Ruthann Fleming

Ruthann Fleming


Successful, highly motivated self-starter with a proven record of pursuing, capturing, and driving large, complex national account sales. In team leadership and individual contributor roles, built a reputation for outstanding execution and follow-through of company directives and initiatives. Poised and confident, with 18 years experience driving negotiations, relationships, and sales across the US healthcare and managed care industries at all levels, including CxO. Comfortable presenting to groups of 200+. Superior analytical, problem-solving, and administrative skills. Executive MBA; BS in Biology/ Chemistry minor. Expertise includes:

  • Superior Client Presentation and Writing Skills
  • Multi-Million Dollar Sales / Contract Negotiations
  • Strategy Design & Execution / Financial Modeling
  • New Market Penetration/ Product Launch
  • Client Partnership Management
  • Team Leadership, Coaching, and Motivation in Achieving Peak Performance
  • In-Depth Healthcare Product Knowledge


My interests include family activities, physical fitness, travel, hiking and camping, reading and community service. Some community service includes:

  • Assistant to OB Nurse/Doctor, St. Catherine Laboure Hospital, Cite Soleil Port-au-Prince, Haiti, 1989, 1992
  • Assistant to Physical Therapist, VA Hospital, Long Beach, CA, 1995, 1997
  • Instructor, Children’s Education, Adult Baptism, and Marriage Prep, St. Thomas More, 2003-Present
  • Coordinator, Community service projects with St. Vincent de Paul Cold Weather Shelter and Make-A-Wish Foundation of Orange County, CA, 2007-Present
  • Member, American Association for Clinical Chemistry (AACC)

Work History

Work History
May 2004 - Feb 2007

Western Area Manager, Managed Markets

Bayer Diabetes Care

Promoted in 13 months to Western Area Manager. Positioned as Bayer Diabetes managed care expert, managed team of nine Key Account Managers, driving business in managed care and mail order (durable equipment) accounts in 22 Western states.

Professional Experience(continued)

Focused on large regional and national pharmacy benefit management companies and managed care organizations located in the Western US. Achieved and exceeded sales quota; maintained expense budget and administrative processes for marketing and sales activity in national accounts in Western US. In 2007, re-assumed concurrent responsibility for previously owned US managed care accounts.

  • Key player in the strategic business design and implementation of the diabetes product line for Managed Markets team.
  • Pursued and secured untapped market share, a $5M opportunity, within six months, from established competitor J&J for the Breeze2 Blood Glucometer (a special needs product for dexterity/vision concerns).
  • As a new inductee to the managed care sales group, built, managed, and trained a new managed care sales team (nine associates) within seven months to successfully close new contract business in regional and national managed care accounts – an independent achievement. Held “highest producing group” status for three years. 
Apr 2003 - May 2004

Managed Care, National Account Manager

Bayer HealthCare Diabetes Care

Rehired by Bayer Healthcare, Inc in this newly created role targeting managed care contracts, to manage accounts of large national pharmacy benefit management companies and managed care organizations headquartered in the Western US. These included Prime Therapeutics, HealthNet, PacifiCare/Ovations, United Healthcare, Catalyst Rx, and MedImpact.

  • Drove client relationships from the ground up in this new Bayer venture into managed care contracts. Secured, negotiated, and implemented contracts, forecasting and partnership growth in large key accounts.
Oct 1999 - Oct 2001

Managed Care Business Development Director

Bausch & Lomb

In this new managed care group and role at B&L, established corporate partnerships with select managed care accounts that maximized contract opportunities across all business units within B&L Corporation.Reintroduced product line, coordinated business unit planning, and led contract negotiations and implementation in complicated sales environments.Account responsibilities included Kaiser Permanente, PacifiCare, HealthNet, InSource, Premier and Medi-Cal.

1985 - 1999

National Account Manager

Ciba Corning

Developed and maintained customer relationships within large national accounts - Tenet Healthcare, Kaiser Permanente, and Premier, Inc. and Novation. In high stake sales settings, secured, negotiated, led the implementation of corporate contracts, and directed marketing, forecasting, field sales and service activities in line with the company’s strategic business plan. Partnerships impacted sales in 3,600+ hospitals nationwide.

  • Grew large account sales by 37% over a five-year period to $37M – Tenet Health Systems, Kaiser Permanente, and Premier, Inc.
  • Closed the largest hospital sole source contract in Chiron Diagnostics history. Doubled Tenet Health System to exceed $10M per year in sales. Led the nationwide implementation and put 27 new hospitals online with the automated immunoassay instrumentation in just six months.
  • Led long-term strategic planning initiatives to increase visibility and product use in key accounts. Liaison between accounts and Chiron product development to support specialized diagnostic testing.
1990 - 1994

Regional Sales Manager

Chiron Diagnostics

Promoted by Director of Sales due to depth/ extent of network contacts. As Regional Sales Manager, directed and coached 13 sales account representatives, technical specialists, and trainers. Sold to hospital and large nationalized reference laboratories, regional hospitals, and national hospital chains. Directed a $14.4M sales/$750K expense budget.

  • Achieved and maintained status as “one of top three regions“ in the US. Promoted 13 individuals; built and maintained team energy.
  • Instrumental in setting national quotas, business planning initiatives, bonus plans creation, and the implementation of plans and administrative responsibilities for Western US sales.
May 1990 - Dec 1991

Product Manager, Marketing

Ciba Corning Diagnostics

Responsible for development of marketing programs, both internal and external, product positioning, financial analysis, forecasting, company communications/client satisfaction, coordinating advisory boards/focus groups, large project management, product launches/issue resolution, and liaising with advertising agencies on campaigns.

  • Successfully launched the first completely automated random access immunoassay analyzer, the company’s focal product.The first year of its launch eight additional assays were released for sale and ACS revenue went from zero to $15M.



Professional Development

Numerous professional development training that includes: 

  • Pinsonault Managed Markets Summit Training, 2000, 2001 2004, 2005 & 2006
  • Rox Usherhoff, Leadership Training, 2005 & 2006
  • Miller-Heiman Large Account Management Process (LAMP), 2005-2007
  • Sandler International, Pinnacle Sales Training, 2000
  • Neil Rackham, SPIN Selling, 1991-1994
1994 - 1996


Pepperdine University, The George L. Graziadio School of Business and Management
1981 - 1985

Bach Science

Saint Mary's College, Notre Dame, IN



Revenue Generation

Outstanding Revenue Generation – Closed largest hospital multi-year, sole source contract in Chiron Diagnostics history, led nationwide implementation (27 new hospitals online in first six months of contract), and grew account sales 37% over five years as National Account Manager directing Tenet Health Systems, Kaiser Permanente, and Premier, Inc.

Expanding Market Share

Successful Capture of Entrenched Market Share – Secured a $5M opportunity for Bayer Diabetes Care in Kaiser Permanente – a new revenue relationship that had been held by competitor J&J for many years.

New Market Penetration

New Market Penetration – As Managed Care Business Development Director for Bausch & Lomb, led entrance into managed care contract sales in Kaiser Permanente, PacifiCare, HealthNet, InSource, Premier, Inc., and Medi-Cal.

Management of Managed Care Sales Team

Management of High-Performing Managed Care Sales Team – Built and coached a new managed care sales team (nine associates) for Bayer Diabetes Care. After only seven months in the position, became the only Area Manager to lead an entire team of reports to close new contract business in regional and national accounts – a first for Bayer. Achieved status as “#1” team in Managed Care sales (three years in a row).

Develop Strong Client Network

  Strong Client Network – Industry knowledge and established relationships in healthcare and durable medical equipment (DME) companies that include Kaiser Permanente, Tenet Healthcare Corporation, PacifiCare, United Healthcare, Prime Therapeutics, Premier, Inc., Medi-Cal, Novation, impacting sales in large MCO’s and more than 3,600 hospitals nationwide.