Chief Revenue Officer (CRO) at Vatica Health
New York, NY
As strategic business leader and business development executive, I bring a record of success in transforming operations to drive employee engagement, client satisfaction, and revenue growth. I excel at creating and executing a vision of change to maximize results enterprise-wide; developing trusted consultative relationships within C-suite leaders; and maximizing portfolio growth and new product development, regardless of the internal or market challenge. With a collaborative leadership style and a people-first approach-I build high-performance teams based on a culture of accountability, recognition, talent development, and intellectual diversity. SKILLS AND EXPERTISE Executive Leadership, Business Development & Sales, Revenue Growth, Key Relationship Management, Turnarounds & Transformation, M&A, Acquisition Integration, M&A Markets Due Diligence, New Product Development, Go-To-Market Strategies, Cost Containment, P&L Responsibility, Budget Management, Healthcare, Financial Services, Consumer Engagement, Competitive Intelligence, Government Affairs, Regulatory Compliance, Pricing Models, Risk Mitigation, Micro Strategies, Prophix, Salesforce.com, Thought Leadership, Cross-Functional Projects, Best Practices, Contract Negotiation, Hiring Top Talent, Mentoring, Team Building, Cultural Shifts, Subject Matter Expert, Communications & Messaging, Speaking & Presentations
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Feb 2021 - Present
Chief Revenue Officer (CRO)
Nov 2019 - Feb 2021
Chief Growth Officer, Executive Vice President
Private Equity backed, Vatica accelerates the transition to value based care by providing innovative technology and services at the point of care that measurably: improve payer and provider financial performance, drive quality of care outcomes, and enhance overall population health. • Lead the client success, business development, sales operations, implementation and overall go-to-market teams and strategies for Vatica Health enterprise-wide.
2018 - Nov 2019
General Manager, Commercial Health Plan Markets
A national leader in healthcare technology, analytics, and engagement solutions, HMS Holdings (NASDAQ: HMSY) generated $598.3M in revenue for FY 2018. • Lead client relationships, new business development, and go-to-market strategies for all HMS commercial business line product suites. Responsible for the delivery of double-digit year-over-year top-line revenue growth on a P&L of more than 30% of the companies top line revenue. Manage 10 direct reports and a national team of 60 indirect resources. • Consistently exceeded objectives for this role by generating +17.1% YoY growth on booked baseline revenue and achieving $65M+ in future total contract value revenue exceeding target measurement by 18.2%+. • Following the acquisition of two Total Population Health companies, led the integration of 3 disparate businesses, client engagement models, and cultures. Developed a cohesive go-to-market strategy around the new organization, created a prioritized roadmap, and built consensus among business leaders to move forward. • Own executive suite relationships covering health plan payer risk clients in all US markets. Clients include Medicaid Managed Care, Commercial, Fully Insured, Medicare Advantage, Integrated Delivery Systems, Third-party Administrators, ASOs, ACOs, PBMs, and Retail Pharmacies. • Maintain an organizational focus on accountability, transparency, and clear expectation setting. Built a culture based on collaboration, leveraging diverse skills and perspectives, and investing in talent development. • Established training certifications for the Markets Team on consultative sales and strategic client management.
2016 - 2018
Vice President, Health Plan Markets / EPM and Internal Strategy Group
• Led the strategic vision for client engagement and the expansion of a portfolio exceeding 30% of the companies topline revenue. Developed and executed go-to-market strategies for the HMS Payment Integrity and Coordination of Benefits product suites. Managed 4 direct reports and a national team of 25 personnel. • Surpassed an aggressive 17% portfolio growth target (19%). Generated a VOE (Voice of Employee) score of 88 (top benchmark of 72) and exceeded all IBM Kenexa benchmarks for VOC (Voice of Client) with an NPS of 61. • Owned and developed C-suite relationships with more than 85 health plan payer clients, including Medicaid MCOs, Medicare Advantage Plans, Commercial at Risk, Commercial ASO, Blues, and Nationals. Developed the group’s approach to key partnerships to drive client centricity into the fabric of the HMS culture. • Selected to serve on the HMS Core EPM (Enterprise Product Management) and Internal Strategy Teams. Appointed to the M&A Due Diligence, Marketing, and Product Development Boards. Formulated the visionary, $2B market cap roadmap for HMS across timeframes and business verticals, for approval by the Board of Directors. • Represented and promoted HMS by participating in conferences, fundraisers, and stakeholder events. Maintained a comprehensive understanding of the regulatory environment at both the national and state levels. • Personally negotiated $150M in client MSA contracts in 2017 with zero concessions for pricing or scope. • Served as a seven-time leader and contributing member for John Kotter International organizational change result and sustaining accelerator initiatives.
2015 - 2016
Senior Director, Health Plan Solution Group
• Led a portfolio of strategic engagements making up 15% of the companies topline revenue, and set the overall organizational structure, encompassing the diverse demographics of clients located across the US and Puerto Rico. Developed strategic and tactical client communications crafted to meet the varied needs, personalities, and cultures of stakeholders. • Managed 4 direct reports and a team of 13 indirect resources with an emphasis on mentoring team members and developing talent. • Implemented, contracted, and sold engagements while retaining and growing the revenue base of current client accounts. Generated 24,1% Year over Year TCV sales growth and achieved 21% YoY revenue growth. • Coordinated state lobbyist agendas to promote positive regulatory outcomes influencing HMS corporate and client business operations. Tracked state and federal legislation and the overall regulatory environment.
2012 - 2015
Director, Managed Care Group
• Led relationships with 8 health plan payer clients with responsibility for sales, implementation, and account retention. Developed highly productive internal collaborations to create a comprehensive service strategy and drive growth. Built, cultivated, and managed relationships with a number of C-level constituents. • Managed 4 direct reports and a $15M P&L for assigned client engagements. Managed projects, delivered presentations, and conducted training to positively impact our organizational performance and reputation. • Consistently surpassed annual targets for growth, retention, profitability, and cross-selling. Generated $6M in revenue for 2012, $8M in 2013, and $15M in 2014. Achieved the highest client loyalty score in the HMS Holdings organization, administered through an IBM Kenexa voice of the customer survey. • Led the Infrastructure and Systems team in a company-wide “Great to Excellent” streamlining initiative. • Captured more than $100M in organizational savings across the health plan payer client base, through the implementation of cost containment stopgaps and industry-leading policies and procedures. Consistently monitored upstream and downstream effects in relation to micro and macroeconomic trends.
2009 - 2012
Manager, Managed Care Group
• Led the transformation from traditional client management into a strategic and dynamic approach. Supported up to $16M in annual sales by challenging the status quo and building a focus on accountability to clients. Built a successful track record in selling, implementing, and retaining 8 assigned client accounts. • Worked at the earliest stages of the company and navigated the complex challenges of the start-up environment. Carried out a diverse range of responsibilities to ensure the future success of HMS. • Identified analyzed and resolved diverse operational issues to maintain top performance and deliver effective solutions, based on data metrics and client requirements. Implemented new solutions and services, managed portfolio growth, ensured client loyalty and retention, and established stopgaps to contain costs.
2008 - 2008
ACCREDITED HOME LENDERS HOLDING CO
Account Executive / Business Development
2007 - 2008
ACCREDITED HOME LENDERS HOLDING CO
Associate, Capital Markets Group
2006 - 2007
ACCREDITED HOME LENDERS HOLDING CO
Analyst & Management Trainee