Mitch Rachman

Healthcare Sales | Business Development

San Pedro, CA 90732 | mitchrachman@gmail.com | 310-658-0767
SUMMARY
Sales professional who increases market share to exceed corporate objectives by identifying,
pursuing and winning business opportunities and building successful relationships with key
customer decision makers.
KEY ACCOMPLISHMENTS
Confident revenue producer who prioritizes trusted advisor relationships and has effective
sales management experience
Successfully sold software/capital equipment & disposables 11 years; regional trainer 6 years
Sold large capital equipment deals valued over $5M and Software Services valued over $3.5M
(CareFusion)
Closed multi-state nursing home rental contracts (e.g. Avalon, Avamere); valued over $3M
(Dynamic Medical)
Negotiated & closed acute care multi-year IDN contracts with large hospital chains (e.g.
Intermountain HealthCare, Dignity & Sutter); each valued over $1M (Dynamic Medical)
Advanced managed care rental contracts (e.g. Healthcare Partners, CIGNA);valued over $1M
(Pegasus)
Sold wound care products with 3000% increase in sales. (Dow B Hickam)
Hired and motivated sales representatives; rewarded outstanding performances - promoted multiple
representatives to Regional Vice President and/or Regional Manager (Dynamic Medical)

EXPERIENCE
CareFusion 2011 -2014
Senior Sales Consultant
Sold medication safety systems and technology products including software integration with hospital
information systems (i.e. Cerner, Epic, AllScripts, etc) and EMR initiatives
FY14: Software Sales 141% to quota, Capital Equipment Customer Base 97% to quota
FY13 key wins: VA Hospital: Long Beach & Los Angeles -$4.1M, St Johns $1.3M; Multiple Hospital
Software Management Service contracts valued at $3.7M by having trusted C-Suite relationships
FY12: Quick start on learning technology products & software; grew existing accounts by over $1M
within first twelve months
Partial year (FY11) 125% to plan for competitive new accounts and 95% to plan for software
maintenance and disposables
Successfully presented ROI to C Suites (CNO, COO, CFO, CIO etc.) for project acceptance

Dynamic Medical Systems 2003 -2010
Vice President Sales & Marketing | Sales Manager
Facilitated corporate expansion from CA to 20 states; grew revenue 235% by valuing partnerships
Hired and coached Sales Representatives (40 people in 8 years); promoted outstanding employees
Improved sales processes; implemented Contact Resource Management (CRM) program and
Solution Selling Methodology throughout sales team by building teamwork and trust
Products include the following medical equipment: therapeutic wound mattresses, custom
wheelchairs, patient lifts, bariatric and respiratory equipment, risk management ROI
Signed contracts / RFPs; approved rental parameters & capital sales based on gross margin &
protability
Coordinated National Accounts, Clinical Nurse Consultants, Finance, IT, Purchasing and Operations
to execute eld strategies and sole-source partnership with Hill-Rom
Co-director of Operations for 18 months; four Area Managers each with 5-7 team members
Managed Clinical Rehabilitation Sales team (11 people); increased 2003 sales by $.5M (18%)
Mitch Rachman, mitchrachman@gmail.com Page 2

Datex-Ohmeda (subsidiary of GE) 2000 -2003
Account Sales Representative
Successfully consulted and sold capital equipment (anesthesia delivery systems and patient monitors)
into the operating room
Closed $1.4M dollars of business in the rst ve months of employment
Call points: Operating Room, Anesthesiologists, Director of Surgical Services, Hospital Administrators,
Biomedical Engineering, (50% overnight travel)

Pegasus Airwave (subsidiary of Getinge/Castle) 1993 -2000
Account Executive | Wound Care Consultant
Provided patient first consultative services in conjunction with the rental and sales of therapeutic
wound care mattresses
Elected Regional Sales Consultant of the Year 4 out of 6 years (65 representatives)
Increased sales by $1.6 million in 6 years by putting the patient first
National Sales Volume Leader 4 out of 6 years (65 representatives)
Developed and implemented protable contractual relationships with nationally and regionally
recognized managed care organizations (i.e. CIGNA, HealthCare Partners, etc.)
Marketed to physicians, clinical specialists, purchasing and administration in the acute, skilled nursing
and home health environment with all payor sources (Managed Care, Medicare and Medi-Cal)

Dow B Hickam (subsidiary of Mylan Laboratories) 1985 -1993
Senior Sales Representative | Regional Trainer

Represented prescription and non-prescription wound care products to the operating room, surgical
specialties (i.e. general, vascular, plastic, and orthopedic), infectious disease specialists, nurse
clinicians and all levels of hospital management with a 3000% increase in sales
Received companys most prestigious sales achievements awards in 1992 and 1993 for overall
excellence and contribution to corporate growth (90 representatives)
Performed in-service education for over 50,000 health care professionals
Developed successful business relationships in over 150 acute hospitals, including major teaching
institutions and inuential medical centers, 175 nursing homes, 125 home health agencies, numerous
pharmaceutical wholesalers and surgical suppliers (40% overnight travel)
Elected to Presidents High Achievers Club 4 of 8 years by having a great work ethic
Recognized twice as National Sales Volume Increase Leader, four times as National Sales Volume
Leader by illustrating energetic leadership skills and emphasizing core values
Performed duties as West Coast Regional Sales Trainer. Successfully field trained new sales
representatives and instructed at the corporate level education and training programs

EDUCATION

LIFE Bible College
Bible Studies, BA

University of California, Los Angeles
Mathematics

Continuing Education
PSS III, Solution Selling, Challenger
Management Development Courses
Motivational Books and Best Practice Discussion Groups / Web Sites