Debora Branco Dos Santos
Parlin,NJ
Summary
Skilled Senior Manager skilled in cross-functional collaboration. Optimizes processes and communication and drive results in Pricing and revenue. Dedicated to continuously improving professional knowledge and business operations by applying critical thinking and analytical skills.
Overview
17
17
years of professional experience
Work History
Sr. Manager, Clinical Franchise Pricing Strategy
Quest Diagnostics
Secaucus, NJ
02.2019 - Current
- Manage new product launches with financial modeling for Solution Brief to determine if a concept will be given approval to be developed.
- Provide pricing guidance (Red/Yellow/Green/Brown/Purple) for new product launches.
- Manage initiatives for strategic list changes to align to competitive market (e.g. BpG/Athena/Quest).
- Manage high profile product launches with quick TAT (e.g. 60+ COVID product launches with client, patient and UPP pricing, QuestDirect and client guidelines).
- Performs AWR analysis and creates overall pricing strategy for all payor channels
- Manage acquisition and non-standard site list price strategies (e.g. AmeriPath, BpG, Medfusion).
Sr. Manager, Value & Competitive Intelligence
Quest Diagnostics
Secaucus, NJ
03.2016 - 02.2019
- Managed team that collaborated with Clinical Franchises and Commercial teams to assess competitive landscape and Quest's quantifiable relative price and value positioning.
- Managed an engine that intakes competitive bids, analyzes data and assesses pricing implications
- Utilize market and competitive intelligence to derive insights for price planning and strategies in new product launches and pricing updates in collaboration with Clinical Franchise Pricing team. Also provided competitive insights into Health Plan contracts based on employee claim data that supported our Health Plan price negotiations.
- Collaborated with Clinical Franchise Product Managers to develop product segmentation metrics, formulate Value Quantification models and drive strategic pricing negotiations. These models identified differential benefits of 10+ Quest Diagnostics offering, for tests and value-added services, and translated differential benefits into quantified clinical and economic value – for patients, for providers, and for payers.
- Launched 2 behavioral fee pilots that assessed client behavior and willingness to pay a monthly paper report and paper requisition fee. These tests were launched in 2 separate regions. Results including client payment trends, electronic sign-up and attrition assessed and reported to SMT. Both pilots concluded with a no-go national rollout recommendation due to client unwillingness to incur additional charge. Findings and client behaviors reported to key stakeholders in consideration of future behavioral fee and revenue generating alternatives.
Manager, Pricing Project Execution
Quest Diagnostics
Lyndhurst, NJ
04.2014 - 03.2016
- Managed the execution of the Annual CPI Increase which results in a revenue increase of $1.5-$2M annually. Coordinated with all regional points of contacts, reviewed all exception requests and tracked milestone progress for Pricing PMO.
- Collaborated with Hospital Pricing team in developing Hospital Pricing Tools that would enforce pricing compliance of Esoteric site price bids with Corporate pricing policies prior to EBU conversions.
- Collaborated with Athena to launch GPO Bite! Program that targeted groups of GPO accounts and provided pre-approved discounted rates in an effort to promote Athena testing and increase volume/revenue.
- Responsible for training all department new hires on QDSS data pulls, pricing policies and Annual CPI Fee Increase.
Sr. Pricing Analyst/Project Manager
Quest Diagnostics
Madison, NJ
07.2008 - 04.2014
- Established an annual and sustainable companywide Fee Increase process that has been implemented from 2009 through the present. Created and maintained QDSS Queries and Access databases that streamlined the project and facilitated the implementation and execution.
- Responsible for managing, executing and auditing a companywide Fee Increase that gained a total of $40M in revenue from 2010 to 2012. Collaborated with multiple points of contact across the organization and managed the timelines and deliverables for each.
- Partnered with the legal department in assessing the compliance of established client pricing with current legislation. Assisted in identifying risk exposure and revenue impacts of creating pricing guidelines for potential settlements. Performed companywide pricing analytics to evaluate current pricing practices and summarized findings for external counsel. Presented revenue impacts of changing pricing guidelines to regional management.
- Knowledge source for the department tasked with training new employees on pricing policies and procedures, QDSS Reference packages, pricing nuances, and general background on how to execute pricing projects.
- Created and maintain a "QDSS Reference Guide" distributed to new hires as part of their initial on board training. Support colleagues with the use of QDSS packages, including building Queries and running data, due to understanding of how the data is loaded and specific pricing needs. • Partnered with other members of the department in generating an Account Profitability tool that would ensure compliance with pricing guidelines, evaluate account specific pricing, and assess overall profitability.
- Collaborate with the QDSS team in testing system updates for quality controls due to QDSS and pricing data expertise. Performed testing and approvals for the implementation of the Automated Cash Report that is used to report product revenue, third party reimbursement, and denial trends that automated our manual cash reimbursement procedure.
- Audited pricing across all sites to ensure compliance with pricing policies and procedures.
Pricing Analyst
Quest Diagnostics
Lyndhurst, NJ
06.2007 - 07.2008
- Supported Marketing in establishing revenue targets for the High Impact Tests and Services ("HITS") business cases as well as forecasting by providing average weighted reimbursements and test utilization.
- Assessed the impact of changes to our large Health Plan contracts on test reimbursement and potential denial risks.
- Identified pricing opportunities based on evaluations of current test pricing and established third party contract rates.
- Performed the financial analysis for the acquisition of the StoneRisk/UroRisk line of tests in 2007. Identified the revenue impact of replacing current kidney stone testing with the new line of testing for Senior Management.
- Provided ad hoc average weighted reimbursements (AWRs) and denials analysis
Education
Bachelor of Science - Finance
Rutgers University
New Brunswick, NJ05-2007
Skills
- Strategic Thinking
- Driving Results
- Decision making ability to problem solve
Languages
Portuguese
Native/ Bilingual
Accomplishments
- MVP Award - Finance 2019
Timeline
Sr. Manager, Clinical Franchise Pricing Strategy
Quest Diagnostics
02.2019 - Current
Sr. Manager, Value & Competitive Intelligence
Quest Diagnostics
03.2016 - 02.2019
Manager, Pricing Project Execution
Quest Diagnostics
04.2014 - 03.2016
Sr. Pricing Analyst/Project Manager
Quest Diagnostics
07.2008 - 04.2014
Pricing Analyst
Quest Diagnostics
06.2007 - 07.2008
Bachelor of Science - Finance
Rutgers University