Summary
Overview
Work History
Education
Skills
Timeline
Generic

Scott Weisend

Etna

Summary

To grow in a position within an organization allowing me to utilize my extensive management, service and professional experience to contribute to continuous improvement and success with my employer and colleagues.

Sales operations professional with track record of driving operational efficiency and boosting sales performance. Proven ability to implement strategic initiatives and optimize processes. Known for fostering team collaboration and delivering consistent results, while adapting to dynamic market conditions.

Sales operations leader with significant experience in driving sales performance and optimizing operational processes. Proven ability to lead teams, adapt to changing needs, and deliver results. Expertise in strategic planning, process improvement, and team collaboration. Known for strong leadership, effective communication, and results-oriented approach.

Dynamic individual with hands-on experience in Sales Leadership and talent for navigating challenges. Brings strong problem-solving skills and proactive approach to new tasks. Known for adaptability, creativity, and results-oriented mindset. Committed to making meaningful contributions and advancing organizational goals.

Overview

39
39
years of professional experience

Work History

Director of Sales Operations

Sedgwick Ohio TPA
01.2019 - Current
  • Serve as leader of Client Services, Sales, Sales Teams for Ohio TPA
  • Oversee and execute multiple Executive Leadership Reporting Functions
  • Strategize, plan and execute campaign success for sales and assist with renewals
  • Reduced operational costs by identifying inefficiencies and implementing cost-saving measures.
  • Established strong relationships with key accounts, securing long-term contracts and generating repeat business.
  • Recommended sales strategies for improvement based on regular market research and competitor analysis.
  • Built, trained, and managed sales and operational teams to carry out sales initiatives and reach objectives.
  • Designed incentive programs aimed at boosting overall sales performance while maintaining a high level of employee satisfaction.
  • Generated reporting and analysis to support sales forecasting and planning to reach yearly revenue goals.
  • Increased sales revenue by implementing effective sales strategies and optimizing operations.
  • Program Management with Major Partners to enhance relationships and grow their market share
  • Prepared sales presentations for clients showing success and credibility of products.
  • Facilitator in Leadership Development Program

Client Services Manager

Sedgwick
02.2015 - 05.2019
  • Sales and Marketing related to Ohio Workers Compensation, State Fund Retainer, Group Rating, Group Retrospective Rating, Public and Private Employer Programs and Self-Insurance.
  • Manage accounts of multiple client service programs, primarily Ohio Workers Compensation, to maintain client, client broker and key vendor relationships; and to manage program procedures and processes that impact customer satisfaction ensuring consistency in process within the account as well as client retention.
  • Led presentations showcasing company services to prospective clients, successfully securing new business deals and expanding market reach.
  • Conducted regular reviews with clients to assess their satisfaction levels, gather feedback, and address any areas of concern.
  • Identified potential upselling opportunities and presented tailored service offerings to existing clients, resulting in revenue growth.

Managing Director, Workers’ Comp Services

The Ohio Manufacturers Association
01.2013 - 01.2015
  • Executive oversight of TPA operations, both operations and sales management for workers’ compensation services. Manage and develop staff in claims management, account management as well as analyst and underwriting. Provide leadership and development service delivery, systems, programs and staff to exceed client expectations as well as become the industry leading service organization.
  • Manage accounts of multiple client service programs, primarily Ohio Workers Compensation, to maintain client, client broker and key vendor relationships; and to manage program procedures and processes that impact customer satisfaction ensuring consistency in process within the account as well as client retention.
  • Business development and sales of all services of the workers’ compensation TPA including group rating, group retro rating, individual retro and self-insurance as well as general workers’ comp services. Prepare and deliver presentations to prospect customers from very small employers to 1000 employee and above employers.
  • Strengthened client relationships with regular communication, timely project delivery, and high-quality services.
  • Oversaw operations and provided corrective feedback to achieve daily and long-term goals.
  • Increased overall company performance by implementing strategic management initiatives and streamlining operations.
  • Developed comprehensive business plans, outlining long-term goals and actionable steps toward success.

Client Services Manager

Sedgwick CMS
01.2010 - 01.2013
  • Sales and Marketing related to Ohio Workers Compensation, State Fund Retainer, Group Rating, Group Retrospective Rating, Public and Private Employer Programs and Self-Insurance.
  • Manage accounts of multiple client service programs, primarily Ohio Workers Compensation, to maintain client, client broker and key vendor relationships; and to manage program procedures and processes that impact customer satisfaction ensuring consistency in process within the account as well as client retention.
  • Built client relationships by responding to inquiries, identifying and assessing clients' needs, resolving problems, and following up with potential and existing clients.
  • Consistently met or exceeded sales targets by proactively identifying opportunities for business development within assigned territories.
  • Managed a diverse portfolio of clients across various industries, demonstrating adaptability and expertise in catering to specific needs.
  • Led presentations showcasing company services to prospective clients, successfully securing new business deals and expanding market reach.

Vice President

ExamWorks Ohio
01.2009 - 01.2010
  • Vice President duties include sales and marketing, management of operations, accounting, budgeting, product delivery, quality management and human resources locally. Oversight of all functions and operations of Ohio and West Virginia territory for ExamWorks.
  • Sales and Marketing Medical Evaluations including IME, Medical Review, Peer to Peer Review, FCE, Fit for Duty and litigation assistance.
  • Sales and Marketing Medical Evaluations to all lines of benefits including, workers compensation, general liability, short and long term disability, FMLA, MSA and subrogation/tort.
  • Operations support for staffing, web support, internal systems support, claims analysis, quality control and building the physician network.
  • Developed new revenue streams by identifying growth opportunities and forging strategic partnerships with key industry players.
  • Oversaw business-wide changes to modernize procedures and organization.
  • Collaborated with legal, accounting and other professional teams to review and maintain compliance with regulations.
  • Identified opportunities to improve business process flows and productivity.

Assistant Vice President, Account Executive State Fund

The Frank Gates Service Company
01.2006 - 01.2009
  • Manage an Ohio State Fund customer base and insure the customer receives all service benefits available from The Frank Gates Service Company to through a strategic, results oriented service plan.
  • Pursue sales opportunities for group rated employers, state fund employers and self-insured employers including cost proposals and developing pricing structures.
  • Conduct periodic customer visits to review claims as well as rates and overall program. This visit is intended to achieve the best results for the employer in maintaining a successful and cost effective workers compensation program.
  • Work with active accounts to achieve the highest possible discount on state fund premium through group rating programs or alternative rating programs.
  • Work with prospective accounts to secure new business growth for current employer at the highest level.
  • Work with accounts of all sizes to trouble shoot issues with the BWC, injured workers, injured workers attorneys and all aspects of the workers compensation program
  • Assist and analyze workers compensation programs for large state fund employers interested in pursuing and obtaining Ohio Self-Insurance status.

Assistant Vice President

National Account Executive
01.2004 - 01.2006
  • Manage a customer base and insure the customer base receives all service benefits and product lines available with a strategic results oriented service plan
  • Conduct contract reviews and pursue contract renewals with customer base.
  • Conduct periodic claim reviews, work with broker and/or carrier on all program issues, audit preparation and attendance, maintain account service instructions and monitor best practices.
  • Work directly with clients on cost control strategies, safety issues, disability management, vendor relationships and reserving of related liabilities.
  • Work with sales to prepare and present proposals ranging from $600 to over $1,000,000+.
  • Preparation of management reports, stewardship reporting, special projects, in-service training on technology, procedural changes, software upgrades and service offerings.

Assistant Vice President Self Insurance

Account Executive
01.1996 - 01.2004
  • Continued with the duties of an Account Executive (see below).
  • Developed internal audit procedure, conducted monthly internal audits, prepared management reporting, developed action plan for corrective measures.
  • Supervised the Account Executive staff.
  • Direct involvement with the hiring, promoting and disciplinary action including termination of all employees in the Self Insured department.
  • Supervised a claims unit of ten staff members that were on-site with a very large self-insured client.

Account Executive

Frank Gates Service Company
01.1990 - 01.1996
  • Worked with a portfolio of Ohio Self-Insured clients.
  • Conduct quarterly claims reviews, BWC audit preparation and attendance.
  • Investigate and answered self-insured complaints. Settlement evaluation, negotiation and completion of the state application, preparation of management reports.
  • Train self-insured adjusters, author and update internal procedures.

Adjuster

Frank Gates Service Company
01.1987 - 01.1989
  • Set up new claims, investigate compensability, establish claim allowance.
  • Calculate Full and Average Weekly Wages.
  • Payment of all types of Compensation, review and process medical bills & authorizations.
  • Provided defense of contested claim issues and preparation for hearing.
  • Attend hearings, review decisions, file appeals and assign and manage legal counsel

Education

Bachelor of Arts - Criminial Justice

Ohio Dominican University
Columbus, OH
05-1995

Skills

  • Sales process optimization
  • Sales training
  • Revenue growth
  • Sales leadership
  • Staff training
  • Pricing strategy
  • Problem-solving
  • Attention to detail
  • Reliability
  • Team leadership
  • Team motivation
  • Sales presentations
  • Product knowledge
  • Client relationship management
  • Professionalism
  • Staff training and development

Timeline

Director of Sales Operations

Sedgwick Ohio TPA
01.2019 - Current

Client Services Manager

Sedgwick
02.2015 - 05.2019

Managing Director, Workers’ Comp Services

The Ohio Manufacturers Association
01.2013 - 01.2015

Client Services Manager

Sedgwick CMS
01.2010 - 01.2013

Vice President

ExamWorks Ohio
01.2009 - 01.2010

Assistant Vice President, Account Executive State Fund

The Frank Gates Service Company
01.2006 - 01.2009

Assistant Vice President

National Account Executive
01.2004 - 01.2006

Assistant Vice President Self Insurance

Account Executive
01.1996 - 01.2004

Account Executive

Frank Gates Service Company
01.1990 - 01.1996

Adjuster

Frank Gates Service Company
01.1987 - 01.1989

Bachelor of Arts - Criminial Justice

Ohio Dominican University

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