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Sales, business development and account/relationship management

Cheshire, Connecticut, United States
October 19, 2016

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Frederick Serafini

Cheshire, CT Cell: 860-***-****

Business Development Account Management Marketing

Dynamic sales leader with a track record of generating significant sales growth through developing and expanding B2B relationships with diverse clients. Accomplished in consultative selling to start-up and established businesses, from local to national accounts. Experience in implementing technology and cost-containment products and services into client operations. Proficient in developing strategic business plans, creating high level alliances/partnerships, and working with top tier brokers/consultants to achieve ambitious business objectives.

Core Competencies

Strategic Account Planning Consultative C-level Sales Alliance Building P&L Management

New Market Development Client Retention & Growth Account Profitability Multi-Channel Development

Forecasting Long Sales Cycles Relationship Management Sales Metrics Cold Calling


Osprey Strategic Research – Cheshire, CT 2016

Business development and sales productivity company

Senior Business Development Specialist

Supported IT Managed Service Provider (MSP) clients nationwide and articulated client capabilities to medium-sized businesses within client markets. Sold complex MSP capabilities with the goal of scheduling both on-site and telephone appointments for clients. Sent confirmation emails and followed-up with prospects.

Met monthly appointment/calling goals and managed client-specific requirements as needed.

Within the first month, exceeded all appointment/calling goals and was quickly assigned multiple accounts.

Expanded role to include direct client contact within second month.

Mirixa – Reston, VA 2014 - 2015

Medication therapy management provider

Regional Vice President, Eastern Region

Sold medication therapy management (MTM) services in the eastern U.S. Developed relationships with insurance companies, pharmacy benefit managers, employer groups, and brokers/consultants. Created proposals demonstrating ability of MTM to lower costs and improve patient health outcomes.

●Within first year, built a sales pipeline of $6M, exceeding the projected $1.5M, by cold calling, networking, developing broker relations, and attending national trade shows.

●Generated new leads and introduced company to marketplace, maintaining revenue streams during organizational and management changes.

Smart Data Solutions – Mendota Heights, MN 2010 - 2012

IT automation

Regional Vice President, Sales – Eastern Region (18 month assignment)

Sold front-end claim processing services (OCR, data entry, editing, archiving, clearing house, and PPO routing services) and customized information technology projects to Third Party Administrators (TPAs), carriers, and Blue Cross Blue Shield (BCBS) plans to senior-level clients.

●Developed an executive sales team, including CEO and vice presidents of development, IT, and implementation, to assist in the sales process.

●Recovered lost market share by reintroducing company to former and prospective clients.

Consova Corporation – Lakewood, CO 2008 - 2009

Dependent eligibility audit services

Manager, Business Development

Recruited to introduce company to northeastern market. Managed multi-stage sales process; presented concept and demonstrated products and capabilities.

●Developed executive-level leads in Fortune 500 corporations and insurance carriers.

●Penetrated 40% of the market, exceeded projections by 100%, and built pipeline of $5M in annual revenue.

Frederick Serafini Cell: 860-***-**** Page 2

Healthcare Insight – Sandy, UT 2007 - 2008

Dental fraud services

Northeast Regional Director of Sales

Presented and sold fraud services to dental carriers nationwide for emerging cost containment company. Represented company at national trade conferences.

●Built pipeline of $2M+ in annual potential revenue through cold calling, networking, RFPs, and broker relations.

Beech Street Corporation/PPO Next– New York, NY 2003 - 2006

National preferred provider organization (PPO) acquired by Viant/Concentra Preferred Systems

National Sales Executive

Sold and implemented PPO contracts to carriers, unions, coalitions, public sector clients, TPAs, and network integrators nationwide. Developed and marketed consumer cards and limited benefit plans.

●Achieved ranking of top new business producer by developing sales pipeline that generated $1M in new business revenue annually. Established and strengthened broker/consultant relationships nationwide.

●Received Distinguished Achievement Award for Sales Excellence.

Cardium Health Services/Nurtur Centene – Farmington, CT 2001 - 2003

Wellness and disease management services

Consultant – Northeast Region

Delivered customized coronary artery and diabetes disease management services to meet unique client needs. Sold and implemented services to Fortune 500 corporations, managed care companies, and municipalities.

●At the request of CEO, established client relationship with AIG. Created and managed dedicated executive sales team. Drove process to sell complex disease management cost containment product. After 12-month sales cycle and multiple face to face meetings, closed sale. Within one year, AIG grew to largest and most profitable client. At AIG’s request, remained as a consultant for five years after leaving Cardium.

●Increased company sales 20% in one year through new business development and account management. Developed strong presence in the employee benefit consultant arena, cultivating relationships with Hewitt Associates, William M. Mercer, The Segal Company, Towers Perrin, and Watson Wyatt.

Concentra/Viant – Naperville, IL 1998 - 2001

Healthcare cost containment; acquired Managed Health Benefits in 1998.

Account Executive – Northeast/Mid-Atlantic/Canada/Europe

Assigned role as a result of acquisition. Sold healthcare cost containment services to senior managers of insurance companies, TPAs, union groups, and Fortune 500 corporations. Developed and strengthened relationships with healthcare brokers and consultants. Represented Concentra at regional, national, and international trade shows. Coordinated efforts of proposal development, sales, and service team.

●Increased block of business 40%, from $3.5M to $5M+ in annual sales.

Managed Health Benefits – Wallingford, CT 1993 - 1998

Mental health cost management start-up

Vice President, National Sales and Marketing

Recruited to rapidly develop and launch national sales and marketing initiatives. Designed sales and marketing strategies, practices, collateral, and staffing plans to professionally introduce the company and achieve results.

●With limited resources, developed process which educated major carriers on potential savings from reducing fraud and abuse and ensuring medical necessity.

●Quickly established strong base of major accounts, including Chubb, Great West Life, The Guardian, Allmerica Financial, and Northwest National. Within five years, brought annual sales to $6M.

●Developed consultant and broker relations programs that introduced company to the payor community.

●Assisted in bringing company public through NASDAQ. Helped package the business for sale to Concentra.

Education and Professional Development

Master of Business Administration, Marketing/Finance, Rensselear Polytechnic Institute – Hartford, CT

Bachelor of Science, Finance, Fordham University – New York, NY

Professional Development: Miller Heiman Strategic Selling Seminar; Kidder Peabody Executive Management Program; Travelers Group School; Arthur Anderson Internal Audit Program

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