CSO, EVP, VP, RVP, AVP

LON D. WATERMAN

**** * ********** **, *********** MO 65809

T: 417-***-**** ***.********@*********.***

https://www.linkedin.com/pub/lon-waterman/a/953/6b3

QUALIFIED AND EXPERIENCED SALES & BUSINESS DEVELOPMENT,

MANAGED CARE, HEALTH CARE EXECUTIVE

Driven, accomplished, hands-on new business development and sales management leader in the health care industry (hospital, payer client, medical device, capital equipment, pbm, and managed care); consistently demonstrate success in objective, metric-based environment; collaborative team player; detailed and strategic; strong aptitude to manage complex projects in fast-paced performance-driven teams.

AREAS OF SALES AND MANAGEMENT EXPERTISE

18 yrs RFI/RFP Preparation

18 yrs Consultative Sales

CRM Proficient

13 yrs Sales Team Building

14 yrs Financial Services

18 yrs Sales Strategy

18 yrs Sales Leadership

18 yrs Health Carrier Sales

18 yrs Pricing Negotiations

PROFESSIONAL EXPERIENCE

Healthcare Solutions, Inc. Atlanta, GA September 2012-June 2015

Workers compensation cost containment intermediary providing PBM, PPO, BR, Case Management, and Ancillary Medical Services with annual revenues in excess of $400M.

Senior Vice President, Specialty and Clinical Managed Care Sales

Healthcare Solutions specializes in cost containment solutions in the workers compensation and auto injury segments, including pharmacy benefit management, preferred provider network, ancillary products & services (DME, home health, diagnostic imaging, transportation & translation, etc.) and clinical care services (telephonic and field based case management, independent medical evaluation, Medicare set-asides, vocational rehabilitation, etc.) with a major emphasis in supply chain management in all 50 states. Responsible for directing all day-to-day field-based client sales activities and development and implementation of strategic growth initiatives, with four direct reports and a total staff of 36. Grew revenues a minimum of 20% year over year from $64.5m in 2012 to $96.6 in 2014 through intentional and methodical development of team rigor and discipline, while maintaining full profit and loss responsibilities.

International Rehabilitative Sciences, Inc. d/b/a RS Medical, Vancouver, WA October 2002-September 2012

National provider of home-use medical and clinic-use capital equipment to expedite rehabilitation and manage pain with annual revenues of $125M.

Managed Care National Director - April 2006-September 2012

Report to VP and Chief Medical Officer with peers consisting of directors of Claims, Billing, Sales, Finance, IT, Operations, and Human Resources. Direct reports include 5 regional directors and one senior manager of payer operations.

Directed day-to-day activities of field-based managed care sales team and operational support team. Responsible for establishing performance metrics, recruiting, training, managing, evaluating, and developing staff. Management through key business objectives and metrics. Focused on growing revenue and increasing efficiencies/EBIDTA through innovative payer relationship development and management to include contracting, sales meetings, CEU development and presentation, trade-show exhibitions, and industry networking, while overseeing a total staff of 11.

Sr. Account Manager - October 2002 - March 2006

Medical device and capital equipment sales with a primary focus on Pain Management, Physiatry, Orthopedics, and Neurosurgery. Consistently produced in top 15% (revenue dollars) of sales force of more than 300. Special recognition given for outstanding sales achievement in a previous non-performing territory. Promoted to national sales position.

Cox Health Systems, Springfield, MO July 1999 – September 2002

Fully integrated health care delivery system in Springfield, MO with annual revenues in excess of $3B.

Vice President of Managed Care, Physician Hospital Organization - April 2000 - September 2002

Report to PHO Board of directors to include CEO, CFO, & COO of Cox Health Systems with direct reports of directors of Billing, Contracting, Sales, Finance, Compliance, Medical Director, and Provider Relations.

Directed payer sales, negotiations and contracting; network development and management; claims management; P&L and financial reporting; compliance. Responsible for development and management of payer contracts representing $600,000,000 in annual revenue. Set strategy and business plan. Increased managed care revenue 10% in 2000 and again in 2001 by developing, implementing, and effectuating new contracting and negotiation protocols. Overseeing a staff of 22.

Director of Finance and Network Development, Physician Hospital Organization - July 1999 - March 2000

Responsible for developing and managing JCAHO and NCQA accredited network consisting of over 500 board-certified physicians, multiple inpatient facilities, and numerous ancillary providers. Complied with all delegated credentialing agreement terms. Responsible for Physician Hospital Organization budget and financial reports. Oversee finance and provider-relations staff. Promoted to VP (division head).

Beverly Healthcare, Fort Smith, AR July 1997 – June 1999

Full continuum provider of post-acute care with 600 SNFs and multiple long-term acute care, home health, hospice, and rehab centers with annual revenues in excess of $3B.

Director of National Managed Care Sales - August 1998 – June 1999

Report to VP of Sales. Responsible for developing and executiving strategic sales and contracting plan and establishing a managed care contract portfolio.

National Subsidiary Contract Specialist - July 1997 – July 1998

Develop managed care portfolio for all subsidiaries including freestanding outpatient rehabilitation centers, long-term acute care facilities, home health care, and hospice.

RC Wilson Company, Springfield, MO July 1996 – June 1997

Branch Manager

Responsible for the maintenance, development, and management of a SW Missouri medical collection account portfolio. Recruit, train, and direct collection staff and Sales Manager.

Community Financial Credit Union, Springfield, MO April 1993 – June 1996

Collection Manager

Responsible for all aspects of consumer loan, mortgage loan, and depository account collection activity including foreclosure, repossession, and legal action.

Bank of America, Springfield, MO May 1991 – April 1993

Collector

Responsible for 1/6 of all consumer collections, legal actions, and repossessions for 18 banks.

EDUCATION

Bachelors, Business Administration Evangel University

Springfield, MO

Dean’s List

3.9 degree GPA, 3.2 overall GPA.

OTHER RELATED EXPERIENCE

Educational Community Credit Union, Springfield, MO March 2008 - Present

Chairman of the Board

Partner with the president & CEO and other board members to provide leadership and oversight of ECCU as it transitions from a small to midsized Missouri credit union. Lead organization into successful completion of a $1.6m building project. Provide strategic direction and annual president & CEU evaluation and coaching

ADDITIONAL EXPERTISE

13 yrs operations mgt.

9 yrs board experience

Sales Campaigns

6 yrs C-level employment

14 yrs finance experience

Sales training

6 yrs H/R oversight

Staff development

SPIN Sales Coach

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