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Sales Marketing

Itasca, IL
August 22, 2012

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David A. Huff, CLU

*** ******** *****, ************, **. 60108 Cell 630-***-**** or Fax 630-***-****

Senior Sales & Marketing Executive capable of developing and implementing successful strategies and tactics for managed health care insurance products incorporating multiple distribution channels. Areas of expertise include:

Leadership / Sales /Distribution Management / Product Development

Strategic Planning / Mentoring / Business Development / Marketing

DRH Consulting LLC 2008-Present

Independent Sales and Marketing Consultant with 20+ years of experience in Sales and Marketing Strategies and Tactics of Senior(Medicare) Products,U'65 Individual Health Product's and Small Group Plans .

2011 – Present, working with ATTAC Consulting Group on two separate engagements working with PBM’s developing their Part D and EGWP markets:

. Sales and Marketing Strategies and Tactics, Development and Implementation

. Develop and present Training Program to Clients Internal Sales and Account Reps.

. SME to Clients on Medicare, Part D and EGWP’s

. Develop Marketing materials including Point of Sales and Member material

. Develop market entry strategy

2008-2010 worked with a New York based health plan ElderPlan provided consulting services including:

• Strategic Planning

• Marketing and Sales Strategy Development and Implementation

• Sales Distribution Analysis, Development, Implementation

• Broker Network Development, Contracting, Training and Compliance

• Member Retention and Oversight

During this engagement, I was instrumental and the architect behind developing and successfully implementing an Field Marketing Organization (FMO) in New York named SafePath Benefits Inc.

Interim Executive Director from 1/10-9/10 responsible for all aspects of this start-up Sales and Marketing Distribution Company of Senior Market Products throughout the state of New York. Led this organization thru start-up until a permanent Executive Director was hired.

Reden & Anders, (Ingenix) Chicago, IL 2005-2008

Senior Consultant

Recruited to develop and lead a Marketing/Sales practice for Reden&Anders, specializing in Senior Markets. Products include Medicare Advantage, SNP’s and Medicare Supplements. Provided consulting services with major clients related to:

• Strategic Planning

• Market Feasibility Studies

• Marketing and Sales Strategy Development and Implementation

• Operational Improvements

• Sales Distribution Analysis, Development, Implementation

• Broker Network Development, Contracting, Training and Compliance

• Member Retention and Oversight

Recent Clients: Blue Cross Blue Shield of Michigan – Market Entry, Market Expansion, Interim Staffing; Harvard Pilgrim – Market Entry; VNS of N.Y. – Market Entry – SNP’s; Metropolitan Health Plan – Market Entry; Vantage Health Plans – Market Entry; United American Healthcare of Tennessee – Market Entry - SNP’s

PacifiCare Health Systems, Schaumburg, IL 2002-2004


Officer member of the Secure Horizons Senior Solutions Executive Team -- a $6 billion in revenue division, reporting directly to the Executive Vice President. “Co-Owner” in the launch of new senior products including Medicare Supplement Plans and other Health, Financial and Lifestyle Products designed for seniors. Co-Leader in start up venture with responsibilities including strategic planning, operations, pricing and compensation, building national sales distribution model and marketing.

• Originally came to PacifiCare as a consultant working with Tillinghast-Towers Perrin on this start-up venture before offered a permanent position.

• Responsible for building and staffing national sales office in Chicago area. Identifying and recruited key individuals for skilled positions within organization.

• Instrumental in identifying, selecting and implementing “Backroom Operations” to outside vender.

• Built from scratch a national FMO distribution network for senior products. 27 FMO’s producing $20-$25 million of NAP in 15 states within first 6 months from launch.

• Directly managed a staff of 10 with a budget in excess of $2 million. Co-owner of P/L for this product line.

Conseco Medical Insurance Company, Schaumburg, IL 1999-2001


Senior member of the sales/marketing management team; responsibilities included developing and implementing sales and marketing strategies to attain all divisional sales and profitability targets for Individual Health and Small Group. Assist in the creation and building of a “Franchise Distribution” model incorporating multiple products including Long Term Care, Medicare Supplements and the Homeowners Mortgage Program. Measurements of success include:

• Field management responsibility for 40 FMO’s and career agencies with over 25,000 agents and brokers.

• Generated new business sales of Individual Health and Small Group Insurance in 2000 of over $84 million of net annualized premium a 46% increase while servicing $250 million of earned renewal premium.

• Recognized as providing superior leadership in developing successful marketing strategies and tactics, product development and pricing knowledge.

David A. Huff, CLU

BlueCross BlueShield of Illinois, Chicago, IL



Sales and Marketing Executive for a $600 million Strategic Business Unit. Responsible for the sales and marketing of Group, Individual Health Insurance and Medicare Supplements in Direct Markets.

• Recruited to lead the start-up of brokerage sales of Group, Individual Health Insurance and Medicare Supplements thru independent producer marketing.

• Built and directed sales/marketing organization from scratch to over 40 and managed budgets in producer marketing in excess of $6 million.

• Part of a select management group to design and implement the most successful Group product in company history, Blue Advantage Entrepreneur, with 100,000 contracts sold in first two years.

• Developed and implemented a multiple distribution platform that successfully integrated 6 Brokerage General Agents, 5 Career Agencies, 8,000 direct Agents and Brokers and 4 Company Direct Sales Representatives.

Washington National Insurance Co., Evanston, IL 1987-1990


Career life insurance company transitioned to a brokerage distribution for Individual Health Insurance, Small Group and Annuity sales.

• Supervised 35 MGA’s and Career Agencies in 18 eastern states.

• Developed and implemented successful sales and marketing strategies that increased new annualized premium from $1.5 million to $21 million.

• Leading region out of four in total new business premium for 1988 and 1989.


1976 Bachelor of Science – Bradley University

1983 Chartered Life Underwriter, American College

1985 Agency Management Training Course (AMTC)

1987 LIMRA Field Officer’s School

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