Diane Sullivan Email & Phone Number

Oversee $1 Billion book of business for the Southwest and Southeast regions including Texas, New Mexico, Louisiana, Mississippi, Oklahoma, Arizona, Florida, Georgia, Tennessee, Alabama, South Carolina, North Carolina, Kentucky. Lead and manage our health plan team to achieve sustainable profitable growth for the regions. Negotiation of health plan contracts for national and regional payers. Engage with our health plan partners in C-level negotiations as well as relationships with medical, quality and contract teams. Drive strategies and objectives for our health plan team in the regions. Manage health plan budgets and contract approvals for the region.

Southwest Region

Oversee $200M + customer portfolio in Southwest Region. Responsible for negotiating and maintaining health plan contracts to increase patient access and drive company growth. Collaboration with health plan customers to improve the quality of care for its members and to reduce their overall cost of care. Identify and execute opportunities for lab spend management; Coordinate and leverage health plan relationships with employer groups to negotiate and secure improved benefit designs and preferred positioning. Significantly improved health plan reimbursements for the Southwest region by identifying discrepancies in fee schedules versus claims payments, requesting internal audits and approaching health plan clients for negotiations and settlements. Drive collaborative selling opportunities such as the Medicheck program which has resulted in three formal presentations which demonstrates our ability to partner with the health plans on HEDIS measures and STAR ratings for Medicare and Medicaid plans.Develop proposals and negotiate reimbursement for new tests, coverage policies and improved reimbursement for specific tests. Lead and drive health plan strategies in collaboration with the regional commercial sales and operations team.

• Achieved #1 ranking for EHR/PMS sales in the Southwest region and #5 nationally within five months of hiring date. Recognized by National Sales Director for tenaciousness, incredible work ethic, fantastic follow-up skills, detailed planning and determination. Excellent presentation and demonstration skills.• In top 10% of national sales team within seven months of hiring date. This achievement is a result of sales skills and the development of regional sales strategies which include target prospect lists, regional sales plans, coordinate regional sales events, cold calling and qualifying prospects.• Increased revenue and client volume through aggressive account targeting, providing expertise in technology, and highly consultative selling techniques.• Strong ability to quickly gain trust and build solid relationships to close contracts with a shortened sales cycle.• Secure C-suite contacts in healthcare through intensive prospecting, research, and tenacious follow-up. Attended conferences such as HIMMS to provide insight to market dynamics.• Accelerated sales of the Medplus/Quest Diagnostics suite of technology solutions which include direct physician sales of Care360 EHR/PMS. As a SAAS modular solution in addition to EHR sold revenue cycle technology which included eligibility services, patient payment and billing, and remittance and payment processing.• Leverage regional sales strategies with HIE’s, IPA’s, REC’s, hospitals, health care payers and other regional physician group organizations including health systems.• Collaborated with regional Quest Diagnostics business unit sales leaders and sales team to fully leverage the expanded opportunities associated with the Care360 physician practice install base.

• Ranked as #1 on a sales team of 30 representatives for sales activities for an electronic medical records and e-prescribing software vendor to healthcare facilities, physician practices, regional physician groups and Independent Practice Associations.• Responsible for full sales cycle including market research, prospecting, cold-calling, territory mapping, proposal development, product demonstrations, negotiating deals, and closing contracts.• Closed one to three year license deals for EMR and e-prescribing software.• Attend trade shows and conventions to promote software and develop new potential prospects.• Manage cost of sale vs. budget. Accurately forecast sales prospects according to product, timeline, and revenue.• Management of all sales leads in Salesforce. Prepare and submit sales reports showing sales volume, potential sales, and areas of proposed opportunities.

• Sold financial decision analysis software to retail investors and institutions with a dual sales mode, a high price point long sales cycle for automated analysis software and a low price point short sales cycle for “software on demand” with a “pay-as-you-go” model.• Generated new business opportunities for proprietary information technology/financial software vendor using a group concept and/or affiliate model to achieve large volume sales. • Developed Fortune 500 accounts such as Cadbury. Actively sought new and innovative ways of selling. • Launched new sales and marketing campaign which generated over 420 leads and 120 new customers with over $20,000 in revenue from one client in just three months.• Investment educator and national trainer on investments in the financial services industry from stocks, options, commodities, forex, mutual funds as well as general market information.• As national trainer, developed training and presentation materials for workshops. Presented all educational materials in a highly engaging professional manner that was effective in selling products and piquing customer interest.• Unique ability to connect with audiences large and small, coupled with contagious enthusiasm, and depth of knowledge.

• Sold healthcare revenue cycle and operational consulting services to independent physician group practices.• Strategically managed, supervised and served as consulting executive for clients to address their needs.• Implemented Healthcare A/R and Revenue Cycle Management solutions which improved the efficiency and effectiveness of clients business operations generating an average increase of 12% to 16% in revenues within six months of implementation of our recommendations.• Operational improvements were a result of assessments, recommendations and monitoring of the following: financial assessment, performance evaluations of facility administrators and staff, executive oversight of budget, marketing plan development, business model analysis, revenue and operational analysis, strategic planning, coding review, billing and collections procedures, operational assessment, staff training and development, organizational structure, and front desk and back office operations.

Business, Sales and Operations Administration• Fifty percent owner in a multi-disciplinary, multi-location healthcare corporation from inception. Administered, directed and coordinated all business development, sales, marketing, clinical, and operational functions within the organization. • Developed healthcare A/R and revenue cycle management solutions. Increased point of service collections by 41%, overall collections by 42%, and the number of yearly new patients by 75%. • Expanded rehabilitation services by establishing referral relationships with physicians and hospitals for all outpatient therapy, aquatic therapy, and return to work, and chronic pain management programs. • Experienced operational director with track record of identifying and improving the efficiency and effectiveness of all office functions including human resources, bookkeeping, payroll, corporate filings, accounts payable, accounts receivable, and purchasing, including capital purchases. Financial Management• Drove revenues to $3,200,000 in each facility in less than ten years from incorporation. Identified key target markets and implemented strategies for growth which exceeded annual goals and objectives.• Increased profits by 30% to 40% annually for ten years. Formed strategic partnerships with leading area practices in non-competing specialty healthcare fields, further diversifying the business base. • Responsible for profitability of operations and executive oversight of operating budgets. Staff Leadership• Provided leadership to all teams’ operational strategies and conducted staff training and development, clinical operations quality improvement, customer service and business development.• Analyzed and monitored staffing patterns to ensure efficient and cost effective utilization of personnel for all facilities. Recruited, interviewed, hired and trained employees. Conducted performance appraisals for continuous improvements among all staff.