Sign in

Sales Customer Service

Knoxville, Tennessee, 37922, United States
March 28, 2011

Contact this candidate

Lisa Wear-Ellington

**** ****** **** ****, *********, Tennessee

(865) ***-**** ~

Marketing, Wellness, and Business Development Executive

Executive Profile

Visionary providing strategic/fiscal/marketing leadership in complex healthcare organizations.

Highly accomplished business professional with rock-solid experience in a diverse range of business applications including market, brand, and product analysis with proven ability to capture new and emerging markets. Expertise includes health/wellness, sales, marketing, public relations, product strategy and development, P&L responsibility, operations, and team building. Developed onsite wellness and health education programs. Strategic business leader building and aggressively managing programs designed to generate consistent revenue and profit growth. Background includes developing and launching multifaceted business lines, innovative product and distribution channel development to create a competitive advantage, and expanding market share by fostering business development initiatives and building long term client relationships. Consistently successful in identifying and capitalizing on market opportunities to build brand recognition, expand market penetration and win dominant market share and explosive revenue growth for employer.

Key Strengths

* Adept in consultative sales skills to influence internal and external decision makers within all aspects of new healthcare product design and launch

* Deep understanding of wellness industry including analyzing market needs and developing, executing and owning brand; pricing; packaging; and distribution of product

* Master of strategic planning and accomplished sales/operations leader

* Multi-million dollar budget development and administration

* Professional public speaker

* Recognized health industry expert with strategic view of wellness integration with medical benefits

* Experience working collaboratively with multi-disciplinary business units across a highly matrixed organization

* Skillful hiring, team building, management, training, certification, and motivation of sales and support staff


SUMMIT MEDICAL GROUP, Knoxville, TN Jan 2009-Present

Director, Integrated Health Services division

Provides operational leadership and directs activities of $4 million business line including four urgent care clinics and an on-site wellness clinic. Formulated and executed a comprehensive business development strategy which resulted in a + 9% YOY growth in weak industry conditions

§ Identified need and built infrastructure for unique on-site wellness model combining health coaching, disease management, industrial rehabilitation, worker’s compensation case management and drug testing to produce an integrated mechanism for patient care and employer cost savings in all disciplines. This model resulted in a $5.5 million contract with area government.

§ Collaborate with area hospitals, insurers, and partner physicians on patient centered medical home pilot including creating job descriptions and hiring care managers and disease educators.

§ Successful creation of internal/external wellness programs with over 50% participation in the first year of operation. Designed all processes including program activities, incentive programs, and budget preparation. Hire, train, and supervise staff including health coaches. Assessed return on investment (ROI) criteria and quarterly program evaluation criteria to ensure program success.

§ Directed four acute care clinics providing operational oversight resulting in 5.3% increase in profit margins and 40% increase in revenue within 12 months.

§ Instrumental in dashboard development for monthly data analysis

§ Researched and procured software system for tracking and measurement of program impact and effectiveness

STRATEGIC EMPLOYEE BENEFIT SPECIALISTS, Knoxville, TN Jan 2008-Jan 2009, Benefit Consultant

Licensed Health and Life Insurance Broker

§ Designed and sold effective wellness program for international client including health risk assessment, biometrics and health coaching with associated performance metrics and reporting.

§ Developed and implemented successful marketing plan for in-force account growth and new client sales through unique distribution channels.

§ Certified trainer for staff improvement and customer service modules.

§ Promoted to Benefit Specialist after three months with oversight of 10 office staff, site operations, and process improvement initiatives


Director, Purchaser Services

Spearheaded initiatives to support Value Based Purchasing which involves a combination of price, service, and quality in benefit purchasing decisions.

§ Partner with hospitals, insurers and employers to produce value based purchasing solutions to meet employer’s needs including mining data warehouse results to design and sell effective wellness and productivity programs. Coalition membership includes national and local companies such as Nissan North America, Johnson and Johnson Health Care, McKee Foods, Pilot Oil, and Bush Brothers

§ Collaborate with national and regional business coalitions to identify future needs in the health, wellness, and productivity arenas and proactively deliver market based product solutions that meet or exceed marketplace demands

§ Established strategies, including building a network of insurance brokers, to maximize retention and increase new membership sales for Tennessee business coalition; resulting in retention improvement from 90% to 98% and increased membership by 10%.

Develop and execute a territory-based sales pipeline strategy plan in alignment with the current strategic sales goals for the organization

§ Conceptualized new product and service distribution channels through online marketing, publishing articles, workshops, webinars, broker endorsements, and fully insured product development.

§ Managed development of new business coalition in South Carolina and organized over 50 national and local companies, including BMW, Mitsubishi, Michelin, Furman University, and Blue Cross Blue Shield to join together and positively impact healthcare costs and quality.

THE INITIAL GROUP, INC., a subsidiary of Baptist Hospital of East Tennessee, Knoxville, TN 1991 - 2004

President, The Initial Group/Vice President, Baptist Hospital of East Tennessee

Established start up managed care company for area hospital system.

§ Hired, supervised, trained, and motivated 35 employees in Sales, Provider Relations, Customer Service, Disease Management, Utilization Management, and Claims Re-Pricing.

§ Developed health and wellness strategies for employer groups, integrating benefits and prevention/wellness strategies to mitigate claims increases and improve population health and productivity

§ Identified need and spearheaded strategic development and oversight of in-house gatekeeper program for large hospital system including disease management, case management, utilization review and wellness which saved hospital system over $3 million within two years of operation.

§ Sales leader instituting innovative marketing and operations strategies resulting in over 200 managed care contracts with employers, insurance companies, third party administrators, national Preferred Provider Organizations and regional Physician Hospital Organizations.

§ Successfully negotiated over 60 hospital contracts and 7,000 provider contracts in East Tennessee

§ Augmented data collection system for physician profiles and HEDIS outcomes measurements.

§ Administered $3 million budget, consistently operated under budget year over year from 1994 - 2004.


WELCOA, Healthcare 21 Business Coalition, East Tennessee Wellness Roundtable, National Business Coalition on Health, Toastmaster’s International


Marketing and Sales Manager- Kanawha Insurance Administrators, Knoxville TN; Senior Account Executive-The Traveler’s Health Network/ Tennessee Health Plan, Knoxville TN

Contact this candidate