Devon Health Services
Company: Devon Health Services
Company Description: Devon Health Services, Inc. is a National Health Care Cost Management Company and Preferred Provider Organization that offers complete healthcare benefit programs customized to meet each client’s specific needs.
Nomination Category: Individual Awards Categories
Nomination Sub Category: Best Sales Manager
Nomination Title: Jeff Penn, Vice President of Sales
Tell the story about what this nominee achieved in 2003 (up to 500 words). Focus on specific accomplishments, and relate these accomplishments to past performance or industry norms. Be sure to mention obstacles overcome, innovations or discoveries made, and outcomes:
Jeffery Penn is the Vice President of Sales for Devon Health Services, Inc (DHS).
DHS is a National Healthcare Cost Management Company and Preferred Provider
Organization (PPO) that offers complete healthcare programs customized to meet
each client's specific needs. Mr. Penn aided in expanding the DHS products in
response to client demand. DHS's products include regional and national group
health preferred provider networks (consisting of physicians, hospitals, and
ancillaries), national pharmacy plans, national dental plans, national vision plans,
third party and claims recovery services, out-of-network claims negotiation,
worker's compensation networks and motor vehicle networks.Mr. Penn's primary focus: Creating relationships that directly increase revenue for
DHS.
In 2003, these are the types of relationships Mr. Penn has developed and how
they directly affected DHS:-Mr. Penn has been instrumental in increasing the number of contracted TPA's
(Third Party Administrators) by 50%. TPA's are independent organizations that
provide services like claims processing and underwriting, as well as handle
insurance functions, for other companies, and is one of DHS's key client
categories. TPA's use the DHS Network to access discounted rates. These
discounts are passed on to their members. Devon went from having relationships
with 40 TPA's to over 100 TPA's under Mr. Penn's direction.-Mr. Penn brokered an agreement between Principal Insurance and Medical
Mutual of Ohio (MMO). MMO and DHS have collaborated, creating an
interchangeable network where DHS members have access to MMO products and
MMO members have access to DHS products. Principal Insurance can bring their
products, services, clients, and members to the MMO/DHS relationship, thereby
expanding opportunities for each company. The addition of the Principal Insurance
relationship has increased revenue in this product line and increased claim volume
through the network, which creates leverage for even deeper discounts with
network facilities and physicians.-The number of Self-Funded Employers, a large portion of clients that access the
DHS PPO, has grown over 25% in 2003 due to Mr. Penn's sales initiatives. Self-
Funded Employers are employers that assume complete responsibility for
healthcare losses of its covered employees.-Various smaller insurance carriers have continued to join Devon in 2003. These
companies bring more groups of employees that use the DHS PPO. These
insurance carriers have access to DHS products and in return, DHS has access to
their products and employees.Mr. Penn created numerous relationships in the healthcare industry that have
continued to flourish into opportunities to benefit DHS. Because of the increase in
clients (insurance companies, private businesses, TPA's, and self-funded
employer groups) there is a direct increase in members, which mean more use of
DHS products and more revenue for DHS. Because of Mr. Penn's diligence, sales
were up over 30% in 2003.In 2003, DHS continued to gain brand awareness throughout the healthcare
industry. DHS combines great service and smart products to meet the total
healthcare needs of its clients. Mr. Penn builds relationships that further the
growth of DHS as a full-service healthcare consultant and the Northeast's most
extensive Preferred Provider Organization and Healthcare Cost Management
Company.
List hyperlinks to any online news stories, press releases, or other documents that support the claims made in the section above. IMPORTANT: List each link on a separate line, begin each link with http://, and enclose each link in square brackets; for example, [http://www.website.com]:
http://www.devonhealth.com
http://www.devonhealth.com/pages/pdf/press_releases/Devon%20Definity%20Announcement.pdf
http://www.devonhealth.com/pages/businesses/client_services/patient_insurance.html
http://www.devonhealth.com/pages/businesses/products.html
http://www.devonhealth.com/pages/corp_headquarters/whats_new/archive/salesupdate.html
Provide a brief (up to 100 words) biography about this nominee:
Jeffrey Penn has 15 years of experience in health care. His responsibilities
include sales, product development, strategic planning and provider contracting.
Penn has been the VP of Sales since 1995. He is responsible for recruiting
insurance companies, third party administrators, brokers, benefit consultants and
self funded employer groups. He was Devon's first employee in 1991. His initial
focus was physician/ancillary network development. He became Director of Market Development in 1993. His role then included hospital contracting and network
management. Penn has a BA from Villanova University. He recently earned a
Fellowship in managed care from the Academy of Healthcare Management.