Healthcare Marketing Expert Consultant

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This Healthcare Marketing Expert Consultant is highly strategic, metrics-driven senior sales leader with a record in building high performance sales and client success organizations within the payer, provider, and employer markets that accelerates growth, retains customers, and maintains relevance in highly complex healthcare markets. Accomplished leader with an impeccable record in key strategy, business development and sales leadership roles within major brands and early-stage companies across the healthcare industry. This consultant is recognized for entrepreneurial mindset and scaling organizations for the next stage of growth. Has a proven track record in working collaboratively with cross functional teams, leading and mentoring employees, connecting and leveraging relationships to drive revenue growth and success.

Highlights

• Management & Executive Leadership
• Client Success/Strategic Account Management
• Sales Operations
• Channel Partner & Distribution
• Forecasting and P&L Management
• Development of CRMs | Metrics Management
• Change Acceleration | Leadership
• Board | Senior-level Presentation
• Strategic Partnerships | Alliances
• Revenue Optimization | Client Retention

Relevant Accomplishments

• Developed Effective Go-To-Market Strategies: Launched effective go to market strategies responsible for driving 86% revenue growth within the Commercial market at AMC Health since 2018.
• Driving Growth and Profitability: Grew HealthLink membership from 150,000 to 2.7 million members in upwardly mobile senior-sales roles. Key player in the sale of HealthLink to Blue Cross Blue Shield of Missouri to WellPoint and ultimately Anthem, culminating in leading three large sales organizations to new levels of profitable growth and customer retention.
• Optimizing Sales Force Effectiveness: Managed and retained more than $350M in revenue at Davis Vision within the health plan vertical. Drove sales group to achieve 275% of goal selling the largest national account employer for the company in 10 years. Restructured Network Operations team to increase operational performance by 150%+.
• Cultivating and Maintaining Strategic Relationships: Forged strategic alliances with Top-Tier leaders, influencers, and decision-makers across Fortune 50, 100 and 500 companies, as well as major health plans/insurers, national account plan sponsors and health systems/providers. Deep health plan market expertise (Anthem, Aetna, and Highmark); 21 years’ experience partnering with and understanding the inner workings of a Blue Cross Blue Shield entity.
• Executive leader for the Sales and Client Success teams for the Payer and Employer Market verticals.
• Led the sales and client success organizations selling into the Commercial and Government markets to include national and regional health plans and insurers (Commercial, Medicare Advantage and Medicaid), and national account employers and labor unions.
• Responsible for the overall growth and retention of the verticals in placing SaaS based platform solutions providing real-time 24/7 remote patient monitoring and clinical services to at-risk patients in the home care setting.
• Developed and launched a go-to-market sales strategy for the Commercial and Government markets resulting in greater brand awareness and revenue growth.
• Realigned and Optimized the Government sales and account management organization, building out a new structure, strategy, and team resulting in 97% growth within 6 months.
• Sold 2 major health plans and led the Client Success team in expanding 3 major health plan clients, increasing revenue for the Commercial market by over 86%
• Recruited by new leadership team to lead overall growth and retention, acting as the primary executive leader to the Employer, Health Plan and New Business sales organizations. Executed people and market strategies that drove growth and account retention across the enterprise.
• Created and launched 30-day plan that restructured every facet of the sales organization.
• Innovated and rolled out approaches for sales and account management teams that deepened client and consultant relationships, drove go-to-market strategies, and repositioned WebMD as a best-in-class market player.
• Reenergized sales team and instituted protocols that turned around and expanded business and visibility.Recruited by new leadership team to lead overall growth and retention, acting as the primary executive leader to the Employer, Health Plan and New Business sales organizations. Executed people and market strategies that drove growth and account retention across the enterprise.
• Created and launched 30-day plan that restructured every facet of the sales organization.
• Innovated and rolled out approaches for sales and account management teams that deepened client and consultant relationships, drove go-to-market strategies, and repositioned WebMD as a best-in-class market player.
• Reenergized sales team and instituted protocols that turned around and expanded business and visibility.
• Tasked as Head of Sales to oversee entire sales organization to include Sales Operations. Hired to 1) redesign, grow and lead new business development for the sales organization; and 2) lead transition and integration of Network
• Development and Network Operations from a shared resource to Davis Vision to improve efficiencies and product
  performance.
• Managed Sales and Client Success, RFP Unit, CRM team, sales presentation development, and internal sales reporting of metrics and performance. Responsible for four market segments (sales and client management): National Markets, Regional Business, Sales Operations and Commercial Health Plan sales organizations.
• Drove sales team to achieve 275% of goal by selling the largest national account employer, a first in 10+ years.
•  Created and launched innovative sales/operational strategies that maintained over $350M.
• Developed and launched sales strategy for National Accounts that grew market visibility and sales successes.
• Increased operational performance by 150% by reorganizing Network Development and Network Operations and
  introducing Six Sigma methodologies.
• Served as a key player and strategist on the senior leadership team charged with driving profitable revenue growth in
  Commercial Markets, a newly formed business segment for Kepro. Created and launched operational and go-to-market
  sales strategies for a full continuum of medical management and wellness solutions, including specialty case
  management programs. Directed new business development and client success teams to include Commercial,
  Medicaid and Medicare health plans, and national account employers. Managed team of VP Sales and Directors, and
  oversaw Marketing and PR teams focusing on branding, digital marketing, and social media efforts.
•  Developed and executed strategic sales plan by market and led restructure of entire Commercial Sales
  organization.
• Sold major health plan within the first 9 months, increasing Commercial Sales revenue by 25%.
• Grew revenues an additional 50% by capturing customized Managed Medicaid health plan deal.
• Doubled wellness membership by selling a solution to large Medicaid plan in emerging market Puerto Rico.
• Developed targeted sales messaging that grew revenues from new client opportunities and in-force clients.
• Redesigned sales CRM system to include sales metrics and sales performance reporting.
•  Led complete rebranding of company and new website launch in 2013.
• Recruited to optimize and leverage established C-level relationships, identify new markets and opportunities, and sell
  data warehouse solutions to clients nationally. Led new business development efforts in marketing health data
  integration/analytics to national account employers.
• Increased market exposure by leveraging client opportunities to market Ingenix Consulting cross-functionally.
• Helped clients in identifying/better managing trends through new technologies developed by Innovation Lab.
• Developed and cultivated a sales pipeline of $15M+.

Roles

• Consultant – DJG Consulting
• VP, Strategic Partnerships – Thirty Madison
• Executive Vice President, Sales and Client Success – AMC Health
• Senior Vice President, Chief Client Officer – WebMD Health Services
• Senior Vice President, Sales and Network Development – Davis Vision
• Vice President, Growth and Business Development – Kepro
• Vice President, Sales – Ingenix, Now OptumInsight
• Head of Sales, National Accounts – Aetna
• Vice President, Sales, and Network Development – Anthem

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Click “request expert” for a free initial screening call with this expert or a similar expert regarding your expert consulting needs