Brian Sandusky

Pioneer
DISC Type : dis

Care Network Development Manager at Included Health

Corona, California, United States

Overview

Brian is a seasoned healthcare professional with over 20 years of experience in B2B sales and network development, specializing in provider and payor contracting. Often described by colleagues as positive, reliable, and goal-oriented, he is a skilled relationship builder. He attended Los Angeles Valley College.

Beyond his work in healthcare, Brian has a notable interest in the live entertainment sector, following companies like Feld Entertainment, the producers behind large-scale touring productions such as Disney on Ice and Monster Jam.

He has a unique professional background that combines both recruiting and B2B sales within the healthcare industry.

Personality Overview

Decisive But Friendly

Dynamic But Sincere

Driven But Considerate

They combine a unique set of diverse traits where they are fast and friendly but can slow down to be thorough when needed  They have the unique ability to win both love and respect from their team (or outsiders) If they are convinced, they can become very strong champions for your product

Topics They Care About

Healthcare Contracting
Has extensive experience selling to, recruiting, and contracting with various healthcare providers, including PPOs, HMOs, and IPAs, throughout his career at Optum and other firms.
Provider Relations
His roles have consistently focused on establishing and maintaining strong network provider relationships through negotiation, implementation, and administration of contracts.
B2B Sales
A specialist in B2B sales within the healthcare industry, with skills in prospecting, relationship building, client retention, and delivering presentations.

Media Appearances

Brian has no verified media appearances

Work History

3-2025
Care Network Development Manager at Included Health
6-2024 - 2-2025
Provider Contracts Administrator at Prospect Medical Systems
12-2021 - 5-2024
Contract Manager, Negotiator at Optum
7-2020 - 12-2021
Contract Administrator, Payor & Provider Contract Operations at Optum
2-2019 - 7-2020
Provider Contracts Administrator (North Region) at Optum

Education

2010 - 2011
Education details unavailable from Los Angeles Valley College
1986 - 1990
Education details unavailable from Notre Dame High School - Sherman Oaks

More Information

Social Presence :

Prographics :

Exp : 11 Location : Corona, California, United States Job Level : Middle Designation : Care Network Development Manager at Included Health
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Insights For Selling To Brian

During A Call Or A Meeting

DO's

  • Keep your pitch focused on the impact but nurture the relationship too
  • Use phrases like ‘your decision will’, ‘you will impact’ etc.
  • Ask them for a lunch or coffee once some rapport has been established

DONT's

  • Don’t be very informal during the early interactions even if they are being so themselves
  • Avoid focusing only on the product or its ROI, keep building trust subtly
  • Don't lean very heavily into providing too much information, sharing whitepapers etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Brian is

  • Nothing less than a strong combination of proof of results, relationship and high levels of professionalism is effective with them.
  • Will you ever get a clear answer from Brian

  • They can say no while staying friendly, but can also be pursuaded to reconsider

Insights For Deal Planning

    How fast (or slow) will Brian move?

  • They are generally fast movers and can take quick decisions
  • Can Brian take some risk or not?

  • They have high risk-appetite but can get ahead of themselves once in a while. Observe carefully

You And Brian

Personality Compatibility


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