Glenn DiPrima

Healthcare Sales Solutions & Consulting Expert

CONTACT

+1-516-***-****

ad1b0g@r.postjobfree.com

Linkedin.com/in/gpdiprima

** *********** **.,

Deer Park, NY, 11729

PROFESSIONAL SUMMARY

High performance sales executive with 12+ years specializing in consultative healthcare sales, leveraging medical background to inspire confidence, create demand, and drive revenue. VP, Healthcare Strategy & Consulting, 2018-Present Sr. Director, Healthcare Strategy & Consulting, 2016-2018 Director, Healthcare, 2010-2016

Connex Partners

Connex Partners produces peer-to-peer networks of corporate Fortune-ranked vendor solution providers (SPs) with C-suite executives, delivering opportunities to solve unique business challenges for human capital management and acute care provider facilities, across technology, clinical, and financial revenue recovery. With extensive experience in Summit and Conference Management, and a former Physician Assistant; after joining Connex Partners, spearheaded new hospital and healthcare focused business-model. Based on industry research, identified revenue cycles as the primary healthcare challenge and launched a sales shift away from CNO/CEO/COO (non-decision influencers) to current model based on appropriate fit, audience, and network; targeting CFOs for max reimbursement/capitalizing on collections, and CMOs to maximize consulting services, plus clinical and technology implementations. 6-month result: 15 new accounts, 8 new partners, 2X revenue lift. Continue to lead sales, prospecting SPs for clinical, financial and technology solutions, to understand qualifiers/disqualifiers, differentiation, target facilities, penetration, titles, scenarios, etc. From population health/value-based consulting and strategy, services span all aspects of healthcare (senior living, long term care, acute care, outpatient care, functional/preventative care, virtual care, etc.).

Vendor match solutions include revenue cycle, reimbursement, eligibility, coding, collections, clinical documentation improvement, recovery consulting, denial management, audits, electronic health record (EHR) system and data integration across disparate communications systems, outpatient facilities, medical offices, rehabilitation, long-term care facilities, remote patient monitoring and devices.

Participate in full-scale demand generation and lead qualification including discovery, needs assessment, SP evaluation, and matching across clinical, technology and financial/revenue cycle. Provide complete opportunity report to increase close rate for vendor clients, including budget, timelines, scope, fit, provider specifications and requirements, questions, challenges, past vendor experiences, decision-maker/buyer demographics, personality traits, recent deals. EXPERTISE

Sales Leadership

Growth Strategy

New Business Development

Lead Generation

B2B Sales

Vendor Negotiation

Conference Management

Healthcare Consulting

Healthcare Training

Registered PA-C 2001-2009

EDUCATION/CERTIFICATION

Physician Assistant

Electroneurodiagnostic Tech

Basic Cardiac Life Support

2001-2009

Bachelor of Science: Physician

Assistant

Touro School of Health Sciences

1997-2000

Bachelor of Science: Biology

SUNY Albany

1990-1994

Glenn DiPrima, +1-516-***-****, ad1b0g@r.postjobfree.com AFFILIATIONS

The NY Society of Physician

Assistants

1999-Present

The American Academy of PAs

1998-Present

KPIs

Onboard average 12 new partner clients/year; $2.5M revenue

75% rebook rate, across 120 partners

Average 15 fully vetted/qualified leads/partner/year, including full-scale visibility into challenges, priorities, objectives, mandates

98% average partner client acceptance rate

Partners close 2-3 deals/year, averaging 7-8 figures each Further, as the only medically trained member at Connex, implemented and continue to lead training program to properly educate and coach sales and marketing teams across the business on appropriate healthcare sales, targets, terminology, challenges, solution-selling, the buyer’s journey, sales lifecycle, etc. RELEVANT WORK EXPERIENCE

Sales Executive

Marcus Evans & IQPC, 2009-2010

Targeted C-Level decisions makers in the acquisition of vendor

(solution provider) clients.

Performed all aspects of sales and account management including, Fortune 500 lead research, cold-calling, pitch presentations, all term negotiations, proposal and agreement development, and client management.

Summits worked included: Healthcare Supply Chain Management Exchange, Call Center Exchange, Legal

Technology Exchange, and Corporate Finance Exchange. Surgical Physician Assistant

The Indiana Orthopaedic Hospital, 2005-2009

First assist to all orthopaedic, spine, and neurosurgeons

Performed all patient follow-up post-surgery

Performed patient evaluations, therapy, and treatment

Performed clinical history, physical exams, progress reports

Performed patient rounds

Prescribed medication therapy

Physician Assistant – Certified

Dr. Shafi Wani Neurology, 2002-2004

Performed all clinical duties

Performed all electroneurodiagnostic testing and procedures

Primary Care Physician Assistant

Dr. Timothy Robinson, 2000-2001

Performed all physician assistant related responsibilities in family practice office

Sales Account Executive

Long Island Engine, 1995-1998

Signed 100+ new accounts

Generated multi-million dollars in revenue

Operating Room Volunteer, SUNY Brooklyn, 1995-1998

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