Summary
Overview
Work History
Education
Skills
Websites
License
Personal Information
Languages
Interests
Timeline
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Sheila Hipp

Lenexa,KS

Summary

Experienced Healthcare Sales Professional. Personable, self-directed and detail-oriented healthcare and sales professional with demonstrated success in a variety of inpatient, ambulatory, provider and commercial environments. Clinical focus in cardiology, diabetes and endocrinology with experience working with multiple surgical specialties including dermatology, surgical oncology, plastics, orthopedics, otolaryngology, urology and others. Passionate about prevention and patient-centered whole person approaches. Demonstrated leadership skills with ability to see the broad picture while daily moving processes forward to accomplish long term objectives. Proven track record of account growth and target achievement, building positive relationships across stakeholder groups. Successful client retention and book of business growth.

Overview

28
28
years of professional experience

Work History

Account Executive, Workforce Health Solutions

Quest Diagnostics
11.2022 - Current
  • Responsible for relationship oversight and strategic management of $10-$12 million book of business annually. Ranked Number One Account Executive both Nationally and Regionally in Workforce Health Solutions division in 2024 with net revenue exceeding 100%.
  • Identified new business opportunities and building pipeline in direct to employer channel for mid to large size employer groups networking with brokers/consultants, internal stakeholders, marketing, prospecting, networking, cold-calling, and database leads.
  • Responsible for book of business client retention, upsell, contract term growth, price growth, NPS performance, cross-vendor collaboration and more.
  • Responsive and committed client partner resulting in trusted advisor relationship, contract extension, product expansion, increased employee participation, client willingness to speak at conferences alongside Quest as well as act as references for other opportunities.
  • Products include diagnostic testing: drug testing, occupational health, biometric/wellness onsite, remote at-home collections, health coaching, lab redirection/savings programs, point solutions for prevention, diabetes, hypertension and musculoskeletal conditions, immunization services and more.
  • Consultant to product team for new development and to marketing teams for VOC and clinical experience
  • Call points in Human Resources, Safety, Wellness, Employee Health, and Medical
  • Responsible for lead generation, research, prospecting, pipeline development, discovery, presentation, proposal development, RFP/RFI, and coordinate contract negotiation and close
  • Prepare and deliver key client analytics & outcomes reports, quarterly business review and pipeline reports, mentor team members, support clinical inquiries where needed
  • Leverage tools for CRM, lead generation, marketing resources, sales portal, laboratory resources, data analytics, medical affairs and more.

Senior Clinical Transformational Consultant, Population Health/ Member Health and Wellness

Capital Blue Cross
06.2020 - 07.2022
  • Recruited by Geneia 06/20 - wholly owned subsidiary of Capital Blue Cross to implement advanced population analytics into client workflows
  • Clinical division absorbed by parent Capital Blue Cross in January 2021
  • Clinical consultant in PHM - Monitor and ensure clinical quality and integrity of programs and program communications. Clinical SME for new program implementations, diabetes prevention, (Omada) management, and reversal (Virta), as well as CKD/ESKD, and others
  • Evaluate point solution (vendor) program quality, performance, KPI achievement to ensure member engagement, projected reduction in medical cost/spend
  • Provide monthly analysis and reporting of PHM activities
  • Support HEDIS and STARS improvement/gap closure by leading vendor relationships for programs such as colorectal screening, home test collection for HbA1C, and others which support various measure compliance and improvement
  • Collaborate with education, health and wellness consultants, marketing, sales, and value-based provider quality, to provide communications to support member and provider behavior change and improve HEDIS and STARS performance
  • Developed and support a clinical RFP response unit within PHM, created process maps (current & future state), and revised departmental approach to reduce redirects, response time and time burden for senior leaders
  • RFP response tracking implemented, all responses for 2021 submitted on time
  • Developed response library content and closed communication gaps with brand/market strategy group
  • Conducted market research for available proposal software vendors as solution to streamline response time and process for enterprise
  • Worked with vendor alliances, brand/market strategy and key leaders to develop, issue, evaluate and move to finalist presentations and selection for RFP proposal software to be implemented enterprise-wide for 2022
  • Clinical SME for Comprehensive Diabetes Strategy implemented in 2021: contributed to member profile development, journey development, 3rd party point solution implementation, data flows and integration, ongoing reporting and monitoring of member engagement
  • Support sales and Employer Health and Wellness Consultants with presentations to large ASO groups who opt in to select clinical programs
  • Work with marketing and education consultants to develop communications toolkit to support employer group communications to employees regarding available programs
  • Clinical consultant to Population Health Analytics for disease prevalence and coding, clinical activity reporting, point solution vendor RFP evaluation, including kidney, home monitoring, diabetes, and others as requested
  • Conducted website analysis and suggested revisions to improve accuracy and thoroughness of content and improve member usability for Medicare website
  • Consultant- member engagement improvement strategies.

Chronic Care Management, Manager, Patient Care Center

Quest Diagnostics
11.2018 - 01.2020
  • Led start-up Chronic Care Management Population Health initiative within National Customer and Extended Care Division for Quest
  • Directed overall clinical scope, program development and provided division leadership
  • Recruited and onboarded CCM patient care team, both onsite as well as remote care managers
  • Created comprehensive platform assessment and recommendation for replacement and integration of existing siloed systems
  • Improved process, clinical effectiveness and nurse call times from over 60 minutes/call to 22 minutes per call in less than 6 months
  • Established close working relationship with sales, solutions team, project management and medical quality leaders in Population Health
  • Defined value proposition and galvanized team around same Policy and operating procedure direction and development
  • Continuing education and staff development activities
  • Decommissioned program through January 2020, as Quest exited CCM space in late fall 2019.

Supervisor/Educator/Interim Unit Manager

The University of Kansas Health System
02.2010 - 11.2018
  • Supervisory and staff development responsibilities for The Preoperative Assessment clinic which evaluated 90% of high-risk surgical patient population at The University of Kansas Health System
  • Collaborated with multidisciplinary clinic staff of anesthesiologists, anesthesia residents, RNs, APRN’s, Heath Care Techs, Pharmacists and Office Staff and collectively see 200+ patients each week
  • Excellent nursing skill set including assessment and testing, referral coordination for highly complex patients considering surgery
  • Devised weighted triage assessment tool to rank highest risk patients for evaluation and/or referral preoperatively to primary care or specialists as needed for condition management and risk mitigation prior to surgery
  • Expanded telephonic triage from 2 to 10+ surgical lines and created standard work tools, call evaluation tools, instituted call monitoring and quality tools
  • Reported quality measures for clinic visits as well as telephonic nursing visits.
  • Applied strong leadership talents and problem-solving skills to maintain team efficiency and organize workflows.

Vice President of Business Development

Healthways, Inc.
10.1996 - 10.2006
  • Recruited as one of 7 executive directors in local markets to pilot diabetes disease management
  • Career progression to lead multisite centralized nursing operations, implementation and management of heart-failure program for leading health plan, and business development in the Central U.S
  • Managed large Patient Care Centers for client patient populations working to contract performance metrics and goals
  • Improved health and overall compliance with national standards of care for chronic diseases
  • Support to sales organization
  • Coordinated utilization management and care management with health plan staff
  • Managed multiple project plans with progressive contract implementations over 2 years to 2 million lives under management for diabetes, respiratory, heart failure and other disorder groupings
  • Designed blended inbound and outbound call flow, predictive dialers and call campaign management
  • Developed successful relationship management and integration activities with health plan medical directors, case management, provider relations, quality, information technology and more
  • Participant/vendor for national industry meetings, internal medical and scientific advisory boards
  • Developed new business, RFP to value proposition development for multiple health plan clients
  • Led sales revenues company-wide first full year
  • Experienced in onsite multi-department health plan assessment, client presentation and meetings
  • C-suite presentation experience
  • Participated in contract negotiation and review, led on-time implementation for health plans.

Education

Master of Business Administration - in Progress -

Baker University
Overland Park, KS

Bachelor of Science in Nursing -

Missouri State University
Springfield, Missouri

Associate of Science in Nursing - undefined

Missouri Southern State College
Joplin, Missouri

Skills

  • Outstanding Client Relationship Management
  • Excellent Sales Skill Set
  • Strong Diabetes & Metabolic Clinical Experience
  • Extensive Healthcare Industry Knowledge
  • Product Development Ideation
  • Business Acumen
  • Analytics and Reporting
  • Employer Market Knowledge
  • Clinical Operations
  • Disease & Population Health Management
  • Health Plan Experience
  • Biometrics-Wellness Program Sales and Strategy
  • Drug Testing
  • Occupational Health
  • Immunization Programs
  • Pipeline Management
  • Contract Negotiation

Websites

License

Registered Nurse, Kansas - Compact States

Personal Information

Title: BSN, RN

Languages

French
Elementary

Interests

Domestic and international travel, cuisines/cooking, gardening

Timeline

Account Executive, Workforce Health Solutions

Quest Diagnostics
11.2022 - Current

Senior Clinical Transformational Consultant, Population Health/ Member Health and Wellness

Capital Blue Cross
06.2020 - 07.2022

Chronic Care Management, Manager, Patient Care Center

Quest Diagnostics
11.2018 - 01.2020

Supervisor/Educator/Interim Unit Manager

The University of Kansas Health System
02.2010 - 11.2018

Vice President of Business Development

Healthways, Inc.
10.1996 - 10.2006

Master of Business Administration - in Progress -

Baker University

Bachelor of Science in Nursing -

Missouri State University

Associate of Science in Nursing - undefined

Missouri Southern State College

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Sheila Hipp