Jeffrey Zavada, the Chief Revenue Officer at AMPS, boasts a remarkable 29-year career in the healthcare industry marked by exceptional leadership and a steadfast commitment to building high-performing teams. His journey in healthcare commenced during his college years when he joined the home office team at health insurer American Medical Security. After graduating, he continued his career at the same organization, where his talent quickly became evident.

During his tenure at American Medical Security, Jeffrey achieved impressive milestones. He was recognized as the Rookie of the Year and earned the distinction of being the number one District Sales Manager for two consecutive years. His unwavering dedication led to a well-deserved promotion to Regional Vice President of Sales for the western states, where he continued to excel, maintaining his status as the number one District Manager.

Subsequently, Jeffrey assumed the role of National Vice President of Sales at PPONext, where he played a pivotal role in successfully acquiring and integrating multiple PPO networks into a single national network. His influence extended to the development of a national sales and account management team, further solidifying his reputation as a dynamic leader.

United Healthcare recognized Jeffrey’s extraordinary talents and recruited him as their Vice President of Sales. His exceptional leadership earned him the title of the number one Vice President of Sales for the company for three out of five years. Under his guidance, an impressive 20 members of his sales and account management staff received the company’s highest achievement award, a distinction reserved for the top 1% of sales staff.

Continuing his illustrious career, Jeffrey assumed the role of Chief Sales Officer for Pharmacy Services at Walgreens. In this capacity, he successfully integrated sales teams from 15 separate divisions, establishing Walgreens’ first national sales force. His visionary leadership made a lasting impact on the organization.

In 2010, Jeffrey embarked on an entrepreneurial journey, founding FlagshipSailsRx. Under his guidance, Flagship experienced remarkable growth, expanding its operations across eight states and serving over 200 clients. Jeffrey’s strategic decision to sell the TPA division to Froedtert marked a pivotal moment in his career, where he played a crucial role in building Exceedent, Froedtert’s TPA division, from the ground up.

Currently, as the head of the Employer division at Bright Healthcare, Jeffrey brings his wealth of experience and expertise to this dynamic healthcare organization. His career is a testament to his consistent pursuit of excellence and his unwavering dedication to building and leading high-performing teams in the healthcare industry.

Path from Summer Temp Employee to Regional Vice President

Jeffrey attended the University of Wisconsin in Green Bay and was a member of the men’s basketball team. During one summer, he needed a job and was referred to the CEO of American Medical Security, Wally Hilliard (now deceased). After an interview, he was hired as a summer temp employee, which marked the beginning of his journey with the company. After graduating from college, he returned to work for them full-time and eventually climbed the ranks to become the regional vice president for the Western States, overseeing operations in Colorado, New Mexico, Arizona, and Utah. His career with the company spanned eight or nine years and was a fulfilling experience.

Success Factors

Jeffrey attributes the success at United to several key factors. Firstly, the organization itself was very strong and offered a competitive and compelling solution to the market. Secondly, he had the privilege of leading teams comprised of highly talented, qualified, and experienced individuals. Lastly, serving on the CEO advisory board provided him with access to senior leaders, which facilitated the ability to drive initiatives forward swiftly.

Reflecting on his time at UnitedHealthcare, Jeffrey acknowledges that it was a highly informative and impactful experience. It allowed him to leverage both the power of the brand and the personal relationships he had cultivated, ultimately leading to significant success for both UnitedHealthcare and himself.

From United Healthcare to Entrepreneurship through Flagship

Jeffrey’s career journey took him from United Healthcare to being the Chief Sales Officer for Walgreens, fulfilling a lifelong goal of holding a top sales position in a Fortune 50 company. After achieving this milestone, he felt ready to start his own business and venture into entrepreneurship. This decision marked the genesis of Flagship, his own company.

Flagship became a platform for Jeffrey to share his extensive knowledge and expertise with a wide range of organizations. Instead of working exclusively for one company, he engaged in 86 different consulting relationships, exposing him to various businesses in the employee benefits and healthcare sectors. This experience further deepened his personal knowledge and expanded his network of relationships.

Having previously been involved in reorganizing and restructuring Walgreens and contributing to the development of new products at United Health Group, such as UMR, Jeffrey was well-equipped to offer valuable insights to smaller companies. He provided access to his level of experience, knowledge, and relationships without the need for them to hire him full-time. This arrangement was mutually beneficial, as it allowed his clients to tap into his expertise, ultimately helping them refine their processes and grow their businesses.

Collaboration and Communication

Jeffrey emphasizes that a crucial aspect of the success of Flagship was the caliber of people he hired for the company. These individuals were exceptionally skilled and dedicated because, in an entrepreneurial venture like Flagship, every client sought a significant part of his expertise and attention. Therefore, it was imperative that the employees he brought on board were not only highly competent but also equally hardworking and committed to meeting the clients’ needs.

At Flagship, Jeffrey and his team shared a common mindset, working collaboratively to address their clients’ challenges. Effective communication played a pivotal role, irrespective of the client’s location or the employee’s location. They ensured daily communication, created and adhered to well-defined plans, and developed a roadmap or game plan for each client. This commitment to meticulous planning and execution extended not only to internal communication but also to external communication, ultimately contributing to the company’s success in delivering exceptional service to its clients.

Recruiting the Right People

Jeffrey outlines several principles and strategies that he considers crucial for assembling and leading successful teams:

• Leadership Perspective: Jeffrey emphasizes that as a leader, he sees himself as someone to provide guidance, support, education, and direction to the team. He doesn’t view himself as a boss but rather as a team leader who leads rather than supervises.
• Value of Every Team Member: Drawing from his sports background, Jeffrey highlights the importance of recognizing that every member of the team is equally important, regardless of their role. This includes not just the star performers but also those who contribute in different ways, such as managers, trainers, assistants, and coaches. When everyone understands and fulfills their role, the overall team’s success is ensured.
• Recruiting the Right People: Jeffrey believes that recruiting the right individuals is paramount. He looks for like-minded individuals who possess a competitive spirit, a thirst for knowledge, and a willingness to prioritize the team’s success over individual glory. Motivation is another key factor, with a preference for individuals motivated by success, understanding that financial rewards follow, rather than those solely motivated by money.

By adhering to these principles and strategies, Jeffrey has been able to build effective and successful teams throughout his career.

Team Unity Beyond the Workplace

During his time at UnitedHealthcare, Jeffrey describes his team as being like a big family. They shared a deep bond, and their camaraderie extended beyond the workplace. They worked long hours together, celebrated their successes as a team, and even attended each other’s children’s birthday parties.

In this close-knit culture, teamwork was paramount. Team members supported one another in times of sickness or when someone needed assistance. If a new team member joined, the experienced ones went out of their way to provide training and help them get up to speed quickly, recognizing that this benefited everyone.

Their hard work extended to building fantastic products and pricing strategies, resulting in numerous victories. Winning was not just about the end result; it was also about the process and the confidence gained with each success. The team’s experience and confidence grew with each win, creating a cycle of improvement. They dominated their competition, making it a truly special and successful time in the marketplace.

A Persistent Challenge

Jeffrey identifies corporate bureaucracy as the most consistent challenge in his experience. He observes that within organizations, individuals often tend to protect their own departments or areas of responsibility, creating silos or “kingdoms.”

To address this challenge, Jeffrey emphasizes the importance of mutual respect for all team members. He highlights the need for understanding that when someone proposes a novel idea or approach that deviates from the norm, it may take time for others to embrace it. Rather than trying to force immediate buy-in, he advocates for a patient and compassionate approach. It’s crucial to give others the time to understand and learn about the new idea, presenting it in a factual and empathetic manner. By doing so, one can effectively garner support and buy-in from colleagues, rather than imposing it upon them.

Insights on the Impact of Technology on Sales

Jeffrey identifies technology as the most significant factor reshaping the sales landscape. Whether it’s digital marketing, AI, or even the transition from emails to faxes, technology has continually evolved and changed how sales are conducted. He notes that this transformation has led to a shift away from the traditional emphasis on personal relationships in sales.

In the past, people often bought from individuals they had a personal relationship with, and the product or service was secondary. However, in today’s tech-driven environment, the personal relationship aspect has become less prominent. Factors like price and service have gained greater importance.

The COVID-19 pandemic has further accelerated this shift, with fewer face-to-face interactions and more reliance on virtual communication tools like Zoom, Teams meetings, email, digital marketing, and websites. Jeffrey emphasizes that the current generation of sales professionals must adapt to this changing landscape by finding ways to be different and relevant in a world where in-person interactions are less common.

Views on Improving Healthcare Payment Systems

Jeffrey believes that the most significant area in need of improvement within the healthcare industry is how healthcare providers are paid. Currently, providers often charge different rates based on the patient’s insurance or the entity paying the bill, leading to inconsistencies and disparities in healthcare costs. He sees a significant opportunity for growth and change in achieving greater uniformity across payment and reimbursements. This includes addressing issues related to the timeliness of providers receiving payments and how much of the cost is passed on to the patient.

Jeffrey mentions that this is precisely the mission of AMPS — to address the diverse and inconsistent methods of paying for healthcare and work towards more standardized and equitable approaches to healthcare financing.

Advice for Success in Healthcare Sales and Account Management

Jeffrey offers valuable advice to aspiring sales and account management professionals aiming to excel in the healthcare industry:

• Never Stop Learning: Continually seek opportunities to learn new things. The moment you believe you know everything is when you risk becoming obsolete in a rapidly evolving field like healthcare.
• Work Hard: Put in the effort and dedication required for success. In the world of sales and account management, your results are directly proportional to the effort you invest. Don’t expect anything to be handed to you; instead, earn it through hard work and a commitment to acquiring knowledge.

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