Profile

Successful salesman, account manager, and sales manager with extensive

experience in the healthcare, group insurance, and pharmacy benefit

management industries. A consistent contributor with a successful track

record developing business opportunities, managing accounts, managing teams

and providing excellent customer service. Accomplished professional

recognized for industry knowledge and the ability to develop strong and

productive partnerships with business clients.

Professional Experience

Premier Access Dental 2009 - 2010

Senior Account Executive

Responsible for Sales and Account Management for Pennsylvania and New

Jersey for West Coast based company trying to establish new markets on the

East Coast. Hired to develop broker relationships, solicit proposal

opportunities for fully insured an ASO dental programs. Educate area

brokers on the programs and services offered by Premier Access Dental. This

was accomplished by coordinating broker luncheons, numerous mass email

campaigns, and face to face meetings at various broker offices over the

course of 2009.

. Leading salesperson on the East Coast sales team for 2009

. Received over 300 proposal requests in 2009

. Established seven general agency agreements and received proposals

from over 60 different benefit agencies since April 2009

Cohen-Seltzer, Inc. 2008

Director of Employee Benefits

Responsible for running the employee benefits department for 30 employee

P&C Insurance firm. Manage company wide sales and account management

initiatives for large cases. Increase total employee benefit revenue from

five percent of total book to 25% in five years and increase current

retention rates. Supervise and manage the professional development of team

members, including current producer and customer service representatives.

. Increased retention rate to 98% on five million dollar block of

business

. Re-created renewal and customer touch processes on current book of

business

. Prospected multiple large case clients that were previously

unsolicited

. Developed new presentation materials for large group sales and

retention opportunities

. Collaborated with current producers to help increase opportunities for

large group business

. Moved all employee benefit operations from Finance department to

Employee Benefits department

CIGNA Healthcare 2002 - 2008

SALES EXECUTIVE, Healthcare Sales (2006 - 2008)

Develop and implement sales strategies for targeted accounts and producers.

Educate consultants, brokers and buyers about products and services

offered by CIGNA Healthcare for employer groups up to 5,000 employees. Meet

and exceed annual business plan for case sales, membership, revenue and

earnings.

. Increased sales, lives, and revenue in 2007.

. Increased proposal activity by 40% in 2007 by strengthening current

producer relationships and establishing new relationships with

underutilized producers.

. Developed producer forum that was attended by over 70 local producers.

This included securing senior management attendance, developing

presentations and handling all front end planning responsibilities.

. Work with Account Management team on all renewals for cases with key

brokers.

VICE PRESIDENT, Pharmacy Sales (2004 - 2006)

Responsible for leading the national pharmacy sales team comprised of 6

regional salespeople, sales support and proposal units, in achieving sales

goals and developing strategies to increase earnings. Educate and

strengthen distribution channels by engaging external practice leaders and

internal senior management and keeping them up to date on CIGNA's unique

value proposition.

. Sold 850,000 members in 2005, a 50% increase over 2004. Key wins

include Newell Rubbermaid, Federal Express ground, The University of

Maine and New Jersey Heavy and Laborers union.

. Exceeded earnings goals in 2004 by 5% and in 2005 by 17%. Earnings in

2005 were $152 million.

. Created two national and four regional buying coalitions to compete

against stand alone pharmacy benefit managers. These partnerships

resulted in the sale and retention of over 100,000 members over 2

years.

. Member of CIGNA Healthcare Senior Leadership Team in 2004 and 2005.

Met regularly with executive management to ensure the pharmacy

organization's goals were incorporated in the company's overall

strategy.

. Develop sales team members for long term success. Five sales team

members attained their sales goals in 2005.

DIRECTOR, Pharmacy Business Development (2002 - 2004)

. Developed and executed internal and external sales strategies in the

Northeast region.

. Account Manager for all ASO business in Northeast.

. Educated and consulted internal healthcare sales and account

management forces on how to sell and retain pharmacy benefits against

stand alone PBMs.

. Leading pharmacy salesperson in 2002 and stand alone sales leader 2002

- 2004.

. Created unique value proposition for national accounts to help retain

business.

BioScrip 1999 -

2002

SALES DIRECTOR

. Responsible for direct selling and retention of PBM services, and

specialty drug programs to HMOs, TPAs and large self insured employer

groups.

. Work with Marketing, Account Management and Clinical Management areas

to identify new business opportunities including the development of

new products and services.

. National lead for fully insured stand alone pharmacy program.

Responsibilities included developing distribution channels, selling,

underwriting and renewing all fully insured accounts.

. Leading salesman for specialty pharmacy lives and revenue in 2000 and

2001.

. Number two salesman for total lives and revenue in 2000 and 2001.

PharmaCare 1997 - 1999

REGIONAL SALES DIRECTOR

. Responsible for the direct selling of Pharmacy Benefit Management

Services to large self insured employer groups and managed care

organizations.

. Responsible for sales and renewals of fully insured stand alone

pharmacy product.

. Leading salesman for ASO and fully insured business, 1997 - 1999

Educators Mutual Life 1995 -

1997

GROUP SALES REPRESENTATIVE

. Responsible for selling group life, dental, and disability products in

Pennsylvania and New Jersey

. Coordinated the company's effort to establish voluntary products and a

Dental PPO product.

. Leading Salesman in 1996 with over $1,000,000 in sales.

Prudential HealthCare

1986 - 1995

GROUP SALES REPRESENTATIVE

ACCOUNT MANAGER

ASSOCIATE MANAGER

. Responsible for selling group medical, dental, life and disability

products in Philadelphia.

. Spearheaded the office's entrance into the small group market in 1993

. Leading salesman in the under 500 employee market, 1993 and 1994

. Original Account Manager for the group sales office in Philadelphia.

. Serviced clients ranging up to 16,000 lives. Analyzed delivered and

sold renewals for all assigned clients.

. Sold over $2,000,000 of additional business to current customers as

account manager

. Responsible for the production and quality of 20 processors. This

included hiring, firing, annual reviews and employee development.

. Key Group Insurance sales included the Philadelphia Police Department,

GMAC, Eastern Mercy Health Systems, Pennsylvania Pressed Metals, and

the New Castle County School Districts

Professional Development & Training

Completed Dale Carnegie Sales Training Course

Completed Professional Sales Skills Training Course

Completed Face to Face Selling Skills Training Course

Member National Association of Health Underwriters

Licensed for Life, Accident & Health

Experienced in Microsoft Word, Excel, PowerPoint and Salesforce.com

EDUCATION

Moravian College

Bachelor of Science - Business Administration, 1982 -1986

Soccer Team Captain, 1984, 1985

All Conference, 1984, 1985

All- American, 1984

Golf Team, 1983 - 1986

COMMUNITY ACTIVITIES

EXECUTIVE DIRECTOR, TOPSPORTS

. Created sports programs for special needs children in Philadelphia and

Bucks County, PA.

. Started and coached soccer, basketball, bowling, golf and baseball

teams over seven year period

. Program was founded in 2001 and currently has over 100 children

participating in various sports.

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