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Anthony E. Fanelli

Niagara Falls, New York, 14304 (813) 484-9619

anthonyefanelli@aol.com linkedin.com/in/tonyfanelli1970/en

Visionary providing fiscal, strategic, sales & operations leadership in complex organizations. I am looking for a growing company in need of a dynamic leader to

help them exceed their goals.

I am a highly sought-after executive with documented achievements in the clinical

laboratory diagnostics, health information technology, and healthcare services fields. I am

interested in securing a leadership opportunity that is commensurate with my

progressive track record. As a strategic leader, I direct teams to optimal performance and

exceptional profits in the hospital, post-acute care, multi-specialty & primary care physician,

IDN, GPO, managed care, and corporate arenas. I tactfully challenge my audience and

tailor my messages through value-based & disruptive solutions that inspire emotion, builds

consensus, and drives stakeholders to act. Today’s sales environment is more complex

than ever. Selling is not about building relationships. It is about the nature of the

relationships. Sales experience drives the majority of customer loyalty. I TEACH FOR

DIFFERENTIATION, TAILOR FOR RESONANCE & TAKE CONTROL!

As a front-line leader, I am the fundamental link between roadmap strategy, consensus and

execution. World-class managers today are defined not just by their ability to coach the

“known,” but by their ability to innovate around “unknown obstacles.” As a mentor, I

understand the uniqueness of each of my direct reports and relate to them in a way that

helps each person flourish by creating developmental opportunities and continuously

assess performance and skill growth over time. I foster open and honest interactive

communication that spawns collaborative creativity and reinforces innovative behaviors that

find better ways to advance a deal and drive productivity. Coaching isn’t just a huge driver

of sales performance – it’s also a major factor in employee retention and extra effort!

Poised for advanced challenges, I look forward to enhancing an organization’s footprint as a trusted community partner by identifying the economic drivers that arm its customers and my teams with the data or information to back up assertions and provide knowledge-based solutions that optimize decision making, improve health outcomes, reduce treatment costs,

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mitigate risk, penetrate new markets, and establish it as the dominant player in each community that it serves. Most importantly, I want to be the driving force that will enable a company to execute its Mission, Vision and Values!

DEDICATED, SELF-DRIVEN, FOCUSED, AND RESULTS ORIENTED; ALWAYS

ONE STEP AHEAD OF THE CHALLENGE AND TWO STEPS AHEAD OF THE

COMPETITION!

Anthony E. Fanelli

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EXECUTIVE SUMMARY

Electronic Health Records Specialist

NIAGARA FALLS MEMORIAL MEDICAL CENTER (NFMMC) – Niagara Falls, NY

2011 – Present

I divested my interest in Florida Drug Screens, LLC and temporarily relocated to Niagara Falls where my family resides. I work for the hospital's 6 primary care centers and numerous specialists, gaining valuable experience while I selectively conduct my career campaign. I drive EHR standardization and compliance within the hospital's IDN. NFMMC is part of the largest health system in WNY that includes Kaleida Health, Catholic Health, Rochester Health, University of Rochester Health Services, and numerous independent hospitals. Key contributor during the network's transition from Practice Partner EMR to eClinicalWorks EMR. This process included interfacing with the RHIO (HEALTHeLINK) to facilitate a secure electronic exchange of health information between providers. I train staff, improve systems, and design SOPs. Work very closely with all departments, providers and payers. Extensive sales and operations leadership experience in hospital outreach service lines and centers

of excellence. Expert in health systems, healthcare reform, document management, clinical laboratory diagnostics, mobile healthcare, and C-Suite relationships.

Work very closely with the IDN’s seamless network of MH and CD providers. Operational knowledge in the areas of I-STOP Rx Monitoring, pain and addiction medicine, inpatient/outpatient treatment, primary and behavioral healthcare integrated services and Agonist TX.

Proficient in Patient & Consumer Engagement Programs, Managed Care, Population Health Management, and Patient-Centric Value-Based Care.

Adept in Health Information Exchanges, Connected Communities of Health Interoperability, Triple Aim Roadmaps for Healthcare, and NCQA PCMH Quality Measures.

Owner and Director of Sales & Marketing

FLORIDA DRUG SCREENS, LLC – Riverview, FL

2007 – 2010

Established enterprise providing on-site substance and alcohol abuse testing, wellness screenings, and vaccinations in Tampa Bay, Florida. Fostered relationships with MedTox, Besse Medical, Aetna Health, Quest Diagnostics, hospitals, government and county agencies, as well as numerous local, regional, and national corporations. Direct operations and sales. Prospect for and identify business opportunities. Perform cold calls to local corporate directors to provide presentation on services and secure agreements and contracts. Estimate extent of orders and place vaccination and ancillary product orders with product provider. Furnish internal employees with materials and support to satisfy terms and conditions of company agreements. Address and resolve service issues and secure payment.

Orchestrated on-site wellness and flu programs supporting 4 counties, 30 companies, and more than 25,000 employees per the “Voice of the Customer.”

Expanded wellness and substance abuse product lines to over 40% of vaccination clients.

Leveraged Pinellas County School System’s $250K annual contract and 14,000 employees from local hospital system through commitment to superior quality of service. Negotiated a fee-for-service carve-out agreement with Aetna, the school system’s provider.

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Client Services Manager, Occupational Health Services

UNIVERSITY COMMUNITY HEALTH (NOW FLORIDA HOSPITAL) – Tampa, FL

2006 Ignited sales, marketing, and client retention efforts for 5 occupational health clinics, including 4 local hospitals in Tampa Bay, Florida. Acted as liaison between occupational health physicians and clients to expedite safe, cost-efficient, and timely return to work of injured personnel. Worked with major workers’ compensation companies and their clients to advance injured employee referrals to specialists and providers within the IDN's six Centers of Excellence. Focused on cross-functional process improvements.

Propelled the expansion of facility’s on-site annual flu vaccination business by $250K.

Negotiated the conversion to new drug testing vendor, resulting in 90% client transition rate and annual savings in excess of $117K. Including secure electronic delivery of results to HR & Risk Management personnel.

Implemented fee for service agreements with county and state government agencies. Directed contract negotiation, implementation and compliance.

Achieved a 97% return to work rate. Services included OSHA, rehabilitation, mobile health, radiology, toxicology, and clinical diagnostic testing.

Expedited injured employee referrals to specialists within the hospitals’ Six Centers of Excellence within 48 hours of initial diagnosis. Extremely proficient in all inpatient and outpatient service lines.

Retained and expanded business among client base including Busch Gardens, Medco, HCA, CorVel, Wal-Mart, Cardinal Health, U.S. Postal Service, FDLE, and Hillsborough County Sheriff’s Department.

District Sales Manager

QUEST DIAGNOSTICS, INC. (FORMERLY SMITHKLINE BEECHAM CLINICAL LABORATORIES) – Tampa, FL

1997 - 2005

Supervised as many as 12 Hospital and Physician Account Managers and 5 Internal Account Managers in district spanning from Ocala to Naples, Florida with annual P&L in excess of $60M. Oversaw district budget and sales forecasting. Established, led, and coached sales team while developing sales strategies and plans for account management, growth, and customer satisfaction. Ensured implementation of national and regional sales initiatives, as well as meeting of team sales targets. Provided team adherence to compliance programs and government regulations. Managed accounts, maximized the pipeline, and implemented pricing policies. Marketed new products and services. Played key role in formulation of national strategy and directed special projects that were successfully adopted nation-wide.

Expanded hospital footprint by $11M or 50% among health organizations including BayCare Health System, HCA Healthcare, VA Sunshine Health, IASIS Healthcare, and Sarasota Memorial Health.

Worked hand-in-hand with Quest Diagnostics’ National Hospital Accounts Director in the negotiation, implementation and compliance of contracts with Universal Health Services, HCA, Health Management Associates, HealthSouth, Community Health Systems, Tenet, and others.

Grew physician book-of-business by $24M or 40% through pipeline development, team-selling, and added-value strategies in the IDN, physician, managed care, and GPO arenas.

Strategically aligned with Quest Diagnostics’ National Managed Care Director in the negotiation, implementation and compliance of contracts with Aetna, AvMed, Blue Cross and Blue Shield, Cigna, Health Options, Humana, United Healthcare, Universal Health Care, and many others.

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Built, mentored, and motivated high-performance sales teams with zero percent voluntary attrition with direct reports earning over 30 national and business unit performance awards.

Secured long-term partnerships with 90% of strategic accounts through the implementation of tailored IT/EHR solutions via the CARE360 System, EMR/LIS interfaces, and Clinical Informatics & Algorithm Decision Support Tools.

Collaborated with many strategic partnerships to mutually transform patient care through the adaptation of cutting-edge technologies of the highest quality and most compelling value. Worked as a team with Abbott, Atherotech, Pharmacia, Digene, and Cytyc. Expanded esoteric and personalized medicine revenues by $15M in areas ranging from women’s health, toxicology, anatomic pathology, and genetic testing.

As a valuable member of the Leadership Management Team, I led numerous cross-functional process improvement initiatives that were successfully adopted nation-wide. Examples include: Sales Force Automation, Internal Mining Tool, Mentoring Partnerships, Personal Development Programs, Team Sales Approach Model, District Report Cards, and PSC Volume Maximization initiatives.

Proactively fostered relationships at all levels of district top accounts. Exceeded company annual voluntary attrition standards of less than 5% on a consistent basis.

Education B.A. in Economics; Minor in Expository Writing University of Maryland - College Park, MD

Key Strengths & Skills Strategy Development for Sales & Organic Revenue Growth • C-Suite Relationship-Building • Key Account Penetration & Retention • Contract & Price Negotiation • Cross-Functional Leadership • IT & Connectivity Solutions • Diagnostics • Strategic Partnerships • Value-Based, Consultative Solutions • New Technology Launches • Salesforce Automation • Pipeline Maximization • Data Base Mining

Awards & Honors Quest Florida Business Unit Top DSM Customer Satisfaction and Response Awards - 2004.

Quest Florida Business Unit Top DSM Award - 2003.

Quest Florida Business Unit DSM Coaching & Mentoring Award - 2003.

Quest Florida Business Unit Top DSM Awards - 2nd & 3rd Quarters - 2003.

Quest Special Recognition Stock Option for #5 National District - 2002.

SBCL National ABM Presidents Club Award – 1998.

SBCL National ABM Vice President's Award - 1998.

SBCL National TSM President's Club Award - 1993.

SBCL National TSM Vice President's Award - 1993.

SBCL National TSM Vice President's Award - 1992.