Rhonda J Rath
Arcola,MO
Summary
Accomplished Reimbursement and Corporate Accounts Vice President/Director with broad experience and recognized success in GPO’s, IDN’s, and Managed Markets. Excellent experience in understanding the complex reimbursement landscape including billing, coding, and working with a diverse payer landscape. Credentialed as a Certified Coder through AAPC since 2016. A strong understanding of the collaboration needed to be successful across all internal and external constituents. Talent for working cross functionally with sales, marketing, and compliance to achieve objectives. Additionally, a top-producing, highly accomplished Sales Leader in the Pharmaceutical/Biotech market with over 15 years leadership experience.
Overview
24
24
years of professional experience
1
1
Certification
Work History
Vice President Corporate Strategy
Imbed Biosciences
Madison, WI
01.2023 - Current
- Lead Corporate Strategy for Marketing, Policy, Reimbursement, GPO Collaboration, Contracting, Customer Support teams, and Corporate Compliance
- Products: Synthetic Skin Substitutes
- Focus: Marketing/Sales Strategy, National Accounts, Interface with CMS and HHS Staff
- Report directly to CEO
- Led Sales Strategy with 300% increase in product utilization YOY
- Lead discussions with MAC and CMS
- Led Marketing Strategy to rebrand product portfolio, website, and marketing collateral
- Built ERP and business analytics team for targeted sales approach
- Lead development of Reimbursement Program internal and field based
- Interfaced with former HHS Chief of Staff on Policy (Trump Administration)
- Contracted Premier and HPG GPO
- Developed Corporate KOL program interfacing with 10 new KOL
Federal Sales
ORGANOGENESIS
Canton, Missouri/Arkansas
01.2013 - Current
- Chosen by the CEO to help develop Federal Division for Organogenesis
- Responsible for ensuring access to Dermagraft and Apligraf in Federal Accounts
- Product: Dermagraft and Apligraf (Dermal Skin Substitute)
- Focus: Veterans Administration, Department of Defense, Indian Health
- Ranked #1 Federal Account Manager in Nation
- 540% unit growth YTD June 2013
- 147.7% goal attainment YTD June 2013
- Exceeded sales goals each month of POC pilot
- O award winner 2013
National Director Business Relations
ORGANOGENESIS
Canton, National
01.2014 - 01.2023
- Lead team for GPO Collaboration, Contracting and Reimbursement
- Responsible for ensuring access to Organogenesis portfolio of products nationally through contracting with GPO’s and IDN’s
- Work cross functionally with Senior Sales Leadership to align sales strategy with IDN and GPO strategy
- Negotiate contracts that align with the goals and interest of the customer as well as the national sales strategy
- Products: Biologics and Regenerative Skin Products
- Focus: GPO’s, IDN’s, Academic, C-Suites and Revenue Cycle
- Developed reimbursement strategy for market leader in Regenerative Skin
- Responsible for understanding and educating customers on reimbursement and coverage for products in several sites of care including HOPD’s, ASC, and Physician Office
- Worked extensively with large office practices on Reimbursement education for our portfolio
- Developed National Marketing program for customer education utilizing KOL speaking on the business aspect of Wound Care
- Developed and Implemented National strategy for GPO and IDN Market Share Agreements
- Met and presented to majority of GPO and major IDN across the
- Developed and led National team of IDN/GPO contracting Associate Directors/Managers
- Developed and lead National Field Based Reimbursement Team
- Contracted new national agreements with top 3 GPO nationally
- 2019 Vizient New Technology Award recipient
- National Vizient Contract 4/1/19 with 50 million dollar unbudgeted EBITA potential
- Delivered Q1 2018 contracts with 60 million dollars of potential unbudgeted EBITA
- 170+ market share agreements
- New contracts include Premier Inc
- (GPO), ROI (GPO), Vizient (GPO), CHS National Market Share, Tenet National Market Share, Mercy National Market Share, Prime National Market Share, Steward National Market Share, IHN Market Share, Ardent Mid Americas Market Share
Business Relations Manager
ORGANOGENESIS
Canton, West
01.2013 - 01.2014
- Responsible for ensuring access to Dermagraft and Apligraf in the provider landscape
- Calling on large Hospital IDN’s to collaborate and develop strategic economic initiatives that improve patient access to care
- Collaborate with marketing, policy, and sales to educate providers on reimbursement
- Product: Dermagraft and Apligraf (Dermal Skin Substitute)
- Focus: Hospitals, Billing, C- Suite, Program Directors and Podiatric Surgeons
- Partnered with Marketing on Advisory Board, field marketing materials, and published article for business of wound care
- Ranked #1 Business Relations Manager in Nation
- Presidents Club winner 2013
- Developed and managed national pilot team for physician office- based sales representatives
Tissue Regeneration Specialist
ORGANOGENESIS
Springfield, MO
01.2011 - 01.2013
- Perform extensive strategic planning and account management to exceed sales expectations in assigned geography
- Product: Apligraf ( Skin Substitute)
- Focus: Hospitals, Physician Office, ASC
- Ranked #1 Account Manager in nation out of 155 Account Managers in 2012
- Increased sales 185.4% YTD 2012
- Sold greater than $1.6 million in product 2012
- Achieved/Exceeded monthly sales goals for 30 consecutive months
- Selected as National Mentor in 2012
- Ranked #1 Account Manager in 5-state region in 2011
- Attained Director’s Achievement Club 2012
- Attained Vice President’s Achievement Award 2012
- Selected as Heartland MVP 2012-Peer Selected
- Selected to serve on Customer Service Advisory Board 2012
- Selected by West DCO to serve on the Sales and Marketing Advisory Group 2013
Hospital and Federal Account Management
SANOFI PHARMACEUTICALS
Springfield, MO
01.2005 - 01.2011
- Hospital and Federal Account Manager for multistate geography
- Responsible for managing sales, contracting and formulary for large hospital and federal accounts
- Product: Lantus and Apidra (Insulin)
- Focus: Hospitals, Veterans Administration, Department of Defense
- Attained 30-40% increased sales each year, consistently exceeding yearly goals
- Achieved David James Leadership Award in 2009-Peer Selected
- Attained Regional Leadership Award in 2009
- National Sales Champion 2008
- National Sales Trainer for hospital and federal accounts
- Regional Ambassador Leadership Committee in 2008, 2009, and 2010
Senior Sales Representative
SANOFI PHARMACEUTICALS
Little Rock, AR
01.2001 - 01.2005
- Develop and Implement sales strategy for specialized medical device in geography
- Product: Lantus and Apidra (Insulin)
- Focus: Physician Offices
- Ranked #1 Sales Representative in Region in 2004 out of 300+ Sales Representatives
- Awarded Area Representative of the Year in 2004
- Sales trainer for 5 states
Education
Certified Coder
AAPC01-2016
Licensed Practical Nurse - Clinical Surgical
Ozarks Technical Community College
Springfield, MO01.1995
Bachelor of Science - Interdisciplinary Studies: Community Health & Wellness Emphasis
State University of New York
New YorkSkills
- Forecasting
- Portfolio optimization
- Targeted marketing
- Budget oversight
- Product demonstrations
- Process improvement
- Negotiation and persuasion
- Contract negotiation
- Business development
- Staff development
- Cross-functional team leadership
- Customer education
- CRM software
- Proposals and presentations
- Sales leadership
- Operations management
- Staff recruiting and retainment
- Customer service
- Account management
- Strategic planning
- Denial management
- Medical billing
- Healthcare reimbursement
- Buy and Bill
- Managed care
- Policy evaluation
- HCPCS coding
Certification
AAPC Certified Coder, Current
Credentials
COC
Timeline
Vice President Corporate Strategy
Imbed Biosciences
01.2023 - Current
National Director Business Relations
ORGANOGENESIS
01.2014 - 01.2023
Federal Sales
ORGANOGENESIS
01.2013 - Current
Business Relations Manager
ORGANOGENESIS
01.2013 - 01.2014
Tissue Regeneration Specialist
ORGANOGENESIS
01.2011 - 01.2013
Hospital and Federal Account Management
SANOFI PHARMACEUTICALS
01.2005 - 01.2011
Senior Sales Representative
SANOFI PHARMACEUTICALS
01.2001 - 01.2005
Certified Coder
Licensed Practical Nurse - Clinical Surgical
Ozarks Technical Community College
Bachelor of Science - Interdisciplinary Studies: Community Health & Wellness Emphasis
State University of New York
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