Sales Customer Service

JOHN MAENZA

*** ******** ***** **********, ******* 35173 205-***-****

Monday, November 30, 2009

Re: Vice President of Business Development

To whom it may concern:

I hope the following information will be of assistance in evaluating my past and present

experience.

As Vice president of Sales, Future Computer Systems, Inc, I developed new business to

business marketing strategies with print & mailing fulfillment companies, Public, Private and

Government Agencies. Responsibilities included sales and servicing of new and existing direct

mail clients of outsourced print and mailing solutions. New client sales were developed through

Association website searches, cold calls, direct calls, e-mails, web leads, client referrals,

conferences and education seminars. I expanded our client base by $2.7 million dollars in new

business annual sales revenue.

As a sales executive with my training and experience, I thought you might be interested in

some of my previous work experience and accomplishments.

As Director of Marketing & Membership Services with the Alabama Healthcare Council, I

managed the marketing and membership service programs for 67 companies, which included 32

of the largest companies in Birmingham, AL. I created and directed sales and marketing

strategies that produced an increase in revenues, and one hundred percent retention of existing

companies, while funding additional Medical Analysis and Educational programs.

I assisted the management team in restructuring Big B Inc. contracts to meet new marketing

challenges created by managed care plans and insurance companies. This includes PPO, HMO,

TPA, pharmaceutical manufactures, associations, employer groups, and employer coalitions.

Market share and sales increased revenue by deploying these strategies. As part this proactive

marketing approach, I installed and operated an on-sight online real-time claim processing

system, which served as a Pharmacy Benefits Management company. I provided daily operations

support to pharmacies nationally and directed sales and marketing strategies that processed

prescription drug card claims for over 200,000 members, with more than $20,000,000 in annual

sales. Big B Network (BNET).

I have extensive experience in sales and product training, recruiting and managing a

statewide sales staff. Additional related skills include provider relations, network development and

contract negotiation skills.

I have extensive experience in building, restructuring, reorganizing and managing support

organizations. I look forward to discussing with you the direct applications of how my experience

could impact your organization.

Sincerely,

John Maenza

JOHN MAENZA

105 Wildwood Drive, Trussville, Alabama 35173 205-***-**** abnhfw@r.postjobfree.com

CAREER HISTORY

Senior Sales Consultant - Walz Group, Inc.

June 2009 - Present

Role priorities include: Promote company brand in highly targeted verticals, (Government

Agencies, which includes Federal, State, County, City agencies and the Courts nationally) while

providing customer service to existing and potential clients. Engage clients and Walz sales team

to partner and provide clients with excellent service as outlined.

Responsibilities include: To provide timely and accurate information to incoming client order status

and product knowledge requests. Process customer orders/changes according to established

department policies and procedures. Partner with the service department to meet and exceed

client service expectations. Perform other related duties as assigned, such as competitor

research and new targeted verticals conferences.

Vice President Sales and Marketing – Future Computer Systems, Inc.

Dba, USCertifiedletters.com, uscertifiedletters.webexone.com and USCLEnvelopes.com

March 2006 - March 2009

Responsibilities included: Managing marketing and sales activities, including direct and print

broker sales nationwide. Developed marketing strategies to increase sales growth and negotiated

contracts with clients and broker/distributors relating to terms, rates and compensation.

Accomplishments: Established a direct marketing strategy with Print and Mailing Fulfillment

Companies (Certified Mail Envelopes Systems Sales as an In-House solution), and outsourcing

services with public, private and government agencies. Through cold calling, referral request with

existing clients, association relationships, and web leads, I expanded our client base by 2.7 million

in new annual sales revenue.

Insurance Consultant – Morgan White Group - Advanced Benefit Concepts, Inc.

March 1999 - March 2003 – Jackson, MS

December 2003 - March 2006 – Birmingham, AL

Responsibilities included: Contacting and establishing individual and business accounts for

insurance coverage. Programs include Group Health, Life, Disability, Dental, Long Term Care,

401K, and Cafeteria Plans.

Accomplishments: Established the administration and marketing of Association Plans, with 5,400

enrolled members (Alabama State Employees Association and Alabama Educators Association). I

maintained over forty direct (Group payroll deduction products) accounts ranging from 10 to 250

lives.

Director of Managed Care, MS - Quorum Health Services - River Region Medical

Corporation, Vicksburg, MS and Wesley Medical Center, Hattiesburg, MS

February 2000 - March 2001

Responsibilities included: Negotiation of direct employer, Insurance Company, TPA and managed

care agreements on behalf of River Region Health Systems and Wesley Medical Center, including

all employed physicians. Monitor managed care and industrial medicine contracts to ensure

financial viability. I maintained records, reports, and statistical utilization of services by contract. I

maintained compliance to JCAHO and HIPPA regulatory requirements. Responsibilities included:

Negotiation of managed care agreements on behalf of River Region Health Systems. Chaired the

Managed Care Compensation Committee, participated in the physician recruitment Committee,

Both Hospital Strategic Planning Committees and co-chaired the Managed Care & Marketing

Committee - River Region Medical Center, a 231-bed acute care hospital with a level II Emergency

Room. It also houses Marian Hill Chemical Dependency Center, a 31-bed extended care facility

and home health services. Vicksburg Medical Center is a 154-bed facility, with intensive

rehabilitation unit, adult and geriatric psychiatric services, inpatient medical services, and

emergency department, Including all employed (54 primary and specialty) physicians and Wesley

Medical Center a 211-bed healthcare center, an acute care hospital with a level II Emergency

Room. Open Heart program, Feb. 2001

Accomplishments: seventeen percent (17%) increase in collected revenue, with expectations of

twelve percent (12%). I increased industrial medicine contracts with local employers and TPA's to

a total account base of 190 Total contracts. Contracted with statewide, regional and national plans

and direct company contracts, which resulted in a 5% overall increase in hospital base rates.

Director of Marketing - Integrity Health Plan of Mississippi - Jackson, Mississippi

May 1997 – July 1999

Responsibilities included: Managing marketing and sales activities, including direct and broker

sales, public relations and advertising statewide. Adherence to State and Federal compliance

(quarterly reports and filings of rate and plan design changes) of all product lines and all support

materials. I developed marketing strategies to increase statewide growth. I conducted weekly

management staff meetings to discuss problems and resolutions to increasing growth, as well as

how to improve customer service relations from all departments. I hired, trained and managed all

marketing and customer relations staff.

Accomplishments: An increase in membership, which exceeded 9,000 members in a ten-month

period. I increased activities with statewide and national consultants, which resulted in a 120%

increase in request for quote activity. Sold Mississippi hospitals to Triad and dissolved the HMO.

Director of Marketing & Membership Services - Alabama Healthcare Council, Birmingham,

Alabama

March 1996 - February 1997

Responsibilities included: Identifying and contacting companies, health maintenance

organizations, insurance companies, hospitals and health care providers for the purpose of

membership. I provided membership services, which included benefits development and analysis

of services utilization, legislative services and education & awareness programs. Maintained and

operated an on-site claims and benefit analysis system, (MEDSTAT) which on behalf of those

participating companies provided ADHOC reporting with regional and national normative data

comparisons.

Accomplishments: Generated over $30,000 in revenue, maintained existing membership and

added new member companies, while increasing dues structure by 15%.

Regional Marketing Director - Big B, Inc., Birmingham, Alabama

October 1992 - January 1996

Responsibilities included: Identifying and contracting with insurance companies, health

maintenance organizations and self-insured companies. To provide Pharmacy Benefit

Management services which included plan design development, plan document support, provider

network contracting, customer, client and provider services nationally. Developed and operated

an on-site pharmacy claims processing system, which maintained over three hundred plans.

Accomplishments: Established a Pharmacy Benefits Management Company - Big B Network

(BNET), with over two hundred thousand lives, totaling over twenty million dollars in sales for

1995. Sold to CSV - 1996

Marketing Director - MCE Benefits Management service, Inc. Birmingham, Alabama

April 1984 - September 1992

Responsibilities included: Identifying and contracting with companies to provide self funded health

plan administrative services, health and dental provider networks, ancillary services, plan

documents and reinsurance. Identifying and contracting re-insurers for the purpose of securing

stop loss coverage for existing and prospective clients. Contracted group life, disability, and

dental companies for direct and broker marketing.

Accomplishments: Established the administration and marketing of a statewide-prepaid dental

plan. Merged with a TPA/Insurance Company - 1992

Insurance Agent - Liberty National Life Insurance Co., Birmingham, Alabama

February 1983 - February 1984

Melbourne, Florida

March 1980 - January 1983

Responsibilities included: Marketing to individuals and businesses through cold calling and follow

up referrals. Sold additional products to existing accounts through "after the sale" service. I

maintained a current understanding of product trends through ongoing company and life and

health underwriters’ education programs.

Accomplishments:

National sales achievement award - 1983

Agent of the Quarter - Second quarter - 1983

Agent of the Month - May, June 1980 - July 1981

National sales achievement award - 1980

Company leaders of production - 1980

EDUCATION

Polk Community College - Winterhaven, Florida

Associates degree in Business Management 1978 – 1980

PERSONAL DATA

MARITAL STATUS: Married, Six Children (Boys)

HEALTH: Excellent

Interest: Family, Church, Golf

SPECIALIZED TRAINING

Licensed Agent in Alabama for Life, Disability, Health

Licensed Agent in Mississippi for Life, Disability, Health

Licensed Agent in Louisiana for Life, Disability, Health

Liberty National Agents Training Course

Life Underwriters Training Course I

Life Underwriters Training Course II

Life Underwriters Business Training Course

Registered Health Underwriter Training Course

Member of the National Association of Health Underwriters

Dale Carnegie Sales Course graduate, 1992

KNOWLEDGE, SKILLS AND ABILITIES:

Proven ability to manage a group of sales leaders towards achieving and exceeding sales and

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customer retention goals.

Demonstrated leadership skills to develop a high performing team that will grow revenue by

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increasing sales.

Ability to coach, develop and train sales staff by managing key performance and sales

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metrics.

Ability to take charge and get results within a sales team environment.

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Ability to train leaders on effective customer-focused selling.

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Demonstrated organizational, detail orientation, prioritization skills and time management skills

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to ensure that work related activities are completed in an accurate and timely manner.

Ability to work effectively in a team oriented, high demand and fast paced environment.

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Ability to maintain a high level of confidentiality and work with highly sensitive data and

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information.

Excellent communication and presentation skills to effectively deal with various levels of

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management, staff and/or outside contacts.

Demonstrated interpersonal skills to work effectively in a team environment and maintain a

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professional and positive manner.

Effective listening skills to ensure understanding of instructions and directions and effectively

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communicate progress and problems to co-workers and management.

Effective problem solving skills used to identify and resolve day-to-day operation and

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employee relations problems.

Demonstrated coaching and counseling skills used to effectively develop high performing em-

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ployees; influence and change individual behavior and assist employees achieve a high level

of success and productiveness.

Demonstrated ability to resolve differences impartially and bring issues to a positive resolution.

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Demonstrated change management aptitude and ability. Takes a proactive role to bring about

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change, applying new ways to develop the business through improved management of people

and processes.

Ability to think strategically and identify critical success factors when developing strategy and

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plans for assigned area of responsibility. Ability to translate diverse pieces of information into

meaningful conclusions and results.

Ability to proactively develop and maintain solid business partnerships to ensure success in

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balancing the department and customer needs with the legal and financial expectations of the

organization and ensure needed business outcomes.

Demonstrated ability to clearly and concisely express ideas and concepts verbally and in

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writing and adopts writing style and language to fit the situation/audience.

Familiarity with a variety of office equipment, standard software packages and application and

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use of personal computers to include the Microsoft Office suite of products.

Contact this candidate