Head Strategy / COO
Aster DM Healthcare
مجموع سنوات الخبرة :21 years, 4 أشهر
• Cost Saving/ Revenue Augmentation Strategies:
o Spearheaded cost optimization exercises by clinical and financial restructuring, focusing on surgical procedures - projected to save 6.1 million AED annually across revenue generating departments
o Devised revenue augmentation strategy, leading to additional revenue collection. This initiative resulted in an increase in OPD per patient collection (PPC) from 400 AED to 450 AED for the Medcare units. Increased the Av. Revenue per case from lab services from 227 AED to 290 AED and in radiology from 160 AED to 240 AED. This contributed to a 32% increase in revenue for Maternity OPDs during the pilot phase, with an additional monthly revenue increment of 0.6 million AED.
• Revenue-Linked DRG Implementation & Optimization:
o Successfully improved the Disease Severity (SOI) level 1 from 93% to 89.4% at Group level and to 85% for the pilot hospital (MWCH) by more comprehensive documentation and disease upcoding, which led to an EBIDTA addition of 1%.
• Operational Optimization & Revenue Augmentation Strategies - Saudi Arabia and Oman (2019-2021)
o Streamlined operational workflows across departments to achieve leaner pharmacy inventory management, faster OPD TAT, and improved OT utilization by 10%, leading to an additional monthly revenue of 1 Mn SAR.
o Implemented improved tracking of consumption and utilization, resulting in waste reduction and cost savings in service provision. Led to savings of 2 Mn SAR annually.
o Introduced BCMA process in IPD to reduce medication errors by 50% & wastage by 10%
o Collaborated with Medical Directors & Business Leads to reduce the average Length of Stay (LOS), improve Turnaround Time (TAT) and ARPOB for the hospitals.
Operations & Strategy
Front-led the P&L operations for OPD and diagnostics segment with a top-line of INR 400 crores p.a.
Strategized healthcare operational plans, tackled business/revenue challenges for the largest hospital in NCR (1300 bedded JCI accredited). Impacted organization profitability, drove end-to-end product development/marketing functions, strengthened customer relations, and served as go-to leader for operational efficiency. Sharpened the medical and administrative operational function with a team of 20 doctors, 34 managers and 30 front office staff
•Maximized business opportunities, created new opportunities by designing/introducing new diagnostic tests/packages, strengthened relationships with industry partners, forged strategic alliances and expanded business through corporate tie-ups
•Structured and implemented service delivery processes and workflows; introduced Medanta discharge protocols, streamlined TPA process, OPD queue management systems and augmented in-house Operation Command Centre
•Assisted the CEO in critical projects on service excellence, PAN-India expansion, launch of new hospitals, recruitment of clinical leaders, development & launch of Medanta EMR app and website
•Steered various quality initiatives in alignment with global benchmarks; successfully prepared for JCI Accreditation from operational standpoint
•Designed comprehensive operational dashboards for evaluating performance of operational/ clinical excellence parameters
•Transformed Medanta operations to an application based environment for effectively managing all queries, data collection, ticket closures, clinical orders placement, attendance tracking and HR activities
Highlights:
•Secured over 8% top-line growth in OPD and diagnostics segment in 1 year through corporate tie-ups and business expansion initiatives
•Accelerated average footfall for OPDs/ diagnostics by 10% through outreach marketing and strategic tie ups; successfully increased OPD conversion of diagnostics; catapulted footfall for the new specialties to 15% of the total patient base
•Directed the launch of new healthcare centers across Lucknow, Ganganagar and Mumbai with special diagnostic centers in Bihar and UP, conceived and initiated telemedicine services (Medanta e-clinic)
•Provisioned exclusive supplementary services for Medanta through collaborations with Uber/ Oyo Rooms/ Portea
•Led cost optimization exercises and curbed the manpower employed per floor by 20% across various functional areas
•Effectively renegotiated service contracts of outsourced vendors including purchase contracts of medical equipment and instruments which slashed costs by 10%
•Enhanced machine utilization (in Radiology) from 85% to 95% through improved queuing mechanism and increased conversions; decreased machine downtime to less than 5% by ensuring regular maintenance and upkeep to enhance diagnostic volumes
•Slashed the floor manager team size from 30 managers to 18 managers to efficiently manage 1300 beds with 186 ICU beds
•Curbed attrition rates from 50% to 10% in last 6 months for managers team
•Enhanced top 2 levels of patient satisfaction scores from 60% to 80% through various initiatives - developed culture of trust and open lines of communication for patients, doctors and nurses on daily basis
•Drove physician engagement to higher levels and ranked one of the best places to practice medicine in latest surveys.
•Reduced critical service complaints on nursing care and clinical treatment by 60 - 70%
Co-founded Pythia Healthcare INC, envisioned towards filling the gaps in US healthcare systems through predictive analytics. Directed the medical analytics function as Head of Medical Services and set-up the entire business operations. Forged strategic alliances with US healthcare provider segments and not-for-profit agencies for ensuring better treatment outcomes. Front-led the cost centre operations across India and USA. Effectively managed revenue streams for the successful start-up
• Strategized low cost solutions for hospitals and home health services attached to CMS
• Executed a pilot project with a 300 bedded NJ hospital: 90% NPV achieved and slashed readmission rate from 15% to 5% for CMS patients and penalties imposed in Obamacare from USD 3 million to zero
• Steered teams in deploying advanced solutions based on prescriptive and predictive analytics thereby driving positive impact to revenues, reduce operational costs and improvements in patient aftercare
• Clinched high ROI deals through effective solutions demonstration: Secured business from 2 biggest hospital networks in the states of New York and New Jersey
• Pivotal in algorithm development through intense research and application of clinical expertise for risk stratification
Healthcare
Envisioned product development plans for global blue chip clients and led premier projects
Steered business development initiatives, formulated pharmaceutical product development plans for premier clients. Directed mission-critical projects for biopharmaceutical and medical technology companies. Enabled portfolio realignments, business unit and franchise growth, new product acquisitions and successful market entries
Key Projects:
Title: Commercial (Life Cycle Management opportunities) assessment of a CNS drug in select neuro-psychiatric indications
Client: US based pharmaceutical company Duration: 5 months
•Performed disease mapping exercises, matched drug mechanism to potential neurological diseases to identify research areas
•Developed heat map of the opportunities and strategized a go to market plan for the client in a high quality output.
•Conducted primary research sessions/ focus groups with 100+ neurologists to gather insights and develop strategic roadmap
Title: Disease area assessment to identify strategic in-licensing opportunities in Haemophilia
Client: Leading US based pharmaceutical company Duration: 5 months (completed in 3 months)
•Led a team of 5 consultants to conduct disease analysis, evaluated possible technologies under development across the globe and created feasibility analysis of usage in Hemophilia
•Received an award for the best and most profitable project for the year
Established 3 medical setups with OPD, IPD, OT and day-care facilities
Strategized plans to secure better revenues/profit margins. Acted as Medical Advisor & collaborated with NGOs for conducting training camps to control/treat HIV, tuberculosis, water and air borne diseases. Delivered 15% cost savings through negotiations, inventory management, reduction of supplier base and standardization of medicine brands
Internal Medicine/Infectious Diseases
Directed the operations of preventive medicine department at Fortis, Delhi
Acted as a Clinical Consultant in internal medicine & cardiology with patient care across all levels (OPD, IPD, ER, ICU) Collaborated with marketing teams to develop innovative PHC programs for increasing market penetration and revenues.
•Successfully streamlined the investigation process for PHC patients and reduced turnaround time
•Received the Best Doctor award in 2010-11 for key contribution to the brand growth and heading critical initiatives
•Headed culturally diverse teams as Medical Tourism In-charge for interfacing with foreign embassies
Internal Medicine/Infectious Diseases
•Spearheaded the DOTS dept., monitored supply chain of ATT drugs and enhanced treatment efficacy; slashed MDR rate by 50% through efficient monitoring and compliance
•Directed 20 resident doctors and interns for treating over 500 outpatients and 100 in-patients a day
•Led the HIV/AIDS program across the district as in-charge of ICTC clinics; provided counseling to volunteers for increasing HIV screening rate and strategized plans to increase rural penetration for HIV screening
Resident trainee for 3 year training in Internal Medicine.
•Rendered services as clinician in DOTS clinics; ensured timely reporting of TB/ Leprosy quarterly reports and supervised the activities of district TB coordinators. Conducted tests for 80% of TB patients for HIV in the district
Title: Market entry Analysis on diagnostics of TB in India. Organization: William J. Clinton Foundation, USA
•Devised ‘go to market’ strategy for introduction of a new sputum based WHO-approved TB test in India.
•Analyzed market potential by conducting market research (primary/secondary), formulated marketing strategy.
Title: Strategy development for entering organ transplant market in India Organization:
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