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Management Sales

7302, United States
May 29, 2010

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*** ********** ******, *** ***

Jersey City, NJ 07302


Professional Summary

A published professional with thirty years of front-line employee benefits

experience from the insurer, consulting and broker perspectives. A

consistently innovative and driven individual that is solutions-oriented

while grounded in the basics. Expertise in pricing, funding, marketing,

renewal negotiations, plan design, compliance, legislative analysis,

employee communications and the ability to simplify the complex to a broad

audience are career hallmarks. This executive has mentored, developed and

managed teams, has launched practices and product lines and won regard of

clients from ten to 100,000 employees.

Core Competencies

. Employee Benefits Plan Design

. Claims Analysis

. Plan Marketing

. Renewal Analysis & Negotiation

. Compliance

. Communications

. Presentations

. MS Office

. Project Management

. Team Management

. Sales and Marketing

Professional Experience

Sumitomo Life Insurance Agency America, Inc

New York, New York


Vice President, Sales, Marketing & Account Management

Challenge: Maintain a book of 148 clients representing 400 annual product

renewals while mentoring and developing an eight-person team historically

insulated from competition by Japanese corporate relationships at the

highest level, but whose relationships were now eroding, forcing a new

focus on claims analysis, trend modeling, utilization review and renewal



. Led Renewal Analyses & Negotiations - Spearheaded the detailed

claims and history analysis for the largest renewals while training

staff in applicable methodologies.

. Deployed Tools - Designed, implemented and trained employees on

more than a dozen tools including:

o Least-squares regression analyses for prospective claims


o Census-driven multivariate contributions models based on length-

of-service, salary and family status.

o Census-based retiree medical plan cost modeling, including

discount factors, Medicare cost assumptions and related

variables over thirty years.

. Trained a Novice Staff -Assessed individual and team skills,

developed training regimen and led team through broadening skills

and better understanding of plan design, funding, compliance and

multiple technical aspects of group insurance

. Redesigned Client Management -Implemented a milestone-driven multi-

touch framework to bring order and proactive results to clients.

. Achieved 95% Retention - Met with more than 70 clients in the first

three months to re-affirm and solidify relationships and restore

the market's confidence in the firm, its staff and capabilities.

Benchmark industry retention was 80%.

Aon Consulting

Baltimore/Washington, DC


Assistant Vice President, Health and Welfare (concurrent role)

Challenge: Assume responsibility for the most challenging private sector

clients for this primarily public-sector client office.


. Introduced Detailed Analysis and Projection Regimens - Took over

self-insured private sector clients demanding more thorough

analysis than the typical low-bid-focused public sector entities.

. Retained Key Clients - Succeeded in retaining a highly visible,

key client in jeopardy whilst doubling fee income with a

restructured approach to task management and monthly claims

experience analysis and projections.

. Created Market Recognition - The world's largest brokerage firm had

virtually no market presence in Washington or Baltimore. A

structured action plan resulted in numerous speaking engagements,

well-attended seminars and a reinvigorated prospect pipeline.

Health and Welfare Director, Turnaround and Restructuring Practice

(concurrent role)

Challenge: Define the value of properly analyzed and negotiated employee

benefits in a corporate turnaround and bring the concept to market to

secure lasting relationships for Aon with companies emerging from financial



. Developed the Data Package - Detailed the information that would be

needed for a through program analysis of all of a firm's benefits


. Managed an Interdisciplinary Team - Selected, taught and managed an

interdisciplinary team to service the turnaround market throughout

the country.

. Delivered Detailed Analyses and Alternatives - presented solid

benefits management and continuance strategies to non-benefits

professionals, gaining their trust and assistance in implementation

and beyond.

. Board Nominee in 12 Months - Through tireless marketing and heavy

travel, within 12 months of being tasked to develop a market

presence from nothing, was nominated to the Board of Directors of

the Chesapeake Chapter of the Turnaround Management Association.

Kosciusko Consulting

Maryland/DC/Northern Virginia


Challenge: Deliver the expertise to analyze, design, market, negotiate and

implement plan design strategies while developing a viable book of business

for a fledgling firm while concurrently building strategic alliances with

consulting firms in related other disciplines to be sole source.


. Built and Presented the Tools - Successfully took personal

expertise in employee benefits, claims analysis, utilization

review, plan design and negotiating skills to the marketplace

. Built A Consortium - Developed a consortium of seven consulting

firms under a single umbrella to compete against the larger


. Earned Public Recognition - Recognized by the Washington Business

Journal as one of the top twenty consulting forms in the region.

Watson Wyatt Worldwide

Washington, D.C.

1987 - 1995

. Senior Consultant - Leveraged technology to build a regional

practice while acting as the Subject Matter Expert for Wyatt's

Fortune 100 clients in all aspects of group health insurance and

ancillary lines.

Frank B. Hall Consulting Company

Briarcliff Manor, New York

1983 - 1987

. Regional Coordinator - Trained and mentored the six Southeast

Region offices of Hall to move from a marketing/brokerage function

to a modern and competitive analytical, consultative model of

professional benefits services delivery.

Metropolitan Life Insurance Company

New York, NY

1980 - 1983

. Cost Containment Consultant to Group Service Supervisor - Learned

group insurance from the basics while servicing the most active

account sales and management team in the New York Metropolitan



St. John's University, New York - Scholarship

Attended on full academic scholarship

Bachelor of Arts - History and English

Professional/Personal Membership

Life, Health and Property/Casualty Insurance Licensed



Mamorsky, Jeffrey D., comps. and eds. Health Care Handbook. New York:

Warren, Gorham & Lamont, 1991 ISBN 0-7913-0713-1. Part 2: Funding and

Delivery of Benefits; Chapter 6-1; Employer-Sponsored Indemnity Plans.

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