables

• Successfully presented ROI to “C” Suites (CNO, COO, CFO, CIO etc.) for project acceptance Dynamic Medical Systems 2003 -2010

Vice President Sales & Marketing Sales Manager

• Facilitated corporate expansion from CA to 20 states; grew revenue 235% by valuing partnerships

• Hired and coached Sales Representatives (40 people in 8 years); promoted outstanding employees

• Improved sales processes; implemented Contact Resource Management (CRM) program and Solution Selling Methodology throughout sales team by building teamwork and trust

• Products include the following medical equipment: therapeutic wound mattresses, custom wheelchairs, patient lifts, bariatric and respiratory equipment, risk management ROI

• Signed contracts / RFPs; approved rental parameters & capital sales based on gross margin & profitability

• Coordinated National Accounts, Clinical Nurse Consultants, Finance, IT, Purchasing and Operations to execute field strategies and sole-source partnership with Hill-Rom

• Co-director of Operations for 18 months; four Area Managers each with 5-7 team members

• Managed Clinical Rehabilitation Sales team (11 people); increased 2003 sales by $.5M (18%) Datex-Ohmeda (subsidiary of GE) 2000 -2003

Account Sales Representative

• Successfully consulted and sold capital equipment (anesthesia delivery systems and patient monitors) into the operating room

• Closed $1.4M dollars of business in the first five months of employment

• Call points: Operating Room, Anesthesiologists, Director of Surgical Services, Hospital Administrators, Biomedical Engineering, (50% overnight travel) Pegasus Airwave (subsidiary of Getinge/Castle) 1993 -2000 Account Executive Wound Care Consultant

Provided “patient first” consultative services in conjunction with the rental and sales of therapeutic wound care mattresses

Elected Regional Sales Consultant of the Year 4 out of 6 years (65 representatives)

Increased sales by $1.6 million in 6 years by putting the patient first

National Sales Volume Leader 4 out of 6 years (65 representatives)

Developed and implemented profitable contractual relationships with nationally and regionally recognized managed care organizations (i.e. CIGNA, HealthCare Partners, etc.)

Marketed to physicians, clinical specialists, purchasing and administration in the acute, skilled nursing and home health environment with all payor sources (Managed Care, Medicare /Medi-Cal) Mitch Rachman, Page 3

Dow B Hickam (subsidiary of Mylan Laboratories) 1985 -1993 Senior Sales Representative Regional Trainer

Represented prescription and non-prescription wound care products to the operating room, surgical specialties (i.e. general, vascular, plastic, and orthopedic), infectious disease specialists, nurse clinicians and all levels of hospital management with a 3000% increase in sales

Received company’s most prestigious sales achievements awards in 1992 and 1993 for overall excellence and contribution to corporate growth (90 representatives)

Performed in-service education for over 50,000 health care professionals

Developed successful business relationships in over 150 acute hospitals, including major teaching institutions and influential medical centers, 175 nursing homes, 125 home health agencies, numerous pharmaceutical wholesalers and surgical suppliers (40% overnight travel)

Elected to President’s High Achievers Club 4 of 8 years by having a great work ethic

Recognized twice as National Sales Volume Increase Leader, four times as National Sales Volume Leader by illustrating energetic leadership skills and emphasizing core values

Performed duties as West Coast Regional Sales Trainer. Successfully field trained new sales representatives and instructed at the corporate level education and training programs EDUCATION

LIFE Bible College

Bible Studies, BA

University of California, Los Angeles


Continuing Education

PSS III, Solution Selling, Challenger

Management Development Courses

Motivational Books and Best Practice Discussion Groups / Web Sites

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