Rich Adams
Verified Expert in Finance
Growth Expert
Clovis, CA, United States
Toptal 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.
Career Highlights
Education Highlights
Certification Highlights
Case Studies
Expertise
- B2B Sales Pipeline
- Business Operations
- Change Management
- Healthcare Supply Chains
- Integrated Sales & Operational Planning
- Operations Strategy
- Organizational Structure
- Project Management
Work Experience
President and Chief Operating Officer
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.
Senior Vice President
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.
Head of Product Development, Sales, and Account Management Pharmacy
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%.
Vice President
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.
Director
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%.
National Sales Manager
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.
Manager
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%.
Education
Master of Business Administration (MBA) in Business Administration (MBA)
AIU - San Diego, California
Master's Degree in Public Policy
Georgetown University McCourt School - Washington DC
Certifications
Six Sigma
Council For Six Sigma Certification
Executive Education | Finance for Executives Certification
Stanford University Graduate School of Business
Skills
Finance
Budgeting, Due Diligence, Pricing, Fundraising, Total Addressable Market (TAM), Cost Management, Private Equity, Economic Value Added, Valuation Analysis, Market Research, Financial Modeling
Data & Analysis Software
Salesforce
Industry Expertise
Pharmaceuticals
Other
Business Management, Financial Analysis, Lean Project Management, Organizational Development, Business Process Outsourcing (BPO), Sales Operations, Change Leadership, Business Process Improvement (BPI), Market Assessment, Stakeholder Management, Communication Strategy, Key Performance Indicators (KPIs), Organization Building, Budget Management, Business Development, New Product Development, Marketing, Brand Marketing, B2B Sales Pipeline, Healthcare Product Manager, Market Strategy and Research Product Manager, Compliance, Competitive Strategy, Operations Strategy, Business Transformation, Process Improvement, Product Roadmaps, B2B Partnerships, Board Reporting, Brand Building, Sales Growth, Change Management, Analytics, Business Process Optimization, Organizational Change Management (OCM), Go-to-market Strategy, New Product Business Cases, Minimum Viable Product (MVP), Sales & Operations Planning (S&OP), Project Management, Early-stage Venture Capital, Organizational Design, Business Design, Operating Models, Process Design, Organizational Structure, 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, Brand Management, Brand Positioning, Dashboards, Key Performance Metrics, Price Positioning, Healthcare Supply Chains, Supply Chain Optimization, P&L Management, SLA Management, Executive Reporting, C-suite, Decision Analysis, Qualitative Research, Public Policy, Public Relations (PR), Marketing Communications (MarCom), Sales Training, Leadership Training, Human Capital Strategy, Human Resources (HR), Contract Management, SOC Compliance, Vendor Selection, Sales, Market Sizing, Competition Research, Growth Strategy, Business Models, Operations, Chief Operations Officer (COO), COO, Marketing Strategy, Strategy, Business Strategy, Brand Guidelines, Stakeholder Engagement, Workshops, Pitch Decks, Storytelling, Innovation Strategy, Investor Presentations
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