Sales Health

Steven R. Schaerrer

***** ******** ***, **** ****, CA 91737

909-***-**** (Home); 909-***-**** (Office); 909-***-**** (Cell)

adcioe@r.postjobfree.com; adcioe@r.postjobfree.com

Health Care Leadership, Management, and Sales

New Business Development Key Account Management Contract Negotiations Strategic Planning

Networking and Relationship Building Consultative and Solution Sales Project Management

Operations Marketing Fiscal Management and Budgeting Human Resource Management Recruitment

Dynamic and diverse career reflecting record breaking performances for large pharmaceutical companies and nationally respected health care providers. Committed to cutting edge solutions and driving new business initiatives through key account management and strategic partnerships. Strong presentation and leadership skills to realize sales and to lead sales/operational teams.

Outstanding success in establishing and maintaining relationships with key medical corporate decision makers and health care providers. Facilitated profitable market share results and fiscal metrics with assigned key accounts.

Key account management experience with an array of health care plans, integrated delivery networks, community hospitals, PBM’s, medical groups, and employer groups throughout the western United States, i.e., Regence, Intermountain Health Care, SelectHealth, Catalyst Rx, Rx America, Altius Health Plans/Coventry, Union Pacific Railroad, Public Employee Health Plan, Hometown Health Plan, Sierra Health Services, BC Idaho, BCBS Montana, Riverside Medical Clinic, Beaver Medical Group, PrimeCare Health Network, Lovelace, Cimarron Health, Presbyterian Health Services, Inland Empire Health Plan, InterValley Health Plan, ProMed Health Partners, Citrus Valley Health Partners, Universal Health Services, and BCBS Wyoming.

Strong orientation to strategic planning processes with a keen awareness toward achieving key metrics and deliverables.

Exceptionally well organized with a track record that demonstrates self-motivation, creativity, and initiative to achieve both personal and corporate goals.

Strong experience in operations, budgetary development and compliance, staff development, and leading teams.

PROFESSIONAL EXPERIENCE

Doctor Referral Institute and Doctors Business

Regional Territory Director - Business Development Director Western United States, 2018 - Present

Leading the way in establishing an innovated system of patient referrals to health care providers that is effective and cost effective compared to past marketing and business development activities borne by the health care organization. Through Doctors Business, other cost saving strategies and revenue enhancement opportunities can also be deployed to help health care organizations improve their bottom-line.

OB Hospitalist Group

Regional Vice President of Operations Western United States, 2016 – 2018

Through a team of Hospital Directors, responsible for the growth and development of OB Hospital Medicine contracts contracted in the Western United States. Responsibilities include financials, recruitment, staffing, safety metrics, contract retention, contract expansion and new contract development. During my tenure, 9 OB Hospitalist programs were implemented in the west.

ENVISION HEALTHCARE (EMCARE) Western States, Santa Barbara, CA and Dallas, TX 2011 - 2016

Vice President; Divisional Client Administrator – West Division

As the Vice President, I manage a team of Divisional Client Administrators for approximately 200 contracted hospital accounts throughout the western United States. Operational and financial direction is provided to ensure profitability, efficiency, quality metrics, and strategic direction for Emergency Medicine, Anesthesiology, Radiology, and Inpatient Care Services (Hospitalists) contracts. Assigned accounts consistently met financial and quality metrics. Collectively, accounts have achieved an overall aggregate EBITDA of over 18%. Financial plan was met in 2012, 2013, and 2014. Several key contracts were retained that were at risk. Led six successful start-up hospital contracts in 2013, twelve successful start-up contracts in 2014, 22 start-ups in 2015, and 24 starts in 2016. Closely strategized with executive and business development teams for organic growth and new business opportunities.

EMPIRE CAPITAL FINANCIAL Rancho Cucamonga, CA 2009 - 2011

Principal – Cost and Profit Recovery Consultant

Through a team of Engineers, IT Attorneys, Senior Tax Consultants, and Service Specialists, cost reduction strategies were provided to satisfied clients through cost segregation, energy management solutions, property tax audits, credit card interchange fee audits, workers compensation audits, waste management strategies, and freight audits. Provided accounts receivable management solutions for contracted clients. Cost reduction was realized over 60% of the time and profit recovery 55% over 60 days old with clients.

DAIICHI SANKYO, Inc. West Business Center, Scottsdale, AZ 2007 – 2008

Regional Account Manager

Provided managed market solutions to sales organization for the mountain states. Initiated strategic oversight with the launch of a new product (Azor) and new indication for another product (Welchol). Developed strategic plans for the launch of a potential mega product (Effient).

Earned the distinction of being the best Account Manager during 2008 by two health managed care organizations through the Health Industries Research Center (HIRC) organization.

In 2008, assisted Daiichi Sankyo to earn the national distinction of being the second-best group of managed care account managers in the pharmaceutical industry for the provision of disease state management programs.

Distinguished myself as being one of the best account managers for Daiichi Sankyo for sales leadership and creativity by raising market share within non-growth drug classes.

ASTRAZENECA PHARMACEUTICALS West Business Center, Los Angeles, California 1994 to 2006

Regional Account Director; Business Manager; Network Leader

Developed strategic relationships with key customers for the promotion of all pharmaceutical products associated with organization. Initiated business strategies, negotiated contracts, and worked closely with sales to achieve regional sales targets.

Consistently negotiated and delivered contract opportunities to the various therapeutic sales teams with managed health care plans, state Medicaid entities, and pharmaceutical benefit management organizations over 70% of time.

Launched mega brands with success and achieved desired market share results for Prilosec, Nexium, Crestor, Seroquel, and Toprol XL.

Achieved success with contract and pull through opportunities with Rhinocort, Pulmicort, Plendil, Zoladex, Atacand, Accolate, Zomig, Zestril, Arimidex, Nolvadex, Entocort, and Iressa.

Earned “Being the Best” award among Account Directors in 2004.

Expense and Revenue budgets were consistently achieved 90% of the time with variances less than 5%.

As a Business Unit Manager for the Northwest Customer Unit, we were nationally recognized as the best Customer Unit in reaching sales targets for Prilosec and Plendil for two consecutive years.

RIVERSIDE MEDICAL CLINIC Riverside, California 1984 to 1994

Vice President – Operations and Business Development; Vice President – Regional Clinics; Assistant Administrator

Key administrative executive in developing a large Southern California ambulatory health care organization. Provided expertise with operational management of clinical, ancillary, and support services. Directed marketing and strategic development efforts. Complete responsibility for the design, development, and property management for all health care facilities within organization.

Assisted in the creation of a strategic plan to expand the clinic network from one location to over eight sites throughout Western Riverside County.

Key operative for business development and marketing strategies.

Developed, constructed, and operated a 10,000 square foot multi-specialty surgical center that performed over 3,800 procedures annually. The ASC was the second one erected in Southern California.

Developed, constructed, remodeled, and managed over 250,000 square feet of clinical and ancillary space.

Aided with the recruitment effort that grew the organization from 27 physicians to over 125 practicing providers.

Physician incomes grew substantially and reached the 90th percentile in the country for all specialties.

Organization grew overall annual revenues from 15 to 70 million dollars.

Created a template and process that enabled the organization to achieve all necessary accreditations on the first attempt.

Chaired clinical research committee and opportunities.

EVERHEALTH FOUNDATION Whittier and Barstow, California 1983 – 1984

Hospital Administrator

Administrator for a 59-bed skilled nursing facility that maintained full occupancy 98% of time.

Achieved all financial targets for the parent organization.

EDUCATION

Master of Science, Health Care Administration, California State University, Los Angeles

Bachelor of Science, Health Care Administration, California State University, Northridge

Associate of Arts, General Studies, Pierce College, Woodland Hills

MEMBERSHIPS / CERTIFICATIONS/ LICENSES

American College of Medical Practice Executives - Certified Member

Medical Group Management Association

Nursing Home Administrator License in California (Inactive)

Real Estate License – California

Life and Health Insurance License - California

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