Sales Quality

Christopher Scialabba

**** ********* ********* - **********, ** 15237

412-***-**** – *********.*****@*****.***

CLINICAL SALES ADMINISTRATOR – DATA & BUSINESS ANALYST – CLIENT ADVOCATE QUALIFICATIONS SUMMARY

An experienced leader committed to excellence in medical technology sales administration for the benefit of patients and providers. A strategic thinker that thrives on collaborating with internal and external stakeholders to advance care transformation and population health. Career path has provided valuable and unique experience allowing me to demonstrate an exceptional ability to:

– Successfully engage and communicate with high level management and medical professionals.

– Systematically investigate problems and process break-downs to rebuild process flows that meet the needs of the end users.

– Translate clinical users’ needs into actionable requirements for information technology development teams.

Sales Support / Training Business Development Process Improvement

Sales Reporting / Dashboards Strategic Planning/Analysis Creative Problem Solving

Key Performance Indicators Client Inquiry Resolution Quota/Forecast Development PROFESSIONAL ACCOMPLISHMENTS

Recovered approximately $7M in gross revenue by providing Sales organization with business intelligence reports and dashboards to benchmark best practices and apply to underperforming hospital accounts.

Recovered $1.63M in revenue by combining my expert knowledge of clinical products and processes and understanding the needs of our physician clients.

Successfully support a National Sales Organization consisting of thirty (30) representatives during a period of 300% company growth. Serve as the primary internal point of contact for the Sales Team.

Developed and presented a software tool for use by primary care practices to identify quality and cost & utilization improvement opportunities. Use of the tool has increased value based reimbursement incentives and decreased PMPM costs.

Designed and implemented a testing preference program for our physician clients. The program reduces costs to the healthcare system by avoiding unnecessary testing. The program also saves over $100K per year internally in consumables and labor costs.

Created a Clinical Information Management Department and developed all ICD diagnosis coding procedures and audits for the Company resulting in positive payments due to accurate and reliable documentation.

Worked as Systems Analyst for several major software projects including the implementation of paperless patient record, integration of an off-the-shelf LIMS system, and the development of a HIPAA compliant web-based application.

C h r i s t o p h e r S c i a l a b b a P a g e 2 3 PROFESSIONAL EXPERIENCE

SENIOR BUSINESS INTELLIGENCE ANALYST – Pay for Value 06/2017 – Present Allegheny Health Network

Responsibilities:

Development of value based reimbursement program scorecards, dashboards, and opportunity reports.

Work closely with the Directors of Quality at the 7 Allegheny Health Network hospitals to identify opportunities for improving quality and safety.

Participate with Corporate Health System Senior Management in quality/safety data and reporting strategy.

Analysis and reporting of hospital and physician patient safety and quality metrics. (e.g. HCAHPS, Hospital Acquired Conditions, quality based reimbursement programs, Leapfrog)

Regularly report Key Performance Indicators (KPI) to Executive Management.

Work with Corporate Finance leaders in reporting the financial implications of all quality based reimbursement programs.

Support Chief Quality Officer by running ad-hoc reports on quality and cost and utilization. DIRECTOR, CLIENT EXPERIENCE PROGRAMS 11/2014 – 5/2017 Helomics, Corporation

Highlights:

Created business intelligence reports for Sales Management and Representatives that allowed them to focus and systematically address specific issues at specific hospital accounts.

Recovered approximately $7M in gross revenue by working directly with hospital clients to benchmark best practices and apply to underperforming hospital accounts.

Restructured Corporate Key Performance Indicators (KPI’s) of Helomics’ products to identify actionable issues to improve performance.

Worked on team to identify requirements and launch Helomics’ first physician portal. Responsibilities:

Travel to client hospitals to perform consultative support, training, presentations, and in- servicing aimed at improving their experience and maximizing the value of Helomics’ products.

Serve as direct liaison between Helomics’ National Sales Organization, internal clinical and technical departments.

Create and provide detailed analysis and reports to Sales representatives to improve their business and capitalize on opportunities.'

Assist Sales and Marketing Leadership in identifying and capitalizing on opportunities.

Assist in developing Sales projections and quotas.

Monitor changes in reimbursement and regulatory landscape to stay ahead of changes that may impact the business.

Assist Executive Leadership in overall business strategies by using sound research and data analysis to support strategic decisions.

Regularly report Key Performance Indicators (KPI) to C-Suite and Board of Directors.

Training of Sales Organization on processes and procedures aimed at improving test yield. C h r i s t o p h e r S c i a l a b b a P a g e 3 3 MANAGER, CLIENT SERVICES AND CLINICAL INFORMATION 2/2012-11/2014 Precision Therapeutics, Inc.

Improved information flow and client interactions for obtaining required information resulting in shortened revenue cycle time and higher level of client satisfaction.

Designed a Customer Inquiry ticketing system to respond to clients’ inquiries and complaints within an acceptable timeframe.

Collaborated with business partners to outsource diagnostic tests then designed a process to seamlessly integrate electronic results into Helomics laboratory information system (LIS).

Developed and monitored departmental and individual performance metrics that integrated employee’s professional goals while encouraging quality and efficient throughput.

Discovered and eliminated waste in my $1M operating budget resulting in a 43% reduction in department operating costs from 2012 to 2013 despite business growth.

Manage a staff of 12 employees including 6 Medical Records Analysts and 6 Client Care Coordinators.

Bridged gaps between the Sales Organization and internal technical business units by hosting weekly meetings with the V.P. of Sales and Regional Business Directors.

Performed all departmental candidate screening/selection, interviewing, hiring, and performance review activities.

CLINICAL INFORMATION ANALYST 6/2002 – 2/2012

Precision Therapeutics, Inc.

Highlights and Responsibilities:

Advanced knowledge in anatomic pathology. Perform detailed technical review of pathology reports for specimens submitted to Precision for molecular diagnostic testing

Key member of Precision Therapeutics' FDA Preparation Team. Worked with team to align the company’s quality systems in preparation of potential FDA oversight and regulatory submission

[510(k)].

Wrote all software requirement specifications (SRS) for software development team to create a robust data repository for tumor specimens received by Precision for Tumor Profiling.

Led effort to make all clinical patient records entirely paperless.

Worked with developers to identify requirements and design UI pages of proprietary LIMS system.

Ensure compliance with HIPAA, CLIA, federal and state regulations pertaining to the medical record.

Created job grades and career ladder for Clinical Information Analysts. TECHNICAL PROFICIENCIES

MS Excel (advanced)

MS Visio

Tableau

MS SQL SAP Business Objects MS Outlook

MS PowerPoint MS Sharepoint MS Dynamics CRM

EDUCATION

M.B.A. – Healthcare Management – Carlow University – Pittsburgh, PA (anticipated 08/2019) B.S. – Health Information Management – University of Pittsburgh – Pittsburgh, PA REFERENCES AND RECOMMENDATIONS AVAILABLE UPON REQUEST

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