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Rich Adams
Verified Expert in Management Consulting
Growth Expert
Clovis, CA, United States
Toptal member since April 15, 2022
Bio
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
President and Chief Operating Officer
Integrated Prescription Management
Senior Vice President
Kroger
Vice President
Cigna
Education Highlights
Master's Degree
Georgetown University McCourt School
Certification Highlights
Executive Education | Finance for Executives Certification
Stanford University Graduate School of Business
Case Studies
Business Transformation: Introduction of Incentive Compensation Plan
Organizational Change Management (OCM)Key Performance Indicators (KPIs)Organizational StructureCompetition Research
Go-to-market National Sales Team Sales Optimization Pipeline Report
Sales Pipeline ManagementKey Performance Indicators (KPIs)Organizational StructureSales FunnelPharmaceuticals
Market and Opportunity Assessment for Alternate Funding
New Product DevelopmentNew Product Business CasesMinimum Viable Product (MVP)Market SizingCompetition ResearchPharmaceuticals
VC Funding Pitch Deck - Health IT Startup
FundraisingEarly-stage Venture CapitalCompetitive StrategyMinimum Viable Product (MVP)Market SizingCompetition Research+ 1 more
Expertise
- Business Operations
- Change Management
- Healthcare Supply Chains
- Integrated Sales & Operational Planning
- Operations Strategy
- Organizational Structure
- Project Management
- Sales Pipeline Management
Work Experience
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), Sales Pipeline Management, Competitive Strategy, Business Management, Market Assessment, Business Development, Healthcare Product Manager, Salesforce, Business Process Outsourcing (BPO), Stakeholder Management, Brand Marketing, Market Strategy and Research Product Manager, Due Diligence, Financial Modeling, Business Process Optimization, Organizational Change Management (OCM), Budgeting, Budget Management, Marketing, Sales Growth, B2B Partnerships, Financial Analysis, Lean Project Management, Organizational Development, Sales Operations, Change Leadership, Communication Strategy, Go-to-market (GTM) Strategy, Pricing, Change Management, Compliance, Operations Strategy, Business Transformation, Process Improvement, 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, Sales Pipeline Management, Competitive Strategy, Market Assessment, Organization Building, Business Development, Healthcare Product Manager, Salesforce, Business Process Outsourcing (BPO), Stakeholder Management, Brand Marketing, Market Strategy and Research Product Manager, Due Diligence, Financial Modeling, Product Roadmaps, Business Process Optimization, Organizational Change Management (OCM), Budgeting, Budget Management, Sales Growth, B2B Partnerships, Financial Analysis, Organizational Development, Sales Operations, Change Leadership, Business Process Improvement (BPI), Communication Strategy, Key Performance Indicators (KPIs), Go-to-market (GTM) Strategy, Pricing, Change Management, Compliance, Operations Strategy, Business Transformation, Process Improvement, 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, Sales Pipeline Management, 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, Product Roadmaps, Pricing, Budget Management, Marketing, Sales Growth, B2B Partnerships, Sales Operations, Communication Strategy, Key Performance Indicators (KPIs), Go-to-market (GTM) Strategy, Change Management, Compliance, Operations Strategy, Business Transformation, Process Improvement, 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: Sales Pipeline Management, Competitive Strategy, Business Management, Market Assessment, Organization Building, Business Development, Salesforce, Marketing, Sales Growth, B2B Partnerships, Sales Operations, Go-to-market (GTM) Strategy, 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, Stakeholder Management, Financial Modeling, Process Improvement, Organizational Change Management (OCM), Budget Management, B2B Partnerships, Organizational Development, Change Leadership, Business Process Improvement (BPI), Key Performance Indicators (KPIs), 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, Sales Pipeline Management, 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
2004 - 2006
Master of Business Administration (MBA) in Business Administration (MBA)
AIU - San Diego, California
1996 - 1998
Master's Degree in Public Policy
Georgetown University McCourt School - Washington DC
Certifications
MARCH 2022 - PRESENT
Six Sigma
Council For Six Sigma Certification
MAY 2019 - PRESENT
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, Sales Pipeline Management, 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 (GTM) 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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