GARY RETONE

New Kent, VA 23124 | 804-932-4020 | gretone@gmail.com

SENIOR EXECUTIVE: BUSINESS DEVELOPMENT & SALES MANAGEMENT

Top-producing and results-driven senior sales and business development professional with 15+ years of success in creating significant value for
healthcare customers. Spur organic growth by building trust-based C-level relationships with key influencers and boosting stakeholder ROI and
profitability. Exceptional history of award-winning sales, multimillion-dollar wins, and sustainable growth for health services providers.
Leverage operating, marketing, business development and sales skills utilizing a distinctive solution-focused approach in promoting
company brand and elevating company presence among key decision-makers.
Apply client-centric attitude in leading multistate territories in the design, operations oversight, referral strategy, and delivery of
comprehensive service programs for hospitals, health systems, home health care providers, clinics, and major patient care service lines.
Provide transformative and collaborative leadership style in taking startup, early-stage, turnaround, and established businesses to the
next level of accelerated sales growth, productivity, efficiency, and cost-effectiveness.
Core Competencies
C-Suite Relationship Building | Team Collaboration | Territory Management | Target Market Identification | New Business Development | Creative
Solution Selling | Business Expansion | Contract Closing | Sales Plan & Growth Strategy | Effective Presentation | Negotiations | P&L
Management | Pipeline & Lead Prospect Building | Key Account Growth | Talent Acquisition & Training | Strategic Alliances & Partnerships

PROFESSIONAL EXPERIENCE
FOUNDATION RADIOLOGY GROUP, Pittsburgh, PA
Private-equity-backed regional provider of radiology services to hospitals and health systems across 10 states with 80+ US-based, boardcertified radiologists interpreting more than 1.5M final reads.
SENIOR VICE PRESIDENT, BUSINESS DEVELOPMENT (2015-Present)
Led acquisition of a key account with projected $2.4M sales revenue in the first six months.
Recruited to an equity position and charged with directing a regional sales team in the expansion of radiology/imaging services in the MidAtlantic and Ohio Valley markets.
Technology: Spearheaded use of Salesforce.com CRM and Definitive Healthcare market intelligence tool to facilitate sales prospecting,
forecasting, and closings.
Marketing Leadership: Designed sales plan and market analysis activities, such as consumer research, strategic initiatives, and competitive
intelligence gathering and evaluation.
Sales Management: Created and executed lead-generation tactics, customer-oriented selling process, and sales growth plans, along with
profiles, metric dashboards, and individual sales scorecards to monitor performance.
Revenue Growth: Developed and promoted a sales process and market intelligence tools that identify business opportunities and prospects
in the radiology space.
SPECIALTYCARE, INC., Nashville, TN
$72M national provider of outsourced clinical service solutions to 825+ hospitals and health systems and performing 350,000+ annual surgical
procedures. Employs 1,500+ clinicians in 44 states, Washington, DC, Puerto Rico, and Germany.
AREA VICE PRESIDENT, BUSINESS DEVELOPMENT (2014-2015)
Increased revenues by $4M in the first year with five new contracts and three cross-sales.
Recruited to increase new and cross-sales in underperforming Mid-Atlantic and Ohio Valley regions, with a $1.5M annual sales revenue target.
Sustainable Revenue Growth: Generated dynamic sales pipeline in the second year with an $8.5M sales forecast.
Account Development: Played key role in persuading the hospital C-suite to select SpecialtyCare for open heart clinical services.
Overcame contract term and language issues for a win-win solution.
ACCELECARE WOUND CENTERS, INC. (Acquired by Healogics), Bellevue, WA
$60M national leader in outpatient wound management services for hospitals and health systems.
DIVISION VICE PRESIDENT OF BUSINESS DEVELOPMENT (2012-2014)
Developed a robust sales pipeline of 32 active client accounts with projected sales revenue of $16.8M.
Aggressively recruited by the CEO and SVP, Business Development to provide sales cycle strategy consultation to the business development
team in the Southeast and Mid-Atlantic regions.

GARY RETONE

PAGE 2/3

Revenue Increase: Achieved an average $5.7M boost in annual new sales revenue.
Sales Leadership: Promoted the sales training and development of business development team for a new service launch program.
Business Startup: Provided sales cycle strategy consultation and created a strategic business plan with innovative sales strategies/tactics
for newly formed long-term care division targeting the post-acute care market segment.
NATIONAL HEALING CORPORATION, Boca Raton, FL
$125M equity-owned pioneer in the development of outpatient wound healing centers for hospitals and healthcare systems. Company was
acquired by Diversified Clinical Services, now known as Healogics.
REGIONAL VICE PRESIDENT OF BUSINESS DEVELOPMENT (2005-2011)
Elevated sales revenue from $2M to $22.5M over six years, closing the largest number of health system accounts in companys
history.
Heavily recruited based on record of outstanding revenue growth and new business development. Challenged with penetrating hospital C-suite
and stakeholders/influencers to qualify prospects and expand the number of management service contracts with hospitals and health systems in
the Gulf Coast, Southeast, and Mid-Atlantic regions.
Account Development: Consistently closed an average of seven new accounts per year for six consecutive years with projected sales
revenue of more than $19M. Overcame difficult sales obstacles and landed a key account in three months generating $1.5M in sales.
Business Growth: Exceeded new sales quotas and revenue targets, year-over-year, resulting in added market coverage and recognition by
senior management for having the highest sales close ratio in the company of 47%, based on pipeline prospects at proposal stage.
Company Honors: Excelled as top sales leader, closing $5M in sales revenue in one year that accounted for 38% of total revenue. Honored
with the 2007, 2009, and 2010 Top Sales Award.
Client Management: Closed and developed such major accounts as Bon Secours Virginia Health System, Cleveland Clinic, West Virginia
University Health System, Novant Health, Meridian Health System, Medstar Health, and Norton Health Care.
MEDICAL SERVICES OF AMERICA, INC. (MSA), Columbia, SC
$450M privately held parent company providing home health, hospice, pharmacy, DME, senior living, infusion services, physician practice
management, and billing services at more than 200 locations in 15 states.
REGIONAL DIRECTOR OF OPERATIONS, SALES | MARKET LEADER Tampa Bay, FL (2002-2005)
Consistently drove 123% increase in annual sales during three years and expanded total market share by 15% each year.
Recruited back to the company and rewarded a new territory by CEO because of past successes in architecting and executing a business and
market strategy that expanded the companys footprint of home health services and durable medical equipment (DME).
Business Startup: Launched the ground floor startup of two licensed/Medicare-certified home health companies with four branch locations
and two DME companies, with three-year revenues exceeding $15M.
Talent Management: Set and fulfilled staffing needs for clinical operations, RCM, and sales, with 10 direct reports and 100+ employees.
REGIONAL ADMINISTRATOR, Pittsburgh, PA (1993-1996)
Achieved $7M+ net patient revenues per year over a three-year period.
Led the opening of a licensed/Medicare-certified home health company with five service locations covering 14 counties in Western Pennsylvania.
Relationship Management: Created and executed relationships with key physician groups, medical director physicians, and community
professional advisory boards, establishing brand equity and sustainable referrals in new markets.
Negotiations: Structured and negotiated pricing and volume discounts for six major commercial payer contracts.
Business Expansion: Led acquisition of a key home health company to gain immediate market access. Launched critical service programs
and customer retention strategies to exceed aggressive budgeted goals in volume, net margin, client acquisition, and client retention.
UPMC HOME CARE, INC. (Merged equity partnership between UPMC Health System & South Hills Health System (SHHS)), Pittsburgh, PA
World-renowned health care provider and insurer operating more than 20 academic, community, and specialty hospitals and more than 500
doctor offices and outpatient sites, and employing nearly 3,600 physicians.
Advanced within SHHS and, post-merger, accepted newly created senior-level position. Negotiated $50M home care equal equity
partnership between UPMC and SHHS. Created the brand name UPMC Home Care, Inc. and added six additional service locations.
VP, STRATEGIC DEVELOPMENT UPMC HOME CARE, INC. (2000-2002)
After the merger, created strategic business, marketing, and branding plans to fully integrate all four major patient care service lines (home
health, infusion, hospice, and medical equipment & supplies) between UPMC and SHHS. Developed a new private-duty home care service line.

GARY RETONE

PAGE 3/3

VP, HOME CARE SHHS (1998-2000)

Advanced to lead the largest hospital-based home health agency in the nation through a cultural change-management process based on crossfunctional collaboration. Broke down organizational silos to achieve team alignment. Reduced $765K in fixed costs through a management
turnaround plan. Increased net patient revenues by 18% over two years. Inspired a performance-oriented culture in a union-free workplace.
Gained support and buy-in from the hospital C-suite to lead the home care division through a major transition turnaround and restructuring plan
that increased productivity grew revenues, maintained critical market share, and lowered the total cost of care.
DIRECTOR, BUSINESS DEVELOPMENT SHHS (1996-1998)
Initiated development and execution of a strategic turnaround and restructuring plan that better positioned the agency for future significant
changes in Federal reimbursement, and helped renew existing service agreements with nine community hospitals that were at risk. Increased
net patient revenues 8% through new in-home services. Improved productivity 35% by launching a new clinical pathway model of care. Reduced
costs for patient visits by $565K by negotiating vendor contracts to secure favorable pricing. Improved net patient revenues from $28M to $30M.
Implemented a Care Coordination Strategy resulting in 3% increase in patient referrals from the previous year.

ADDITIONAL EXPERIENCE
COMPREHENSIVE PHARMACY SERVICES, Memphis, TN
Top-ranking US consulting and pharmacy management services provider, serving more than 300 hospital clients.
REGIONAL VICE PRESIDENT OF BUSINESS DEVELOPMENT Ohio Valley
Delivered short- and long-term strategic sales plan, tactics, and market analysis, including market research, competitive service evaluation, and
selling techniques to support revenue forecasts for hospital-based and outpatient pharmacy services.
HOME HEALTH SERVICES OF ALLEGHENY COUNTY/CARE CONNECTIONS, INC., Pittsburgh, PA
Founded and launched a private-for-profit home health, private-duty home care, and staffing company.
President/Chief Administrative Officer Western Pennsylvania
Results-driven builder and manager of two home health companies generating over $10M in annual revenues and 20% EBITDA and an
additional $3M in annual revenue through the creation of the areas first joint venture partnership for hospital recruitment and staffing.

EDUCATION & AFFILIATION

Master of Business Administration (MBA) in Market Management & Finance
ROBERT MORRIS UNIVERSITY, Pittsburgh, PA
Bachelor of Science (BS) in Health Science & Public Administration
SLIPPERY ROCK UNIVERSITY, Slippery Rock, PA
Professional Development:
Strategic Selling/Customer Experience/Leadership & Management Miller Heiman Workshop
Sales Prospecting, Forecasting, and Closing Seminar MJ Hoffman & Associates
Territory Management Penetration and Development Podcast by Michael Carter
Negotiations and Relationship Selling Kellogg School of Management Workshop
Customer-Oriented Selling Workshop Vital Learning
Member: American College of Healthcare Executives (ACHE)