Experience

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  PRA Government Services

  • Norfolk, VA

  • President

    • Nov 2010 - Dec 2012
    • Norfolk, VA

    As president of PRA Government Services, LLC, was directly responsible for overall business results through development of strategies, provision of supporting tools, and the delivery of sales, day to day operations and on-going client relationships with existing and new government customers.As an industry expert, Mike contributed greatly to PRA’s effort to expand their government business through his successful track record of building sales teams, developing sales and operational strategies for improvement and success, accelerating overall sales growth and his experience in presenting products and services to the government market.With 33 years of corporate and consulting background, as a veteran technology and services executive possessing extensive experience in building successful national sales, business development, and account management organizations, Mike was able to double ($6m) and then near triple again ($17m) PRA Government Services annual sales from 2010 to 2012. Portfolio Recovery Associates, Inc. (PRA) is the parent of companies whose business revolves around the detection, collection, and processing of both unpaid and normal-course receivables originally owed to credit grantors, governments, retailers and others. PRA’s primary business is the purchase, collection and management of portfolios of defaulted consumer receivables. Subsidiaries of PRA also provide fee-based services, including collateral-location services for credit originators via its PRA Locaion Services subsidiary, revenue administration, audit and debt discovery/recovery services for government entities through its PRA Government Services group.

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  Xerox

  • Fairfax, VA

  • SVP of Sales, Government Healthcare

    • Jul 2007 - Nov 2010
    • Fairfax, VA

    Group executive responsible for overall sales results, sales strategy creation for new and existing government clients, and day to day sales operations. Group delivered business process outsourcing, application software services and professional services for Medicaid Management Information Systems and associated fiscal agent services.

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  UnitedHealth Group

  • Eden Prairie, MN

  • VP of Sales, Ingenix Property and Casualty Medical Billing

    • 2006 - 2007
    • Eden Prairie, MN

    Sales leader responsible for Property and Casualty / Workers Compensation medical billing services sales, sales strategy, sales operations and client relations to new and existing large employers and health insurance clients. Group provided business process outsourcing, application software and services to the workers compensation medical management market.

• 

  Unisys

  • Blue Bell, PA

  • VP of Sales, Global Outsourcing

    • 2004 - 2006
    • Blue Bell, PA

    Global Outsourcing Business Unit sales leader overseeing new and existing Information Technology Outsourcing (ITO) and Business Process Outsourcing (BPO) clients within North America.

• 

  Electronic Data Systems

  • Atlanta, GA

  • Regional Sales Leader - Southeast

    • Jan 1980 - 2004
    • Atlanta, GA

    Sales and client services leader for state government Medicaid agencies, commercial ITO and BPO clients in an eleven-state southeast region. Lead a 54 person regional sales organization located within the Southeast Region.