USI Insurance Services (USI) acquired Wells Fargo Insurance Services on December 1, 2017USI is a leading local and national insurance brokerage and consulting firm delivering customized employee benefits, property and casualty, personal risk, and retirement solutions throughout the United States.

Provided analytical and financial influence upon Finance, Network Operations, Pricing, Underwriting, and Clinical Dental Directors for dental care delivery (DCD) expenses. Managed the monthly reporting, monthly projections, analysis, and explanation of DCD expense items exceeding $500m annually. Responsible for DCD profit/loss annual forecast for all dental products. Reported utilization and unit cost trends with analysis to identify unfavorable results and identified corrective actions. Direct accountability for all controls, processes, audits, and approvals for non-standard provider compensation; this included managing and directing the financial arrangement process for over forty field and in-house based Network Operations staff members as it related to provider compensation. Strategized and negotiated with Network Operations on provider compensation arrangements to attract/retain provider. Assisted Network Operations and Pricing to evaluate proposed provider compensation models. Proactively developed reporting tools and mechanisms to identify and correct adverse trends. Facilitated the creation and re-projections of the Network Operations unit operating expense budget, including identification of risk and opportunities. Key Results:- In response to change in book of business product mix, redesigned dental care delivery forecast model within 0.3% of PYTD results. - Created and developed Cigna Dental’s Dental Economics Unit; this included the development of the department design and focus, job specifications, process workflows, training, and reporting metrics.- Dental Economics Unit’s analysis and proposals generated multi-million dollars in savings and projected spending.- Drove changes in behavior and strategic negotiation processes of Network Operations field personnel resulting in more effective negotiations and desirable financial arrangements for expense modeling.

Responsible for financial management of assigned accounts to achieve profit and membership goals through implementation of corporate strategies on risk assessment and pricing. Assess presale opportunities and proposed renewal actions to DHMO/PPO/Indemnity dental products considering customer needs, network impact, competitive pressure, and regulatory requirements. Strategized and negotiated with Cigna Healthcare (CHC) sales (medical) representatives and CHC (medical) underwriters to maximize close ratios and participation in dental products on presales and renewals. Managed team of underwriters and was responsible for financial management, profit, and membership goals of direct reports. Underwriting department lead for transformation initiatives and related training. Collaborated frequently with Pricing department on review, revisions and testing of PPO/Indemnity pricing model. Key Results:- First dental underwriter within organization to be promoted to Underwriting Manager. - Lead team of underwriters exceeding defined persistency and profitability targets on existing accounts.- While maintaining high volume book of business, lead team of underwriters with highest book of business volume to above average presale close ratios. - Consistently exceeded annual targets on percentage of book of business on migrated plan designs.- During PPO conversation initiative, developed financial exhibits and selling points for underwriters to present at renewal that converted members to dental PPO product offering, thus increasing revenue and earnings. - Identified obstacles in account structure/implementation timelines, proposed changes, and assisted in communication internally and externally.- Major contributor and designer of training materials for new product offerings and revisions to PPO/Indemnity pricing model. - Frequently conducted underwriter training for sales partners, account services, and finance.

Effectively managed the billing, collection, processing of eligibility, and allocation of premiums on a book of business ranging from 75 to over 300 accounts. Direct accountability for receivables of approximately $4m to $18m in annual premiums. Coordinated resolution of service and quality of care issues with sales, clients, and Cigna Healthcare (CHC) matrix partners. Ensured accurate implementation of new clients’ structure and eligibility. Participated in departmental team to review and recommended changes to the major job objectives of Billing Managers. Key Results:- Decreased outstanding receivables balances of 61+ days from 13% to 4% within 8 months while retaining accounts and minimizing balance write-offs.- Rapid progression through the Billing and Eligibility department based on ability to turnaround problematic, unstable accounts and execute on projects that were defined as high in scope.