Donald J.

Baker
Residence: 813.920.1280
16211 Sentry Woods Court Cell: 813.598.3439
Odessa, FL 33556 db9f503a@westpost.net
Summary of Sales/Marketing Manager with Seven+ Years Experience Selling to C-Le
vel Executives;
Qualifications 12+ Years as Consultant to Managed Care Organizations & Healthc
are Providers
Education B.S., Biology - University of South Florida - Tampa, FL
Career History: June 2010 RICOH BUSINESS SOLUTIONS Fastest growin
g provider of Digital Technology
to present in the market place.
Healthcare Solutions Account Executive P
inellas County, Florida
Aug 2002 PITNEY BOWES, INC. - GLOBAL MAILING SYSTEMS DIVISION - S
tamford, CT
to Feb 2010 Fortune 500 equipment manufacturer & provider of comp
rehensive, state-of-the-art automated document management & mailstream solutions
for clients of every size
Field Sales Manager - Greater Tampa Bay, FL (2008-2010)
Sales team management (eight sales reps; combined annual sales of $3 million)
:
Drive sales to meet corporate goals through strategic account planning, field
training, individual coaching and performance feedback
Sales cycle direction to ensure high closing rates for sales team: Accompany
reps on critical customer calls; provide expertise on developing solutions, p
ricing strategies and value-added proposals to win competitive bids; manage nego
tiations and closing procedures in joint meetings with decision makers
SELECTED ACHIEVEMENT
Reduced sales force turnover despite challenging market conditions: Boosted e
ach reps earning potential by providing tools, support and incentives for introd
ucing new products and exploiting new market segments
Senior Area Sales Executive - Greater Tampa Bay, FL (2006-2008)
Consultative selling to large corporations and federal, state & local governm
ents:
Initiated contact and established relationships with CEOs, CFOs and IT direct
ors; conducted assessments of prospective clients document management and mail-s
tream procedures; identified inefficiencies and waste in current practices; deve
l-oped and presented proposals for improving processes while providing rapid ROI
Project leadership to develop automated solutions meeting client needs: Prese
nted assessment findings to internal IT and systems engineers; suggested product
s to incorporate into a total solution; utilized Pathfinder software tool to dev
elop pricing; ensured client satisfaction with the proposed solution
SELECTED ACHIEVEMENTS
Secured major federal contracts including: U.S. Special Operations Command,
U.S. Central Command and Base Mail Operations at MacDill Air Force Base
Top Ten nationally in government sales at federal, state & local levels: 2004
and 2006
National Pacemaker Award Conference 2007: Attained 138+% of quota
Starred in Pitney Bowes promotional video featuring customer testimonial
Achieved leasing-to-sale ratio of 85%: Leasing is more profitable to Pitney B
owes than an outright sale
Sales Executive - Greater Tampa Bay, FL (2002-2006)
Transactional & solution selling: Road Warrior Traveled the west coast of F
lorida - Hunter - generated leads and business through cold calling and target m
arketing by business category and geographic area; sold and leased equipment; de
veloped, presented and negotiated proposals for major systems.
Account service: Ensured customer satisfacti
on and account retention
ACHIEVEMENTS
Generated revenues of $93,000 (132% of 2002 annual quota) in first four mont
hs on the job
National Pacemaker Award Conference 2005: Attained 125% of quota

Continued on page 2
Donald J. Baker - page 2 Cell: 813.598.3439
db9f503a@westpost.net

1990 - 2002 BAKER & ASSOCIATES HEALTHCARE MANAGEMENT, INC. - Tampa, FL

Management consultant to managed care organizations & to a broad spectrum of h
ealthcare providers including hospitals, medical practices, imaging centers, reh
ab facilities & durable medical equipment (DME) companies
President & Director of Business Development
PRACTICE Provider network development for government-sponsored managed care pl
ans:
SCOPE Planned, organized and supervised recruitment of primary care physicians
, specialists and ancillary providers; conducted intensive credential reviews to
comply with ACHA accreditation guidelines; negotiated both capitated and fee-fo
r-service provider contracts on behalf of insurers
Startup, marketing & development of private individual & group practices: Ass
isted physicians in all phases of establishing a profitable practice including b
udget and operational planning, facility acquisition, staffing, marketing, devel
op-ment of policies/procedures, selection of practice management systems and neg
otiation of capitated and fee-for-service contracts with managed care companies
Practice analysis, turnaround consultation & P&L management: Conducted financ
ial and operational audits to identify areas for improvement; hired and trained
staff to improve workflow and patient experience; provided CPT and ICD-9 coding,
billing, financial analysis and accounts receivable services
Physician recruitment for group practices & hospitals: Conducted national sea
rches; interviewed, credentialed and recommended candidates
Joint venture organization & management: Identified and developed opportuniti
es for physician groups to acquire existing entities or create new medical ventu
res; assembled consortia of attorneys, accountants and financial advisors to sup
port proposed projects
Regulatory compliance management: Assisted providers with meeting requirement
s of OSHA, CLIA, ACHA, JCAHO, HIPPA and others
SELECTED Client: Better Health Plan of Florida/ PCA Health Plans of Florida
ENGAGEMENTS Medicare, Medicaid, commercial & workers compensation managed care
plans
Role: Recruiting, credentialing and contracting
Developed primary care provider networks for Central Florida
Client: American Healthcare Management, Inc., Dallas, TX
National, for-profit, hospital management company
Role: Director of Outpatient Services for 25 hospital-affiliated primary care
centers
Staffed, established and managed day-to-day operations of clinics employing 3
0-35 physicians and 200 support staff; prepared and submitted monthly financial
reports
Practice management & billing/AR service clients, Greater Tampa Bay, FL
Individual & group medical practices
Role: Practice Administrator and/or Billing/AR Supervisor (12-16 concurrent cl
ients)
 Client: ARTS of Florida, St. Petersburg, FL
Durable medical equipment, orthotics & prosthetics company
Role: Executive Vice President
Determined product assortment, selected vendors and provided comprehensive ma
nagement services
Client: Doctors Care Center, St. Petersburg, FL - Walk-in medical clinics with
three locations
Role: Executive Director
Computer Skills MS Word Excel PowerPoint ACT Salesforce Outlook Lotus
notes
Professional American Academy of Medical Administrators
Affiliations Medical Group Management Association (MGMA)