Sales Manager

MICHAEL LANGFORD

**** ******* **** 832-***-**** (Cell)

Houston, TX 77036 **********@**.**.***

SUMMARY

Broadly experienced Consultative Sales Professional with over 20 years of

experience in the group insurance and employee benefits industry.

Expertise includes sales and account management of employee benefit plans

for all sized employer groups. Recognized as knowledgeable consultant who

always keeps clients needs in the forefront. Thoughtful, strategic problem

solver who identifies issues and develops workable solutions that

consistently achieve desired results. Naturally competitive and goal

oriented leader with excellent people skills who enjoys client interaction

and dealing with people on a day-to-day basis. Works through obstacles and

around barriers to get the job done. Key competencies include:

Group Insurance Sales Consulting Account Management

Strategic Thinking Sales Presentations Client Retention

Relationship Management C-Level Relations Revenue Focused

PROFESSIONAL EXPERIENCE

Principal Financial Group, Houston, TX 03/10-12/10

Vice President of Sales - National Accounts

Responsible for the sale of self funded medical programs and wellness

products/services through brokers and consultants in two new areas, Houston

and San Antonio.

. Developed and implemented an ongoing broker/consultant relationship

development program resulting in a substantial increase in potential new

business opportunities and two sales during first three months in

position.

. Represented company at various trade association conferences successfully

increasing company exposure to potential sources for new business.

. Developed comprehensive understanding of competitor capabilities which

allowed for targeted discussions with prospects about how Principal

Financials capabilities could best meet their needs.

United Healthcare Group, Dallas, TX 2006 - 2010

Director of Sales, United Retiree Solutions (2009 - 2010)

Responsible for the sale of URS group retiree medical products to employer

groups of all sizes. Sales were direct, through brokers/consultants and

through internal channel partners.

. Worked with sales and account management teams in six major UHC markets

to develop new business and upsell opportunities in their assigned books

of business.

. Developed broker/consultant relationships and sales opportunities in

multiple markets by creating an awareness of the solutions we had

available to address employer group Medicare issues; increased prospect

activity 20% in three months.

Strategic Account Executive - Major Accounts (2006 - 2009)

Relationship manager responsible for a self funded book of business

comprised of 10-12 employer groups with a total of 18-20,000 covered

employees.

. Worked closely with clients to understand their employee benefits

objectives and issues; assisted in developing practical strategies to

meet their objectives, both long and short term; consistently exceeded

objectives based on client feedback surveys conducted annually.

. Successfully developed relationships at the decision making level which

created opportunities to sell new medical and non-medical lines of

coverage; approximately $3 million in additional medical and ancillary

revenue annually.

. Maintained regular and ongoing communication with customers and

effectively presented company's value proposition versus competitors;

client persistency was consistently in excess of 90% annually.

. Received recognition nationally for being a top 10% performer in my

assigned role; based on overall book of business persistency and revenue

growth.

Great West Life & Annuity Insurance Company, Dallas, TX 2004 - 2005

Regional Sales Manager

Responsible for sales growth and business retention in North Texas and

Oklahoma. Focus on middle-market companies with 25-2,000 employees.

Managed staff of 25 sales, account management, and support personnel.

. Rebuilt and reorganized staff consistent with organization's goals for

the market.

. Brought the office to profitability, reestablished the company's

credibility in the market, and achieved 100% of goal for new business

development and persistency.

. Developed and successfully implemented training programs and support

activities for sales and account management staff.

Humana Inc., Louisville, KY 2001 - 2003

Director of ASO Development (Self Insurance)

. Served as liaison between corporate and field sales force to increase

sales of self-funded group medical business; ASO sales increased 40% over

three year period in a predominately fully insured organizational

culture.

. Worked with sales management, product development, underwriting and

marketing areas to develop training programs and more robust products for

field sales.

. Led sales strategy development and conducted training at various

locations throughout the country.

. Worked with local markets to assist in developing broker relationships

and creating awareness of self funded medical capabilities.

. Assisted in the development of product and pricing improvements to

increase market competitiveness.

. Developed rapport with internal functional areas throughout the

organization to increase awareness and support of ASO growth initiative.

General American Life Insurance Company, Chicago, IL 1985 - 2001

Regional Sales Vice President (1989 - 2001)

Responsible for new business development, retention, profitability and

growth. Managed a staff of 20 sales representatives, service personnel and

support staff. Managed annual budget of $2+ million.

. Named "Regional Sales Office of the Year" in 6 of 9 years the designation

was awarded

. Increased revenue by more than 300% and grew to largest office in the

country

. Exceeded new business and retention goals every year

District Sales Manager (1987-1988)

Responsible for new business production and retention. Managed 2 group

sales representatives and support staff.

. Second nationally in new business sales in 1987; 250% of goal

. Increased number of covered members by 220% in two years

Group Sales Representative (1985 - 1986)

Responsible for new business sales and retention of existing accounts

. Number one nationally in new business sales in 1986 for the Large Group

business segment; 300% of goal

EDUCATION

Bachelor of Business Administration, University of North Texas (UNT)

LICENSES

General Lines Agent - Life, Accident, Health & HMO - #1289355

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