Sales Manager
Resume:
Michael K. O’Connell
**** *********** **., *******, ** 30319
*******.*.*******@*******.***
Profile
Manager with a solid background in risk management in the professional liability insurance industry. Able to
operationalize department and manage all processes. Proven ability to successfully implement projects while
achieving client satisfaction. Identifies cost-savings opportunities and completes projects on a timely and
accurate basis. Selected areas of strength include:
Risk manager Identifies risk and trends in the medical professional liability field. Once
risks and trends are identified, establish risk mitigation.
Account Manager Works closely with client to achieve to meet their goals and maintain an
ongoing relationship
Creative leader Overcomes hurdles in project schedule by creatively finding new solutions
and developing opportunities for future growth.
Strong analytical skills Manages large amounts of data effectively spotting trends and identifying
opportunities for more effective operations.
Experience
MCIC Vermont Atlanta, GA 2/07 – Present
MCIC Vermont is one of the leading medical malpractice insurance companies in the United States. It insures
institutions such as Johns Hopkins Hospital and Yale New Haven Hospital and their physicians.
Underwriter
Handle daily operations of Underwriting Department, reduce risk through mitigation programs,
underwriting guidelines, and managing the insurance policy
• Review new and renewal applications to identify high risk physicians and allied health professionals to
determine acceptability into program
• Implement risk mitigation programs to address areas of opportunity
• Reduced overall premium by 10% for hospitals with risk mitigation programs
• Analyze physician and hospital exposures for trend development and risk programs
• Work with all levels of leadership at the institutions to develop underwriting guidelines
• Adjust PL/GL insurance policy to meet institution requirements and industry trends
• Develop presentations that are delivered to the oversight committee and board
• Handle data collection for rate analysis and work with actuaries to develop rates
Business Analyst
Oversee data analysis, answer insurance policy and underwriting guideline questions, and implement
system enhancements
• Created a new underwriting manual for member institutions to reference
• Implemented new physician classification system based on medical procedures
• Led data analysis initiative showing how MCIC Vermont institutions’ losses compare to each other
• Managed the loss allocation project to show how losses have been allocated historically across
physicians and hospital departments which produced more accurate premiums
• Interpret how the insurance policy responds to various situations
Hewitt Associates Lincolnshire, IL and Atlanta, GA 1/01 – 2/07
Hewitt Associates is a global human resource company that specializes in human resource outsourcing,
consulting, and actuarial services.
Data Conversion Manager
Responsible for implementing Fortune 500 benefit plans on a proprietary system which involved data analysis,
project management, and meeting with executive client contacts
• Saved over $160,000 annually for the department by developing data specification templates for India
associates to follow
• Negotiated solutions between implementation team and client to develop a win for both parties
• Developed data conversion requirements for the implementation team which provided details on how
and where to convert data
• Met or exceeded all internal and external deadlines during projects
• Built and maintained strong relationships with executive level client contacts
• Led team of associates in the implementation process
• Worked with internal leadership to staff projects correctly
Senior Data Analyst
Analyzed the data that was provided from third parties or the client and cleaned the data as it went through the
conversion process so it would be usable on the Hewitt proprietary system
• Directed global workforce in India to complete projects on a timely basis
• Worked with clients to resolve data issues and data requirements before loading to the system
• Learned clients’ pension plans in order to implement on system
• Transferred Fortune 500 clients with 50,000 employees onto the system successfully
• Completed projects to clients’ satisfaction on time and with integrity
• Managed client relationship after live date
• Used SDLC process for implementations
• Analyzed data through Informatica to determine quality and reliability
• Trained and mentored associates to work independently on processes
• Documented procedures for new associates in U.S. and India for more efficient operations
Business Systems Analyst
Worked with internal and external clients to administer human resource plan benefits to meet client and
government requirements
• Developed and implemented projects to reduce administrative costs by $100,000 annually
• Completed required changes to system because of changes to Government pension regulations
• Implemented new pension plan for client successfully
• Learned new pension plans in order to make sure all aspects were covered
• Resolved system issues that would occur during daily processing
• Upgraded system with new software releases while testing for accuracy
• Prepared ad hoc reports using SQL on an as-needed basis
• Trained new employees and administrative team on new programs and enhancements
Associates Commerce Solutions Deerfield, IL 9/98 – 11/00
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Associates Commerce Solutions was a provider of third party call centers specializing in catalog and help desk
services.
National Sales Coordinator
Tracked sales, generated executive reports, and developed RFPs and presentations
• Created method to track over 100 leads annually and prepared monthly reports
• Designed template to respond to RFPs quickly and reduced response time by three days and $5,000 per
RFP totaling $500,000 annually
Ameritech Cellular Hoffman Estates, IL 5/94 – 9/98
Ameritech Cellular was a cellular and paging provider for Great Lakes region.
Commissions Analyst
Managed the commission process and ensured all sales people were paid correctly and in a timely manner
• Managed Commission Department to meet deadlines
• Enabled sales staff to see daily sales through the intranet reducing costs by $50,000 annually
• Prepared commission reports for 2,000 sales representatives on a monthly and quarterly bases
• Analyzed sales budgets and prepared monthly variance reports for Controller
Education
Registered Professional Liability Underwriter (RPLU) 3/2011
Illinois Institute of Technology – Wheaton, IL 6/2000
Client/Server Certificate in Visual Basic and SQL
Keller Graduate School of Management – Schaumburg, IL 4/1998
Masters of Business Administration
North Central College – Naperville, IL 6/1993
Bachelors of Arts, Majoring in Marketing
Training
Professional Liability, Project Management and Pension Administration
Technical
SQL, ADB2, QMF, Informatica, Lotus Notes, Quest, Advanced Query Tool (AQT), MS Office Business
Objects, Toad
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