Vice President / Director of Sales & Account Management and Provider Contracting & RelationsHEALTH INSURANCE / MANAGED CARE / PPO NETWORKSVALUE / EXPERIENCE OVERVIEW
Sales, Account Management & Marketing Leadership: I have 15 years experience building and leading sales teams for large carriers, including Prudential and BCBS of DC, as well as smaller, fast moving organizations like Coalition America, Inc.I have restructured teams to both enhance new sales as well as increase revenue growth through existing account relationships.For example, with Coalition America, Inc., my team generated over $4,000,000 in new revenue through existing clients in one year.I have also developed marketing and PR programs to support sales and retention.
Entrepreneurial / Start-up / Change Management: Over the past 20 years I have used my sales, marketing and operational experience to build organizations, as well as to manage critical changes in departmental or organizational structure, which includes The Piedmont Healthcare Organization, Memorial Health Services and Coalition America, Inc. For example, with Memorial Health Services, I developed a full service network that included 13 hospitals and over 500 providers, while also creating a credentialing process that met NCQA guidelines.
Strategic Business Identification & Contracting: As part of my responsibilities with Coalition America, I identified and contracted with organizations that could provide technology solutions to enhance services for our clients, as well as companies that provided joint marketing opportunities.This required detailed value analysis including products, services, clientele, viability in the market, market share and market image.For example, I contracted with several new specialty networks on behalf of Coalition America, Inc., which generated over $500,000 in additional savings to our clients and $100,000 in new revenue to our company within the first six months.
Product Development:I have built health insurance and managed care products for businesses, large and small.This includes POS products with BCBS of DC, PPO insurance plans with Memorial Health Services, and a joint venture, capitated HMO with BCBS of Tennessee.I have also developed services to streamline the claims adjudication process for TPAs and self-insured employers.For example, with Piedmont Healthcare Organization I developed a joint venture PPO product with United Healthcare resulting in over $800,000 in new revenue to our organization in the first year.