Business Developement Sales Management - Health Industry

CESAR M. CASTILLEJA

PO Box ****** New Braunfels, Texas

***** 830-***-**** ***************@*****.***

OBJECTIVE

To secure a challenging Senior management sales position while being provided both

the opportunity to maximize my earnings and offer potential for advancement.

SKILLS

Languages

Bilingual - Spanish

Technical Skills

Microsoft office, Outlook, Power Point, Excel, Word, SalesForce, Callidus, Field

Magic Ticket, Xcelys, Tools, Emptoris, CAQH, NPI, IPA, Oracle

EXPERIENCE

08/2013-08/2014 Senior Manager, WellCare Health Plans (TX, TN, MS, AR)

Oversee and manage activities associated with Acquisitions, Market Expansion and

Business Development Government sponsored plans (MAPD) in Tennessee, Mississippi

and Arkansas. Hire, train, evaluate and develop sales managers and staff. Work closely

with provider relations, physicians and hospital networks in regards to contracting and

software systems. Analyzes key metrics, such as operational performance, top

diagnosis, HEDIS measures, Star ratings, Compliance and trending patterns. Successful

implementation of Quality Improvement (QI) programs. Participated in regular

government affairs meetings, and attend conferences surrounding the h ealth field.

Along with the new responsibilities I was able to Increase budgeted forecast sales in

Texas.

01/2013-08/2013 Senior Sales Manager, WellCare Health Plans (TX, AZ)

Responsible for business development expansion in the state of Arizona. Negotiate

physician and hospital contracts, plan forecast and plan benefit design on Arizona.

Contracted and certified 400 MAPD sales agents throughout Arizona and maintain

sales goals of Texas. Recommend strategies to improve sales and compliance

throughout the market. Managing over 500 CMS agents in Texas and Arizona.

01/2012-01/2013 Senior District Sales Manager, WellCare Health Plans (San Antonio, El Paso)

Oversees the business development expansion of El Paso. Negotiate physician and

hospital contracts, plan forecast and plan benefit design. Contract and certify 120

MAPD sales agents throughout El Paso and improve sales benchmarks for San Antonio.

Hire and train managers and staff in the market. Present cost advantage (ROI)

strategies to physicians, clinics and hospitals in regards to contracting and systems

software.

08/2010-01/2012 District Sales Manager, WellCare Health Plans (San Antonio)

Directly responsible for developing a new market in San Antonio. Reporting directly to

the President on all forecast projections, benchmarks and compliance matters.

Contract new FMO, SGA, MGA, GA and independent sales agents/agencies. Oversee

and present on compliance and sales strategies for broker relations. Implement plan

forecast for the market. Managed a sales team of 50 CMS certified sales agents.

Directly responsible for handling all event communications and lead distribution in the

market.

11/2008-07/2010 Long Term Care Specialist (Manager), Cuna Mutual Group (South/Central Texas)

Top managing producer nationally out of 98 LTC Specialist. Responsible for increased

budgeted sales throughout the market. Collaborated with physicians and other

medical professionals in the University Health System, Methodist Health Systems and

Baptist Health System. Presented to all levels of medical professional and board

members. Developed all communications with underwriters regarding all product lines

and implemented a call/reporting system.

05/2000-11/2008 Area Marketing Director, Universal Benefit Plans (Houston/South Texas)

Directly responsible for increased production by 30% with no change in sales force

within the 1st quarter. Sales from 3.3 million to 7.2 million in first 2 years of operation.

Placed in the top 5 Areas in the United States, small to medium size business market.

Developed a lead distribution system and responsible for quarterly reports. Trained

over 600 agents nationwide and managed 5 direct manager. Regulated all compliance

matters and collaborated with the Texas Department of Insurance (TDI).

05/1998-05/2000 District Manager, Universal Benefit Plans (San Antonio, Texas)

Top regional producer in business to business sales. Managed a team of 12 licensed

agents. Trained all agents to cross sell multiple lines of products becoming the number 1

District manager in individual products and placing in the top 3 for cross selling

products.

08/1992-05/1998 Sales Agent, Diversified Insurance marketing Inc. (Austin, Texas)

Top 5 producer marketing Workers Compensation products, Fixed Income Annuity,

Section 125 cafeteria plans. Presented to school boards and entire campuses

throughout Texas. Responsible for cross selling multiple lines of insurance products.

EDUCATION

08/1990-8/1992 Liberal Arts, Southwest Texas State University

8/1998-5/1990 Austin Community College

Additional Background: Million Dollar Personal Producer, Texas Depart of Insurance Group I License (Health,

Life, HMO) Certified Long Term Care Specialist, AHIP Certified, CMS Certified, HealthCare Compliance

Certification, Pi Kappa Alpha President (1991). References and award documentation available upon request

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