Expert Details
Insurance in the Healthcare Industry, Payer and Vendor Partnerships, and Business Consulting
ID: 739453
Massachusetts, USA
Skilled in Strategy Development, Marketing, Coaching/Mentoring, Staff Development, Building Teams, and Relationship Development. Strong leadership experience from the Executive Leadership Program at Northwestern University - Kellogg School of Management.
Education
| Year | Degree | Subject | Institution |
|---|---|---|---|
| Year: 2022 | Degree: MBA | Subject: Healthcare Administration | Institution: Purdue |
| Year: 2009 | Degree: Executive Leadership Designation | Subject: ELP- Healthcare | Institution: Kellogg University |
| Year: 1994 | Degree: BS | Subject: Mathematics: Concentrated studies in Actuarial Science | Institution: Worcester State University |
Work History
| Years | Employer | Title | Department |
|---|---|---|---|
| Years: 2023 to Present | Employer: Undisclosed | Title: Partner | Department: |
Responsibilities:Expert's business consulting firm simplifies insurance solutions for Medicare beneficiaries, individuals, and employers. The firm also provides executive consulting in growth strategies, business development, executive coaching, sales and distribution compensation, and marketing.Expert is responsible for payer and vendor partnerships. He also oversees the business consulting responsibilities of the firm. |
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| Years | Employer | Title | Department |
| Years: 2019 to 2023 | Employer: Health New England / Baystate Health | Title: Vice President: Sales, Marketing and Business Development | Department: |
Responsibilities:Responsible for all aspects of driving net membership growth and surplus to margin for the commercial line of business. Activities included:• All commercial sales activities along with organizational marketing & communications, business development and corporate strategy initiatives • Managing over $800 million of revenue associated with the commercial line of business • Introducing new products to target markets • Developing vendor partnerships and distribution channels to support membership growth and surplus to margin targets • Developing three-year corporate strategy • Working with Data Analytics team to strategically identify appropriate alignment of risks and business acquisition Responsible for leading the growth strategy between the company's provider system owner (Baystate) and Health New England (payor). |
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| Years | Employer | Title | Department |
| Years: 2016 to 2019 | Employer: Minuteman Health / Constitution Health | Title: Senior VP: Sales and Account Management | Department: |
Responsibilities:Responsible for corporate sales, client services and distribution functions throughout the Commonwealth of Massachusetts and State of New Hampshire. Key responsibilities included: Building and managing overall sales division, creating and managing distribution channels, marketing strategies, network development, developing pricing models/strategies and product development/strategies.As part of the Executive Team, worked closely with the Board of Directors on developing organizational strategy. Implemented several initiatives and priorities to maximize resources and best leverage opportunities while managing/mitigating potential risks: • Reorganized Sales Division and Underwriting to align opportunities and resources & recruited staff • Developed new product lines by market size and geography • Developed Segmented marketing plans with internal & external marketing teams • Created new compensation plans for exchange partners, broker distribution and internal staff • New membership growth of 135% and membership persistency of 95% |
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| Years | Employer | Title | Department |
| Years: 2006 to 2015 | Employer: Fallon Health | Title: VP: Sales, Retention Sales and Broker Relations | Department: |
Responsibilities:Responsible for managing all aspects of commercial sales throughout the Commonwealth of Massachusetts. Roles included new sales, retention and broker relations. Managed a staff of 34 employees and an administrative budget consisting of over $23 million annually with annual business revenue of over $600 million.• Developed and executed specific regional, product, market and broker strategies that aligned with corporate goals and opportunities specific to Fallon • Participated in development of Fallon’s three year strategic plan with McKinsey Consulting • Developed and managed broker compensation plans ensuring competitiveness and effectiveness in supporting growth of membership, revenue and profit. • Responsible for creating and executing pricing strategy to improve large group MLR by 4% • Managed staff growth and development in terms of individual and team learning opportunities while utilizing internal and external resources • Developed and executed segmentation of various market opportunities and distribution channels. Market sizes included direct consumers, small, mid, large and jumbo groups. Distribution included traditional broker and consultant channels along with exchanges, social media and online distribution partners |
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| Years | Employer | Title | Department |
| Years: 1995 to 2006 | Employer: Tufts Health Plan | Title: Regional Sales Manager | Department: |
Responsibilities:Responsible for managing team consisting of 14 sales professionals along with support staff. Tasks included all facets of sales in the small, mid- and large group markets, broker relations, compensation, broker events, and managing a departmental budget.• Determined appropriate goals with each staff member measuring performance results weekly • Provided membership projections for purposes of monitoring corporate budget • Developed and executed sales strategies based on current and anticipated market conditions • Developed and executed broker alignment and tiering • Led workgroup assigned to analyze, recommend and implement new broker compensation programs • Led sales force automation project with Siebel Systems |
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Career Accomplishments
| Licenses / Certifications |
|---|
| AHIP certified- Medicare (2015-present) MA, NH and CT licensed producer (1999- present) Licensed in Advanced Self-funding (2017) ELP Certified- Kellogg School of Management (2009) |