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Manager Sales

Safety Harbor, FL
October 28, 2018

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Michael Kuehls, CPA

u Telephone: 727-***-**** u Email:


Results focused Leader of Financial – Operational Reporting, Planning and Analysis, with demonstrated success in evaluating and improving an organization’s performance and achieving strategic goals by implementing targeted analysis, metric creation/assessment, process improvements and key audit controls in retail and healthcare organizations. These initiatives have resulted in accurate, timely, evaluated, and actionable data being communicated to Senior Management, ensuring the organization’s short and long term objectives are successfully achieved.

Possess the ability to comprehend complex business issues, develop, organize and execute action plans that obtain, interpret data and present results in a concise manner with objective evaluations and recommendations in a continuously evolving business environment

Strengths and Capabilities include:

Financial statement and Dashboard design & presentation

Ad Hoc analysis, Operations & Financial

Annual sales, margin and administrative expense plans

Monthly financial results packages with variance explanations, revenue and expense forecasts

Financial modeling, Bid pricing model and reimbursement analysis tools

Staffing metrics development and reporting

Initiative baseline establishment, tracking, evaluation and reporting

Integration of acquired entity’s sales, margin and operating expense reporting systems

Operational & transactional controls

Regulatory reporting and audit support, finding resolution and response

Staff leadership

Software applications utilized: Microsoft Office, Hyperion, Micro Strategy Data Warehouse, SAP Revenue Planning and Forecasting and Cognos Reporting applications.


WellCare Health Plans, Tampa, Florida

2005 to Present

Director Analytics, Pharmacy Department (2014 – Present)

Direct the financial review process and financial analyst group to provide timely actionable analysis of corporate / regional operations and strategic initiatives.

Identify key pharmaceutical cost driver categories, tend analysis, assumptions, develop metrics and generate segment cost forecast / annual budget ($ 1.7B)

Develop and overview of weekly cost reporting package with projected month end results including key categories variance analysis from targeted contribution.

Create monthly P&L (> $375.0 M) for pharmaceutical operation, including budget build and forecast updates.

Oversight of pharmaceutical rebate revenue (>$ 1.6B) by maintaining financial records, accounts receivable, cash flow forecast, analysis of monthly revenue/cost fluctuations, revenue forecast /budget and federal regulatory reporting.

Manage audit process of Pharmacy Benefits Manager, Pharmacies and vendors by tracking audit results and obtaining variance explanations / recoveries.

Provide analytical support for pharmacy formulary creation / updates, PDP Part D bid process, Quality Initiatives, Medical Expense Initiatives, Federal and State regulatory reporting, audit support and resolution/response

Michael Kuehls Page Two

Financial Planning & Analysis Manager, Finance Department (2014 –2014)

Manage the detail preparation of acquired entity’s annual SG&A budget and monthly forecasts, staffing updates, integration of actual results into budget models and associated internal reporting to department leaders including monthly review discussions.

Created budget update tracking template which provided summary explanations and financial impact of each budget change from initial to final budget (17 updates, $ 9.1M gross and $ 3.2M net updates) on a total budget of $ 99.2M including a staff of 575. Template provided audit trail for dollar updates to the original budget.

Interfaced directly with acquired entity’s Finance group to obtain preliminary monthly expense detail files. Created a “Master Mapping” file to assign acquired entity’s departments and accounts to general ledger. Master map file allowed review of actual expenses in correct cost centers / accounts with focus on actual results and not recording issues

Senior Director, Planning & Analytics, Pharmacy Department (2010 –2013)

Director (2007-2009)

Direct the analytic process and staff’s development of metrics and financial / operational reporting to measure and explain lines of business’ performance, expenses and revenue fluctuations. Identify key cost drivers, quantify and measure impact the on pharmaceutical expenses, pharmaceutical rebates, medical expense initiatives and operating expenses.

Created detailed operating expense templates with position type staffing requirements (437) supported by forecasted production volume, detailed expense build with metric support, expense categorization (fixed, semi-variable & variable) and cost driver inputs to allow flexibility during planning process for 4 distinct operations. (> $41.0M), including a mail order business segment. ($ 357.0M sales)

Managed month-end accounting close process for Pharmacy group, including monthly revenue, margin, accruals and inventory updates. Review preliminary results and communicate required adjustments to ensure accurate monthly reporting.

Managed and evaluated process changes to the pharmaceutical rebate’s proposal analysis, billing creation review and payment application tools to ensure maximum dollar achievement. (> $550.0M) and accurate regulatory reporting.

Generated pharmacy reporting, functional goal reviews and segment “deep dives”. Clearly communicated the financial /operational performance and value added activities of Pharmacy department’s $ 5.9B drug spend encompassing 83.1M prescriptions and 3.4M members.

Established Pharmacy Fraud & Abuse staff, created data mining project plan, approval of queries generated, and provided CMS Medic data request to ensure program’s objective is achieved. Created template to assign Pharmacy Benefit Manager claims audit variances into actionable categories. Established annual audit of Pharmacy Benefit Manager (PBM) claims processing with outsourced vendor and reviewed and summarized exceptions with follow-up action plans.

Manager, Planning & Analytics, Pharmacy Department (2005-2006)

Manage process and a team of financial analysts who provided timely, accurate, actionable data and analysis supporting corporate key initiatives. Develop metrics and financial / operational reporting tools to measure and explain lines of business performance and initiatives implemented to decrease pharmaceutical expenses and increase profitability.

Ensured Medicare Part D pharmacy provider network, > 65,000 pharmacies in 49 states, met government mandated member access standards at state / county level. Accomplished goal by creating weekly actionable summary reports with exception detail for responsible party resolution. In addition, pharmacies were segmented (> 30) by reimbursement rate structure to measure segment’s pharmaceutical expense impact within total business product.

Developed a daily / weekly / monthly pharmacy activity reporting package for new lines of business. The package included an executive summary with key Rx cost drivers identified and changes from prior period impact on average Rx cost. Developed financial template which assigns dollars to a plan’s various drug utilization changes providing explanations for managed care plan’s “Per Member Per Month” (PMPM) expense fluctuations.

Created a daily/weekly/monthly monitoring process that quantified changes in vendor’s generic drug costing application (MAC) applied to item price calculation.

Michael Kuehls Page Three

Designed and implemented drug rebate controls review process identifying and generating drug cost savings of > $1.8M.

Prepared department’s general and administrative expense plan (> $ 15.0M) with explanations for changes from current year forecast and run rate.

Eckerd Corporation, Largo, Florida

1988 to 2005

Senior Director, Planning & Analysis, Pharmacy Services Department (2003-2005)

Director (2002-2003)

Scope of responsibilities focused on directing, coordinating, and reviewing activities relating to financial/operational reporting, forecasting, planning/analysis, and performance improvement, including;

Preparation of annual sales ($10.0B) and gross margin ($ 2.0B) plans, monitoring of inventory ($ 700M),

and strategic projects for > 2,800 retail pharmacies

Oversaw development, testing, and implementation of a Managed Care prescription reimbursement verification project, resulting in $3.0M in actual additional collections.

Instituted transaction review processes designed to identify and correct reported transaction gross profit errors. Consequently, effort revealed additional reported gross margin of $2.5M and 20 gross margin basis points.

Senior Manager, Planning & Analysis, Pharmacy Services Department (2000-2002)

Manager (1995-2000)

Accountable for managing generation of annual sales plan and weekly/monthly financial reporting packages. Assigned, reviewed, and evaluated 11-member support staff financial reviews. Interacted with senior management to explain composition of reported financial results and influence on future performance.

Developed component relationship weekly forecast models used in annual planning process to produce trended sales and gross margin plans.

Generated weekly sales ($180.0M) and gross margin ($40.0M) reporting packages with month and year-to-date summaries distributed to senior management, which provided timely and accurate analysis of prior week’s activity.

Senior Financial Analyst, Planning & Analysis, Pharmacy Services Department (1990-1995) – Primary duties centered on creating annual sales plan, reporting financial results with variance to plan explanations, and preparing financial profitability review of managed care plan pharmacy provider bid proposals.

Created managed care prescription bid model that provided immediate forecasted results. This model was utilized to evaluate more than $2.5B in managed care bids annually.

Accounting/Analysis Supervisor, Advertising Department (1989-1990) – Responsible for supervising a staff (3) and reviewing $90 M advertising expense recording and ensuring expenses were charged to proper units in which actual benefit of advertising was incurred.

Senior Auditor, Internal Audit Department (1988-1989) – Charged with administration of 5 audit projects’ time budget, staffing requirements, audit program revisions, and management memo review. Prepared process flowcharts and audit program with operational/financial control strengths and weaknesses noted for distribution center, photo lab, and retail stores.

Revco D.S., INC., Twinsburg, Ohio

1982 to 1987

Senior Auditor, Senior Staff, Staff, Internal Audit Department – Key duties included conducting independent reviews of store operations (250), distribution centers (10), corporate departments and subsidiaries (10), designing/updating audit programs and supervising staff members


BBA, Accounting, Cleveland State University, Cleveland, Ohio

Certifications: Certified Public Accountant, Ohio

Professional Affiliations: American Institute of Certified Public Accountants

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