L. AARON ADKINS

Liberty Township, OH ***** 513-***-****

ad0zy5@r.postjobfree.com linkedin.com/in/aaronadkins

Commercial Healthcare Sales and Account Management

Commercial Healthcare Sales and Account Manager with expertise in Medicare, Individual, Small Business commercial plans, Large fully insured and self-funded (ASO) commercial insurance. Proven results leader both as an individual contributor and manager of people.

AREAS OF EXPERTISE

• National Sales Management • Commercial Insurance • Small Business

• Medicare • Key Accounts • National Accounts

• Self-Funding (ASO) • Strategic Planning • Project Management

EXPERIENCE

Independent Consulting and Interim Assignments 2017- Current

Analysis and consultation review of plan design and pricing factors for both former customers and prospects from a “carrier perspective” both on and off renewal.

Tula Health- 2022- Current

Independent Consultant to Tula Health

Tula Health provides personalized diabetic coaching, artificial intelligence and medical grade, wearable technology, Tula Health is reducing the cost of care and empowering members to live active, healthy lives. Tula offers solutions for at risk healthcare systems, self-insured companies, health plan administrators and members

Magellan Health - 2021 - 2021

Director of Sales and Account Management

Worked with brokers and consultant on placing mental health/substance abuse programs into their clients at renewal.

Strategic recruital of new agents for credentialing in an effort to grow the network of high quality providers.

Train brokers and consultants on the benefits and importance of placing a Magellan Behavioral Health Plan into their clients.

Ameritas – 2019 - 2020

Regional Managing Director

Accountability for managing the assigned sales relationships with alternative distribution channels to achieve revenue growth and profit objectives.

Generate new sales, persistency, and margin achievement for assigned and developed Managing General Agencies and General Agencies.

Development of private label plan offerings for larger Managing General Agencies.

Identify, develop, and manage general agent distribution organizations.

UnitedHealthcare – National Growth Team (Management Team) 2014 - 2017

Regional Vice President, Sales and Account Management – Central Region, Small Business Fully Insured and Alternate Funding (SB ASO)

(Michigan, Ohio, Kentucky, Indiana, Missouri, Oklahoma, Texas, Kansas, Nebraska, South Dakota, North Dakota, Minnesota, Wisconsin, Iowa, Illinois)

Worked with local healthplan market CEO’s and Vice Presidents in all 15 States to take regional net sales from a negative number in 2012 and 2013 to a positive 285,000+K from June of 2014 through October of 2017.

Helped strategize and develop our National Alternate Funded (SB ASO product “All Savers”) from concept to end stage market production. All Savers was successfully launched Nationally in 2014.

Worked closely with market VP’s to execute strategic “market plays” and local product strategies to differentiate UHC from other market competitors regionally.

oExample: Co-Op in Nebraska and Iowa “CoOpportunity” exodus in January of 2015. We were able to grow almost 19,000 members in a matter of 3 months due to our ability to quickly form a strategic team internally to handle volume from quoting to group install. We grew due to our ability to quickly adapt and make the transition to UHC “easier to do business with” versus just being the lowest price in the market.

Performed closely with markets to develop and execute broker bonus and override programs regionally.

Operated closely with all markets to drive Specialty penetration and Net Growth through coordinated growth bonus programs.

Developed strategies to take advantage of State DOI (Department of Insurance) regulation differences in specific markets to help differentiate UHC from competitors.

Member of National team that helped develop and successfully launch “Sales Automation” from “start to finish” resulting in a much faster and accurate quoting and installation process for our brokers and customers.

Worked closely with underwriting and actuary to review and set pricing in the Central Region local markets quarterly.

Helped local markets identify and manage distribution partners on a regular basis to ensure results.

Shared “market best practices” in both the National and Central Region space to quickly drive local successful change patterns.

UnitedHeathcare of Ohio 2007 - 2014

Vice President, Sales and Account Management, Ohio

Overall responsibility for management of the Small Business Division (2-100 lives) beginning in Southwest Ohio and Northern Kentucky then eventually the entire State of Ohio.

Directly managed Regional team of Directors, Account Executives, and Renewal Account Managers.

Developed and executed a strategic business plan that drove net contract growth, profitability and revenue growth annually.

Created market opportunities that allowed UHC to differentiate and capitalize on unique Value Proposition.

Recruited, trained and coached staff in Small Business Division Statewide to ensure top market talent.

Redefined broker distribution channel management in Ohio and eventually most Central Region States.

Launched the first market ASO product (“All Savers”) in Southwest Ohio Market, eventually to spread Nationally in the Small Business Space (2 -100 employer market segment).

Performed across multi-stakeholder heavily matrixed environment to ensure both business unit and organizational needs/budgets were exceeded.

UnitedHealthcare of Ohio 2006 - 2007

Senior Director, ASO Sales –Key Accounts

Managed and lead the SW Ohio ASO sales process to include prospect identification, product strategy and internal staff training for both Sales and Account Management teams.

Developed and executed SW Ohio “Top 75 Campaign” focusing on 1000+ employers and Hospital segments.

Created and led SW Ohio TPA strategy with UMR leadership team.

Executed National ESP (Enterprise Selling Process) Program in SW Ohio Market. Coached Sales and Account Management team as they built individual plans.

Anthem Blue Cross and Blue Shield, Cincinnati, OH 1995 - 2006

Senior Sales Executive – Large Group

Accountable for net contract growth, profitability and revenue growth annually. Partnered with consultants and brokers to develop new business opportunities and expand membership growth within the 50 to 5,000 lives market. Experienced working with National Accounts (ASO).

Part of a cross-functional team that implemented a re-design of middle market sales and installation process, which shortened the length and decreased errors of new case implementation.

One of 12 individuals on the Anthem Field Advisory Panel which met with General Managers and Senior Leadership team quarterly to update and advise on sales, marketing and product development issues facing the organization.

Developed and implemented the Southern Ohio Chamber Alliance (SOCA) product offering in the Cincinnati market with large regional firm (McGohan Brabender - Alliance product).

Focused on Cincinnati and Dayton-based consultants and brokers while serving as their primary middle market contact with Benefits Network, USI Midwest, Horan, Strategic Employee Benefit Services, McGohan Brabender Inc, Cornerstone, Neace Lukens, etc.

Large case sales successes include: Chiquita Brands International (sold direct, no consultant), Belcan (National Account), Fechheimer Brothers (Berkshire Hathaway Company National Account) and General Cable (National Account).

Exceeded both health and ancillary goals as a Senior Sales Executive 2000-2005.

Qualified for the “Presidents Club” trip to Atlantis and Hawaii as a super-qualifier with the President of Anthem Midwest (2004) and President of Ohio (2005).

Top new business Senior Sales Executive in 2001-2005.

Managed $80 million small group block of business (1998-1999) from both a new sales and retention perspective. Retention in 1999 was 90+%.

Exceeded both health and ancillary goals in 1999 (122% and 143% respectively).

For the first two years in this role focused primarily on small group cases (2 to 50 lives).

ADDITIONAL RELEVANT EXPERIENCE

Anthem Senior Advantage Sales, Medicare Risk

Case Management Specialist, Community Mutual

EDUCATION

Bachelor of Arts in Pre-Medicine and Psychology

UNIVERSITY OF CINCINNATI, Cincinnati, Ohio

Worked at University of Cincinnati Hospital in Emergency Room during college (Emergency Radiology and Trauma Department).

Leadership 21 Professional Development - West Chester Chamber of Commerce, Two-year leadership commitment.

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