JOHN KOSCIUSKO
*** ********** ******, *** ***
Jersey City, NJ 07302
abmqqv@r.postjobfree.com
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
2008-2010
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
negotiation.
Accomplishments:
. 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
modeling.
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
2006-2008
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.
Accomplishments:
. 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
distress.
Accomplishments:
. Developed the Data Package - Detailed the information that would be
needed for a through program analysis of all of a firm's benefits
plans.
. 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
1995-2007
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.
Accomplishments:
. 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
organizations.
. 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
Region.
Education
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
MENSA
Publication
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.