Sales Health

Carl B. Fink, Jr., MBA

*** ********** **. 302-***-****

Wilmington, DE 19808 *******@*******.***

LEADERSHIP PROFILE:

Innovative health insurance marketing and sales executive w ith a successful t rack record of

developing, implementing and managing strategic and tactical sales and marketing

p rograms leading to the achievement of corporate sales and revenue goals. A recognized

and industry respected thought leader in the health care industry who consistently delivers

creative solutions and positive results that boost market share and profitable returns.

Accurately reads market t rends and adapts to meet changing customer needs. Expertise

i ncludes:

•

• •

Building, managing & coaching sales teams Competitive market analysis

• •

Increasing sales performance Strategic market planning

• •

Implementing/managing tactical sales plans Innovative marketing solutions

• •

Distribution channel management Product development

• •

Increasing sales and market share Brand Management

PROFESSIONAL EXPERIENCE

Blue Cross Blue Shield of Delaware, Wilmington, DE

(1996 – 2011)

Di rector, Strategic Marketing and Business Development

2010 – April, 2011

Directed a team of product managers and analysts responsible for monitoring and measuring the performance of all

group, individual and senior (65+) health product lines. Conducted market analysis in all segments and

initiated/implemented product, price, promotion and distribution mix adjustments to maintain and enhance competitive

positioning in the market and assure the achievement of segment revenue targets.

• Analyzed the Affordable Care Act of 2010 and identified threats to company business models.

• Recommended short-term and intermediate strategic initiatives to mitigate business threats by

diversifying product lines and distribution channels.

• Directed the redesign, positioning and reintroduction of all product lines to comply with new federal

Health Care Reform mandates resulting in 47 new individual and group health products.

• Provided creative leadership to a cross-functional team that designed, developed and introduced a new

Seniors Website.

Di rector, Sales and Product Development

2008 - 2010

Identified market opportunities and directed a sales and retention team that attained or exceeded new contract

sales/growth targets. Developed and directed the execution of product (positioning), sales and retention strategies in all

local group and individual market segments. Managed market/product analysis and developed/ introduced new group

and individual health products and distribution alternatives that sustained or increased market penetration in all

segments.

• Led a team that developed, priced, positioned and introduced an enhanced individual product portfolio;

replacing an entire portfolio of obsolete indemnity products with hybrid managed care group products.

• Designed and directed the development and implementation of an on-line direct-to-consumer application

platform. Created a direct sales capability and lowered distribution costs by 25%.

• Initiated the implementation of an on-line application tracking system for the broker network; improving

service and reducing broker call volume by 20%.

• Increased individual product sales 500% and doubled in-force business in 18 months.

PAGE TWO Carl B. Fink,

Jr., MBA

Director, Group Sales and Retention 2001 -

2008

Developed strategic and tactical sales/retention plans; directed group sales representatives (all group segments) as well

as an Inside Tele-sales unit and BCBSD’s broker/producer network. Responsible for the establishment and

achievement of individual and group health product sales and growth targets for all market segments. Accountable for

profitable member growth in targeted market segments.

• Increased contracts in-force 45%; market share 8%.

• Sold $265.3 million of new group gross annualized premium revenue.

• Designed, directed the pricing and introduced Blue Cross Blue Shield of Delaware’s (BCBSD)

Consumer Directed Healthcare (CDH) group product portfolio including Health Savings Account (HSA)

and Health Reimbursement Arrangement (HRA) compatible high deductible plans.

• Created, developed and implemented an integrated end-to-end business model which resulted in a

significant market advantage in the HSA market.

• Sold 11,000+ HSA contracts with $15 million of member deposits currently under management.

• Designed a large group (100+) product/benefit matrix which facilitated point-of-sale pricing of large

group product designs and lowered underwriting costs by 33%.

Manager, Broker Sales 1996 -

2001

Responsible for developing a broker sales network and for directing the sales of managed care and traditional group

health and dental products through brokers and benefit consulting firms.

• Increased broker sales from 46% to 94% of company total.

• Increased company sales of group health products (1997 - 1998) by 210% over the prior year.

• Initiated changes to broker contracts leading to increased sales and client retention.

OTHER EXPERIENCE

National Liberty Marketing, Frazer, PA

Assistant Vice President, Partnership Marketing

Business/revenue development via non-traditional marketing partnerships

Capital Holding Agency Group, Durham, NC

Assistant Vice President, General Agency Sales

Accountable for the attainment of sales targets through a general agent and broker distribution channel

on the east coast

EDUCATION

MBA – American University, Washington, D.C.

BS, Finance – University of Maryland, College Park, MD

Post Graduate Studies – 18 semester hours in Accounting

LICENSES and AFFILIATIONS

Life & Health Licensed (DE and PA)

Member: National Association of Insurance and Financial Advisors

National Association of Health Underwriters

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