Sales Project Manager

MARK C. BAFF

*** ******** ****** *****:

********@*****.***

Point Pleasant, NJ 08742 (cell) 917-373-

7060

SUMMARY

Sales, sales management, new business development, marketing, and account

management professional. Excellent management skills and strong analytical

skills coupled with ability to interface with senior corporate executives

and government personnel.

PROFESSIONAL EXPERIENCE

VICE PRESIDENT OF BUSINESS DEVELOPMENT

Emcon Associates Inc., Brick, New Jersey (November 2008 - March 2013)

Develop and execute sales and business development strategies and

collateral materials for this $30 million firm. Emcon sells corporate

property and facilities management services to large, high profile health

care organizations, retail and restaurant chains, real estate corporations,

and banks throughout the United States and Canada.

Responsibilities:

. Develop new sales and business development strategies, including

powerful value propositions to sell services to integrated health

systems, healthcare management companies for cancer centers,

hospitals, rehab/PT management companies, surgi-centers, dental

practices, dialysis centers, large pharmaceutical distribution

corporations, private equity firms, real estate corporations,

REIT's, and banking corporations, hotel and hospitality investment

trusts, among others.

. Manage a team of three new-business development executives.

. Developed marketing collateral for use by sales and business

development team.

. Sell directly to large national accounts in the real estate and

health care sectors.

Additional Education and Training

. American Society for Healthcare Engineering (ASHE):

o "Infection Control: Managing Risk during Construction,

Operations and Maintenance of Facilities", Completion Date:

9/16/09.

o "Compliance with Joint Commission Standards in the Physical

Environment", Completion Date: 9/22/09.

DIRECTOR OF SALES

Evercare, A United Health Group Company, New York, NY 10119 (Sept. 2007 -

Nov. 2008)

Directed an 18-person sales and account management team for the Empire

Region of Evercare, a $2 billion clinical HMO for special markets, i.e,

nursing home residents and people with limited incomes.

Responsibilities:

. Developed and implemented sales and marketing strategies for

special markets.

. Supervised field sales force and the account management team of 19

people.

. Cooperated with key health plan operations teams, including the

clinical management, provider relations, contracting, etc.

. Ensured regulatory compliance of team members and activities.

. Collaborated with corporate leadership.

VICE PRESIDENT, SALES AND MARKETING

Sandata Technologies, Inc., Port Washington, NY (August 1996 - September

2007)

Drove sales for a $25 million web-based application service provider

(SaaS), custom software development, and data processing company serving

the healthcare industry. Managed 7 person sales and marketing team and

dedicated outside consultants.

Responsibilities:

. P & L responsibility for a business-to-business, mission-critical,

Internet-based ASP service for the home health care industry.

. New business development, sales, marketing, web site development,

sales management, strategic product development, contract

negotiations, relationship manager for critical customers, pricing,

billing and collections, and public and government relations.

. Managed seven-person internal sales and marketing staff plus

outside marketing consultants.

. Managed sales agents/dealers in California, Florida, and Texas.

Accomplishments:

. 1st year results: 84.5% increase of group sales revenue.

. 2nd year results: 106.5% increase of group sales revenue.

. 3rd year results: 95% increase of group sales revenue.

. Closed and managed a $604,000 custom software development project

with new client: Department of Social Services, Nassau County, New

York.

. Initiated and developed marketing and sales strategies, and

materials.

. Lobbied HCFA, Congress, and state governments on home health care

reform.

. Managed public relations campaign. Obtained coverage in home health

care journals, Bloomberg Forum, Fox on Technology, National Public

Radio, etc.

. Published articles:

1. "HIT Means Cost Savings in Home Health Care", Health Care

Review, February 1999.

2. "Enhancing Home Care's Off-Site Operations Through Internet

Technology", Health Care Innovations, May/June 1997.

3. "The Internet and Home Healthcare", For The Record for Health

Information Professionals, May 19, 1997.

4. "How the Internet Can Benefit Home Care Providers", Home Health

Care Revenue Report, March 1997.

5. "The Internet and Business: It's For Home Care Too", Home Care

New York, February/March 1997.

CONSULTANT (VOLUNTEER)

During career transition (Fall 1994 - Winter 1996), I devoted my energy and

skills to volunteer work in the healthcare sector.

Columbia-Presbyterian Medical Center, New York, N.Y.

. Office of Operational Planning, Program Planning, and Affiliations.

Network Sizing Project: Forecast utilization and physician

workforce needs assuming managed care penetration scenarios in

Medicaid, Medicare, and private insurance. Results used in CPMC

network re-configuration decisions.

. Ambulatory Care Network Corporation, Urgicare Center Project:

Analyzed demand for patient services for budget allocation,

staffing patterns, and equipment purchasing. Resulted in successful

grand opening of the Urgicare Center. Identified operational

bottlenecks, recommended changes.

New York University Medical Center, New York, N.Y.

. Development Office: Developed a comparative cost/benefit analysis

of brain surgery techniques for submission of a $750,000 proposal

to the "Cost Reducing Effects of Health Care Technology" program

jointly offered by the National Science Foundation and the Whitaker

Foundation.

EXECUTIVE DIRECTOR

Business Relocation Assistance Corporation, New York, N.Y. (July 1991 -

April 1994)

Deployed public tax abatement and other business expansion programs to

retain businesses and encourage job growth in New York City. Managed

$6.4 million non-profit organization under contract with the City of

New York. Administered six business development programs. Responsible

for marketing, budgeting, program development, contract negotiations,

state and local legislative affairs, and media relations.

SENIOR POLICY ANALYST

Office of Business Development, City Of New York (February 1990 - July

1991)

Responsible for business tax policy analysis. Formulated City

positions on federal, state and local legislative issues.

DIRECTOR, OFFICE FOR INFORMATION AND COMMUNICATIONS INDUSTRIES

City of New York (March 1988 - February 1990)

Developed relationships with industry leaders. Advocated policies to

encourage industry growth including using tax abatements to encourage

investment in the telecommunications infrastructure.

DIRECTOR, OFFICE FOR GRAPHIC ARTS AND PRINTING INDUSTRIES

City of New York (November 1985 - March 1988)

Directed Coopers & Lybrand study of the graphic arts industry and

business development in New York City. Negotiated agreements between

manufacturers and environmental regulators.

DIRECTOR OF BUSINESS OPERATIONS

Automatic Binding Company, Inc., New York, N.Y. (April 1979 - November

1985)

Directed operations of a 20 employee, $1.5 million manufacturing

firm.

ASSOCIATE PROJECT MANAGER

Data Solutions Corporation, Mclean, Virginia (1974 -1976)

Designed and implemented a management information system for the $400

million Anti-Ship Missile Defense Program of the U. S. Navy.

EDUCATION

Bachelor of Arts, Political Science, with minor in International Relations,

University of Cincinnati, 1973

Master in Administration and Government, The American University,

Washington D.C., 1975.

Master in Economics, All But Dissertation, New York University, New York

City, 1981

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