American CareSource Holdings (NASDAQ: ANCI), the leading national network of ancillary healthcare providers, has engaged JMG Management Group (JMG) to lead a major new initiative to invest in and improve its sales function. Led by President Jeff Gary, JMG will facilitate the company’s current strategy to target health plans, self-insured employers and third-party administrators (TPAs).
By targeting self-insured plans, American CareSource (ACS) continues to focus on a sizeable niche as self-insured plans serve a significant portion of American workers. According to research from the Employee Benefit Research Institute, as recently as 2008, approximately 55 percent of employees with health insurance were covered by a self-insured plan.
Bill Simpson, President and Chief Operating Officer for ACS, commented, “The investment in our sales function is a priority in 2012. JMG’s experience in sales development, both as a consultant and as a channel partner with ACS, presents a unique opportunity to transform our sales function.”
JMG is working with ACS to expand sales distribution channels, improve sales processes, and evaluate industry events, corporate messaging and sales management.JMG was selected based on its success as a channel partner for ACS since 2004. It has focused on connecting the company’s ancillary network to healthcare payors seeking innovative opportunities to control costs. ACS also announced the recent addition of two new resources to the ACS sales team. Marla Morland comes to ACS with 23 years of sales and account management experience in Fortune 100 health insurance and medical management, most recently with Medical Cost Management of Chicago and American Health Holding of Worthington, Ohio. Jodi Hammer, who had been with OptumHealth since 2008, brings more than 20 years of experience in sales and account service. Simpson continued, “I am pleased with the addition of the new team members. While we continue to add ancillary providers, and generate significant cost savings for payors, we’re also getting aggressive about the number of sales resources taking that message to new prospects, especially self-insured employers and TPAs.”