*

Mark Turner

Portland, OR

Phone: 503-***-****

Email: ad1y7v@r.postjobfree.com

SUMMARY

Vice President with an unwavering passion for discovering and optimizing opportunities for growth and profitability.

Exceptionally well-versed in all aspects of health and specialty markets. Strategic sales and business development expertise with a strong track record of generating multimillion-dollar revenue growth in the health and benefit market. Committed to improving health cost containment strategies for clients while negotiating profitable health and benefit administration contracts through a broad network of established leading brokers and consultants in the Northwest.

CORE COMPETENCIES

• Benefit Plan Design • Self-Funding Strategies • Go-to-Market Execution • Joint Ventures & Alliances • ICHRA, Level & Fully Funded Plans

PROFESSIONAL EXPERIENCE

• National & Key Account Management • Business Development and Sales • Contract Negotiation & Closing • Market & Competitor Research FRINGE BENEFIT GROUP, Portland, OR 2018 to Present Fringe Benefit Group is a third-party administrator (TPA) designing and providing benefit solutions and programs. Vice President, Western Region (CO, UT, NM, WA, OR, ID, CA, AK, HI, MT, WY, NV) Vice President leading and building the expansion into the Western Region. • Health plan sales, benefit administration solutions and TPA services – FBG’s best 1st year sales performance

$4.8M.

• Broker / consultant channel revenue generation and go-to-market strategy for Western States - Mercer, AHT, Alliant, Payne West, Gallagher, Brown and Brown, Burnham Benefit Solutions, USI, and other leading Western brokerage firms.

• Developed and launched the company’s newest product line; ICHRA and QSEHRA resulting in 1800 new members Q1 following launch.

• Mid + large sales success developing the Western market from 0 lives for FBG to 1750+ lives 2020 / 3300+ lives in 2021 / 4000 lives forecasted for year-end 2022. • Selling self- funded, level funded, and ICHRA health plans including specific and aggregate stop loss and claims processing solutions.

• Staffing, recruitment and operational leadership of support teams including P&L management.

HIGHER SOLUTIONS INC, Portland, OR 2016 to 2018 Sold to a private party. Partner

Partner in a consulting firm engaged with health companies focused on sales, acquisitions, and go-to-market strategies in health markets.

2

HYDRATIGHT, Portland, OR 2014 to 2016 Private Equity Venture – sold to Actuant 2016.

Sales Director, Channels and Distribution, Americas (Canada/US/Latin America) Drove aggressive growth objectives by expanding business beyond the existing sales footprint. Extended brand presence through new partner channels by onboarding distributors and agents. Led organizational change strategy and repositioned multiple channels to better serve different industry sectors; instituted workforce strategy, sales tactics, and programs while directly/indirectly managing channel teams.

• Grew Americas sales channel from $8 million to $11+ million in 2 years within highly competitive market. Penetrated new markets with direct sales campaign and introduced partner channels in Canada, Mexico, and Chile.

• Drove product sales from $150K to $225K million per transaction, and service sales from

$25,000 to $100,000, while optimizing margins. Introduced value pricing strategy and a profitable consultative selling approach.

• Increased channel performance building robust channel training programs and support team functions.

OMEGA MORGAN, Hillsboro, OR 2012 to 2014 Private Equity Venture – sold to Columbia Investments 2015.

Managing Director, Business Development, New Markets & Acquisitions Owned and developed the Canadian market and established the Business Development division to penetrate North American markets while serving on the equity ownership team. Improved profitable sales through strategic account management and cross-selling strategies.

• Built $35 million sales pipeline in 18 months while immediately bringing $7 million in new

• revenue with a 35% margin. Grew presence through go-to-market strategies and partner/B2B sales. Developed P&L for Canadian business unit.

• Maintained 30% closing ratio while expanding business into Canada. Developed regions outside the Pacific Northwest as part of the private equity growth plan.

• Found, secured, and integrated acquisition targets with revenues of up to $25 million with EBITDA up to 15%. Acquired 2 channel partners and implemented procurement program that reduced spend by $200,000.

• Closed contracts valued up to $4.8 million; negotiated and secured deals on average from

$50K to $3+ million.

KAISER PERMANENTE, Oakland, CA 2009 to 2012 Integrated managed care consortium with 167,000+ employees, 14,500+ physicians, and $34+ billion in operating revenues. Senior Manager – Health Plan Institute / Marketing, Sales, and Business Development Division Transformed National Sales Operations (NSOP) teams by prioritizing aggressive growth and exceptional sales performance over the traditional passive inbound sales driven model. Empowered sales force to respond more effectively to rapid market shifts by introducing new sales strategies and innovative products. Developed nationwide up-selling/cross-selling plans, sales training, and performance incentives. Supervised highly productive staff of 8. Mark Turner

• Successfully launched regional healthcare reform sales programs and national Medicare insurance initiatives. Devised high-impact go-to-market and training strategies that enabled 3

smooth rollout across all the company’s 7 regions.

• Boosted sales productivity 16%, realizing a $700,000 YOY multistate revenue increase, after leading strategic sales support and training initiatives designed to better promote product lines.

• Significantly improved large case wins and enabled account penetration into major ASO/self-funded accounts such as Intel and Boeing.

• Enabled seamless sales pipeline growth for 3000+ new members, including national/regional accounts valued at $500,000 to $1.5 million, by integrating strategic account planning processes into scalable ERP/CRM infrastructures. STANDARD INSURANCE, Portland, OR 2004 to 2009 Financial services and insurance company with 3,400+ employees, $14+ billion in assets, and $2+ billion in annual revenue. Sales Director, National Accounts / California Teachers Association Built top-performing sales and service team for the company’s largest business vertical valued at $36+ million. Director of Sales Learning and Development: Acted as champion of change while upgrading sales training for 370+ field reps across 42 US offices. Revitalized sales organization, minimized employee turnover, and produced targeted sales campaigns. Selected for the Advanced Leadership Program.

• Secured the California Teachers Association (CTA) business and grew the account from $32 million to $35.5 million in 30 months. Designed and executed plan that dramatically increased account sales and margins.

• Cut membership lapse rate in half, bringing it from 12% to 6% in just 2 years, after developing sales plans and educational strategies focused on enhanced member retention. • Boosted sales 17% within 12 months of establishing the CTA Sales and Customer Service division. Generated $400,000 in new revenue by implementing cross- selling strategies. • Won Team Recognition Award for transforming underperforming sales/account management function in 11 months.

HARTFORD LIFE COMPANY, Simsbury, CT 2003 to 2004 Investment and insurance company that is part of the Fortune 500 list with $26.2 billion in revenue and 17,500 employees.

Senior Performance Consultant, Group Benefits Division Learning & Performance Steered integration/development initiatives for $500 million acquisition and designed training to improve sales operations. Completed integration and re-organization 4 months ahead of schedule for Sales and Customer Service divisions. EDUCATION

BENEDICTINE UNIVERSITY, Chicago, IL

Master of Business Administration – International Business, In Progress ATHABASCA UNIVERSITY, Edmonton, Alberta

Master of Education and Training (MDE), 2006

UNIVERSITY OF ALBERTA, Edmonton, Alberta

Bachelor of Arts – International Political Science, 1993

4

CERTIFICATIONS • Life and Health License •Property and Casualty License • SEC Sales and Coaching Certification • High-Impact Relationships • Master Certification in Dimensional Selling & Coaching • Challenger Sales Certification

• Forum Consultative Selling & Coaching for Success Certification PROFESSIONAL ORGANIZATIONS

• Sales Management and Training Professionals (SMTP) • International Society of Performance Improvement (ISPI) • OAHU • WAHU • AAHU • NAHU

Contact this candidate