Sales Representative Customer Service

ROBERT B. LUTHI

**** ******* **** *****, *******, Tennessee 37013

615-***-**** Land 310-***-**** Mobile

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

Outstanding success building regional premium and fee volume, as well as sales team development. Additional expertise in life and health underwriting, budget planning and legal compliance. Self-disciplined and energetic, possessing the ability to make sound, proactive decisions in a fast-paced, changing environment.

PROFESSIONAL EXPERIENCE

SALES REPRESENTATIVE November, 2022 To April, 2024

Christian Care Ministry (CCM) / Medi-Share, Melbourne, FL

Appointed as CCM’s first “Employer Program” Sales Representative for the state of Tennessee, promoting the Medi-Share Christian healthcare sharing program to churches, Christian schools/colleges, and other non-profits. After two months of training, made 100 to 150 telephonic contacts with prospects per week in addition to ten to 20 face-to-face sales calls per week in various Tennessee cities. By April 30, 2023, had generated in excess of $230,000 of annualized ‘Monthly Share’ revenue, with an expected total of $300,000+ by the June 30th close of CCM’s fiscal year. CCM elected to terminate the “Employer Program” April 24, 2024 and all 21 employees in that division were laid off.

P/T SENIOR PRODUCE CLERK June, 2017 to October, 2022

Publix Super Markets, Nashville, TN

After relocating to Nashville, TN from Los Angeles in 2016, accepted this part-time opportunity to provide superior customer service at this employee-owned supermarket chain of 1,400 stores headquartered in Florida. Tasks included correctly stocking of shelves and coolers, pulling all expired products using SIIMS inventory control system, continual cleaning/sanitizing of all areas within department, and up-selling whenever possible. Awarded Publix’s Certificate for Outstanding Customer Service six times.

P/T FLOOR SALES CLERK March, 2016 to May, 2017

The Home Depot, Los Angeles, CA & Nashville, TN

Having sold RBL Associates in February, 2016 and attempting retirement, accepted this part-time position in Home Depot’s Tools & Hardware Department. Tasks included assisting customers with their product needs, providing advice and recommendation on their projects, stocking of all shelves in a four-aisle area and unloading pallets on the loading dock. Because of exceptional customer service, Home Depot arranged a transfer to a Nashville store in June, 2016 in spite of my part-time status.

INDEPENDENT CONSULTANT June, 2006 to April, 2016

RBL Associates, LLC, Los Angeles, CA

Provided objective group benefits consulting services to corporate clients with 20 to 1,000 employees. Thorough analysis of group Health, Dental, Life/AD&D Disability, Voluntary/Worksite coverages and cost-containment features, as well as COBRA, FSA and FMLA programs. Offering team assistance on over 40 clients in the past nine years, with plan design alterations and carrier recommendations accepted over 90% of the time.

REGIONAL VICE PRESIDENT December, 2003 to June, 2006

National Employee Benefit Companies, Inc. (NEBCO) – Warwick, RI

Appointed as the company’s first Western Regional Sales VP by this privately held retiree medical outsourcing firm. Responsible for all sales and client management functions in a seven-state territory, using well-established relationships with national and regional brokers/consultants. Within first 12 months, firmly established company’s identity within brokerage community and generated over $200,000 of new annualized premium through nearly 90 corporate and public RFPs. Initiated well-received mass-mailing campaign to nation’s largest association of TPAs promoting NEBCO’s PBM subsidiary, IdealScripts. Assisted in design of and promoted new retiree medical product specifically for the California public sector market that competes directly with the CalPERS products. The West Coast office was closed June 1, 2006 and consolidated into the Rhode Island headquarters.

OWNER, REGIONAL GENERAL AGENCY July, 2002 to December, 2003

DoctorSavings, LLC – Poway, CA

Established first broker/consultant marketing GA for this new Access Plan designed

to provide significant PPO savings to the nation's working uninsureds. In first 12 months of this new endeavor, acquired 14 new accounts which developed

more than $400,000 in new membership fees and more than $60,000 of commission income to the general agency. Designed new sales literature including brochures, employer marketing kits and enrollment packets. Established relationships with two leading Internet marketing organizations that generated 1,000 new members yearly. However, after 18 months, income did not cover expenses and franchise was terminated in favor of a new direction.

ASSISTANT VICE PRESIDENT, SALES January, 2000 to July, 2002

AIG American General Life Companies – Los Angeles

Responsible for redeveloping broker relations and increasing sales in Greater Los Angeles, Long Beach and Inland Empire regions after three years of neglect. Products included Group Life/AD&D, STD/LTD, PPO Dental, Medical Stop-Loss and complete portfolio of voluntary, worksite coverages. Second in command of Western Region sales/ account management teams plus annual budget. In first 10 months of 2000, wrote more than $1 million in new Life and LTD sales in assigned regions, an increase of nearly 300% from prior year. Hired and trained first Account Manager for the region. Assisted in re-establishing and training of new Underwriting and Proposal Department within regional office. American General was acquired by AIG in late 2001 and ultimately all major sources of new business were shifted to existing AIG sales personnel. Left for a new entrepreneurial opportunity.

MANAGING DIRECTOR, SALES & CLIENT MGMT. 1998 and 1999

PacifiCare Dental & Vision – Santa Ana, CA

Generated new DHMO, Dental PPO and Vision commercial and labor sales and negotiated policy renewals with major brokers and clients in California, Oregon and Washington. Managed budget of $3.4 million and sales/ retention efforts of 21 direct and non-direct reports in five California offices, provided total sales support for four other non-California marketing teams. Designed, implemented and staffed new sales and account management organization in California, resulting in much improved broker interaction and sales activity. Revised existing sales teams’ incentive compensation plan with clearly defined goals and rewards, generating 12% increase in sales and 4% increase in member retention through July, 1999. Designed, introduced and administered new cross-selling program to PacifiCare medical HMO teams, resulting in more than 60% of new 1999 sales originating from this sister company. Left for better opportunity with a major life & group company.

REGIONAL DIRECTOR, SALES & MARKETING 1996 to 1997

Health Net – Santa Monica, CA

Directly responsible for sales, service and renewals of all health-care products in the 51-to-5,000-employee market. Products included HMO, POS, PPO, out-of-area Indemnity, Life/AD&D, and COBRA administration. Supervised staff of 36 including a Sales Manager, Client Manager, five Sales Account Executives and seven Account Managers. From July, 1995 to July, 1996, Los Angeles membership had dropped 24%. Under new leadership, membership increased 5% by April, 1997, in spite of extremely conservative rates and underwriting practices. Trained staff on new PPO product and served as area professor for Health Net’s “Sales & Marketing University.” Spearheaded redesign of broker override program to encompass profit, net growth and new sales. Recruited and trained four Senior Account Executives. Position was eliminated after merger with Foundation Healthcare of Sacramento. Was offered new position in Colorado, but declined due to local family commitments.

MANAGING DIRECTOR

UltraLink Administrators (A Former Division of FHP) – Santa Ana, CA (2 years)

SENIOR VICE PRESIDENT, SALES & MARKETING

U S Benefits, Inc. / USB Insurance Services – Costa Mesa, CA (6 years)

REGIONAL SALES & SALES MANAGEMENT POSITIONS

CIGNA Special Benefits – Los Angeles / Orange County (20 years)

EDUCATION

B. S. Degree, Economics • Cal State University, Long Beach, CA

Post-Degree Accounting and Business Courses • UCLA - Los Angeles, CA

Excellence in Management • CIGNA - San Francisco, CA

Wilson Learning Lab • Torrance, CA

Xerox Professional Selling Skills • Los Angeles, CA

LICENCES

California Life & Disability Agent’s License • No. 0471979

California Fire & Casualty Broker’s License • No. 0471979FC

Contact this candidate