Sales Manager
Resume:
Mark J. Gediman
Providence Forge, VA 23140
***********@***.***
SUMMARY
Experienced sales professional with over 25 years of accomplishments in all
aspects of sales and sales management. Highly skilled in developing and
implementing effective marketing strategies and creative sales plans.
Combines energetic, results-oriented personality with analytical problem-
solving and disciplined territory planning for successful achievement of
sales revenue goals.
EXPERTISE IN:
Healthcare Sales Management Claims Processing
Outsourced Solutions Healthcare Technology Data Management
Healthcare EDI Disease Management P & L Responsibility
CAREER HISTORY:
Accordant Health Services, Richmond, VA
A CVS Caremark Company
Regional Sales Manager August, 2006-
Present
Selling outsourced disease management and wellness programs.
Complex sales solution selling to executive level decision
makers within health plans and Fortune 500 employers. Sold
programs through direct canvassing and PBM and Specialty Drug
client account executives.
Achievements: 2008 President's Club award winner, contract
value exceeding $10 million. Attained sales goals for 2006 and
2007. Sold $5 million in annualized contract value for 2009.
Health Management Corporation (HMC, Inc), Richmond, VA April,
2002- August, 2006
Wellpoint/Anthem, Inc.
National Director of Sales
Led a national team of seven sale representatives selling outsourced
disease management services to health plans and large employers.
Complex sales solution that includes risk contract
negotiations. Also managed five associates that are responsible
for marketing communications and sales support. Responsible for
$20 million sales goal.
Achievements: Hired sales force, implemented sales process
methodology, established activity levels, built database of
prospects. Grew a sales pipeline from $15 million to $135
million. Sales team sold $21 million in new contract sales for
2004, sold $22 million in 2005. Three time President's Club
winner.
KPMG Consulting, Inc., Philadelphia, PA October, 2000-
February, 2002
Business Development Manager
Drive the sales of complex business solutions to the financial
services industry. Target Accounts included Capital One
Financial and Fannie Mae. Lead role of the entire sales cycle
from account mapping through approach, qualification, pursuit,
propose and close. Solutions include, but not limited to
eCommerce, eProcurement, CRM, application hosting, knowledge
management, data warehousing and ERP strategies and
implementations.
Achievements: Attainment of quota with over $4 million in sales for
my first 6 months. Reassigned to targeted accounts in first
full year and established projects in both Capital One and
Fannie Mae within first 6 months of assignment.
Contentra, Inc., Reston VA March, 2000-September,
2000
Vice President of Business Development
Sold Vignette software implementation services to Fortune 2000
prospects and current Vignette clients. Startup Company went
out of business in less than one year.
Achievements: Closed $400,000 worth of implementation services
and negotiated partnership contracts with Autonomy software and
Sybase, Inc. Partnered with Sybase for a government contract
that Contentra implemented Vignette and Autonomy applications in
Sybase's portal solution.
CTG, Inc., Albany, NY May, 1999-March, 2000
Business Development Manager
Sold ERP service offerings direct to prospects and initiating
and growing partnerships within our service offerings. Services
included CRM, ERP and HR applications. Responsibilities included
partnership with Automatic Data Processing, developing
relationships with their sales reps to use CTG implementation
services for Hrizon (ADP HR product), ADP Time and Attendance
applications, and custom integration. Dissolved ERP Group.
Achievements: Closed the largest partnership agreement for the
business to business and business to consumer service offerings.
Increased revenue with ADP by 25%.
Was the first sales person out of 75 reps in the CTG
organization to be offered a business development position in
new e-Business Division selling business to business, business
to customer and business to employee applications.
ACS, Inc., Reston, VA. June, 1997-April, 1999
Vice President of Sales
Led sales for ACS, an outsourced database marketing company.
Sold database marketing/direct response services to companies
throughout the United States. Primary focus was prospecting for
the design, development and management of marketing databases to
companies with a minimum of $500 million in revenue. Oversaw an
$8-10 million revenue goal and four salespeople. Duties
included, hiring, training, assignment of revenue goals and goal
setting for salespeople as well as selling.
Achievements: Personally sold over $1 million of revenue in
first year and hired four salespeople. Initiated programs such
as, establishing territories and activity standards, developing
individual business plans, conducting biweekly conference call
sales/training meetings and two-day quarterly training sessions
at corporate headquarters. Consistently achieved quota.
HCS, Inc. Richmond, VA. January, 1996-June, 1997
Director of Sales
Responsible for management of five healthcare salespeople in the
Mid-Atlantic Region (Virginia, West Virginia, Washington DC area
and North Carolina-physician market). Originally was hired to
implement physician market claims processing products. After
six months, became responsible for both hospital and physician
sales of all healthcare financial software products and
services.
Achievements: Contracted over $1.2 million of revenue to
physician market client base that was previously receiving
claims services free. Promotion to Director of Sales after six
months. Achieved quota every year.
The Registry, Inc. Richmond, VA. January, 1994-January,
1996
Account Manager
Responsible for the sales and servicing of information
technology consulting services to Fortune 1000 companies
providing consultants for contract engagements and turnkey
project work.
Achievements: Ranked as one of the top ten revenue producing
account managers out of over 75 reps in less than a year.
Consistently over assigned revenue goal.
Automatic Data Processing, Inc. July, 1983-January,
1994
Major Account Manager, December, 1992- May, 1994, Richmond, VA.
Responsible for sales and service of payroll and related
services to companies with 100 to 1000 employees. In addition,
I had one salesperson reporting to me.
Achievements: Major Account District Manager of the Month May
1993, July 1993, and November 1993.
Director of Sales, February, 1987- December 1992, Rockville, MD.
Responsible for all aspects of managing which include hiring and
training of eight territory reps, motivating, coaching and
counseling, assignment of quotas, marketing plans and goal
setting.
Achievements: Three years over quota. Attended three
President's Clubs. Won trip to Acapulco, Mexico for Fast Start
Contest, October 1990. Sales group was #1 in the country at
150%. Developed all eight representatives to sales or sales
management promotions over five years. Promotion to Director of
Sales July 1991.
Associate Sales Manager, July 1986-February 1987, Hartford, CT.
Trained and developed new sales representative as well as
maintained personal quota.
Achievements: Attainment of quota for representative and
myself. Promotion and transfer to Washington DC as Regional
Sales Manager.
District Manager, July 1983-July 1986, Hartford, CT.
Territory representative with responsibilities for establishing
new business through canvassing, telemarketing and networking.
Achievements: Class Achievement Award, Top dollar producer from
initial sales training class. President's Club first full year
in territory. Promotion to Associate Sales Manager, July 1986.
UARCO, Inc., March 1980-July 1983, West Hartford, CT.
Achievements: Over quota every year. Salesman of the month,
December 1980.
Hartford Advocate Newspaper, December 1977-February 1980, Hartford,
CT.
Achievements: Consistently over quota. Promoted to Assistant
Advertising Manager, September 1979.
EDUCATION: University of South Carolina, Bachelor of Arts in Journalism
with emphasis in Public Relations and Advertising- May 1978.
Athletic scholarship in Track and Field.
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