Darrell B. Lawton

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*** ******** ****

Telephone: 860-***-****

Putnam, CT 06260 E-Mail:

acf7g0@r.postjobfree.com

Objective

To continue my career with an organization that will utilize my sales &

supervision skills to benefit mutual growth and success.

Areas of Achievement and Expertise

> Achieved the title of Top Sales Executive 6 years in a row resulting

in an average of 191 new sales each year during the Medicare Open

Enrollment period alone (Sept-Dec).

> Exceeded FCHP company goal resulting in a 9% increase in new small

business policy sales in 2012

> Consistently drove my team and surpassed yearly company goals, 7 years

in a row, during the Annual Open Enrollment period (Sept-Dec)

> Named as a Top Sales Executive receiving the distinguished award of

Presidents Club

> Results driven, dedicated self-starter with strong leadership and

customer service skills

PROFESSIONAL EXPERIENCE:

TUFTS HEALTH PLAN Watertown,MA

Contractor/Inside Sales Supervisor 9/2014-

Present

. Responsible for training 19 temporary inside sales agents on CMS

guidelines and company processes for 2014 annual open enrollment

. Performed daily call monitoring for quality control and adherence to

guidelines

. Created and managed daily schedules

. Tracked commissions for each agent

. Handled escalated client calls

FALLON COMMUNITY HEALTH PLAN

Consumer Sales Representative/Supervisor

Worcester, MA

10/2007-4/14

. Responsible for the fielding Inbound and making outbound calls to/from

prospects & educating them on options available to them to enable them

to make an informed decision on their healthcare.

. Appropriately documented each call/prospect in 3 databases & provided

follow up in timely fashion

. Sold policies in the individual market, Medicare market and small

business/intermediary market both directly and via outside broker.

. Assisted walk-in clients with various services such as the completion

of their application, the selling and education of policies to

seniors, small business owners and individual/non-group applicants.

. Monitored calls monthly of each sales representative and provided

feedback for improvements to ensure attainment of team goals, etc.

. Coordinated the daily schedule for 11 inside sales agents as well as

performed bi-weekly payroll duties.

. Implemented new workflow processes to ensure monthly, quarterly and

yearly sales forecasted goals were exceeded

. Assisted other departments in the resolution of issues with appeals

and grievances.

. Implemented a new tracking system/database for applications to ensure

appropriate credit given to each sales representative for tracking

monthly incentive/commission.

. Assembled Daily Call statistical information by utilization of two

different databases to compile daily/weekly/monthly/quarterly call

statistics for the department to ensure we met FCHP standards for

abandonment rate, service level, average talk time, rate of close,

etc.

. Trained new sales representatives on databases and phones.

. Represented FCHP at Senior Plan Spectacular as well as other external

brokered events

SMALL BUSINESS SERVICE BUREAU Worcester, MA

Small Business Inside Health Insurance Agent

1/05 - 10/2007

. Fielded inbound calls and made outbound calls to/from prospects

requesting health insurance information

. Performed a needs analysis for each inbound calling client

. Provided callers with appropriate health insurance quotes and benefit

comparisons

. Documented all sales activity in appropriate database

. Generated written correspondence /request for sales kits to

prospective clients

. Conducted outbound calls to follow up on sales leads

. Empathetically managed customer concerns in a timely fashion

. Consistently met or exceeded monthly sales quotas

. Achieved highest Sales Award given by company with Presidents Club

Award

. Assisted Business owners during renewal process to present them with

plan options that would best fit company budgets without sacrificing

quality of options they offered their employees.

POLAR BEVERAGES Worcester, MA

Telesales Representative / 11/03-1/05

Outside Sales Representative

. Responsible for establishing new accounts as a merchandise marketing

phone representative via outbound cold calling.

. Responsible for extensive sales route and profitable growth of all

existing Polar accounts and the continued increase of new accounts

within my sales territory.

. Supported customer service in re-establishing accounts that were

previously not ordering on a regular basis.

. Placed daily outbound calls to introduce new product lines into

existing accounts through on-going promotions.

. Successfully fielded customer concerns about delivery issues etc &

took appropriate actions to rectify the situation.

. Consistently exceeded weekly/quarterly/yearly sales goals set forth by

management

Education:

Mercyhurst

Business Management

Bachelor Studies

References:

Available upon request

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