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Summary
Overview
Work History
Education
Skills
Volunteer Experience
Timeline

ROGER MERMELSTEIN

Senior Healthcare Executive
Cabin John
Summary

Highly skilled and enthusiastic leader with more than 2 decades of experience managing growth organizations in healthcare. Proven problem solver, strong organizational skills, superb understanding of data collection and performance metrics. Recognized for staff development leading to high performing teams. Excellent reputation for improving customer satisfaction.

Overview
26
26
years of professional experience
Work History

Senior Vice President

CAQH
2019-11 - Current
  • $70M/700+ customer Healthcare IT solutions non-profit, built to ease administrative burden on providers and payors.
  • Reporting to Chief Executive, lead realignment and focus of team dedicated to existing accounts and new relationships with all healthcare industry organizations.
  • Implemented 80/20 resource alignment improving service levels and increasing customer touch.
  • Negotiated multi million-dollar contract with escalation clauses in first 4 months.
  • Increased speed to close deals and implementation accuracy by developing process flows for contracts and products.
  • Lead executive team in starting customer centric culture through enterprise wide development of training for staff.

Chief Sales Officer

Innovation Health
2017-03 - 2019-05
  • 350M /130k member health plan jointly owned by Aetna and Inova Health System to provide more affordable, quality health care to Washington, DC area employers and residents.
  • Lead rebuilding and development of sales and service organization focused on all commercial, public sector and Medicare segments.
  • Generated new sales by improving service model while adding new innovations.
  • Doubled sales in 2018 vs 2017 in all market segments.
  • Grew quote volume by 23%, reduced DTQs and improved retention by launching new processes.
  • Created 16 multi-tier marketing campaigns driving value story and broker engagement.
  • Enhanced and brought to life member experience and strategy for care management value story.

Vice President National Accounts

Hanger Inc
2010-10 - 2017-03
  • Billion-dollar stock company that is largest provider of Orthotic and Prosthetic services in US and has contracts with over 2,600 payors and over 800 clinics nationally.
  • Led sales and service organization that calls on all carriers in United States representing over 47% of all company revenue.
  • Includes: Carriers, Hospitals, Govt/Federal agencies, and Workers Comp/TPAs.
  • Grew incremental revenue by over $125M.
  • Negotiated exclusive and preferred arrangement with two of top ten customers doubling revenue on one and increasing revenue by 37% on other.
  • Uncovered undiscovered revenue potential in existing book of business by creating process using data driven planning and analysis of customers. Garnering over $18M in organic growth revenue opportunities.
  • Won executive approval to bring in Salesforce.com for entire organization that systematically allowed organization to track and measure all types of activities as well as close gaps in service levels. Reduced existing costs by over 15%.
  • Created analytics to give field leadership direction on revenue gaps and repurposed team to close gaps.
  • Developed framework for measuring profitability with Managed Care contracts and developed formularies to increase profit.
  • Solved company-wide challenge of how to select targeted IDNs by leading company in development of national hospital strategy. Generating over $10M in new hospital revenue opportunities.

Head of Sales and Marketing - Federal Account

Aetna, A CVS Health
2005-01 - 2010-01
  • Led national sales team on Aetna's largest and one of most profitable accounts with over 520,000 members and revenue of $1.5B.
  • Created and executed Marketing, Sales and Advertising plans annually.
  • Orchestrated revenue and membership growth, adding over $600M and 335K members over 5 years.
  • Organized leadership team through implementing regular meetings and milestone review.
  • Championed tactics focusing on B2C as well as B2B initiatives through web-based technologies.
  • Launched innovative strategies to engage customers/consumers later adopted by enterprise.

Director of Sales

Aetna Dental
2004-02 - 2005-03
  • One of premier group insurance carriers, Aetna has over 36M members around world and multiple products.
  • Managed sales team of six from Virginia to Maine selling over 160 new members in middle market segment in one year.
  • Won approval from medical sales leadership with creation of cross sell email program increasing cases where dental was added to medical customers.
  • Increased quote activity by over 50% by implementing auto quote system.
  • Found new market by working with General Agents on larger employer prospects.
Education

Bachelor of Business Administration, (BBA) Marketing/Computers

University Of Miami
-
Skills

Sales/Marketing

Strategy

Training and mentoring

Relationship building and retention

Innovation

Volunteer Experience
  • Board of Governors, Sigma Phi Epsilon Educational Foundation
  • Youth Sports Coach – Basketball, Baseball
  • Bannockburn Cub Scouts - Cub Master, Den Leader
  • Committee member/Auctioneer, Clara Barton Center for Children
  • Little League Coach, Arlington County, Virginia
Timeline

Senior Vice President

CAQH
2019-11 - Current

Chief Sales Officer

Innovation Health
2017-03 - 2019-05

Vice President National Accounts

Hanger Inc
2010-10 - 2017-03

Head of Sales and Marketing - Federal Account

Aetna, A CVS Health
2005-01 - 2010-01

Director of Sales

Aetna Dental
2004-02 - 2005-03

Bachelor of Business Administration, (BBA) Marketing/Computers

University Of Miami
-