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Rich Adams, Growth Expert in Clovis, CA, United States
Rich Adams

Growth Expert in Clovis, CA, United States

Member since April 15, 2022
Rich is an award-winning leader specializing in answering his clients' business growth, operations, and change management questions with innovative techniques. He has over 20 years of experience in business development, operations, management, and market strategy, working with private equity and Fortune 100 companies like Kroger, Cigna, and Blue Cross Blue Shield. Lately, Rich has founded DART, an organization focusing on innovative digital health solutions.
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Career Highlights

Education

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Case studies

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Expertise

  • B2B Sales Pipeline
  • Business Operations
  • Change Management
  • Healthcare Supply Chains
  • Integrated Sales & Operational Planning
  • Operations Strategy
  • Organizational Structure
  • Project Management

Employment

  • President and Chief Operating Officer

    2019 - 2022
    Integrated Prescription Management
    • Rebuilt a $200 million private equity-owned health technology company successfully preparing it to scale. Achieved a YoY gross profit of 25%.
    • Recruited and led an award-winning executive team achieving a 3:1 ROI. Developed and implemented an organizational change management strategy executing new HRIS and LMS applications. Achieved 100% adoption and won the 2021 best place to work award.
    • Redesigned the organization's brand and implemented an omnichannel marketing strategy. Successfully renegotiated B2B supply chain relationships reducing the cost of goods sold (COGS) by over $25 million.
    Focus areas: Business Process Improvement (BPI), B2B Sales Pipeline, Competitive Strategy, Business Management, Market Assessment, Business Development, Healthcare Product Manager, Salesforce, Business Process Outsourcing (BPO), Insurance Product Manager, Stakeholder Management, Brand Marketing, Market Strategy and Research Product Manager, Product Management, Due Diligence, Pricing Consulting, Financial Modeling, Business Process Optimization, Organizational Change Management (OCM), Budgeting, Budget Management, Marketing, Growth Strategy Consultants, Sales Growth, B2B Partnerships, Financial Analysis, Lean Project Management, Organizational Development, Sales Operations, Operations Management, Change Leadership, Communication Strategy, Go-to-market Strategy, Financial Data Analytics, Pricing, Change Management, Compliance, Operations Strategy, Business Transformation, Process Improvement, Entrepreneurship, Board Reporting, Brand Building, Analytics, New Product Business Cases, Minimum Viable Product (MVP), Sales & Operations Planning (S&OP), Organizational Design, Business Design, Operating Models, Process Design, Organizational Structure, Innovation Strategy, Project Management, Fundraising, Early-stage Venture Capital, Business Operations, Sales Funnel, Channel Sales, Sales Pitches, Integrated Sales & Operational Planning, Underwriting, Process Flows, Process Mapping, Process Redesign, Board Decks, Board Presentations, Sales Strategy, Business Coaching, Talent Strategy, Thought Leadership, Total Addressable Market (TAM), Sales, Vendor Selection, SOC Compliance, Valuation Analysis, Contract Management, Human Resources (HR), Human Capital Strategy, Leadership Training, Sales Training, Marketing Communications (MarCom), Economic Value Added, Private Equity, Public Relations (PR), Public Policy, Qualitative Research, Decision Analysis, C-suite, Executive Reporting, Cost Management, SLA Management, P&L Management, Supply Chain Optimization, Healthcare Supply Chains, Price Positioning, Key Performance Metrics, Dashboards, Brand Positioning, Brand Management, Market Research, Market Sizing, Competition Research, Growth Strategy, Business Models, Operations, Chief Operations Officer (COO), COO, Marketing Strategy, Strategy, Business Strategy, Brand Guidelines, Stakeholder Engagement, Workshops, Investor Presentations, Pitch Decks, Storytelling, Pharmaceuticals

  • Senior Vice President

    2018 - 2019
    Kroger
    • Oversaw a top-line revenue healthcare technology strategic business unit of $650 million for Kroger. Developed the national go-to-market B2B strategy.
    • Launched two new digital health products achieving 28 weeks of continuous growth and adoption, increasing EBITDA by 60%.
    • Optimized supply chain B2B vendor relationships by negotiating value-based contract methodologies and reducing COGS by $18 million.
    Focus areas: New Product Development, B2B Sales Pipeline, Competitive Strategy, Market Assessment, Organization Building, Business Development, Healthcare Product Manager, Salesforce, Business Process Outsourcing (BPO), Insurance Product Manager, Stakeholder Management, Brand Marketing, Market Strategy and Research Product Manager, Product Management, Due Diligence, Financial Modeling, Product Roadmaps, Business Process Optimization, Organizational Change Management (OCM), Budgeting, Budget Management, Growth Strategy Consultants, Sales Growth, B2B Partnerships, Financial Analysis, Organizational Development, Sales Operations, Operations Management, Change Leadership, Business Process Improvement (BPI), Communication Strategy, Key Performance Indicators (KPIs), Go-to-market Strategy, Financial Data Analytics, Pricing, Change Management, Compliance, Operations Strategy, Business Transformation, Process Improvement, Entrepreneurship, Board Reporting, Brand Building, Analytics, Sales & Operations Planning (S&OP), Organizational Design, Operating Models, Organizational Structure, Innovation Strategy, Project Management, Fundraising, Business Operations, Sales Funnel, Channel Sales, Sales Pitches, Integrated Sales & Operational Planning, Underwriting, Process Flows, Process Mapping, Process Redesign, Board Decks, Board Presentations, Sales Strategy, Business Coaching, Talent Strategy, Thought Leadership, Total Addressable Market (TAM), Sales, Vendor Selection, SOC Compliance, Valuation Analysis, Contract Management, Human Resources (HR), Human Capital Strategy, Leadership Training, Sales Training, Marketing Communications (MarCom), Economic Value Added, Private Equity, Public Relations (PR), Public Policy, Qualitative Research, Decision Analysis, C-suite, Executive Reporting, Cost Management, SLA Management, P&L Management, Supply Chain Optimization, Healthcare Supply Chains, Price Positioning, Key Performance Metrics, Dashboards, Brand Positioning, Brand Management, Market Research, Market Sizing, Competition Research, Growth Strategy, Business Models, Operations, Chief Operations Officer (COO), COO, Marketing Strategy, Strategy, Business Strategy, Brand Guidelines, Stakeholder Engagement, Workshops, Storytelling, Pharmaceuticals

  • Head of Product Development, Sales, and Account Management Pharmacy

    2014 - 2018
    Regence Blue Cross Blue Shield
    • Developed and led the pharmacy go-to-market strategy for all product lines for a $1.2 billion health insurance company. Redesigned pricing analytics and the underwriting strategy, increasing the pharmacy gross margin by 80%.
    • Deployed an industry-leading new site of care product through B2B provider partnerships. Delivered best-in-class client retention rates of 98%. Launched an innovative semi-monthly webinar capturing over 1,000 distribution channel attendees.
    • Recruited and trained a sales consulting team that managed 125 B2B contracts, SLA agreements, and vendor relations. Introduced service level KPI reducing performance guarantee payouts by 100%.
    Focus areas: New Product Development, B2B Sales Pipeline, Competitive Strategy, Business Management, Market Assessment, Organization Building, Business Development, Healthcare Product Manager, Business Process Outsourcing (BPO), Brand Marketing, Market Strategy and Research Product Manager, Pricing Consulting, Product Roadmaps, Pricing, Budget Management, Marketing, Sales Growth, B2B Partnerships, Sales Operations, Operations Management, Communication Strategy, Key Performance Indicators (KPIs), Go-to-market Strategy, Financial Data Analytics, Change Management, Compliance, Operations Strategy, Business Transformation, Process Improvement, Entrepreneurship, Board Reporting, Brand Building, Analytics, New Product Business Cases, Minimum Viable Product (MVP), Sales & Operations Planning (S&OP), Organizational Design, Business Design, Operating Models, Process Design, Organizational Structure, Innovation Strategy, Project Management, Business Operations, Sales Funnel, Channel Sales, Sales Pitches, Integrated Sales & Operational Planning, Underwriting, Process Flows, Process Mapping, Process Redesign, Board Decks, Board Presentations, Sales Strategy, Business Coaching, Talent Strategy, Thought Leadership, Total Addressable Market (TAM), Sales, Vendor Selection, SOC Compliance, Valuation Analysis, Contract Management, Human Resources (HR), Human Capital Strategy, Leadership Training, Sales Training, Marketing Communications (MarCom), Economic Value Added, Public Relations (PR), Public Policy, Qualitative Research, Decision Analysis, C-suite, Executive Reporting, Cost Management, SLA Management, P&L Management, Supply Chain Optimization, Healthcare Supply Chains, Price Positioning, Key Performance Metrics, Dashboards, Brand Positioning, Brand Management, Market Research, Market Sizing, Competition Research, Growth Strategy, Business Models, Financial Modeling, Operations, Chief Operations Officer (COO), Marketing Strategy, Strategy, Business Strategy, Brand Guidelines, Stakeholder Engagement, Workshops, Storytelling, Pharmaceuticals

  • Vice President

    2008 - 2014
    Cigna
    • Led national B2B sales for a $300M segment. Expanded sales team nationally, exceeding sales goals by 105% YOY. Optimized sales operations, introduced new CRM and pipeline management processes, and increased RFP volume and capacity by 45%.
    • Deployed an alternate BPO distribution channel go-to-market growth strategy expanding enterprise access to previously non-accessible markets, ultimately increasing segment revenues by 220%.
    • Established seven B2B key joint ventures after conducting market assessments and vendor due diligence creating new distribution channels for healthcare and insurance product expansions. Add $12M in top-line revenue over 24 months.
    Focus areas: B2B Sales Pipeline, Competitive Strategy, Business Management, Market Assessment, Organization Building, Business Development, Salesforce, Marketing, Sales Growth, B2B Partnerships, Sales Operations, Go-to-market Strategy, Financial Data Analytics, Change Management, Due Diligence, Brand Building, New Product Business Cases, Sales & Operations Planning (S&OP), Business Design, Organizational Structure, Project Management, Business Operations, Sales Funnel, Channel Sales, Sales Pitches, Integrated Sales & Operational Planning, Process Flows, Process Mapping, Process Redesign, Board Decks, Board Presentations, Sales Strategy, Business Coaching, Talent Strategy, Thought Leadership, Total Addressable Market (TAM), Vendor Selection, SOC Compliance, Valuation Analysis, Contract Management, Human Resources (HR), Human Capital Strategy, Leadership Training, Sales Training, Marketing Communications (MarCom), Economic Value Added, Public Policy, Qualitative Research, Decision Analysis, C-suite, Executive Reporting, Cost Management, SLA Management, Supply Chain Optimization, Healthcare Supply Chains, Price Positioning, Key Performance Metrics, Dashboards, Brand Positioning, Brand Management, Market Research, Competition Research, Marketing Strategy, Strategy, Business Strategy, Stakeholder Engagement, Storytelling, Pharmaceuticals

  • Director

    2003 - 2008
    MedImpact Healthcare Systems
    • Oversaw the pricing operations, contracting, compliance, and network credentialing functions, for a large, privately-held health IT business. Stood up an audit function achieving a 7:1 ROI.
    • Recruited and led a team of seven account executives with accountability for 36 key accounts valued at $45M annualized. Managed all C-suite relationships. Delivered a 41% increase in GP growth through B2 B's new product adoption.
    • Launched an early adoption eContracting solution for a 65,000 retail store network of pharmacies reducing OPEX by 45%.
    Focus areas: Pricing, Insurance Product Manager, Stakeholder Management, Product Management, Pricing Consulting, Financial Modeling, Process Improvement, Organizational Change Management (OCM), Budget Management, B2B Partnerships, Organizational Development, Operations Management, Change Leadership, Business Process Improvement (BPI), Key Performance Indicators (KPIs), Financial Data Analytics, Change Management, Compliance, Operations Strategy, Business Transformation, Analytics, Business Design, Operating Models, Process Design, Project Management, Business Operations, Channel Sales, Integrated Sales & Operational Planning, Underwriting, Process Flows, Process Mapping, Process Redesign, Board Decks, Board Presentations, Sales Strategy, Talent Strategy, Thought Leadership, Sales, Vendor Selection, SOC Compliance, Contract Management, Human Resources (HR), Human Capital Strategy, Leadership Training, Marketing Communications (MarCom), Private Equity, Public Policy, Qualitative Research, Decision Analysis, C-suite, Executive Reporting, Cost Management, SLA Management, P&L Management, Supply Chain Optimization, Healthcare Supply Chains, Price Positioning, Key Performance Metrics, Dashboards, Market Research, Growth Strategy, Operations, Strategy, Business Strategy, Stakeholder Engagement

  • National Sales Manager

    1999 - 2001
    American Specialty Health
    • Produced 150% above plan growth by executing a client and broker sales training strategy.
    • Achieved a 12% increase in new revenue by negotiating two new HMO benefit riders.
    • Expanded market presence by negotiating two new affinity programs in Hawaii and Oregon.
    Focus areas: B2B Partnerships, Sales Growth, Board Presentations, B2B Sales Pipeline, Brand Building, Project Management, Business Operations, Sales Funnel, Channel Sales, Sales Pitches, Integrated Sales & Operational Planning, Sales Strategy, Thought Leadership, Total Addressable Market (TAM), Contract Management, Sales Training, Marketing Communications (MarCom), Public Policy, Qualitative Research, Decision Analysis, Cost Management, Healthcare Supply Chains, Brand Management, Growth Strategy, Operations, Stakeholder Engagement

  • Manager

    1998 - 2001
    Kaiser
    • Led a project management team that focused on performance and business process improvement for the most extensive integrated delivery system in the United States.
    • Applied BPR methodologies to increase productivity by 10% and quality by 15% for a member services call center.
    • Developed a group financial risk profile to identify outstanding receivables and reduce A/R by 20%.
    Focus areas: Business Process Optimization, Project Management, Business Operations, Integrated Sales & Operational Planning, Underwriting, Process Flows, Process Mapping, Process Redesign, Talent Strategy, Thought Leadership, Vendor Selection, SOC Compliance, Contract Management, Public Policy, Qualitative Research, Decision Analysis, Cost Management, SLA Management, Supply Chain Optimization, Healthcare Supply Chains, Key Performance Metrics, Operations, Stakeholder Engagement, Workshops

Education

  • Master of Business Administration (MBA) in Business Administration (MBA)
    2004 - 2006
    AIU - San Diego, California
  • Master's Degree in Public Policy
    1996 - 1998
    Georgetown University McCourt School - Washington DC

Certifications

  • Six Sigma
    MARCH 2022 - PRESENT
    Council For Six Sigma Certification
  • Executive Education | Finance for Executives Certification
    MAY 2019 - PRESENT
    Stanford University Graduate School of Business

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