Richard Lopez del Rincon Resume
- 1. Richard Lopez del Rincon 9450 SW 149th Street, Miami, Florida 33176 (305) 793-6854 rlopezdr@gmail.com Summary High energy, results oriented entrepreneur with over ten years of executive leadership experience and twenty- five years of extensive business management experience across various industries. A proven leader with a track record of success scaling organizations in explosive growth environments with an emphasis on enterprise sales. Possesses deep sales, marketing and customer success experience, with a focus in business process and technology-enabled software and service companies. Expert strategist in creating and developing high velocity inside, field and channel sales teams, marketing efforts, innovative client success programs and upselling initiatives. Extensive history developing business models, growing new markets and delivering exceptional results. Significantexperience raisingcapital frominstitutional and angel investors. Strong background building, leading, motivating and driving high performance teams within Fortune 500, growth stage and start-up companies. Work Experience CareCloud, Inc. CareCloud is a leading provider of cloud-based practice management, electronic health record (EHR), and medical billing software and revenue cycle management services for medical groups. Executive Vice President and Founder Led high velocity national sales and customer success teams.Sales team comprised of 3 VPs, 3 Solutions Engineers,8 Business Development Representatives, 28-quota carriers, a sales operations and trainingteam. Customer success team is 20+Customer Success Managers and an Operations Analyst.Built,managed and led the marketing infrastructurefor the company. Strong and detailed focus on sales and customer success operations and process improvement. Led, directed and contributed to overall successof company strategy from inception. Recruited key executive and VP personnel throughout organization. Grew bookings from $0 to over $40 million in 4 years (2010 2013). Grew revenue from $0 to $20MM in 4 years with emphasis on enterprise wins. Fueled 120% year over year growth every year sinceinception of the company. Successfully scaled sales forcenationally from0 to 28 quota carriers. Developed and led the high velocity Sales 2.0 and marketing engine. Builtand managed sales segmentation strategy: enterprise, field,inside,channel, up sell. Built,implemented and led customer success program. Builtand deployed up sell processes for bestin class productadoption. Builtand implemented customer renewal, save,priceincreaseand terminations process fully enabled in salesforce.com. Manage Champions Program: high-caliber referral and reference programto facilitate new bookings growth. Builta set of key performance indicators(KPIs),bestpractices,knowledge baseand business processes thatalign to a high-caliber customer experience. Intimately involved in raisinga total of $85MM from institutional and angel investors. Meticulous on-goingdevelopment of repeatable and scalablesales workflow& process. Instituted strongsales operational disciplineand philosophy. Builtand implemented compensation, trainingand sales incentiveprograms. Builtsales funnel metrics and mechanics,accurateforecastingmodel, pricingmodel, and addressablemarketparameters. Built,implemented and led clientsuccess program. 2010 - present
- 2. Richard Lopez del Rincon, Page 2 Avisena, Inc. Software-enabled revenue cycle management company servicing health care providers Executive Vice President and Director Responsiblefor sales and marketing of this 250-employee firm that managed approximately $1 billion in clientaccounts receivable.Accomplishments include: Grew revenue from less than $2 to over $20 million run ratefrom 2005 2009 with an emphasis on enterprise accounts. Fueled 60% year over year growth from 2005 2008. Successfully expanded the sales forceand opened 2 new markets. Builthighly-effective direct-sales strategy. Sales force had an average sales productivity (ASP) of $1.1 million per year per representative representing a 136% increase. Shortened the sales cyclefrom120+ days to less than 50 days. Created new valueproposition focused on metrics. Led onlinemarketing presence, website redesign, SEO initiative,Ad words, PPC, client casestudies,clienttestimonials,and award applications. Increased marketing lead production by 417%. Overhauled the sales and marketing automation process. 2005 - 2009 Vice President Client Services Responsiblefor clientservices. Accomplishments include: Increased clientretention to 96%. Implemented monthly clientscorecard initiative:a metrics-driven approach to service. Standardized clientserviceapproach. Created clientservicetrainingcurriculum. May - Dec. 2004 ADP TotalSource A national Professional Employer Organization (PEO) that delivers a complete solution for Human Resource Outsourcing needs (NASDAQ: ADP) 2001- May 2004 1999-2001 1995-1999 Sales Executive Responsiblefor managingall aspects of the South Florida sales organization. Managed a budget of approximately $16MM. Accomplishments included: 2002 and 2003 Presidents Club. Increasingregional sales quota attainmentfrom 40% in 2001 to 141%in 2002. Vice President of Client Services Responsiblefor managingall aspects of the South Region clientorganization. Managed a budget of approximately $36MM. Accomplishments included: Increased clientretention from 64% to 86%. Standardized clientservicemethodology that was instituted nationally. Director of Sales and Major Accounts Responsiblefor managingall aspects of the Miami sales organization and South Florida major accountmarket. Managed a budget of approximately $10MM. Accomplishments included: Presidents club 3 consecutiveyears: 1996,1997 and 1998. Successfully launched the major accounts pilotprogramfor the company.
- 3. Richard Lopez del Rincon, Page 3 Education Pfizer Pharmaceuticals The worlds largest research-based pharmaceutical company (NYSE:PFE) Institutional Sales Director Responsiblefor managingall aspects of sales and marketingfor the South Florida region. Hospitals included:University of Miami/Jackson Memorial Hospital,North Broward Hospital District,Memorial Hospital District,and BaptistHealth System. University of Miami The U is a vibrant community engaged in the pursuit of academic excellence. Director of Micro-computing Institute Responsiblefor managingall aspects of the universitys micro-computingtrainingprogram for UM employees and the communitys professional development. Undergraduate University of Miami / Coral Gables,Florida Henry K. Stanford Scholarship,Florida Honors Scholarship College of Arts and Science, 1988 1992 - 1995 1988-1991