Sales Marketing
Resume:
VINCENT J. GRZETICH
414-***-**** Menomonee Falls, WI 53051 *********@*****.***
SUMMARY
Executive level Business Development Leader with significant experience developing and executing strategies to drive healthcare business development in both for-profit and non-profit markets. Solid record of managing and signing contracts for hospital/physician clients, managed care, government agencies, home healthcare and extended living services. Effectively leverage unique perspective from both sides of the negotiating table and thorough understanding of the healthcare industry to optimize position and capture market share.
Background encompasses leadership success across multi-functional areas including sales and marketing, mergers & acquisitions, turnarounds, customer acquisition, managed care, and contracts. Adept at relationship management and developing business using a consultative, solution-focused approach to serving customers. Excellent reputation for integrity and intuition.
Experience includes: Laboratory services, managed care contracting and negotiation, medical equipment, speech and hearing instruments, home healthcare services, sales, marketing, business development, mergers and acquisitions, joint ventures, start-ups/turnarounds, working with third party administrators, health insurance brokers and consultants. Licensed and certified in both health and life insurance sales.
PROFESSIONAL EXPERIENCE
Integrated Health Network January 2016 to April 2017
Integrated Health Network of Wisconsin (IHN) is a statewide network of eight major health systems and health care providers working together to deliver high-quality, value-based health care.
Vice President Business Development
Responsible for driving new business development initiatives for direct-to-employer offerings and serving as the primary resource for third party administrators, brokers, producers, consultants, employers, employer coalitions and business associations interested in making IHN’s health network available to the self-insured market.
Established and signed contracts with three preferred third party administrators by identifying key players and structuring unique “value added” marketing plans.
Developed and instituted a “Preferred Broker Program” resulting in 21 leads in six months via an aggressive strategy analyzing statewide broker databases and targeting select business partners.
Closed two major employers in five months.
Passed state license test as a certified broker for Health & Life on first attempt.
Established policy and procedure for business development plans and administration.
Successfully orchestrated and facilitated several large group employer sales meetings.
Wisconsin Diagnostic Laboratories, LLC, Milwaukee, WI March 2012 to October 2015
Formerly Dynacare laboratories. The laboratory is now solely owned by Froedtert Health Care.
Vice President Business Development and Managed Care Contracting
Led overall laboratory sales, marketing, managed care and contracting. Areas of responsibility included: laboratory testing growth strategy, market development for in-reach, outpatient, and outreach services; managed lab integration with ACO’s, authority for client contract programs, managed care contracting, pricing, outreach logistics, branding, sales compensation plans, budgets, Government compliance, client IT connectivity (including web portal and electronic medical records). Overall net revenue responsibility for $88M (Hospital/Non-Hospital).
Significantly increased contribution margin across all managed care payers by renegotiating and organizing program management.
Implemented Managed Care contracting programs resulting in 95% primary market access where not excluded by another ACO.
VINCENT J. GRZETICH Page Two *********@*****.***
Achieved 100%+ to net rev plan all three years, 5%+ net rev growth year to year.
Successfully grew the outreach sales team by re-structuring the sales organization chart, job descriptions and compensation plans.
Grew market share via implementation of numerous new marketing programs.
Established new client connectivity /interface programs for EMR support of orders/results which greatly enhanced sales and retention.
Signed hundreds of physician clinical and laboratory service contracts.
Redesigned external website design and managed branding campaigns.
ACL Laboratories, Milwaukee, WI August 1999 to November 2011
ACL Laboratories is equally owned Aurora Health Care and Advocate Health Care.
Vice President Business Development and Marketing
Areas of responsibility included laboratory testing growth strategy, market development for in-reach, outpatient, and outreach services; authority for client contract programs, managed care contracting, pricing, branding, sales compensation plans, budgets, compliance and client IT connectivity, including web portal and EMR.
Increased gross revenue from $18M to-$250M, gross revenue per test from $20 to $43, test volume from $1.86M to $5.21M by effectively rebuilding the sales organization and business plans.
Effectively managed $30M+ business development department operating budget.
Built sales team from 11 to 44 FTE’s.
Managed/signed all managed care/insurance contract programs.
Managed client contracts and program administration.
Established 30 new profitable patient service centers.
Designed, developed, implemented and administered: client interface connectivity, web portal for client orders/results, lab website, client satisfaction survey, marketing materials/branding, sales compensation plans, pricing policies for client fee schedules, and CRM.
Previous experience includes:
Executive Director of Business Development, Affinity Ventures, Inc.
Vice President of Sales and Marketing, Health Care Solutions, Inc.
Region Sales Manager, Apria Healthcare Group, Inc.
National Sales Manager, Phonak, Inc.
Eastern Region Sales Manager, Phonic Ear, Inc.
Sales Representative, Campbell Soup Company
EDUCATION
BS, Marketing, Illinois Institute of Technology
(Received four-year athletic scholarship for baseball)
Licensed Health & Life insurance Producer, State of Wisconsin
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