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Sales Marketing

Location:
Itasca, IL
Posted:
August 22, 2012

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Resume:

David A. Huff, CLU

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

tmssc3@r.postjobfree.com

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

VICE PRESIDENT, SALES & SERVICE

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

VICE PRESIDENT, SALES

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

1990-1999

DIRECTOR OF SALES – DIRECT MARKETS

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

REGIONAL VICE PRESIDENT

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.

EDUCATION

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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