Sales Customer Service
Resume:
David Leonard
Email: **********@********.***
Address: **** ***** *****
City: Cheyenne
State: WY
Zip: 82002
Country: USA
Phone: 307-***-****
Skill Level: Director
Salary Range: $100,000
Willing to Relocate
Primary Skills/Experience:
See Resume
Educational Background:
See Resume
Job History / Details:
DAVID L. LEONARD
Email: **********@********.*** LinkedIn: http://www.linkedin.com/in/davidlleonard
Phone: 307-***-**** (Home); 307-***-**** (Mobile)
Enterprise sales executive with verifiable skills in delivering sales results, meeting/exceeding quotas, building territories, and establishing/maintaining long-term client relationships.
Core Competencies
* Successfully selling complex solutions
* Enterprise selling within mid- to large-sized client environments
* Territory development and creating/maintaining business plans
* Proven C-level prospecting, customer engagement, relationship management and multi-million dollar negotiations
* Soft Skills - creative presentation and communication skills, working cross-functionally, proposal delivery, solution selling methodologies, team selling; i.e., CustomerCentric Selling, Power Messaging, Miller Heiman Strategic Selling, etc.
* 30+ years successful sales experience
Selected Accomplishments
* Benefits Administration Technology/Outsourcing (Online Enrollment & Outsourced Administration):
o Earned ADP President's Club, ranking in the top 15% of all ADP sales representatives nationally.
o Produced over $15 million of contract value in a territory that had previously been underperforming and with no pipeline/"low-hanging fruit" upon takeover.
* Consultant:
o Delivered over $1.5 million in annual savings for a hospital client-employer through recommendations for redesign of their group health plan (1st hospital in Georgia to implement a CDHP).
o Redesigned a client's Paid Time-Off (PTO) program, generating over $1 million in annual cost savings.
* Employee Benefits Broker:
o Built six major sales territories from scratch - New York, Pennsylvania, Michigan, Florida, California and the Southeast.
o Responsible for sales of over $20 million dollars of employee benefits life and health insurance commission revenue.
o Successfully opened and developed the intensely competitive sales territory of New York City.
Professional Experience
Automatic Data Processing (ADP), Inc., Charlotte, NC Jan. 2008-Aug. 2012
Corporate Sales Manager - Responsible for prospecting, building relationships and closing direct sales of outsourced SaaS-based H&W benefits administration services. Final territory was the Carolinas; for previous 2 years, territory encompassed the Southeastern US from Washington, DC south, prospecting in the mid- to large-market size range of employers. Activities involved direct selling and cooperative interaction with consultants, technology advisors, channel partners and employee benefits brokers.
Avalon Resources, Inc., Simpsonville, SC, 2000-2007
Consultant/Broker - Provided fee-based employee benefit consulting services with competence in self-funded health and supplemental benefits plan design and vendor selection, including carriers for group life, disability income, dental, vision, legal, voluntary worksite benefits, and benefits administration services. Also, operating as an independent contractor, worked with employers to implement professionally managed voluntary benefits programs.
Gardner & White, Indianapolis, IN 2004-2005
Vice President, Business Development (temporary position) - Temporary position assisting in the evaluation and development of sales staff in the three offices of the Southeast - South Carolina, Louisiana and Tennessee - and advised Regional Vice Presidents and other producers on the development of their territories. This role was performed simultaneously with the ongoing benefits brokerage/consulting activity of Avalon Resources, Inc.
The Farmington Company, Farmington, CT 1982-1991; 1994-1999
Senior Vice President/Broker - Expanded corporate voluntary benefits sales territories from locally based to the 2nd largest voluntary benefits firm in the country. Activity included sales through both direct-sales and broker channels, as well as recruiting, hiring and training Regional Sales Directors. Sold primarily to employers with 250-10,000 employees. Final territory was the Western United States.
Insurance Benefits, Inc., Orlando, FL 1991-1994
Principal/Broker - Was responsible for all areas of the company employee benefits franchise operations including sales, marketing, administration, finance, customer service & hiring/training of sales and support staff. Reported to a Board of Directors comprised of hospital and other business CEO's. Completed contractual obligations and sold ownership shares to the Florida Hospital Association.
Education, Credentials, Honors
BA, Economics, Middle Tennessee State University
CLU, Chartered Life Underwriter, American College, Bryn Mawr, PA
Licenses: Life and Health Insurance (active); Variable Annuity (NASD Series 6 & 63 - expired)
CustomerCentric Selling Course: Closer Award (#1 of 50 attending ADP sales professionals)
President's Club: Automatic Data Processing (ADP), Inc.
Managing General Agent of the Year: Central States Life & Health of Omaha
Leaders Club: Bankers Security Life Assurance Company
White Mountain Club: Chubb Life Insurance Company
Award of Merit: Unionmutual Life Insurance Company - with full-page ad in TIME Magazine
Employer/Client Testimonials
"David focuses on doing the right thing every time and challenges his clients and prospects to think differently. On top of that, David was simply great to work with. He is a fantastic team player and contributor."
Brant Biggers, Divisional Sales Executive - ADP National Accounts, Charlotte, NC
"We have enjoyed working with you these past five yearsyour assistance in organizing and streamlining our programs has been invaluable."
John K. Pharr, Jr., Director of Human Resources - Satilla Health Services, Waycross, GA
"David becomes competent in whatever he is involved and can be depended upon to get the job done in all of his endeavors."
Robert J. Burke, President - The Farmington Company, Farmington, CT
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