VP Sales and Payer Relations

• Oct 2021 - Present

Sisu Healthcare Solutions is a privately held infusion therapy company that is dedicated to providing excellent clinical service to our patients, physicians and managed care customers. ​ We provide comprehensive infusion therapy services that include the provision of nutritional, antibiotics, and specialty drugs administered intravenously, including all medically appropriate and necessary supplies. ​ We provide these services and products to patients in the home setting or in our outpatient ambulatory infusion suites.​ Our clinical team of nurses and pharmacists work closely with physicians to develop a plan of care based upon the patient’s therapy. Our specially trained nurses assess the home setting, administer the medication and teach caregivers in the home. From pharmacokinetic monitoring to reviewing medication profiles our pharmacists work closely with patients as well as their physician. Home infusion therapy has proven to be a cost effective alternative to hospitalization or hospital based outpatient care.

Director, Specialty and Infusion Sales

• 2018 - Oct 2021

Manage client relationships and coordinate all medical specialty and home infusion contracting with existing clients. Identify and develop new business opportunities through negotiation phase to contract finalization and implementation. Instrumental in migrating all Preferred Homecare Infusion contracts to CVS post acquisition. Coordinate all stakeholders throughout the sales process, including health plan providers, sales teams, and internal operations to efficiently complete all phases. Manage key medical specialty pharmacy and home infusion clients in AZ, CO, NV, and WA. Demonstrated ability to transition accounts from multi-provider networks through to narrow network, exclusive Fee for Service or exclusive capitated agreements. Proven ability to identify and capitalize on opportunities and solutions with new and existing clients. Negotiate and finalize and implement contracts. Interface daily with risk underwriters to determine optimal pricing and collaborate with legal teams to comply with contractual and regulatory requirements. Currently manage 14 key accounts with revenue responsibility in excess of $150M.

Vice President of Sales and Managed Care

• 2011 - 2018

Promoted to drive operating earnings and revenue objectives for managed care accounts. Later appointed to direct all sales strategy, including strategic planning, negotiating strategies, and account management strategies to meet stated financial objectives. Coached and mentored staff, conducting performance appraisals and developing their individual skills.Successfully negotiated reimbursement increases with key existing managed care contracts and finalized contractual agreements with new payers, securing profitable and mutually beneficial arrangements.Oversaw execution of new contracts and on-going profitability of all assigned managed care accounts. Identified and executed opportunities to improve profitability and grow revenue with the assigned accounts.Instrumental in preparing company for later acquisition by CVS, shepherding 150 contracts that were separated into inconsistent categories into cohesive, uniform format for efficient migration.

Strategic Accounts Sales Director

• 2015 - 2016

Drove infusion sales in AZ, CA, NV, TX, CO, WA, and southern ID for leading provider of comprehensive home healthcare products and services.Significantly increased revenue and EBITDA (Earnings before interest, taxes, depreciation, and amortization) by building and sustaining strong relationships with sales and managed care clients and stakeholders.Led team that increased revenue 12% YOY (2014-2015) and increased gross profit and EBITDA beyond budget goals.Instrumental in driving 14% YOY performance increase by creating and executing successful 2016 strategic plan.

Regional Vice President, RT/DME/IV Sales

• 2011 - 2014

Oversaw sales functions, including P&L, in AZ, CO, NM, NV, OK, TX, and UT.Guided and mentored 3 regional sales managers and 50 account managers.Grew revenues $20M + in three years (averaging 107% of annual budget).Managed budgets of up to $130M.Adroitly created and launched aggressive sales plans and inspired teams to achieve impressive results.Built mutually beneficial relationships with Managed Care organizations throughout the West.

Regional Director of Sales

• 2006 - 2011

Hired to identify new sales territories and opportunities for Home Infusion Services and Respiratory Rentals. Dramatically grew revenues for AZ from $3M in 2006 to $12M in 2010 while meeting gross profit goals. Developed four new territories in AZ, increasing sales team from 3 to 9 representatives. Mentored account managers, enabling to exceed monthly sales targets. (Performed at 105.8% of budget in 2010.) Negotiated several agreements with key managed care organizations providing coverage to Commercial, Medicaid and Medicare Advantage populations. Signed exclusive capitated agreements for DME and Home Infusion with multiple Managed Care Organizations.

Director of Sales and Marketing

• 1995 - 2006

Planned and implemented short- and long-term sales, marketing and product development programs targeting new and existing markets for medical supply distributor. Grew revenues from $5.5M in 1994 to $35+ in 2005. Signed several network or exclusive FFS/capitated agreements with leading managed care organizations, including United Healthcare, Blue Cross Blue Shield, HealthNet, and others. Played key role in opening Western Home Infusion, complementing existing respiratory, durable medical equipment and rehab equipment services, enabling company to become single-source provider for managed care.

Product Manager, Power

• 1994 - 1995

Sr. Account Manager, Trainer

• 1984 - 1994