KIRBY R. RYAN, JR.                                                                  8308 Riverdale Lane                   ...
Kirby R. Ryan, Page 2   o     Led the first cross-company, multi-functional team at both the senior management and local m...
Kirby R. Ryan, Page 3   o     Developed entire marketing strategy and sales plan, resulting in four distinct market segmen...
Kirby R. Ryan, Page 4CORAM HEALTHCARE INC., Denver, ColoradoVice President of Organizational Development ....................
Kirby R. Ryan, Page 5A D D I T I O N A L                E X P E R I E N C EMATRIA HEALTHCARE, INC., Atlanta, Georgia:Regio...
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Kirby R. Ryan, Jr resume 02-2012

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Kirby R. Ryan, Jr resume 02-2012

  1. 1. KIRBY R. RYAN, JR. 8308 Riverdale Lane Davenport, Florida 33896 (407) 749-4597 krrsquared@gmail.com LinkedIn Profile: www.linkedin.com/in/kirbyryanjrS U M M A R Y A highly accomplished, enterprising CORPORATE OFFICER and SENIOR-LEVEL SALES EXECUTIVE,with vast expertise in the healthcare industry.A team-builder, who utilizes extensive training and development experience to maximize human capital to drive revenue growth, capture marketshare and increase efficiencies. A forward-thinking start-up and business development specialist,skilled at executing strategic plans for growth and profitability.  SALES/MARKETING  BUSINESS DEVELOPMENT STRATEGIC PLANNING  BRAND MANAGEMENT  KEY ACCOUNT MANAGEMENT  PRODUCT LAUNCH/MANAGEMENT MARKET ANALYSIS  FACILITIES MANAGEMENT TRAINING AND DEVELOPMENTE X P E R I E N C EPROCLAIM AMS/GULF SOUTH MEDICAL SUPPLY/PSS WORLD MEDICAL, Nashville, Tennessee/Jacksonville, FloridaVice President,Sales &Business Development ..............................................................................................................................2011-2012Led highly skilled and tenured team of 16 direct sales and sales support personnel and set direction for division specific salesgoals implemented over entire 120 field sales team. Turned around company salesdecline of over 30% FY2009 &over 20%FY2010 to annual salesgrowth of 18% FY2011. Significantly improved company-to-company team selling efforts throughinnovative recognition and rewards program and increased customer service focus and follow through. Managed entireMedicare competitive bidding efforts resulting in company placing bids for additional 91 areas nation-wide.Managed senior-level, multi-company team to launch exclusive, new wound care product/service offering – Quick Rounds.Developed and launched all aspects of Quick Rounds activities, which included, but were not limited to, product andservice offering, pricing, pilot program, organizational structure, sales targets,marketing materials and contracting.Designed entire launch and marketing strategy for target markets. Changed original operational structure from cost centerto revenue center.Achieved sales results of 64 contracted skilled nursing facilities, accounting for more than 7,800 MedicareCertified beds nation-wide, in less than 60 days. o Led and managed all sales efforts of Medicare part B billing services across two companies o Managed teams at both the senior management and local market level without direct reporting structure. o Successfully turned sales around from 20% decline to 18% growth. o Launched new, exclusive wound care product/service offering. o Contracted 64 SNFs, accounting for more than 7,800 Medicare Certified beds nation-wide, in less than 60 days.GOLDEN LIVING/GOLDEN INNOVATIONS, Delafield, WisconsinVice President, New Business Development .................................................................................................................................2009-2011Newly created senior management position focused on evaluating new business opportunities in line with corporate visionand designed to support current business-line sales initiatives. Built and led senior-level, multi-company task force todevelop a transformational vision and product and service offering.Task force developed innovative care-delivery model,Golden Pathways, by integrating multiple business lines, with competing objectives, into singularly focused provider network.Developed and launched all aspects of Golden Pathways activities, which included, but were not limited to, product andservice offering, hospital pilot program, organizational structure, sales targets,marketing materials and network providercontracting. Designed entire packaging strategy for target markets. Incorporated leading-edge technical functions,including EMR and EHR and Telehealth.Changed original structure from cost center to revenue center. Initiated hospitalpilot programand efforts for program recognition at federal and state levels.Developed and implemented national award-winning wellness campaign – Walk With Aegis Therapies.Program initiated atover 600 locations nationwide, with over 80,000 participants, and is now an annual event. Nationally recognized by theInternational Council on Active Aging with the 2010 Innovator Award for innovation in approach and accomplishment insupporting Active Aging in the senior population.
  2. 2. Kirby R. Ryan, Page 2 o Led the first cross-company, multi-functional team at both the senior management and local market level without direct reporting structure. o Forgeda network development agreement to includefive Golden Living companies,acompetitive nursing agency, two assisted-living facilities and three hospital systems. o Summarized and presented conclusions of multi-company task force to Board of Directors. o The integrated network approach supported business-line growth ofSNF 20%, Hospice 40%, Home Health100% and Purchasing 40%. o Initiated Institute for Healthcare Improvement study focused on reducing hospital re-admissions for patients discharged with a diagnosis of CHF with regional hospital partner. Study design resulted in a reduction in re-admissions of greater than 30%. o Combined sales forces in local Atlanta market to increase salesforce effectiveness and efficiencies. o Ledsales initiatives through direct supervision of four Vice Presidents of Sales, for four unique businesses: rehabilitation, home care, hospice and purchasing.U.S. ONCOLOGY, Houston, TexasVice President, National Sales Director..........................................................................................................................................2008-2009Served as first sales and marketing resource hired to design, develop and launch new integrated Payer ServicesDivision,Innovent Oncology. Developed and launched all aspects of division start-up activities, including product andservice offering, organizational structure, sales material, marketing targets, network provider contracting, operations andphysician education. Created new sales forces structure and hired five Regional Sales Directors. o Developed and launched integrated services offering to national and regional payer customers. o Forgedthree-way partnership among physician practices, corporate U.S. Oncology and payer partners. o Enabled multiple independent physician practices and payer partners to develop risk-sharing contracts. o Identified target markets and launched national marketing campaign. o Signed first two agreements within 60 days of launch. o Designed completesales and marketing department structure to support field sales initiatives. o Supported operation’s development strategy, including identification of pilot sites. o Managed national awareness campaign, including ads, press releases and direct mail, as well as regional and national convention and symposium events. o Organized internal and external communications for new division,Innovent Oncology. o Regularly presented to senior management, divisional andregionalteams, and at company-wide events.CLINICAL MOBILITY, LLC, Orlando, FloridaFounding President and Chief Executive Officer .........................................................................................................................2004-2008Founded and servedas President and Chief Executive Officer of specialized national network of healthcare providers,delivering onsite healthcare programs. Initiated national influenza vaccination program, resulting in more than 1,500 clinicsscheduled in 32 states in company’s first three months. Achieved first-year goals of175,000 vaccinations and gross-revenuebudget of $5,500,000.Developed and implemented all aspects of company start-up activities, including structure, financing,sales and marketing, network provider contracting, purchasing and distribution network, operations and human resources. o Led start-up initiative, which produced growth from $0 to $9,500,000 in three years. o Organized legal structure, human resources, hiring, contracting, sales and marketing initiatives, billing and collections, insurance coverage, major account-development activitiesand the purchase, warehousing and distribution of vaccine and supplies. o Established credit line and signed purchasing agreement with the nation’s three largest vaccine and medical supply companies, giving company ability to purchase over $1,700,000 in vaccine and supplies. o Signed three-year agreement with nation’s largest retail mall owners, Simon Property Group, to provide multi-day Flu Shot Clinics at 150 locations in 32 states. o Negotiated contract with CVS Pharmacy to serve as exclusive provider of Flu Shot Clinics at all locations in West and upper Midwest, one of four providers chosen nationally. o Negotiated nationwide nursing agreements with the nation’s three largest nursing agencies to cover 3,000 clinics in 32 states throughout October, November and December for three years. o Hired 22 seasonal regional program managers to cover more than 300 clinic sites nationwide.
  3. 3. Kirby R. Ryan, Page 3 o Developed entire marketing strategy and sales plan, resulting in four distinct market segments: retail, employer groups, residential, and churches and schools. o Created highly targeted marketing materials –“Healthy Home” series, “Stop the Flu” campaign, and school fund-raising. o InitiatedWellness Screenings for Seniorsthatincluded blood pressure, cholesterol, bone density and bone mass tests. o Facilitated national conference calls with site managers and operators and training sessions with nursing agencies and distribution managers.OPTION CARE, INC., Chicago, IllinoisVice President of Sales, Specialty Care Pharmacy .....................................................................................................................2003-2004Produced consistent growth in monthly new revenues at annualized rate of 38%. Increased weekly patient referrals andadded over 2,000,000 covered lives through national and regional contracts. Managed three Directors and nine other salesand marketing positions while reporting directly to the company President. o Directed all aspects of payer, physician and pharmaceutical company sales initiatives through nationwide sales force. o Increased total specialty care pharmacy sales at annualized rate of 38% in six months through volume incentives and service-level implementation. o Developed tiered and volume-discounted pricing structure, based on total product and service costs. o Directed co-marketing initiatives with national pharmaceutical companies to include Roche, MedImmune, Novartis, Genentech, Biogen and Octapharma. o Created and implemented sales commission structures. o Negotiated national and regional contracts covering 2,000,000 lives.CONSERVCARE, INC., Orlando, FloridaExecutive Vice President ..................................................................................................................................................................2001-2003Led growth efforts to transform local, Florida-based organization into a national Workers’ Compensation service providerleader.Launched national sales initiatives and opened 25 additional states. Managed entire sales and operations functionsas well as a total staff of 23. Responsible for functional lines, including sales, operations, billing and reimbursement, andcontracting. o Increased monthly revenue by 100%. o Increased monthly patient referrals by 400%. o Led payer, case manager, claims adjuster and physician sales initiatives through nationwide sales force. o Increased total quarterly sales by $700,000. o Improved total payer sources by 300% from 35 to 110 in first year. o Launched new national sales and marketing campaign –“It’s About Time.” o Started specialty Catastrophic Care Division,CareOne, which focused on catastrophic patients, including care coordination and information-sharing among service companies. o Delivered change management and team-building sessions to 100 customers and at company’s annual meeting.CURASCRIPT PHARMACY, INC., Orlando, FloridaVice President of Sales and Marketing ..........................................................................................................................................2000-2001Produced consistent growth in monthly net revenues at annualized rate of 25%. Increased weekly patient referrals by 50%and added over 5,000,000 covered lives through national and regional contracts. Managed five Vice Presidents, threeDirectors, and 14 sales and marketing positions while reporting directly to the company President. o Led all aspects of payer, physician, PBM and pharmaceutical company sales initiatives through nationwide sales force. o Increased total specialty pharmacy sales 25%, to $12,000,000, in ten months. o Launched three new sales programs to include AccessOne, HepLogic and Synagis Family Support Program. o Wrote mission and vision statement. o Designed and ran two three-day orientation session for new employees, covering company culture, team-building and communication for 100 people. o Served as chief culture officer, developing cross-functional teams to support and build culture of ownership and involvement. o Developed and facilitatedall training and development for entire company as it grew from 30 employees to 400.
  4. 4. Kirby R. Ryan, Page 4CORAM HEALTHCARE INC., Denver, ColoradoVice President of Organizational Development ...........................................................................................................................1998-1999Created and developeda new company culture focused onquality customer service, implemented sales training anddevelopment program, sales incentive compensation schedules, and built field sales support structure. Analyzed trainingand development needs at all levels of organization. Managed five Regional Vice Presidents and three Director positionswhile reporting directly to the company President. o Worked closely with National Vice President of Sales to analyze each region and territory based on sales expense return on investment, sales potential and penetration, customer profile and customer services offerings in order to implement sales organization restructuring. o Delivered and developed senior management course on vision, mission and culture. o Developed and implemented quality service standards companywide, including corporate headquarters and 96 branch locations in 38 states. o Initiated first 360-degree feedback of all management levels. o Designed and developed entire training system for all sales levels, including middle- and senior-level sales managers. o Spearheadedentire National Sales and Clinical meeting of 500 people. o Implemented first competency training for role of Managed Care Specialist companywide. o Created and developed company’s first new-hire orientation manual. o Wroteand produced audio and video training programs. o Planned and implemented first orientation training for company’s $40,000,000 CPS Division.Vice President of Sales, Southeast ..................................................................................................................................................1997-1998Managed all aspects of payer and physician sales activities for entire southeastern United States. Developed andimplemented area sales teams, consisting of sales, nursing and pharmacy, as well as operational personnel, to exceed salestargets by 35%. o Increased contracted covered lives by 3,200,000. o Reduced no-pay patient admission by 50%. o Managed and developed three full-time sales directors into company’stop three performers. Onewas awardedSales Director of the Year and the other two were promoted to Vice Presidents. o Directed and reviewed quarterly sales plan development and implementation. o Designed and delivered sales and management seminars for entire region. o Rewrote company’s new-hire sales training and orientation program and manuals.Regional Vice President .................................................................................................................................................................... 1997Earned1998 Regional Vice President of the Year. Produced consistent growth in monthly net income at annualized rate of28%. Achieved EBITDA of $4,500,000 on net revenues of $18,000,000, a 25% ROI. Managed six operations, three clinical, ninesales and seven site managers. Held total personnel responsibility of over 140 full- and part-time equivalents. Directed sixbranch operations in Jacksonville, Tampa, Sarasota, Orlando, Miami and Palm Beach, Florida. o Achieved 1998 Region of the Year, with total EBITDA over-achievement of $2,300,000 on plan of $2,200,000. o Planned and directed all aspects of company on regional basis, including personnel interviews and selections, site selections, policy and procedure implementation, training, moving and licensure. o Directed contracting of 22 statewide service contracts, adding 1,800,000 covered lives. o Planned and directed one of only eight beta-site, pre-launch systems tests nationwide. o Initiated risk-sharing discussions with national and local payers and physician groups. o Conducted strategic planning sessions with director-level personnel in area teams. o Created environment which fostered trust, teamwork and creative problem-solving.
  5. 5. Kirby R. Ryan, Page 5A D D I T I O N A L E X P E R I E N C EMATRIA HEALTHCARE, INC., Atlanta, Georgia:Regional Vice President, Tampa, Florida,1996. Realized consistent growth in monthly net income at annualized rate of 18%.Produced annualized return on investment of over 40% on net revenues of $11,000,000. Managed six Directors, threeclinical,three sales, and one regional manager. Held total personnel responsibility of 85 full- and part-time equivalents.Directed three branch operations in Jacksonville, Tampa and Palm Beach, Florida.Regional Sales Director, Tampa, Florida, 1995-1996. Produced annualized growth of 8% on net revenues of $5,000,000 inregion which lost 40% market share over previous two years. Managed payer and physician sales activities. Developedand implemented area sales teams, consisting of sales, nursing, pharmacy and operations personnel. Managed six full-timeand fourpart-time salespeople. Directed and developed three eligible sales people to finish in top Ten out of 90. Reducedno-pay patient admission by 50%. Oversaw closure of 12 physician-based sub-s corporations.Director of Sales Development, Santa Ana, California, 1994-1995.Responsible for sales trainingand development, salescompensation and incentive programs, as well as sales force deployment.Accountable for $1,200,000 department budget.Chosen by CEO to contribute to six-member reengineering task force, whose recommendations led to regionalization ofcore services, producing $6,000,000 in cost savings.CAREMARK INTERNATIONAL, INC.,Chicago, Illinois:General Manager, 1992-1994. Directed and managed all aspects of operations, clinical and sales for Utah and Idaho areawith three locations. Responsible for eight director-level reports. Produced consistent quarterly new income growth rate of15%. Managed 35 employees. National Training and Development Manager, 1990-1992. Designed and directs all aspectsof sales training companywide. Implemented career path design for field sales force. District Manager, 1990.Responsiblefor sales activity in three-county area in South Florida, including Palm Beach, Broward and Dade.FUJISAWA PHARMACEUTICAL COMPANY USA, Philadelphia, Pennsylvania:National Sales Training Manager, 1986-1990. Designed and implemented all aspects of sales training companywide.District Sales Representative, 1985-1986. Responsible for physician- and hospital-focused territory sales.UNIVERSITY OF TAMPA, Tampa, Florida, Admissions Counselor, 1984-1985. Recruited students from Midwestern states.E N T R E P R E N E U R I A L E X P E R I E N C ECLINICAL MOBILITY, LLC, Orlando, FloridaFounding President and Chief Executive Officer .........................................................................................................................2004-2008STARFISH TRAINING AND DEVELOPMENT, Tampa, FloridaFounder and President ................................................................................................................................................................. 1999-PresentFounded nationwide training and development company on philosophy of Making a Difference, “One Star at aTime.”Leveraged network of industry leaders to launch new company with focus on areas of selling skills, customer service,team building and change management. Worked closely with clients, includingWalt Disney World, Johnson & Johnson,Ortho-Biotech, Baxter Healthcare, Alliant Foods, Ochsner Clinic Foundation, Barnes Jewish Hospital System, NationalRehabilitation Hospital, MedStar Home Health-Maryland VNA, U.S. Oncology and Protocare Sciences.E D U C A T I O NUNIVERSITY OF TAMPA, Tampa, FloridaB.S., Dual Major Program - Marine Science and Biology; Minor – Chemistry,1984P R O F E S S I O N A L D E V E L O P M E N TDisney’s Approach to People Management, Healthcare, 1999Disney’s Approach to Leadership Excellence, Healthcare, 1999Disney’s Approach to Customer Loyalty, Healthcare, 1998Disney’s Approach to Quality Service, Healthcare, 1998Disney’s Approach to Operational Excellence, Healthcare, 1997SPIN Selling – Teacher’s Certification, 1993Situational Leadership - Teacher’s Certificate, 1990Xerox Selling Skills, 1986

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