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Recent Experience
For the period January 2005 through September 2006 MCS was temporarily closed and Glenn McLellan served as Executive Vice President for one of his long-term clients, CenBen USA. During his tenure at CenBen USA they grew from the 8th largest to 5th largest TPA in the industry based on 30% revenue growth and more than 100 new clients and over 100,000 new employee lives. Other accomplishments included:- Long-term and short-term business strategies were implemented, including detailed sales, marketing and account management plans. These included SWOT analysis, product and service benchmarking, brand awareness analysis and identification of new markets
- Complete overhaul of all marketing materials, including branding, brochures, web strategies and messaging, proposals and presentation materials
- Developed and implemented several training vehicles for sales and account management staff, including weekly briefings and monthly seminars delivered via teleconference and/or off-site meetings
- Developed and implemented sales and account management incentive programs designed to maximize revenue growth and business retention
- Coordinated RFP, due diligence and contracting projects for strategic business partners, including the enterprise claims administration platform, medical management vendor, pharmacy benefit manager and several claim cost control specialists
- Managed a transition in approach to stop loss marketing from a very decentralized process where previously acquired TPAs managed their relationships and marketing independently to one where all marketing is handled through a centralized underwriting staff. This reduced the number of markets from over 25 to less than 10
- Managed the development of leading-edge products and services that allowed the company to grow by over 100,000 employee lives, including over 20,000 gained directly from BC/BS, United Healthcare, CIGNA and Aetna. Areas of focus were a comprehensive and fully-integrated medical management portfolio, PPO management and proprietary network development, consumer-directed healthcare administration, communications and support tools and the industry’s most complete portfolio of data reporting and analytical tools
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