Andrew Sell

Privately Held; 11-50 employees; Information Technology and Services industry

August 2010 – April 2011 (9 months)

Audax is building Careverge, an online healthcare platform that leverages cutting edge technologies to enhance medical communication, collaboration, and outcomes. Through our platform, we help patients navigate the fractured healthcare cost and quality maze. At Audax Health Solutions, we strive to give the patient a stronger, more informed, and more empowered voice in healthcare.

Privately Held; 1001-5000 employees; Mental Health Care industry

October 2009 – July 2010 (10 months)

Privately-held firm that manages healthcare services in prisons and jails for 300,000 inmates in 17 states.

May 2009 – October 2009 (6 months)

Served as a Corporate Director for LogistiCare, assisiting them with the implementation of their $60M New Jersey state contract. Conducted outreach and managed relations with officials from all 21 counties in the state.

Also served as Vice President of Business Development for DataXstream, a privately-held SAP integration consulting firm.

Privately Held; 1001-5000 employees; Information Technology and Services industry

September 2008 – May 2009 (9 months)

$160 million firm that delivers child support enforcement, health, and workforce development programs to state government agencies (privately held).

Manage complex business-to-government (B2G) sales in all three PSI product lines in 26 states. Drove new revenue opportunities by cultivating relationships with key state legislators and bureaucrats, managing contract lobbyists, and by mapping stakeholders and conducting outreach.

Privately Held; 501-1000 employees; Transportation/Trucking/Railroad industry

October 2006 – September 2008 (2 years)

LogistiCare is a $375 million non-emergency medical transportation manager that provides 17 million trips a year to HMOs and state Medicaid programs via a network of subcontractors and a proprietary IT solution.

Top sales and marketing role in the company, reporting to the CEO. Formulated strategic plan for all new organic growth. Navigated the complex political environments that lead to new government sales. Managed the process of sales to non-government clients.

• Landed $50M annual contract award from the State of New Jersey.
• Broke down doors in 10 new states to expand company mindshare with senior-level government officials, adding about $300M in pipeline opportunities.
• Identified a need, and created the Account Management department. This led to the retention of three demanding, but high-margin, clients. Add-on sales through this department now account for over 50% of new HMO sales.

Privately Held; 501-1000 employees; Transportation/Trucking/Railroad industry

November 2004 – October 2006 (2 years)

Promoted to grow the company’s presence in the HMO market. Initiated and expanded alliances with key accounts such as United Health and WellPoint. Created capitated pricing models and priced all new HMO contracts.

• Successfully landed the company’s first major HMO contract in 8 years, and went on to negotiate and secure 28 additional HMO contracts.
• Sold nearly $30M in annually-recurring contract value. These sales represented a 170% growth in the value of the non-government client portfolio.
• Created a new sales channel by positioning the company as a subcontractor to primary RFP bidders. Result: 2 new state markets and 6 new contracts.
• Researched and went to market with the value proposition for a new market segment – Medicare Advantage Plans. Result: 7 new contracts and over $8M in new revenue.

Privately Held; 501-1000 employees; Transportation/Trucking/Railroad industry

September 2003 – November 2004 (1 year 3 months)

Conducted strategic marketing research to develop new growth verticals. Critically evaluated several “pet-project” markets that the company had desired to enter for years but had never fully analyzed. Served as “bench strength” to tackle new corporate initiatives.

• Quantified the HMO (non-government) opportunity and created go-to-market strategy. Now the company’s second largest segment, after its core government market.
• Developed short- and long-term strategies to achieve profitable growth in new verticals, such as workers’ compensation transportation and senior mobility.
• Single-handedly conducted field- and office-based research, wrote, and priced a winning 100+ page response to a $14M RFP from the state of New Mexico.
• Re-branded acquired telephony firm. Renamed the acquired company “Provado Technologies” and hired marketing services firm to create its new corporate identity.
• Worked with CFO to form captive insurance company, directly cutting operating expenditures

2002 – 2004 (2 years)

Member of the Board of Directors for a homeless shelter.

Public Company; 10,001+ employees; GPK; Packaging and Containers industry

2002 – 2003 (1 year)

Market-managed Z-Flute®, CPP’s first product, and field-researched it with CPG firms to understand customer needs and validate its value proposition. Executed sales material development, trade shows, direct marketing campaigns, and key-account management initiatives.

• Conducted a full market analysis for Z-Flute and, without a budget for outside resources, bootstrapped the product’s launch. Result: product sales that grew to $30M by 2007.
• Designed and project-managed the production of a promotional Z-Flute carton that won an Excellence Award in the Paperboard Packaging Council Competition.
• Wrote CPP’s first-ever marketing plan and managed a $500K marketing budget targeted against specific ROI goals.
• Managed marketing services agency in the creation of CPP’s marketing campaign. This initiative was so successful that it was adopted for corporate-wide use.

Public Company; 10,001+ employees; BMY; Pharmaceuticals industry

May 2001 – August 2001 (4 months)

Conducted competitive and communications analyses for the company’s philanthropic foundation, which gives away over $100 million in cash and products annually. The results of these analyses were integrated into the foundation’s long-term strategic plan. (MBA Internship)

1996 – 2000 (4 years)

First employee hired at firm. Spent over a year in China, managing components of major projects for clients in the hotel, aviation, energy, agriculture, maritime, forex, and environmental industries.

Key Accomplishments:
•Co-produced a strategic growth plan that led to a 400% increase in the firm’s client base.
•Key member of cross-cultural team that produced China’s first major environment forum. On fundraising team that raised $1M in sponsorship funds from 25 major international corporations. “Stage-managed” the event and coordinated many of the logistical components.

Government Agency; 10,001+ employees; Education Management industry

1994 – 1996 (2 years)

Interviewed, screened and admitted program applicants. Forged alliances with inner-city high schools and community groups to generate enrollment referrals. Spoke in front of large groups of inner-city teens and conducted other community-based outreach efforts.

Key Accomplishments:
•Exceeded recruitment goals by more than 150% and selected Rookie Counselor of the Year.
•Opened a satellite admissions office and managed a staff of two.