Sales Years Experience

Les Stettner

Innovative Leader, Risk Expert, Negotiator

******@*****.***

Summary

* Founded Longevity Benefits, a successful start up employee benefits consulting agency, in 1999.

* Outstanding business development, superior management, sales and operations acumen.

* Consistent, tenacious, consumer advocate, closer.

* Communications, public speaking, employee benefits, profit/loss, motivation, listening, leadership.

* Senior executive, adaptable, versatile, results driven leader.

* Excel at building productive sales and management teams, reducing expenses, ROI, ethics, communications,

listening, compassion and understanding.

* Enthusiastic leader, motivator, innovator, negotiator and master closer.

* Specialize in leadership, sales, management, business operations, consulting and insurance

risk.

* Leadership-Led NJ sales team of 400 to most profitable, largest documented business

development in Aetna's History.

* Passion, drive, focus, intensity.

* Visionary who exceeds growth expectations and increases margins.

* Sales and marketing strategist for growth development/retention using innovation integrated with the tools at

our disposal.

Experience

CEO at LONGEVITY BENEFITS, INC

January 1999 - Present (14 years 10 months)

Turnaround Experience: Blue Cross and Blue Shield of Florida's largest general agency (Adcahb) engaged

the consulting services of Longevity Benefits, Inc. to restructure and rebuild their group health and welfare

employee benefits division.

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Employee Benefits Large Group Consultant, Executive, Leader, Author, Visionary.

Physician Contracting Consulting Division negotiated with most major Health Insurance Carriers yielding

considerable improvements in compensation for Doctors and 20% additional revenues for Longevity

Benefits.

Consulting agreement with Adcahb, led to recognition by Blue Cross and Blue Shield of Florida in 2004 as

their #1 producing Group Health Insurance Agency in Florida on $14+ million in new sales.

Achieved Platinum level producer and agency status with Aetna with Adcahb.

Longevity Benefits exceeded all P/L objectives and increased revenues by $20 million

as a consultant to the largest BCBSFL General Agency in Florida.

Author of "The War on Medical Terrorism", numerous blogs and known consumer advocate.

2 recommendations available upon request

Vice President, Sales at HORIZON BLUE CROSS AND BLUE SHIELD

August 1997 - December 1998 (1 year 5 months)

Managed and achieved P/L objectives for sales and marketing in 1997 and 1998 on $80 million dollar budget.

Management team exceeded net membership goals in '97 and '98 attaining 166% and 121% of plan,

respectively.

Increased producer channel sales production through extraordinary networking and marketing

efforts.

Developed budgets and business plans for sales, marketing and product development.

Initiated several new provider relationships and facilitated contract negotiations.

Established new corporate sales training programs and incentive compensation plans.

1 recommendation available upon request

Vice President, Sales and District Manager at AETNA/US HEALTHCARE

June 1990 - February 1997 (6 years 9 months)

District achieved #1 sales and net profit ranking in 1995 and 1996, nationally with district P/L responsibility.

Exceeded revenue and net income goals in 1994, 1995, and 1996 with 68% MLR and 11.7% G&A.

Responsible for AT&T (quota), 128 meetings and the largest enrollment in US Healthcare's history.

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Surpassed membership goals in '95 and '96 achieving 174% and 168% of plan, respectively.

Promoted to Northeast Regional Vice President of Life, Disability and Long Term Care in 1997.

Promoted to Vice President and District Manager of Group Health and Employee Benefits Sales in

1994.

Provided impetus for new business implementation team, special claims handling unit and

aggressive provider contracting.

Ranked #1 Sales Manager nationwide in 1994; #2 Sales Manager for New York District in 1993; #1

Sales Manager for New York District and #3 nationally in 1991 and 1992.

Developed several sales representatives from entry level into managerial and officer positions.

Designed and initiated expanded marketing efforts, generating increased access to target markets.

Created annual business plans, incorporating sales objectives, strategies, projections and

evaluations.

5 recommendations available upon request

Vice President, Sales at Spreadsheet Solutions

May 1989 - May 1990 (1 year 1 month)

Created promotional campaigns to enhance marketing protocols for company's Lotus Integrated Software

formulated for financial institutions.

Recruited and trained sales force, substantially increasing sales. Revenues generated brought the company

from a negative financial status to break even.

Manager, Evaluations Department at MULLER DATA INCORPORATED

March 1986 - April 1989 (3 years 2 months)

Directed 15 sales representatives, evaluators and clerks. Sales revenues grew from less than $2 million to

over $6 million during a three-year period.

Introduced automated bond pricing methods which responded to market fluctuations, ensuring

timely and accurate on-line delivery of price quote data.

Preserved the integrity of the municipal bond database and all evaluations.

Negotiated with market makers, traders and fund managers, nationwide.

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Created a time sensitive, responsive service team, improving both customer retention and

satisfaction.

Guest speaker by invitation at the 1986 Chicago Municipal Analyst Society Conference.

1 recommendation available upon request

Account Executive at Merrill Lynch

July 1984 - February 1986 (1 year 8 months)

Fulfilled all requirements of the 16 week Account Executive Training Program which included selling skills,

in-depth product knowledge, Series 7, 63 and Health Insurance Licenses.

Generated $5 million in assets under management.

Account Executive at DELTA CORRUGATED

July 1983 - June 1984 (1 year)

Volunteer Experience

Coaching-Soccer, Baseball, Football at Parkland, FL Leagues

April 2008 - Present (5 years 7 months)

Recruiting, training, reviewing and re-enforcing new skills. The way I look at coaching is if the child and

parents want to come back next year, I must have done something right. Like sales, in baseball fielding, I

teach, if you can touch it, then you can catch it. Time spent on winning on a psychological level to children

8-13, a coach has to fit in and get buy in.

Publications

The War on Medical Terrorism

I Universe July 1, 2009

Authors: Les Stettner

Learn about poor decision making in healthcare and the health insurance industry. Discover how innovation

can produce lower priced higher quality outcomes, where every American wins.

Skills & Expertise

Strategic Consulting

Marketing ROI

Sales Management (Expert, 20+ years experience)

Legal Matters

Negotiation (Expert, 20+ years experience)

Health Insurance (Expert, 20+ years experience)

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Employee Benefits (Expert, 20+ years experience)

Consultative Selling

Healthcare

Insurance

Medicare

Strategic Partnerships

New Business Development (Expert, 20+ years experience)

Contract Negotiations

Benefits

P&L Management

Claims

Compliance

Strategy Development

Strategic Planning

Managed Care

Start-ups

Account Management

Competitive Analysis

Health

Team Building

Business Strategy (Expert, 20+ years experience)

Thought Leadership

Building Relationships (Expert, 20+ years experience)

Health Plans

Strategic Thinking

Team Leadership (Expert, 20+ years experience)

Profit & Loss Management (Expert, 20+ years experience)

Healthcare Industry

Health Policy

Contract Negotiation

Business Development

Leadership (Expert, 20+ years experience)

Marketing Strategy

Business Planning

Management

Marketing

Process Improvement

Coaching (Expert, 20+ years experience)

Sales (Expert, 20+ years experience)

Direct Sales

Product Development (Expert, 20+ years experience)

Sales Operations

Budgets

Social Networking

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Education

Stettner Academy

Life, The best life has to offer, 2020

Grade: 4.0

Activities and Societies: Rotary Club, Ft. Lauderdale Chamber, Ft. Lauderdale Business Journal

Academy for Healthcare Management

Professional, AHM, Managed Care, 1998 - 1998

University of South Florida

BA, Psychology, 1979 - 1983

Interests

Author of "The War on Medical Terrorism".

Twitter - ushealthcare

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Les Stettner

Innovative Leader, Risk Expert, Negotiator

******@*****.***

9 people have recommended Les

"I worked with Les for a number of years and managed him directly for a few of those years. Les was the VP

of Sales when reporting to me. He consistently hit and/or exceeded his quota and always had a good attitude.

He was persistent and thought out of the box when difficult sales situations arose. Les was great to work with

and I recommend him."

Betsy Wertheimer, General Manager, Aetna, managed Les at LONGEVITY BENEFITS, INC

""

Mike Zubero, was Les's client

"Les is the kind of person that you WANT to work with. He does what he says hw will do, and doesn't stop

until the job is finished. But perhaps the most important part is that Les is a brilliant bsuiness thinker, who has

the ability to work out any probelms."

Stephan Schiffman, president, DEI Management group, was with another company when working with

Les at HORIZON BLUE CROSS AND BLUE SHIELD

"Les is a great guy that knows the health insurance business and has a reputation of matching companies with

suitiable policies that fit thier budget."

Phillip Jackson, Financial Service Professional, Massachusetts Mutual, was with another company when

working with Les at AETNA/US HEALTHCARE

"While I worked at USHealthcare, I had the pleasure of working with Les in the New Business Sales unit. He

is an excellent motivator and a results oriented professional. He would be an asset to any organization looking

to grow their business."

Paul E. Hacker, New Business Sales, US HealthCare, worked with Les at US Healthcare

"Les is a hard working individual, always up on the latest information available in his field. His advice and

counseling have provided me with priceless results and extra dollars in my pocket. Anyone would be pleased

with the knowledge, experience, and results which Les will produce, when working with YOU."

Sid Rauch, Owner, Nation's Real Estate Services, Inc, was with another company when working with Les

at AETNA/US HEALTHCARE

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"Les is a trustworthy, detailed oriented, result driven professional who consistently provides excellent service

and advice. Les is an invaluable resource in the healthcare profession."

Dennis Supraner, was Les's client

"I have worked with Les Stetner several times. We worked together concerming marketing strategies. Les is

bright, able to absorb and understand complicated information/data quickly, and provide critical input, and

make appropriate decisions. Truly a pleasure to work with."

Vic Karter, President, Lists Unlimited, Inc., was with another company when working with Les at

AETNA/US HEALTHCARE

"I have had the pleasure of working with Les at Muller Data Inc. He is a visionary leader with the ability to

identify talents in others and achieve corporate goals. I recommend him as an executive to any organization

needing positive leadership to drive change."

Peter Gordon, Student, University of Pennsylvania, reported to Les at MULLER DATA

INCORPORATED

Contact Les on LinkedIn

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