Sales Manager
Resume:
Lana J. Lusher, CEBS
OBJECTIVE
While the employee benefits arena has been my home for more than 25 years, I am hoping to challenge myself in a
new field by utilizing my unique combination of a relationship-built, quality-driven approach to account
management, creative problem solving, along with organizational and technical skills to enhance an organization's
efficiency and profitability
CAPABILITIES
I am an innovative problem-solver who can generate workable solutions and resolve complaints. I am also an
analytical thinker with a demonstrated talent for identifying, dissect, improving, and streamlining multifaceted work
processes. I am results-driven with a high degree of orientation toward detail. I am a highly motivated self-starter
who takes initiative with minimal supervision.
Above average computer literacy
• Full suite of Microsoft Office 2003 and 2007 Professional products
• Adobe Professional
• ACT!, GroupWise, and many others
Clear, Concise Written Communication Skills
• Marketing materials including product sell sheets, presentations and employee communications
• Form design, content and creation
• Training materials including manuals, step-by-step instructions
Employee Benefits Professional
• Twenty-five plus years experience in the Employee Benefits field. Knowledgeable of insurance carrier/TPA
process/procedures regarding sales, service, billing/ membership, claims, utilization, renewal reporting and
funding
• Extensive experience in sales, service and administration for small, mid, and large size funds and
employers in the public and private sectors
• Certified Employee Benefit Specialist earned in 1995; Fellowship status 1996 – 2006
EMPLOYMENT HISTORY
Director of Business Development, 05/2007 - 07/2010
Michigan Employee Benefit Services, Inc. (MEBS), Grand Rapids, MI
September 2009 – July 2010: Focus on the administrative aspects of the department sales process; Participate in
multiple special projects focused on company re-branding efforts and company-wide efforts aimed at improving
departmental, inter-departmental and customer/vendor relations processes and procedures; May 2007 –
September 2009: Oversee new business acquisition and implementation in Ohio
• Designed, created and implemented Proposal Tracking System and Claims Inquiry Tracking within Access
2003, updated to Access 2007
• Supervised marketing materials update; Assisted with creating content
• Participated in re-design of the new customer enrollment process; Documented processes and procedures
while creating forms and training materials
Account Executive, 01/2006 - 05/2007
Michigan Employee Benefit Services, Inc. (MEBS), Grand Rapids, MI
Promote, sell, enroll and service statewide start-up Voluntary Employee Benefit Association (VEBA) trust fund to
Ohio's public employers; Increased enrollment by nearly 500% within 18 months while servicing statewide book of
business; Designed marketing materials and other communication materials as needed
Account Coordinator/Independent Sales, 01/2003 - 07/2005
Colonial Supplemental Insurance, Columbia, SC/ Northwest Group Services, Inc, Maumee, OH
Lana J. Lusher, CEBS
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Provide account coordination of Open Enrollments for Section 125 plans enrolling core, voluntary and supplemental
benefits, Flexible Spending Accounts, and Health Savings Accounts; Conduct group meetings and on-site, one-on-
one enrollment of core, voluntary and supplemental benefits and Flexible Spending Accounts
Associate Administrative Manager, 11/2001 - 07/2002
Toledo Electrical Benefit Plans, Rossford, OH
Assist Fund's Administrative Manager with daily functions in the Plan administration of the welfare and pension
funds for the International Brotherhood of Electrical Workers Local 8 and Toledo Electrical Contractors Association;
Oversee special projects such as the implementation new healthcare claims system and create training materials
for users
Service Representative - Labor Affairs, 04/1986 - 10/2001
Medical Mutual of Ohio (fka Blue Cross Blue Shield of Ohio), Toledo, OH
Progression from Special Claims Investigator (1986-1988) and Major Accounts Account Administrator (1988-1992)
to Service Representative in which I provided Taft-Hartley Health & Welfare Funds and Major Labor Accounts in
Central and Southern Ohio with exceptional service in all aspects of account management; Activities ranging from
group’s implementation and enrollment, claim/ membership/utilization review issue resolution, delivery/presentation
of renewal funding and alternatives and review of utilization reports; Generate “add-on” sales after enrollment and
assist Sales Consultants in the procurement of new business via assistance with proposal generation and
presentation; Participate in process improvement projects such as Sales Force Automation and Utilization
Reporting Review
EDUCATION
Incomplete - General Studies
Indiana Univ. - Purdue Univ. at Indianapolis, MI
Incomplete – Nursing
Ball State University, IN
High School Diploma - College Preparatory
Notre Dame Academy, OH
CERTIFICATIONS
Certified Employee Benefit Specialist – International Society of Certified Employee Benefit Specialists, WI
Health Insurance Associate – America's Health Insurance Plans, Washington DC
Lana J. Lusher, CEBS
1825 Clearbrook St SE
Grand Rapids, MI 49508
abimjm@r.postjobfree.com
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