JUSTIN C. RASCHKE
10730 Eliot Circle, Unit 202
Westminster, CO 80234
Mobile: (303) 915-9574
Email: Justin@medmarketinginc.com
SUMMARY
Health care sales and marketing professional with nearly 12 years experience building, managing, training, and coaching of sales teams within Ambulatory Surgery Centers, Hospitals, Diagnostic Imaging Centers, Surgical Hospitals, Internal Medicine, and Physician Groups
EXPERIENCE
Medical Marketing Solutions, Inc. – Westminster, CO 2004 – Present
Oversee and guide the sales and marketing functions for nationally recognized organizations such as: Surgical Care Affiliates, National Surgical Care, Triad Hospitals, Inc., and Baylor College of Medicine
Founder and President
• Leader of the sales and development of 44 Ambulatory Surgery Centers and Surgical Hospitals generating over 177,000 cases and over $240 million in net revenue
• Develop and execute volume growth/sales plan that is yielding 13% growth in an industry that shows flat to 1% volume growth
• Train, direct, and prepare 44 non-sales minded people for the sales process which resulted in the Central Region surpassing both the East and West Regions in sales volume by a minimum of 108% month-to-month
• Provide support in the joint venture process with one of nation’s premier medical schools, Baylor College of Medicine, to improve volumes of surgical hospital in Houston by 194%
• Direct and managed up to 44 sales personnel, monitor activity, and report all sales activities to executive management
• Travel 80-90% to coach, mentor, and motivate sales staff at onsite and at regional and corporate meetings
• Work as a team member and assist C-Level management in the development of short-term and long-range planning of critical sales, marketing and budget plans to support strategic business goals
• Promote solicitation of new accounts and formulate plans to extend business with established accounts such as physicians, payers, and employers
• Part of the management team with a budget responsibility of $98 million in net revenue, $19 million EBITDA
• Collect clinical data in the benchmarking process in order to compare facilities and establish industry standards
• Work side by side with ASC Administrators to attract and retain affiliated physicians through strategic market development
• Assist in the expansion of an Ambulatory Surgery Center Division from 5 to 11 surgery centers, 6 of which were de novo
• Aid in the recruitment, hiring, training, evaluating employee performance, and recommending promotions or disciplinary action
• Confer with officials of newspapers, radio, and television stations, billboard advertisers, and advertising agencies to negotiate advertising contracts while remaining HIPAA and Stark compliant
• Maintain an image of high professionalism, open and honest communication, conflict resolution, planning, allocating of resources and time, critical and analytical thinking, impactful decision making all while applying understanding and reasoning
• Track and invoice the firm’s clients for reimbursable travel, retainer fees, project development, design, printing, and related expenses to individual projects/campaigns
• Make decisions as it applies to day-to-day operations of a consulting firm for short-term and long-range planning
• Interview, evaluate, and hire vendors based on work performed, high standards, efficiency and cost effectiveness as it relates to projects, all while keeping the client’s best interest in mind
Radiologix, Inc. (RadNet) – Broomfield, CO 2002 – 2004
Operates regional diagnostic imaging services, including MRI, CT, PET, mammography, and ultrasound
Senior Account Manager
• Increased revenue by over 275% within a three month time period
• Steadily increased revenue while remaining 30-35% below marketing expenditures budget
• Defined, developed, and maintained a territory management plan of nearly 300 physicians
• Conducted outside sales calls to maintain and build relationships with physicians and their staff
Spivack Vision Center – Centennial, CO 2000 – 2002
Renowned Ophthalmology group who specializes in laser refractive surgery, LASIK, PRK, and RK
Director of Marketing
• Produced $6 million dollars in center revenue annually selling LASIK surgery while functioning within a $1.2 million marketing budget
• Developed a system to track calls and lead sources to identify conversion rates, cost per lead, day, and time of call volume peaks
• Recruited, interviewed, and managed 4 sales individuals and 4 call center employees
HealthGrades, Inc. – Golden, CO 1997 – 2000
Grades the performance of hospitals in the critical medical specialties of cardiac surgery, orthopedic surgery, and cardiology and provides physician reports to consumers
Account Executive
• Advised and implemented strategies to clients for the announcement of important events and awards through print, TV, radio, direct mail, and press conferences to increase market segment awareness resulting in measurable patient volume increase
• Identified and organized trade show and conference appearances resulting in increased public awareness, lead generation, and an increase in sales
EDUCATION
University of South Dakota, Bachelor of Science – 1993
LITERARY ACCOMPLISHMENT
“Sales Tools for Success - A Guide to the Basics of Sales and the Sales and Marketing Cycle” February 2007
MEMBERSHIPS AND PROVIDER INFORMATION
• Ambulatory Surgery Foundation
• Accredited instructor of AEU (Administrator Education Units) for the recertification of Certified Administrator Surgery Center (CASC) – Provider Number: 9001
• Board of Ambulatory Surgery Certification
COMPUTER SKILLS
• Advanced knowledge of Microsoft Office Professional Suite
• Working knowledge of design programs such as Adobe PhotoShop, InDesign, Illustrator and Acrobat