Summary
Overview
Work History
Education
Skills
Affiliations
Publicoffice
Volunteer Experience
Recognition
Timeline
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Phil Hickmon

Phil Hickmon

Coloma,MI

Summary

Over 28 years of service in the Healthcare industry. Fifteen years total of senior-level healthcare experience as a CEO, COO, and/or VP or Administrator in strategy. Expert in operations, payor business development/contracting, managed care, health plans, psychiatric hospitals, and consulting firms. Four years of senior sales executive experience (ROI) in SaaS and B2B (software and services). Sales professional with comprehensive experience in regional markets and strategic sales planning. Known for achieving significant revenue growth and expanding client bases through innovative strategies. Consistently fosters team collaboration and adapts to evolving market needs with focus on delivering results. Experienced with territory management, client acquisition, and sales forecasting. Utilizes strategic planning to drive market penetration and revenue growth. Track record of effective team leadership and building strong client relationships. Professional sales executive with strong focus on driving revenue growth and building lasting client relationships. Known for effective team collaboration and consistently delivering results in dynamic environments. Skilled in strategic planning, market analysis, and customer engagement, with ability to adapt to changing business needs. Recognized for excellent communication and leadership skills, ensuring seamless operations and high performance across diverse teams.

Overview

27
27
years of professional experience

Work History

Senior Regional Sales Executive

Patagonia Health
02.2023 - Current
  • SaaS small market segment sales with an eye on enterprise deals with full US territory
  • Strategic advisor Clinical Director, marketing advisor to the Behavioral Health division, and competitive advisor to the Leadership Team
  • Executed 14 closed deals, contract totals (ARR): $1.4m in less than 24 months

Regional Sales Executive

NextGen Healthcare
01.2020 - 01.2023
  • Company Overview: NextGen Healthcare is a healthcare software and services company offering integrated care solutions that encompass medical/clinical, specialty, RCM/financial (EPM), telehealth, population health, interoperability software, and professional/consulting and training services
  • NextGen specializes solely in ambulatory care
  • Operationalized and executed perpetual and SaaS sales cycle - $2.2M quota (focusing on deals >$500k)
  • Maintained 5x pipeline with (limited SDR assistance)
  • Closed $6.9M in total bookings in 12 Q (3 yr
  • Contracts)
  • Accounted for $2.3M in first-year bookings
  • In tenure, 63% plan 1st yr., 80% plan 2nd yr., and 22% plan 3rd yr
  • Top metrics (calls to leads, emails, qualified leads) in the company for all CRM and cadence tools
  • State Captain for market intelligence designation for Ohio and MI
  • NextGen Healthcare is a healthcare software and services company offering integrated care solutions that encompass medical/clinical, specialty, RCM/financial (EPM), telehealth, population health, interoperability software, and professional/consulting and training services
  • NextGen specializes solely in ambulatory care

Vice President of Business Development & Market Intelligence

OPEN MINDS
03.2019 - 12.2019
  • Company Overview: OPEN MINDS is a premier market research and management consulting firm specializing in the sectors of the health and human service field serving consumers with chronic conditions and complex needs, including mental health, addictions, social services, disability supports, long-term care, and children’s services
  • Creating and managing the business development plan, outreach and lead generation, proposal development, and contracting
  • Responsible for achieving organizational revenue targets with provider, payer, and investor organizations
  • Annual budget target of $6m plus, $500k p/month
  • Maintained a margin of 10-20%
  • Tripled the pipeline in less than 6 months (less than 2 staff), from call to proposal generation ratio > 90%
  • From proposal to contract close >70%
  • Closed contract generated (fixed fee or block of hour arrangements) & revenue = 10, $700k (+)
  • OPEN MINDS is a premier market research and management consulting firm specializing in the sectors of the health and human service field serving consumers with chronic conditions and complex needs, including mental health, addictions, social services, disability supports, long-term care, and children’s services

Vice President of Business Development | Strategic Growth

Hope Network
03.2015 - 07.2018
  • Company Overview: Hope Network- a 150M dollar NFP company, with over 2,800 staff in the State of MI
  • The footprint stretches to all 83 counties, serving over 22k consumers, in 240 plus locations in MI
  • Fostered growth organically and strategically
  • Assisted in mapping out and creating five (5) a year plan to grow the company to $200m by 2020
  • Added $10m of annual recurring revenue over 3 years
  • Improved operations, EBIDA - 5-10%
  • Grew Behavioral Health service lines, and created operational efficiency on admin/managed services
  • Hope Network- a 150M dollar NFP company, with over 2,800 staff in the State of MI
  • The footprint stretches to all 83 counties, serving over 22k consumers, in 240 plus locations in MI

Chief Operating Officer – Contract

Acadia Healthcare
08.2014 - 12.2014
  • Company Overview: Seven Hills Behavioral Institute Hospital, a 94-bed, private, freestanding healthcare facility providing 24-hour care seven days a week to patients who require Psychiatric Treatment
  • Executed P&L analysis, health plan contracting and negotiation, strategic planning, future Inpatient Hospital expansion, growth ideas for markets, and contract analysis/vetting
  • Seven Hills Behavioral Institute Hospital, a 94-bed, private, freestanding healthcare facility providing 24-hour care seven days a week to patients who require Psychiatric Treatment

Chief Executive Officer

Universal Health Services
02.2012 - 06.2014
  • Company Overview: Cottonwood Treatment Center, a licensed intermediate secure facility with 86 beds in South Salt Lake City
  • CEO of a licensed intermediate secure facility with 86 beds in South Salt Lake City, with over 12 health plans | national contracts, 145 employees, $13.5M in gross IP revenue/$8.5 in NR
  • 2014 CM/EBITDA = 7.8% to 13% (raised over 3 years)
  • Lowered bad debt to 4%, positive variance in 2013 of $16k
  • Lowered contractual allowances to realize a positive variance of $36k
  • Increased Patient Satisfaction – from 4.11 to 4.56 out of 5.0
  • Achieved regulatory compliance through 10 internal corporate audits, and 10 external State Medicaid Contract Audits
  • Zero deficiencies in the 2014 CMS PRTF audit
  • Cottonwood Treatment Center, a licensed intermediate secure facility with 86 beds in South Salt Lake City

Chief Executive Officer in Training

Universal Health Services
06.2010 - 01.2012
  • Assisted team and CEO in achieving all defined measures of operational excellence: Plan, budget, quality indicators, patient satisfaction survey results, and risk management indicators
  • Achieved 46% margin in 2011 (6% over budgeted EBITDA of 40%)

President and Chief Operating Officer

ConnectionsAZ, Inc.
04.2008 - 01.2010
  • Company Overview: Owner, President, and COO of an incorporation, Arizona-based company formed in divestiture in 2009 by four principal business partners
  • Worked with legal and a CPA firm to create a 139-page business plan
  • Secured an annualized block fund budget of $14.5M ($1.2M p/m)
  • Met budget plan with absorption of $600k of un-budgeted expense in first 6 months of operation
  • Built forecast model and billing dashboard to track and maximize revenues (revenue/AR production)
  • Negotiated 20 plus health plan contracts (Medicaid and commercial)
  • Managed all clinical and business contracts (E.H.R, pharmacy, benefits, HR, malpractice insurance, D&O insurance, and financial services)
  • Managed revenue A/R = 63% in August 2009
  • Jan 2010 = 80% A/R rate (claims paid) - less than 3 months in ownership
  • Led all HR processes (with Professional Employer Organization – PEO)
  • Delivered on less than 4% attrition level with an 8% or less voluntary turnover ratio
  • Collaborated with 22 clinic systems, 4 Provider Network Organizations (PNO), and 2 Hospitals (St
  • Luke’s and Banner Health Systems)
  • Exceeded 2008 QI standards, 99% compliance from ADHS/OBHL (State regulatory bodies), and achieved JCAHO accreditation (1-year project plan implemented)
  • Run-Rate showed $16M (total labor and non-labor)
  • Planned and executed a comprehensive cost-savings project plan
  • Exceeded expectations of $1M after 1 year
  • In 2009, we realized $2.1M in savings in UPC FY 2008-09
  • Built revenue matrix with service codes
  • Built productivity models based on revenue codes
  • A/R: 24% in April 2008
  • Result of systems change at transition = 60% A/R
  • Raised employee and recipient satisfaction consistently to above 95% in all areas (timeliness, information, food service, etc.)
  • Reduced patient wait times from 2.5 hours to only 7 minutes
  • Recognized by the Joint Commission in January 2009 (for a 39-month cycle)
  • Full ADHS/OBHL licensure - awarded substantial compliance in 2009
  • Entered and executed 60 (+) contracts with business | admin services
  • Contracted an additional 24 beds at St
  • Luke’s Hospital
  • Worked with Banner Leadership to create another Sub-Acute facility—urgent psychiatric service provision in the East Valley of Maricopa County
  • Facilities upgrade in 14,746 sq./f, safety windows, 3 new police feeder rooms to help support patient volume, increased IPU unit to 15 beds
  • Owner, President, and COO of an incorporation, Arizona-based company formed in divestiture in 2009 by four principal business partners

Case Manager | Supervisor of Psychosocial Rehabilitation Services

Berrien Mental Health Authority
02.1998 - 03.2008
  • Company Overview: D.B.A
  • Riverwood Center
  • Provided leadership and management to community-based programs, case managers, support coordinators, provider networks, support staff clinical assistants, and consumer care assistants
  • Leveraged $633,000 of Medicaid reinvestment dollars through the Berrien Mental Health Authority proposal
  • Worked with four (4) interconnected client-run and/or client-driven entities in Berrien County, MI
  • Implemented B (3) Medicaid services
  • Collaborated with State officials and consulted on the development of new services
  • Served as Statewide Liaison for Community Mental Health Authority
  • Achieved fiscal solvency for the Psychosocial Rehabilitation (PSR) budget
  • D.B.A
  • Riverwood Center

Education

M.P.A. - Healthcare Administration and Finance

Western Michigan University
01.2006

B.S. - Pre-Medicine / Psychology

Michigan State University
01.1996

Skills

  • Sales Presentations
  • Technical understanding
  • Pipeline Management
  • Performance Tracking
  • Territory Management
  • Industry Expertise
  • Deal Closing
  • Sales Lifecycle Management
  • Sales initiatives and techniques

Affiliations

  • American College of Healthcare Executives, 405482
  • US Department of Health and Human Services, Grant Reviewer, 0008274

Publicoffice

City Commissioner, Coloma, 11/06/07

Volunteer Experience

  • Assistant Coach, Coloma Varsity Football, 2022-present
  • President/Director and Head Coach, Coloma Rocket Football League, 2018

Recognition

  • Richard Wellwood Award, MDHHS, 2008
  • Employee of the Month, Riverwood Center, 2007
  • Practitioner of the Year, Birch Tree Communities, 1997

Timeline

Senior Regional Sales Executive

Patagonia Health
02.2023 - Current

Regional Sales Executive

NextGen Healthcare
01.2020 - 01.2023

Vice President of Business Development & Market Intelligence

OPEN MINDS
03.2019 - 12.2019

Vice President of Business Development | Strategic Growth

Hope Network
03.2015 - 07.2018

Chief Operating Officer – Contract

Acadia Healthcare
08.2014 - 12.2014

Chief Executive Officer

Universal Health Services
02.2012 - 06.2014

Chief Executive Officer in Training

Universal Health Services
06.2010 - 01.2012

President and Chief Operating Officer

ConnectionsAZ, Inc.
04.2008 - 01.2010

Case Manager | Supervisor of Psychosocial Rehabilitation Services

Berrien Mental Health Authority
02.1998 - 03.2008

B.S. - Pre-Medicine / Psychology

Michigan State University

M.P.A. - Healthcare Administration and Finance

Western Michigan University

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Phil Hickmon