Sales Management
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Title:Regional Sales Director
*********@********.***.***
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NAME: KARL KEYES
ADDRESS:
CITY: Charlotte
STATE/PROVINCE: NC
ZIP/POSTAL CODE: 28209
COUNTRY: USA
EMAIL: *********@********.***.***
PHONE: 704-***-****
CANDIDATE ID: N/A
CITIZENSHIP: US
Citizen
EDUCATION: Not Entered
EXPERIENCE: Not Entered
WILL RELOCATE: Not Entered
RELOCATION INFO: Not Entered
JOB WANTED: Not Entered
HOMEPAGE:
COMMENTS:
HOTSKILLS:
ESUME
KARL S. KEYES
4405 Collingwood Drive
Charlotte, NC 28209
*********@********.***.***
PROFESSIONAL SUMMARY
Sales and marketing professional with 9 years of results-oriented
performance. Past and present
positions include business development roles with sales, marketing and
new product development
responsibility in the areas of e-commerce (healthcare industry),
medical management software systems
and hospital/physician contracted sales. Proven ability to sell
strategic level concepts requiring
organizational change and value based solutions. Skilled negotiator,
at ease with high pressure, heavy
volume and high productivity requirements. Specific skills include:
Territory / Account Management,
Software Sales, Clientele Development, Intangible Product Sales,
Financial Analysis and Contract
Negotiation.
CAREER HIGHLIGHTS & ACCOMPLISHMENTS
HEALTH RISK MANAGEMENT, Minneapolis, MN 1999-Present
Health Risk Management is a $155 million dollar healthcare services
company providing
electronic/Internet-based, medical management software to managed care
companies (HMO, PPO),
insurance companies, integrated health care delivery networks,
behavioral health companies and
workers comp/disability companies.
Regional Sales Director
Responsible for sales, marketing and account management for 18 states
presenting to senior level
management a strategic level software product requiring multiple
parties buy-in at the "C" level.
Generated over $800K in sales the first year despite such obstacles as
a consolidating market,
declining client financial performance and state regulatory oversight
within the healthcare services
sector. Platforms include: client/server (Oracle, SQL) and Internet
(web-enabled) applications.
Prepared ROI analysis and implementation strategy to ensure client's
buy-in and commitment as well
as meeting with client's technical users to ensure their understanding
and acceptance.
Assisted in the development of company's e-healthcare platform as well
as developing relationships
with suitable beta-site partners.
Developed relationships with third party vendor market to identify
opportunities for marketing and
co-branding opportunities.
Developed three-tier direct marketing campaign used to enhance brand
identity and product
awareness.
ONE HEALTH PLAN, Charlotte, NC 1997-1999
Subsidiary of Great-West Life managing over 2.3 million healthcare
enrollees. With combined assets of
$30 billion dollars, Great-West Life is in the top 1% of all insurance
companies.
Director, Network Development (1998-1999
)
Manager, Network Development (1997-1998)
Overall sales, P&L, marketing and business development responsibility
for health care services unit in
North Carolina. Responsible for cultivating and managing relationships
with CEOs, COOs, CFOs and
Directors.
Generated $23.4 million dollars annual revenue savings for hospital
and physician service contracts.
Increased sales profit 32% in FY '98 by $6.8 million; 14% above
established targets.
Account management responsibility for 7,200 physicians and 56
hospitals covering approximately
43,000 members locally, 2.3 million nationally.
Increased contracted physicians by over 330% for physicians and over
150% for hospitals.
Negotiated and sold 14 strategic alliance agreements generating $4.2
million in savings.
Created marketing materials, developed new pricing plans and organized
direct mail campaigns to
physicians, hospitals, IPAs and MSOs.
Utilized data-wharehousing software to analyze cost-savings of various
relationships and to track sales
performance.
Developed financial analysis modification used nationally throughout
company's operations.
ATLANTIC HEALTH PLANS, Charlotte, NC 1996-1997
Atlantic Health Plans is a provider-owned HMO created to service
Commercial and Medicaid recipients.
Provider Partnership Specialist
Responsible for selling healthcare service contracts to hospitals,
physician groups and ancillaries.
Developed start-up managed care network with contracted sales to 32
hospitals and over 2,300
physicians and increased profits by 27%.
Territory management interacting with physicians and senior executives
(CEOs, COO, CFOs) of
integrated delivery systems, managed care organizations, health
insurers, and management service
organizations.
Utilized consultative/problem solving skills to negotiate legal
contracts and address customer needs to
better prioritize and position company's products.
Developed marketing materials to proactively address provider
guidelines and prior authorization
procedures.
PARTNERS NATIONAL HEALTH PLANS, Charlotte, NC 1994-1996
A provider-owned HMO with over 340,000 members in a tri-state area
(VA, NC, SC).
Provider Relations Coordinator
Responsible for the development of a start-up physician and hospital
network.
Marketed and sold compensation contracts to physicians and hospitals;
developed and maintained
provider compensation schedules and performance outcomes while
increasing contracted sales 23%.
Negotiated managed care contracts with multi-specialty and independent
provider groups as well as
ancillary services (including Anesthesiology, Radiology, Mammography
and Sleep Lab).
Responded to provider inquiries, issues, complaints/grievances and
recommended changes in policy
and procedures as needed.
Developed collateral marketing material and conducted oral
presentations to physicians, medical
groups.
UNIVERSITY OF SOUTHERN CALIFORNIA, Los Angeles, CA 1991-1994
Responsible for the sales and marketing of educational and job
placement positions.
Director, Co-operative Education
Assistant Director,
Admissions
EDUCATION
UNIVERSITY OF SOUTHERN CALIFORNIA,
Los Angeles, CA BS - Business
Administration
(emphasis Entrepreneurship)
SKILLS
Extensive experience with computers including: Excel, Word,
PowerPoint, Access, ACT, Schedule+,
Exchange, MedStat. Advanced level certification in Excel and
PowerPoint. Installation of computer
systems and software.
ADDITIONAL TRAINING
Face to Face Selling Skills, The Forum Corporation
Management Skills, Fred Pryor Seminar
Member Metrolina Health Care Executives Forum
Associate Member, Charlotte Chamber of Commerce
S
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