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Work Background
KernConnect Consulting LLCFounder and CEO
Sep. 2024Atlanta, Georgia, United StatesKernConnect Consulting's mission is to revolutionize healthcare organizations by leveraging the principles of Industrial Psychology to optimize human performance, enhance operational efficiency, and drive sustainable growth. We are committed to creating healthier, more effective healthcare companies and health plans through evidence-based strategies that align people, processes, and organizational goals.
RubinBrown LLPHealth Plan / Payer Business Development Leader
Jan. 2023 - Jan. 2024United StatesLed Business Development for Healthcare vertical, specifically selling into the Health Plan / Payer and Provider markets. - Developed custom sales campaigns for over 100 Health Plans / Payers and Health Systems. - Built RubinBrown Healthcare presence in the Nashville market. - Established key relationships with BCBS Tennessee, Nashville Health Care Council and Vanderbilt University Medical Center. - Developed numerous market offerings for Health Plan / Payer and Provider clients including: operational excellence, revenue cycle enhancement, etc. - Collaborated with cross-functional teams in GTM strategies and tactics. - Carried > $1M new revenue quota annually.
BioIQSenior Vice President, Channel Development
Jan. 2020 - Jan. 2022Atlanta, Georgia, United StatesLed strategic initiatives to expand BioIQ's testing and immunization services, resulting in partnerships with Fortune 50 employers, Health Plans / Payers and governmental agencies. - Developed and implemented real-time omni-channel strategies to engage individuals in making informed healthcare decisions. - Collaborated with product teams to develop and deploy new market-facing capabilities. - Led business development and service delivery for Healthcare vertical. - Sold enterprise SaaS solutions to Payers, Employers and Health and Wellness companies. - Generated individual contribution of > $3M in annual sales and a contributor to over $30M in annual sales.
IcarioVice President, Health Plan / Payer Sales and Business Development
Jan. 2019 - Jan. 2020Atlanta, Georgia, United StatesSole executive accountable for growth of member engagement clients within the Health Plan / Payer sector. Identified and closed opportunities for licensing of Icario’s proprietary SaaS solution targeting improvements in Health Plan / Payer STAR ratings. - Focused on Medicare and Medicaid lines of business with a portfolio of 40+ geographically dispersed clients. - Developed strategic partnerships and collaborations to connect individuals with healthcare in the right place at the right time. - Achieved significant revenue growth through successful sales initiatives, resulting in improved health outcomes for individuals. - Generated $2M in annual revenue over course of tenure.
UnitedHealth GroupVice President, Health Plan / Payer Vertical
Jan. 2016 - Jan. 2019AtlantaProvided strategic business and specialty consulting services to Payer organization commercial, Medicare and Medicaid lines of business, Provider Sponsored Health Plan / Payers - Sold and led $4M engagement for the implementation of a new Medicaid ACO with a Provider Sponsored Health Plan / Payer. - Led team of 15 advisors and over 50 client personnel in multi-workstream strategic program. - Developed Health Plan / Payer suite of market offerings and accelerators for value generation. - Generated >$4M in 2016, $5M in 2017 and $7M in 2018.
BioIQExecutive Vice President, Corporate Development
Jan. 2014 - Jan. 2016Greater Atlanta AreaSenior Executive of 15 person Healthcare start-up with designs on cornering the at-home diagnostic testing market. Essentially becoming the Netflix of diagnostic testing. - Served as COO, Business Development Lead and Account Management Lead. - Led the development of a customizable approach for the targeting of major investments. - Built multi-million dollar pipeline inclusive of Health Plan / Payer, Provider and Employer verticals. - Created a broad distribution network for BioIQ products by formalizing relationships with: WalMart, Publix, Kroger, CVS, Walgreens and Albertsons. - Generated $>3M in revenue annually.
Cognizant Technology SolutionsPartner, Healthcare Practice
Jan. 2013 - Jan. 2014Greater Atlanta AreaOne of two Partners responsible for growing the nascent Health Plan / Payer market. - Led strategic initiatives to build pipeline and close large Health Plan / Payer clients. - Cultivated and managed strategic relationship with Private Health Exchange provider. - Managed, in-parallel, 5 highly strategic programs with a combined Cognizant workforce of 50 and client workforce of over 300. - Achieved revenue quota of $5M during tenure.
The North Highland CompanyPartner, National Health Plan / Payer Lead
Jan. 2007 - Jan. 2012Sole Partner tasked with building (from scratch) a National Health Plan / Payer practice. - Established and led company’s Health Plan / Payer practice. Accountable for building market, workforce, market offerings and pipeline. - Built Health Plan / Payer specific marketing and sales documents. - Hired, trained and managed over 20 professionals at peak. - Established strategic relationships with clients in the local, regional and national markets. - Generated annual revenue of $15M (from zero) by 2012.
Matria HealthcareSenior Vice President, Sales Operations
Jan. 2006 - Jan. 2007Hired on one year management contract to support and prepare Matria Healthcare for a strategic acquisition. - Developed and managed Sales Operations infrastructure to support field operations, sales and account management. - Built out and deployed Salesforce.com infrastructure, pipeline reporting, forecasting and revenue management capabilities. - Managed >$40M pipeline and associated sales, account management a field personnel. - Contributed to >$20M in new logo revenue.
Deloitte ConsultingSenior Manager, Health Plan / Payer Strategy and Operations Practice
Jan. 2003 - Jan. 2006Senior Executive within Deloitte Consulting’s Health Plan / Payer Strategy and Operations Practice accountable for identifying new logos and extending legacy client relationships. - Delivered transformational change to multi-billion dollar Health Plan / Payer organizations including: Aetna, Cigna and Wellpoint. - Sold and managed multi-million dollar engagement for Aetna in the rollout of Medicare Part D. - Sold multi-million dollar engagement for Administrative Cost savings and core platform remediation for Top 5 Health Plan / Payer. - Participated as part of the Leadership Team accountable for the ideation and implementation of Deloitte’s Global Center for Health Solutions. - Served as Executive Board member for Deloitte’s National Women’s Initiative. - Managed client portfolio at 67% margin. - Delivered over $120M in net benefits to client portfolio. - Generated over $15M in new revenue between 2003 and 2006.
AccentureSenior Manager, Health Plan / Payer Change Management Practice
Jan. 1991 - Jan. 2003Senior Executive within Andersen Consulting / Accenture’s Health Plan / Payer Practice accountable for the delivery of Organization Transformation initiatives for target client organizations. - Founded (1 of 12 members) the Atlanta Office Change Management Practice. - Served as the recruiting lead for the Healthcare Practice in the Southeast. - Achieved results for 3 of the top five Health Plan / Payers in the United States. - Generated $300M in net benefits for client portfolio. - Managed client portfolio at 61% margin. - Generated $30M in new revenue between 1998 and 2003.
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Consultant for construction project management and construction company turnaround. @ Self Employed