SUMMARY OF QUALIFICATIONS
Insightful, analytical and profit-oriented STRATEGIC SALES and MARKETING management executive with an entrepreneurial mindset and proven record of success in group benefit programs. Responsible for more than $15 million in new profit generation, $38 million in P&L reduction and generating more than $150 million in client savings. Innovative problem solver who thrives on challenges, is cool under pressure, and gets the job done. Enthusiastic team builder with outstanding communication and strong interpersonal skills. Low key, firm but fair leader, thorough planner and shrewd negotiator dealing effectively across all levels of the organization. Accustomed to a fast pace and multiple projects, and understands competing agendas while providing value-added advice to management and its clients to meet or exceed their strategic and financial objectives.
Areas of Expertise
Marketing Management including developing new margin streams through product development, concept development & ROI analysis, focus group leadership, sales forecasting, channel distribution, operational development and pricing strategies (fee-for-service and risk sharing arrangements), opportunity analysis, product pull-through including proposal positioning, data analysis and reporting, marketing communications, direct mail, field training and client/prospect presentations, P&L management and turnaround strategies.
Strategic Planning including customer segmentation, needs analysis, competitive analysis, business plan development, technical sales support through coaching and face-to-face client strategy sessions, balancing needs of multiple constituencies, product pricing strategy, value proposition creation, proposal development, regulatory issues, organizational service model development and sales target list development.
Executive and General Management including corporate governance, investor relations, other general Board of Directors responsibilities, talent evaluation and team building, daily management of functional departments in multiple locations; organizational development, mentoring, staff training and succession planning.
Client and Sales Management including segmentation strategy, pipeline cultivation, trade show participation, P&L management, executive presentations, relationship management, proposal strategy, proposal writing and editing, program positioning, client presentations, contract negotiations, and program implementation.
BUSINESS EXPERIENCE
2006 to Present
EXPRESS SCRIPTS, INC., a top-tier pharmacy benefits management firm specializing in pharmacy benefits management on behalf of employers, managed care organizations, governments, unions, other third party administrators, and their members.
Senior Director of Sales/Strategic Relationship Director
Organizational leadership with concurrent responsibilities for divisional sales management and relationship development with benefits consulting firms servicing health and welfare plans. In order to increase sales nationwide, I collaborated with Sales Directors to prioritize sales opportunities, worked with internal colleagues to improve service and financial offering, and expanded relationships with key consulting firms to improve understanding and knowledge of the Company, resulting in a 122% increase in year-over-year covered lives sold. Engage national and regional consulting practice leaders in strategic discussions regarding company value propositions and industry trends, and evaluating and crafting divisional marketing and communications program.
2004 to 2005
MYFINANCIALADVICE, INC., a startup financial services firm that delivers affordable, professional financial advice to consumers through an online network of independent advisors.
Board of Directors – 2003 to Present
Executive Vice President, Business Development and Account Services – 2004 to Present
Senior-level executive responsible for strategic management, business development and client services requirements of young, start-up company.
• Launched the Company’s business-to-business sales efforts, working with all stakeholders to cultivate 65-70 business prospects to pursue. Result: In a 90-day period, secure signed contracts on five business affiliate deals, including four in highly-desired employee benefits channel.
• Increased business development reach of Company by developing a sales compensation structure and agreement that created a win-win proposition for Associates and Company. Result: Received signed commitments for 15 referral partners in first 60 days of program rollout.
• Raised additional working capital through, presentations and meetings with 120 investors. Result: Investors bought $350,000 in equity in Company in one day.
1992 to 2004
MEDCO HEALTH SOLUTIONS, a division of Merck & Co., a provider of prescription benefit programs to employers, insurers and government agencies with annual revenues over $25 billion.
Strategic/National Account Executive - 2000 to 2004
Responsible for all strategic, operational and financial aspects of 18 B-2-B customers, including the Department of Defense, Pepsico and McDonald’s, representing over $600 million in annual revenue. Manage eight professionals in multiple locations.
• Improved profitability on a large government account by conceiving and negotiating a turnaround strategy including increased fees and operational relief resulting in changes in purchasing requirements, reduction in calling programs and elimination of monetary assessments. Result: improved unit costs to company by 62%; 2001 P&L improved $7 to $8 million, 2002 P&L improved by more than $20 million; received Outstanding Performer Award and bonus.
• Devised a creative pricing strategy in order to retain a long-standing client relationship by bundling the value of all financial components into a single offer. Result: Client renewed contract for an additional three years while maintaining Company profit margins in original financial offer.
Senior Director - Marketing - 1995 to 2000
P&L responsibility for product development, client strategy and performance management. Managed a staff of five direct reports and two support employees.
• Built marketplace differentiation of products through the development and launch of a $100 million strategic alliance. Led the strategic development of a targeted client list for two direct mail campaigns. Result: both direct mail campaigns resulted in redemption rates of 9% and 14%, respectively.
• To manage financial risk on a major client installation (representing 15% of company revenue), created a segmentation strategy for pharmacy contracting to maximize negotiating leverage. Built customer strategy to motivate preferred vendor use through written, internet and customer service tools. Result: exceeded discount target by 6% in first year, saving $10 million.
• Reduce waiting time for client analyses by evaluating workload and habits of Analysis Team. Negotiated for additional staff, developed priority scale and assigned staff to specific business units to build rapport. Result: analysis waiting time reduced from 67% to five business days.
• Completed product development of a new product, negotiated business and financial plan with senior management, managed a $10 million development budget and directed a cross-functional product team. Developed training program for Sales and Account Management forces (300+). Provided technical sales support at more than 40 prospect meetings, finalist presentations and client meetings. Result: product rollout completed on time and on budget; first year revenue generated $150 million and saved customers $2.5 million; received special stock option bonus.
• Generated new sources of profitability through the design of a financial risk-sharing product that generated new income streams. Created written collateral. Met with Sales and Account Teams to motivate sell-in. Negotiated product framework and profitability targets with management. Result: generated three-year margin totals of $1.5 million, $5.2 million and $7.2 million against targets of $1 million, $4 million and $6 million; received Most Valued Peer Award.
Proposal Supervisor and Supervisor - 1992 to 1995
Wrote and edited technical and service proposals to prospects and existing clients covering every facet of the Company’s business. Collaborated and brainstormed with subject matter experts and all levels of executive management. Winning proposals generated more than $6 billion in revenue.
1990 to 1992
TOURETTE SYNDROME ASSOCIATION, Bayside, NY, a national not-for-profit organization dedicated to research and social services for people with Tourette Syndrome, a neurological disorder.
Director of Development
1989
GODWINS, INC., Briarcliff Manor, NY, a health and welfare benefits consulting company
Communications Consultant
1986 to 1988
WATSON WYATT, New York, NY, a health and welfare benefits consulting company
Communications Associate
EDUCATION
M.B.A., Marketing and International Business, SETON HALL UNIVERSITY
B.A., American Studies, BRANDEIS UNIVERSITY
PERSONAL DATA
Married, two children; excellent health. Willing to travel and relocate.
INTERESTS
Coach and administrator for Little League baseball and basketball, college alumni activities, and family activities. |
