Sales Manager

Michael J. Scearce, CSA, CHC

**** ********** *** 443-***-****

Baltimore, Maryland 21212 ablfsv@r.postjobfree.com

_____________________________________________________________

Senior Healthcare/Insurance Executive

Sales management executive successful at establishing the vision and

strategies necessary to build a highly profitable business unit with an

impressive record of top performance. Ability to quickly master creative

sales strategies due to changing market conditions. Expert in the art of

market evaluation, penetration, expansion and community-based marketing.

Highly developed knowledge of managed care, including Medicare Advantage

both group and individual. Verifiable track record of revitalizing stagnant

and declining sales. Extensive demonstrated Commercial and Medicare

sales/service knowledge and success managing and growing a complex book of

business including national accounts, middle market, small group,

individual and labor. Medicare Advantage sales restructuring and

turnaround expert. Maryland Departments of Insurance active Health and Life

license. Certified Senior Advisor (CSA).

Experience

SENIOR FINANCIAL SOLUTIONS, INC., Bloomfield, NJ 2009-Present

Vice President, EGWP Sales & Distribution

Responsible for establishing a national distribution channel for

Employer/Union Group Waiver Plan (EGWP) group sales for Medicare Eligible

PDP beneficiaries. Worked very closely with Fox Insurance Company, a

national contracted PDP and EGWP provider, in the development of sales and

marketing materials. Executed six regional director contracts with 45

contracts pending. Currently having discussions with more than 40 employer

groups and unions, ranging in retiree group sizes of 20 to 100,000+, in

nine states. Very quickly became the EGWP and PDP subject matter expert for

Sales, Marketing, and Training.

BRAVO HEALTH, INC., Baltimore, MD 2006-2009

Vice President, Mid-Atlantic Sales (Medicare)

Market sales leader for one of the fastest-growing Medicare Advantage plans

in the country with oversight of six captive community-based career sales

representatives, two institutional-based career sales representatives, two

sales managers, five field marketing organizations, and 230 brokers in a

three-state area.

. Increased sales 227% for the period 1/1/08 through 9/1/08, as compared

to 2007 netting 5,372 Medicare Advantage enrollments.

. Increased broker sales 224% during the 2008 annual election period,

netting 1,769 Medicare Advantage enrollments.

. Restructured sales organization to exceed stretch goals and

objectives, working closely with Network Development, Compliance,

Marketing, and Operations.

. Responsible for accurate sales and budget forecasting.

. Qualified for Sales Leadership Council for both broker and career

sales representatives as a percentage of goals.

ARCADIAN HEALTH PLAN, Prescott, AZ 2005-2006

Director of Sales

Responsible for building the Northern Arizona Medicare Advantage Health

Plan DBA, Desert Canyon Community Care. Responsible for developing systems

and processes to lay the sales groundwork for this successful start-up

operation.

. Responsibilities included:

o Sales, full sales/advertising budget, captive representatives

o Recruitment and training, broker recruitment and training

o Inside sales, compliance, and community relations

. Promoted to Director of Sales for outstanding leadership and sales

results.

. Received Board approval for stock options.

. Exceeded established sales goals and consistently achieved the highest

percentage of goal nationally.

AETNA, INC., Blue Bell, PA 2003-2005

Mid-Atlantic, Head of Sales (Retiree Markets)

Solely responsible for management of the national group retiree market

sales and service staff.

. Guided and developed sales and service strategies, renewal work

processes, and oversaw ongoing training and development.

. Led National Account coordination, underwriting, and finance

relationships.

. Directed Product Development and ongoing collaboration.

. Increased sales 44% for the period January 1, 2003, through September

1, 2003.

ACORDIA WELLS FARGO, Dayton, OH 2001-2002

Vice President, Employee Benefits

Produced $96,000 in booked revenue for the period February 2001 through

December 31, 2001.

UNITED HEALTHCARE OF OHIO, Dayton 1994-2001

Manager, Middle Market Sales/Director Labor Sales (2000-2001)

Responsible for the successful sales and implementation of Dayton middle

market prospective accounts.

. Average group size of 51-500 eligible employees.

. Effectively managed over 200 brokers/consultants to secure sales,

while maintaining critical labor relationships.

. During 2000, sold 37 new middle market groups, which resulted in over

3,500 new subscribers.

Director Labor Sales (1996-2000)

Reported to the senior vice president of Corporate Sales, with dotted line

reporting to the four regional chief executive officers.

. Responsible for creating a new specialized statewide labor division

with a primary emphasis in Health and Welfare trust funds.

. Evaluated product positioning, underwriting, profitability, staffing,

sales, and marketing strategies/tactics as presented in the Ohio Labor

Business Plan.

Product Manager (1994-1996)

Reported to the vice president of Sales and Service, Dayton, with indirect

reporting to the CEO and president of HealthSpring of Ohio, Inc.

. Responsible for the marketing and sales of a primary group practice

HMO.

. Team leader (with the VP of Marketing) in charge of the top 20

prospective accounts.

. Responsible for the development and implementation of statewide

employer-focused lead generation.

. Served as the self-funded multi-market specialist.

. Recognized for developing HealthSpring and lead generation "Best

Practices."

MERCY HEALTH SYSTEM, Grand Rapids, MI 1992-1994

Regional Manager, Sales

Responsible for the effective management, planning, training, and direction

of the 10-person sales and marketing staff.

BLUE CROSS OF NORTHEASTERN PENNSLYVANIA, Wilkes-Barre 1990-1992

National Account Consultant

Responsible for selling new national group accounts, while retaining

existing national account business.

COMMUNITY MUTUAL BC&BS, Cincinnati, OH 1987-1990

Procter & Gamble Account Manager

Dedicated account manager for the Procter & Gamble account. Represented

over 26 national plant sites, 30,000+ subscribers, and over $70 million in

revenue.

BC&BS OF VIRGINIA, Richmond, VA 1983-1987

National Account Executive

Performed as account executive, group representative, and senior group

service representative during tenure, exceeding all expected goals and

objectives.

NORTHWESTERN MUTUAL LIFE INSURANCE, Roanoke, VA 1982-1983

Special Agent

Responsible for individual life insurance sales, estate planning, and

business insurance services. Recognized monthly as one of the top 100 sales

leaders in the country.

Education

VIRGINIA POLYTECHNIC INSTITUTE AND STATE UNIVERSITY, Blacksburg

Bachelor of Science degree, Marketing

Continuing Education

Certified Senior Advisor (CSA) (2008)

Certified Employee Benefits Specialist course I (self study)

Certified Health Consultant I&II (Purdue University)

Advanced Business Planning

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