Michael Palmer Email & Phone Number

Michigan, United States

Responsible for retention and growth of existing regional managed care clients. Provide oversight to ensure contractual deliverables and service levels are met. Negotiate as appropriate with operational associates to arrive at cost-effective, client friendly solutions to service delivery issues. Establish, build and maintain positive, professional relationships at all decision levels within managed care client base. Reinforce our superiority as the national laboratory service and information leader in the healthcare industry. Demonstrate value-added solutions using a professional consultative selling approach. Work in conjunction with the Regional Managers Business Development to identify additional new business opportunity. Assume responsibility and accountability for assigned sales revenue retention. Provide field input for service enhancement and new service innovation. Communicate issues, concerns and problems in a solution oriented manner. Keep management and marketing appraised of competitive activity within assigned region/accounts. Provide management with timely reporting as required and requested.

•Prepare Managed Care, Trade and Government contracts in close collaboration with Sales, Marketing and Finance to establish agreements with optimal terms and pricing consistent with Ascensia contracting strategies.•Responsible for the development and maintenance of contract templates that fulfill all requirements of Sales, Marketing, Legal, Finance, and Customer Service Logistics Center.•Maintain a high customer focus and ensure timely delivery of bids, offers and contracts by coordinating effectively across all internal and external stakeholders. Monitors all workflows and escalates issues as needed.•Administer the development of internal tracking systems, databases and interfaces to ensure that all operations are compliant to contract requirements.•Negotiate contract language directly with customers and review with and obtain approval from Legal and all internal stakeholders from other applicable departments.•Prepare in collaboration with Sale and Finance, customer profiles, contract proposal requests (ROI, financial models, terms, rationale, and recommendations) and retrospective contract performance evaluations.•Monitors contract performance and notifies both internal and external teams of any new developments and/or trends.•Ensure and enforce adherence to Ascensia’s corporate Policies and compliance.•Identify needs to improve operations and processes of the group.

Troy, Michigan

Manage hospital, hospital system, PHO, and PO contracts with participating provider organizations for network of government programs. Ensure compliance with state and federal regulations for payors of government sponsored programs. Negotiate new contracts and re-negotiate existing ones to positively impact the medical cost ratio and position of Molina Healthcare across the state of Michigan. Represent Provider Contracting within Molina Healthcare in cooperation with various other departments.

Greater Detroit Area

Negotiate and maintain contractual relationships (incentive & risk sharing models) with ancillary, physician network (PHO, PA), and hospital providers consistent with corporate strategic initiatives. Coordinate contracting process and workflows while establishing financial reimbursement models for network healthcare providers.Perform financial analysis of contractual proposals by providers using financial utilization reports to determine medical cost impact to Health Alliance Plan. Evaluate requests by providers for the restructuring of current contracts or changes to current reimbursement models. Evaluate network on continuously, seeking areas of potential cost savings. Conceive, develop, and coordinate implementation of innovative reimbursement models that represent mutually beneficial arrangements between providers and Health Alliance Plan.Work alongside with Legal Department to create innovative contracts based on unique structures of potential providers.

Assist self insured companies & municipalities in reducing medical costs associated with workers compensation, Medicare Set Asides, and ancillary services through cost containment. Partner with insurance adjusters and third party administrators to reduce client medical costs. Help risk managers and human resource professionals in reaching cost containment goals.

Conceived and implemented strategic initiatives to increase volume and market share for respiratory therapeutics targeting pulmonology, allergy, asthma and ENT hospital and office based customers. Effectively sought and sold to targeted movable respiratory customers resulting in a top performance. Created plan to launch Omnaris (allergic rhinitis) and Alvesco (asthma), leading to initial and sustained uptake of newly approved products. Assumed a new territory which was vacant for 6 months, met new physician customers without existing counterparts. Quickly established relationships and trained speakers gaining access to no-see physicians by working total office and department calls.

Promoted Zocor, Fosamax, Singulair, Vioxx, Pepsid and Propecia to primary, specialty and hospital based physicians. Recognized with national awards, awards of excellence and promotions throughout my tenor.  Energetically and pointedly focused my efforts and exhaustively sought sales volume to exceed objectives on established plans. Maintained $20,000 sales promotional budget annually resulting in highly effective use of company resources in tandem with superior sales. Eliminated barriers by gaining access to no-see customers which produced avenues for team to meet with them increasing the effectiveness of team performance. Mentored newly hired representatives and groomed their progress which brought about continuity of territory performance. Reached and maintained optimal sales and leadership performance leading to the national Vice Presidents Award and Team Player Award.

Coordinated the network of participating providers for CIGNA HealthCare’s Preferred Provider Organization (PPO) and Point of Service (POS) managed care plans. Contracted and negotiated rates of reimbursement for physician, ancillary and hospital network providers. Credentialed and recredentialed participating providers resulting in a more functional network of providers for members to have access to. Contracted regional hospitals with effective reimbursement rates, ending in cost savings to CIGNA due to competitive agreements. Organized weekly meetings with Medical Director and quarterly meetings with physician peer review committee to review applications to CIGNA by health care providers leading to a high functioning credentialing process.

Masters Of Business Administration

B.S., Psychology

Activities and Societies: Delta Sigma Phi fraternity, Homecoming/Spirit Week ChairmanVolunteered for Listening Ear, a tri-county suicide.