Mark Irzyk Email & Phone Number

Boston, Massachusetts, United States

• Lead new business sales and proposal activity for all lines of health insurance related coverages (Medical, Pharmacy, Dental, Stop Loss, Life, Disability, etc.) within the National and Major segment for many of the largest publicly traded and private employers in Massachusetts• “Winners’ Circle” Award winner – exceeded 100% of sales targets• Responsible for relationship building and management with principals at assigned broker & consultant agencies to leverage the position of BCBSMA in the marketplace• Foster and maintain critical relationships with producers to drive new business opportunities and build pipeline• Contribute to the development of and direct product portfolio capability messaging for assigned national brokers and consultants• Develop and implement National and Major new business sales strategy including short and long-term objectives• Draw from extensive healthcare sector experience for large, complex sales activities to put BCBSMA in the best possible position to win new business opportunities• Lead compelling finalist presentations and meetings in partnership with brokers and consultants for prospective clients• Partner with internal and external stakeholders to achieve strategic goals and to increase business partner satisfaction• Acquire, analyze, and share market and competitive intelligence with sales team and leadership to capitalize on market trends and developments• Leverage an intrinsic desire to learn, explore, and probe creatively to deliver highly successful results

Hartford, Connecticut Area

• Contractual P&L owner of partner portfolio with responsibility to strategically and tactically manage relationships to achieve and exceed revenue targets while ensuring long-term retention• Multi-year WEX Apex award winner - exceeded 110% of sales targets• Helped WEX partners simplify the business of healthcare by investing in their business and success by influencing the development of new features, functionality, and efficiency tools, collaborating on comprehensive business growth strategies and engineering innovative healthcare solutions• Provided strategic marketing, sales, and consultative support to partners to help them exceed their business, operational, revenue, and growth goals by maximizing the innovative WEX SaaS technology solutions for administering consumer driven healthcare accounts - traditional FSAs to HSAs, Defined Contributions, and Wellness incentives• Supported organic growth of existing client base, working directly with partners to understand their unique needs, markets, and distribution channels to establish win scenarios• Managed partner M&A activity to preserve revenue and counter-act market consolidation pressure• Cultivated key strategic relationships ranging from C-suite to technical contacts with TPAs, banks/ financial institutions, and health plans• Created and delivered prospect and partner product demonstrations and perform on-site 'Proof of Concept' demonstrations to establish value of solutions and understanding of business needs• Managed sales pipelines with partners and brokers to accurately forecast deal flow, progress toward targets, and resource management• Managed RFPs with partners and provided support for initial prospect demos through finalist presentations• Attended tradeshows, partner conferences, and spoke at industry events and webinars• Team subject matter expert for COBRA platform solutions, providing RFP/sales support and influencing the product roadmap based upon market feedback and anticipated demand

Hartford, Connecticut

• Responsible for full, contractual ownership and strategic management of health plan and direct employer clients with complete P&L accountability• Cultivated strong relationships and high levels of customer satisfaction within established book of business while focusing on multi-level relationship development within each client’s organization • Developed annual strategic business plans to target expanded revenue growth, increase profitability, and meet defined goals and objectives• Identified upsell opportunities through intimate understanding of client marketplace and business needs• Designed and presented solutions to audiences of varying backgrounds, from medical directors to technical contacts utilizing thorough understanding of product portfolio• Tracked profitability of clients and revenue forecasts through scorecard management coupled with identifying changes that yield sustainable and positive results• Ensured adherence to performance targets and contract parameters, while actively monitoring all operational activity, service levels, and program performance to deliver favorable results in relation to contractual requirements and operational plans• Engaged C-suite leadership in relation to operational challenges through formal escalation and visibility processes such as (CMI) change management & implementation, operating committee, and reliability forums when broader solutions need to be delivered• Assisted with strengthening provider networks and relations by acting as a strategic consultant utilizing marketplace and industry knowledge, customer feedback, and competitive intelligence• Successfully contributed to a platform migration for a government client yielding increased client operational efficiency, compliance concern mitigation, reduced operating expenses, and increased profitability

Hartford, Connecticut Area

• Managed ongoing contractual relationships and service delivery for a select number of large, high-profile, national accounts • Represented clients internally and coordinated with functional areas to implement client systems, complete projects, and address ongoing needs• Clearly identified, mapped and tracked decision makers/influencers and the decision-making progress within clients• Constantly evaluated key elements of each client's business environment, challenges, and strategic direction• Developed and implemented profitable, case specific strategies to enhance customer relationship and successfully manage the accounts throughout the year• Coordinated and influenced superior client service delivery by developing and maintaining strong inter-company relationships• Developed and maintained strong relationships with brokers, consultants and the internal functional areas that support them• Proactively identified customer needs and opportunities to sell additional products to existing customers through a detailed knowledge of the customer's business and benefit strategy• Communicated information regarding market needs, competition and industry trends to stakeholders and the account management team• Directed strategic, client specific initiatives which delivered "value add" services through the execution of client business plans• Effectively managed escalated issues; help remove internal/external obstacles to meet client expectations

• Managed & maximized Pharmacy service & retention efforts to achieve disciplined & profitable growth in alignment with Aetna Pharmacy Management & company business goals• Supported several of the most challenging National Account Pharmacy customers in Aetna’s book of business, including sensitive customers requiring special handling• Sales and consultation of ancillary products & services that may benefit customers through trend management, decrease in annual benefit spend, & member satisfaction• Analyzed, reviewed, & discussed plan data to consult with customers on plan operation• Developed key relationships & collaborated with internal partners, existing customers and/or external producers• Coordinated sales materials, testimonials & subject matter expert involvement in support of the successful delivery of plan sponsor presentations, along with representing Aetna’s value proposition• Presented compelling and successful customer support strategies at finalist meetings

• Supported development of internal sales compensation plans and sales tools through analysis, modeling, providing recommendations, and execution of assigned projects. • Developed technical expertise of Aetna’s Consumer Market systems, which support the Small Group & Medicare business segments in order to accurately and effectively communicate systemic capabilities to the business• Prepared and distributed standard web-based reporting package in accordance with established schedule• Translated complex data into directional information needed to support and enhance internal compensation and reporting strategies• Analyzed complex data for trends, highlight in-depth interpretations, and provide root cause analysis• Developed and conducted presentations to deliver value proposition to various audiences, including senior management • Worked independently and collaboratively with internal associates to successfully manage and deliver superior results on various projects

• Provided direction to business & sales unit leaders through analysis and interpretation of operational metrics and financial information• Cultivated and maintained strong relationships with internal partners and providers• Designed and developed "high-performance provider network" along with pertinent sales and marketing information• Designed, developed, and implemented strategies for processing and reporting financial information and overall business operational metrics – efforts responsible for $40M in savings for 2004• Responsible for conducting moderate to complex business analysis projects and reporting• Worked with matrix partners to design and implement new business solutions and operational improvements• Acted as business, analytical, and forecasting SME for Pharmacy Network Operations performing analysis on provider reimbursement (MAC), claims, and specialty pharmacy business• Provided reporting used for provider contracting and negotiation, program savings measurement, network performance, audit, and trend analysis • Assisted with provider contract negotiations

• Financial analysis and reporting of national sales operations to senior management and regional sales offices• Responsible for development of monthly sales reporting package for senior management consisting of operating metrics and current vs. prior year sales compared to planned sales by segment, region, market, and product• Developed access databases and visual basic automated spreadsheets which increased the speed and accuracy of reporting substantially• Analyzed, interpreted, and communicated sales results, trends, and key operational metrics from various systems on all lines of business to senior management on a weekly and monthly basis• Responsible for the development, maintenance, and testing of the Sales Data Mart, Brio, and Siebel based sales tools • Acted as business liaison between corporate information technology and end business users as needed• Worked with corporate information technology to develop applications and tools that could deliver data and reports requested by senior management

• Gathered and analyzed data used in the process of migrating accounts from legacy to end state platforms while ensuring accuracy and completeness• Recommended process improvements and migration system enhancements• Obtained and documented project team direction for resolving major business issues• Participated in planning, issue resolution and document finding meetings

• Managed assigned book of business, focused on attaining profitable growth, persistency, and earnings• Underwrote group benefit plans by analyzing the overall case risk, historical claim activity, and demographic information to determine appropriate reserve and expense levels• Competitively priced benefit plans to meet profit and sales goals• Implemented financial contracts and ensure proper file documentation for future reference and to reduce potential exposure. Directly accountable for using sound business judgment in underwriting and negotiating financial deals which could significantly impact the division's earnings• Responsible for account level rate development and conducting customer negotiations with other underwriting areas and Sales

Mba, Business

Activities and Societies: Beta Gamma Sigma - International honor society

Bachelor Of Business Administration, Business

Activities and Societies: Internship with MA Small Business Development Center

College/University Preparatory And Advanced High School/Secondary Diploma Program

Activities and Societies: Varsity Wrestling; Varsity Track & Field; Varsity Cross Country; Soccer