DANIEL J. GARDNER
MINNETRISTA
Summary
Accomplished sales and client relationship leader in the health industry with over 20 years of expertise in sales, consultant relations, account management, and leadership across diverse organizational structures, including startups and coalition-based entities. Proven track record of inspiring teams, forging strong relationships with key stakeholders, and consistently exceeding sales and retention objectives. Proficient in strategic discovery, executive engagement, and consultative solution selling at all levels of healthcare organizations. Business development professional skilled in identifying growth opportunities, cultivating strategic alliances, and fostering a collaborative team environment to deliver exceptional results in dynamic market conditions.
Overview
21
21
years of professional experience
1
1
Certification
Work History
Business Development Leader
Health Action Council
01.2025 - Current
- Identified and pursued opportunities for business expansion across a multi-state region, fostering relationships with key healthcare organizations and industry partners.
- Managed multi-state consultant relations, ensuring alignment with national and regional partners on innovative medical and pharmacy benefit initiatives.
- Designed and implemented group purchasing and self-insured benefit strategies aimed at optimizing organizational efficiency in navigating intricate healthcare environments.
- Directed strategic healthcare benefit initiatives aimed at optimizing costs while improving overall health outcomes for employees.
- Foster high-impact connections with healthcare leaders, insurers, and policymakers to advance value-based care and improve health access.
- Guided stakeholders in identifying and analyzing emerging healthcare trends. Oversaw strategic initiatives to adapt to regulatory changes. Championed workforce strategies and technology integration to enhance operational efficiency.
- Engaged in national thought leadership forums and conferences to enhance Health Action Council's visibility and strengthen regional partnerships.
- Led cross-functional teams in executing business development initiatives and achieving organizational goals.
- Identified and assessed market trends to support strategic planning and drive organizational growth initiatives.
- Developed strategic partnerships to enhance organizational reach and service offerings.
- Provided mentorship to junior staff to enhance their skills in business development and relationship management.
Founder & CEO
Minnetonka Advisors LLC
Minneapolis, MN
10.2024 - Current
- Founded Minnetonka Advisors LLC, offering specialized advisory services in startup development and healthcare consulting.
- Advised healthcare startups on strategic operational planning and effective market positioning to enhance competitiveness.
- Delivered comprehensive market insights to organizations regarding healthcare products.
- Advised clients on adapting to regulatory changes and reimbursement models to enhance operational efficiency in healthcare.
- Oversaw firm operations to ensure compliance, financial sustainability, and industry thought leadership.
Senior Vice President, Head of Sales
United We Care
10.2023 - 09.2024
- Led national growth and go-to-market strategies for AI-based behavioral health solutions across payer, employer, government, and health system markets.
- Established strategic relationships with health systems, payers, employers, and government agencies.
- Developed sales materials, including presentations and demonstrations related to AI and other technology-based member and provider products.
- Built a sales pipeline exceeding $300M and executed sales processes through contract closure.
- Provided market insights for product development and marketing related to AI based clinician tools and member facing products.
- Led discussions with customers related to EMR integration with AI-based solutions.
- Led Product Design Meetings to ensure market competitiveness.
Vice President, National Growth Executive
Optum – UnitedHealth Group
01.2019 - 08.2023
- Led Optum’s National Accounts sales & market penetration strategy across all Optum and partner organization population health products.
- Maintained strong relationships with key decision makers at over 200 employers, payers, health systems, and non-profits at the C-Suite and other Senior levels.
- Cultivated and managed relationships with consulting firms, health plans, and strategic partners, overseeing key accounts such as Mercer, Willis Towers Watson, and Aon.
- Partnered with UnitedHealthcare Sales and Account Management teams to deliver strong channel sales and revenue growth.
- Led Optum’s National Account Collaborative Ventures Groups, achieving over 60% membership growth between 2019-2022.
- Collaborated with UnitedHealth Group’s Finance, Clinical Operations, Optum Rx, OptumInsight and other departments to deliver strong customer proposals.
- Mentored and developed Regional Client Executives for success.
- Developed non-traditional population health programs and pricing models.
- Collaborated with Product Teams to ensure market competitiveness and product effectiveness.
- Successfully led complex sales processes with large, multi-faceted organizations to closure.
- Consistently exceeded sales growth quotas each year with average AAR growth of $140M.
- 3-time Altus Award Qualifier, recognizing sales excellence, exceeding 125% of regional sales quotas.
Senior Strategic Client Executive, Team Leader
Optum
10.2009 - 01.2019
- Led Optum Account Management Teams, managing a book of business consisting of 15 National Account customers representing $135M AAR.
- Earned consistent positive feedback from team members and customers, with an Account Management NPS of 9+.
- Consistently exceeded annual sales goals and client satisfaction scores.
- Achieved a retention rate of over 97% with customers.
- 7-time Altus qualifier, recognizing sales excellence, exceeding 110% of annual sales goals.
- 4-time Altus Award Winner, exceeding 300% of sales goals in 2012, 2014, 2015, and 2016.
Senior Client Manager
UnitedHealthcare
08.2006 - 10.2009
- Led integration of Strategic Accounts from Definity Health to UnitedHealthcare.
- Developed strong customer relationships, ensuring high satisfaction and retention rates.
- Led cross-functional teams to deliver on customer solutions and ensure operational excellence.
Client Advocate/Operations Supervisor
11.2004 - 08.2006
- Mentored team members and supported complex issue resolution.
- Supported integration of Definity Health clients to Uniprise (UnitedHealth).
Education
Bachelor of Science - Economics & Political Science
State University of New York At Buffalo
Buffalo01-2000
Skills
- Customer service excellence
- Collaborative teamwork
- Effective team leadership
- Active listening
- Strategic planning
- Consultative selling
- Data-driven decision making
- Client relationship building
- Problem-solving
- Business analysis
- Analysis & evaluation
- Team leadership & development
Certification
Insurance Producer - Minnesota (2011-present)
Strategic Expertise
- Strategic Growth Leadership
- Consultant Relations
- Consultative Sales Strategy Development
- Medical & Pharmacy Benefit Strategies
- Healthcare Financial Accounts Strategies
- Population Health Strategies
- Client Relationship Management
- Team Leadership
- Complex Sales Management
- Financial Acumen
- C-Suite/Executive Level Engagement
- Solution Selling
Timeline
Business Development Leader
Health Action Council
01.2025 - Current
Founder & CEO
Minnetonka Advisors LLC
10.2024 - Current
Senior Vice President, Head of Sales
United We Care
10.2023 - 09.2024
Vice President, National Growth Executive
Optum – UnitedHealth Group
01.2019 - 08.2023
Senior Strategic Client Executive, Team Leader
Optum
10.2009 - 01.2019
Senior Client Manager
UnitedHealthcare
08.2006 - 10.2009
Client Advocate/Operations Supervisor
11.2004 - 08.2006
Bachelor of Science - Economics & Political Science
State University of New York At Buffalo