Shaw Newman, MBA sn6930cc@westpost.

net
213 Wood Road * Richmond, VA 23229 Cell (804) 363-4118 * Home (804) 285
-0278
Profile
Seasoned sales professional with marketing and business development experience i
n health care/technology. Creative problem solver who has launched new product
lines; penetrated new market segments; surpassed sales targets; and managed majo
r accounts. Deep knowledge of insurance industry, health benefits, pharmacy bene
fits management, application service provider models, and Web technologies in co
mmercial and government market environments.

Professional Experience
Director of Sales - Pharmacy Data Management
RXEOB - Richmond, VA 1/04 to 3/06 ; 8
/09 to present
* Responsible for sales and marketing for pharmacy data management company.
* Targeting commercial payers, PBMs and specialty providers.
* Landed major new customers; top producer - nearly doubled size of company.
Regional Sales Director - Performance Management Software
MEDVENTIVE - Boston, MA
11/08 to 7/09
* Managed all sales activity for Southeastern Region.
* Targeted commercial insurers and provider groups.
* Funding reduction in summer 2009 lead to elimination of pharmacy focused sales
position.
Regional Sales Director - Pharmacy Data Management
ZYNCHROS - Seattle, WA
4/06 to 10/08
* Managed all payer-facing sales activity for Eastern Region.
* Targeted CMOs and pharmacy directors for commercial payers and PBMs.
* Secured multiple new contracts; drove significant revenue growth; top producer
.
* Company sold fall 2008.
Director Sales & Marketing - Pharmacy Data Management
RXEOB - Richmond, VA (See top.)
1/04 to 3/06
Sales Manager - Pharmacy Benefits
ACS STATE HEALTHCARE -Atlanta, GA
6/01 to 11/03
* Managed sales function for leading pharmacy benefit administrator.
* Targeted state government and commercial insurers.
* Tracked opportunities; met with decision makers; managed proposals; closed dea
ls.
* Sales grew from approximately $25 million to over $60 million annually during
tenure.
* Pharmacy facing sales and marketing department closed fall 2003.
President - Marketing & Communications Company
WESTHAMPTON MARKETING - Richmond, VA
1/98 to 5/01
* Consulting business devoted to marketing health services, including strategic
planning, business development and proposal development.
* Targeted health care-related organizations of all types.
* Designed winning marketing brochures, advertising materials, and proposals.
* Recruited by customer in spring 2001.
National Account Executive - Managed Care Services
HEALTH MANAGEMENT CORPORATION - Richmond, VA
4/95 to 12/97
* Targeted commercial insurers and large self-insured corporations with a full l
ine of managed care services, including maternity and chronic disease management
and wellness services.
* Conceived and structured valuable strategic alliance.
* Generated significant revenue growth and new business opportunities-earned "Bl
ue Achiever" award.
* Started own business in 1998.
Product Manager - Health Care
WORLD ACCESS SERVICE CORPORATION - Richmond, VA
2/94 to 3/95
* Marketed full line of health care services including assistance programs, stud
ent health insurance, nurse line service and provider networks.
* Launched new products, coordinating integration with systems, operations and s
ales.
* Revamped product line into a cohesive package.
* Recruited to leading disease management company in spring 1994.
Sales/Marketing Manager - Pharmacy Benefits (2 years)
FIRST HEALTH SERVICES CORPORATION - Richmond, VA
8/86 to 1/94
* Nationwide sales of pharmacy benefits program.
* Targeted commercial insurers.
* Served as Account Manager for key customers.
* Negotiated strategic alliance resulting in significant business growth.
* Increased sales 105%.
Marketing Analyst - Pharmacy Benefits (2 years)
* Managed introduction of pharmacy product to commercial market.
* Managed proposal team with 60% win rate.
Business Analyst - Health Care (3 years)
* Supported strategic planning process.
* Scoped and priced new business proposals.
* Key member of team that launched new pharmacy benefit division.

Education
M.B.A. Wake Forest University - Winston-Salem, NC
Dual major: Marketing and Finance - judged outstanding in Strategic Management a
nd Business Communications.
B.A. Economics Hampden-Sydney College - Hampden-Sydney, VA