Health Care Sales

Charles R. Wayland

**** ********** ** ********, ** 23229 C: 267-***-**** ***********@*****.***

SUMMARY

Senior executive with proven track record for solving difficult problems and delivering superior results. Demonstrated success leading strategy, operations, sales and finance for market leading firms. People focused leader who has built numerous high performing teams at both early stage and mature companies.

PROFESSIONAL EXPERIENCE

TMG HEALTH – Philadelphia, Pennsylvania 2013-2016

COO & Executive Vice President

A $220 million BPO focused on government healthcare programs (Medicaid, Medicare, Part D and Medicare Supplement) servicing plans from Montana to New York supporting $8 billion in premium equivalents.

Growth: Developed and implemented plan to scale organization; revenue grew by 50% in 3 years, met over 98% of service level agreements and reduced cost by 9%.

Strategic Leadership: Successfully renewed 97% of customer base for at least 3 years.

REVOLV – Roanoke, Virginia 2010-2013

COO & Senior Vice President

An emerging dental BPO and technology company focused on the secondary carrier and TPA market; revenues exceed $45 million.

Business development: Built and led sales team; delivered $20 million in revenue.

Innovation: Led development of technical and operational products; identified claims recoveries exceeding $1 million annually.

ADHERENCE SOLUTIONS-Richmond, Virginia 2009-2010

A start up focused on wellness.

WELLPOINT - Richmond, Virginia 2000-2009

A $54 billion diversified employee benefits company, largest in the US employing 43,000 associates.

CFO/Vice President Health Management Corp. (2005-2009)

The integrated care and disease management subsidiary servicing Wellpoint and external customers. Accountable for budget exceeding $175 million.

Sales Development: As a senior executive of the organization helped grow the company from $69 million in revenue to over $400 million in revenue.

Strategic Planning: Re-engineered enrollment process, using cross-functional teams to reduce cycle times from 30 days to 6 days. Doubled the number of participants engaged in the disease management programs.

Vice President of Operations Anthem VA and BCBS GA (2000-2005)

Developed and implemented service strategy for over 4.5 million members. Medicaid P&L responsibility. Responsible for $200 million budget and 3000 associates.

Operations Improvement: Created “Brilliant at the Basics,” a delivery strategy and process that differentiates products in a commodity environment. This differentiation improved margins by 5%.

Integration Leadership: Led the operations integration of Trigon into Anthem integration generating over $30 million annually in savings.

COVENTRY HEALTHCARE CORPORATION - Bethesda Maryland 1996-2000

A $4 billion managed healthcare provider with two million members in nine states.

Vice President – Finance and Operations (1998-2000)

Diversification included a mid-market focus and introducing Medicaid to the organization. Directed three successful acquisitions and numerous due diligence processes.

Innovations: Led the design and implementation of a service delivery model which reduced annual expenses $9 million and established a level of service that provided a competitive differential.

Charles R. Wayland PAGE 2

COVENTRY HEALTHCARE CORPORATION (Cont’d)

Business Development: Developed acquisition strategy and led due diligence for three multimillion-dollar acquisitions to expand presence in mid-market. Synergies within the function area exceeded plan by $2.5 million and 25%.

Systems Conversion: Accountable executive in operations for multiple claims adjudication conversions. Defined and monitored 30 key performance parameters, and invoked contingency plan to hire/train 100 additional agents within 25 days to minimize impact of unexpected technology problems. Improved automated claims processing 100% and reduced claims handling costs by 60% post conversion day one.

Director of Accounting (1996-1997)

Managed P&L for $500 million division of a health care organization.

Product Strategy: Identified and assessed non-performing lines of business and created a plan to address them. Increased profitability by $3.1 million in 18 months.

FIRST HEALTH SERVICES - Richmond, Virginia 1994-1996

A $2 billion diversified health care organization with focuses in state health plan contracting Medicaid, pharmacy benefits administration and behavioral health.

Controller

Responsible for strategic planning, budgeting, finance and vendor contracting. Led all merger acquisition and divesture activities.

Process Improvements: Built internal consulting services, including “best practice” development and implementation, process mapping and compliance reviews. Reduced the cycle time on contracting activities from 90 days to 30 days while increases the “hit” rate by more than 30%.

GARRET KOSIN CORPORATION - Winchester, Virginia 1990-1994

The largest single Wendy’s franchisee, with $45 million in revenue and 40 units in five states.

CFO and Vice President of Operations

Responsible for strategic planning, budgeting, finance and vendor contracting. Led all merger acquisition and divesture activities.

Operational Performance: Achieved margin targets that generated net income in the top 1% of the organization. Cash flow generated from net income made organization a desired purchaser.

ADDITIONAL EXPERIENCE

CIRCUIT CITY STORES - Richmond, Virginia. Senior Financial Analyst,. Collaborated on team assessing $300 million distribution organization. Developed models to estimate competitors’ distribution costs.

ERNST & YOUNG - Richmond Virginia Staff Accountant,. Served as accountant on team focused on health care and manufacturing.

EDUCATION

James Madison University

B.S., Accounting

Commonwealth of Virginia

Certified Public Accountant

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