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Vice President / Director of Sales & Account Management and Provider Contracting & RelationsHEALTH INSURANCE / MANAGED CARE / PPO NETWORKSVALUE / EXPERIENCE OVERVIEW

Sales, Account Management & Marketing Leadership: I have 15 years experience building and leading sales teams for large carriers, including Prudential and BCBS of DC, as well as smaller, fast moving organizations like Coalition America, Inc.I have restructured teams to both enhance new sales as well as increase revenue growth through existing account relationships.For example, with Coalition America, Inc., my team generated over $4,000,000 in new revenue through existing clients in one year.I have also developed marketing and PR programs to support sales and retention.

Entrepreneurial / Start-up / Change Management: Over the past 20 years I have used my sales, marketing and operational experience to build organizations, as well as to manage critical changes in departmental or organizational structure, which includes The Piedmont Healthcare Organization, Memorial Health Services and Coalition America, Inc.  For example, with Memorial Health Services, I developed a full service network that included 13 hospitals and over 500 providers, while also creating a credentialing process that met NCQA guidelines.

Strategic Business Identification & Contracting: As part of my responsibilities with Coalition America, I identified and contracted with organizations that could provide technology solutions to enhance services for our clients, as well as companies that provided joint marketing opportunities.This required detailed value analysis including products, services, clientele, viability in the market, market share and market image.For example, I contracted with several new specialty networks on behalf of Coalition America, Inc., which generated over $500,000 in additional savings to our clients and $100,000 in new revenue to our company within the first six months.

Product Development:I have built health insurance and managed care products for businesses, large and small.This includes POS products with BCBS of DC, PPO insurance plans with Memorial Health Services, and a joint venture, capitated HMO with BCBS of Tennessee.I have also developed services to streamline the claims adjudication process for TPAs and self-insured employers.For example, with Piedmont Healthcare Organization I developed a joint venture PPO product with United Healthcare resulting in over $800,000 in new revenue to our organization in the first year.

Work experience

Nov 2010Jul 2011

VP, Sales & Marketing


Directed sales and account management teams for growing care management and PPO administration company.  Additionally, responsible for marketing, PPO contracting and strategic business development.

Jun 2008Jan 2010


Wholesale t-shirt and apparel business

Started and managed branded casual and performance apparel business.  Offered t-shirts and other apparel with a unique look and sense of humor for sports enthusiasts and dog lovers.  We donated a portion of our proceeds to The Humane Society.  Closed business due to down market.

Feb 1999May 2008

Director, Sales & Account Management

Coalition America, Inc.

Successfully managed sales and account management teams responsible for new sales, as well as the growth and maintenance of over 400 direct accounts nationwide.  Managed RFP production, tradeshows, and sales administration.

Additionally, I held several other roles within the company including Director, Strategic Business Development and Director, Network Contracting.   I also created and led Marketing Department.Part of the company's Tactical and Strategic committees.

Earned Manager of The Year Award in 2006.

Oct 1996Apr 1998

Director of Operations


Outsourced vendor for UM/CM and disease management for State of GA and State of AL employees. Managed approximately 80 nurses, physicians and support staff. Implemented disease management for both clients.

Dec 1994Oct 1996

Executive Director

Memorial Health Services, Inc.

Developed and managed start up physician-hospital organization (PHO). Created network of providers and marketed to regional and national PPOs. Developed HMO in conjunction with BCBS of TN, as well as small group insurance product with Celtic Life.

Mar 1993Dec 1994

Director, Sales & Marketing

The Piedmont Healthcare Organization

Responsible for sales and product development for Physician Hospital Organization associated with top ranked Piedmont Hospital in Atlanta. I spearheaded joint venture product with United Healthcare, resulting in $800,000 1st year profit. Additionally, I secured organizations first worker’s compensation contracts driving new enrollees to the PHO

Nov 1990Mar 1993

Director, Sales & Marketing

Capital Care, Inc.

Successfully lead sales and account management teams for HMO subsidiary of BCBS of the National Capital Area.  Responsible for new sales, RFP generation, and clientretention and client growth for the Northern Virginia, DC and Maryland markets.  Part of team that developed new Point of Service product for the market

Sep 1989Nov 1990

Manager, Group Sales & Service

The George Washington University Health Plan

Managed sales and account management team for a group model HMO affiliated with the George Washington University.  Responsible for new sales, RFP production, and client retention and growth.

My Industry Articles



Washington and Lee University


Strategic Planning & Start Ups
Marketing & PR
P & L
Provider / PPO Contracting & Network Development
Health Insurance & Managed Care Product Development
Strategic Business Identification & Contracting
Building Successful Sales & Account Management Teams