Marilee Smith Email & Phone Number

United States

Dynamic and experienced leader in commercial and public sector sales and business development. Expertise in market and competitive analytics; strategic planning; sales support and proposal (RFP) response development; orals and finalist presentations; executive preparation; and retention activities.

Greater Pittsburgh Area

Led all aspects of sales support, market segmentation and targeting, lead generation campaigns, proposals / RFP responses and strategic communication for UPMC Health Plan and other UPMC Insurance Division companies including UPMC WorkPartners, LifeSolutions, and eBenefits with a focus on gaining market share, launching new products and services, managing marketing support of various sales cycles, and delivering best in class proposals and RFP responses.

Strategic Consulting, including business planning; market analysis and segmentation; product pilot testing and evaluation; product development; proposal development, finalist preparation and presentations; readiness review peparation; and initial stage implementation.

Director, Business Development and Retention Began as Business Development director for a regional Medicaid managed care carrier. Carrier was subsequently bought by United Healthcare. Served on the transition team in a leadership role to assimilate the two organizations into one. Key accomplishments include:• comprehensive expansion strategy for a regional Medicaid Managed Care carrier to grow nationally• Executed a highly technical multi-channel sales and business development… Show more Director, Business Development and Retention Began as Business Development director for a regional Medicaid managed care carrier. Carrier was subsequently bought by United Healthcare. Served on the transition team in a leadership role to assimilate the two organizations into one. Key accomplishments include:• comprehensive expansion strategy for a regional Medicaid Managed Care carrier to grow nationally• Executed a highly technical multi-channel sales and business development campaign to capture Medicaid business in all 50 states• Successfully served as national proposal director for the largest Medicaid managed care carrier in the country – maintained a 92% win rate• Won new and retained business in Washington DC, Tennessee, Mississippi, Pennsylvania, Michigan, Ohio, Nebraska and New York totaling more than $1.5 billion in top line revenue• Developed and implemented a comprehensive set of policies, procedures and workflows detailing every aspect of the proposal process from writing, color team reviews, desktop publishing, quality check (QC), to production and delivery Show less

Cultivated new sales by creating processes for complete sales cycle management for $25 million Radiology Benefit Management Company. Established data base of more than 4000 healthcare company leads in commercial, Medicare and Medicaid health plans, Unions and self insured fortune 500 companies nationally. Created proposal development processes and successfully wrote business cases bringing more than $5 million in new business.Developed sales tools including brochures and leave behinds, post… Show more Cultivated new sales by creating processes for complete sales cycle management for $25 million Radiology Benefit Management Company. Established data base of more than 4000 healthcare company leads in commercial, Medicare and Medicaid health plans, Unions and self insured fortune 500 companies nationally. Created proposal development processes and successfully wrote business cases bringing more than $5 million in new business.Developed sales tools including brochures and leave behinds, post cards and call cycles to win new business in NY; and CA Cultivated internal team of SMEs in development of winning proposals covering more than 1 million livesTrained, coached and mentored technical writing staff to streamline editing, formatting and productionEffectively represented the company at industry trade shows and conferences including AHIP's "Institute" and the Medicaid Managed Care Congress Show less

Created the sales strategy and planning for start up group health division of established medical management company. Strategically evaluated metropolitan statistical areas (MSAs) using a defined set of criteria and Milliman’s degree of healthcare management (DoHM) tool to identify sales targets. Established sales strategy for highly sensitive high risk neonate management product. Delivered new sales revenue of greater than $2.5 Million in the first year. Recruited and hired by the same… Show more Created the sales strategy and planning for start up group health division of established medical management company. Strategically evaluated metropolitan statistical areas (MSAs) using a defined set of criteria and Milliman’s degree of healthcare management (DoHM) tool to identify sales targets. Established sales strategy for highly sensitive high risk neonate management product. Delivered new sales revenue of greater than $2.5 Million in the first year. Recruited and hired by the same executive leadership team for whom I worked at Theraphysics Developed marketing tools including mailings, post cards, call scripts and call cycles to generate qualified leads Delivered customized presentations to health care payers including commercial, Medicaid and Medicare health plans, re-insurers and self funded employers in the North East, South East and Mid Atlantic regions Show less

Led a team of 13 sales professionals across the country in sales efforts for this full risk capitation, outpatient rehabilitation company. Delivered winning proposals to national health care payers resulting in $5 million in revenue in 2 years. Winning results positioned the organization for acquisition by Matrix Rehabilitation (a Beverly Company) in 2001.  Met all sales projections with commercial payers including Aetna in Pittsburgh, Cigna Nationally and Kaiser in Atlanta Created… Show more Led a team of 13 sales professionals across the country in sales efforts for this full risk capitation, outpatient rehabilitation company. Delivered winning proposals to national health care payers resulting in $5 million in revenue in 2 years. Winning results positioned the organization for acquisition by Matrix Rehabilitation (a Beverly Company) in 2001.  Met all sales projections with commercial payers including Aetna in Pittsburgh, Cigna Nationally and Kaiser in Atlanta Created customized presentations and value propositions to close new business Completed complex reconciliation project with major client resulting in $100,000 pick up  Managed accounts with greater than 1 million lives Met all sales targets and demonstrated effective leadership to earn 2 promotions within the organization  Developed skilled nursing facility RUGS reimbursement methodology for managed care payers resulting in a more streamlined patient classification and timely payment Trained all sales associates in SNF products Show less