Responsible for bswift Enterprise Sales team, focused on driving benefits strategies and engagement with the largest employers in the United States

• Responsible for the company’s direct new business revenue generation • Drive company growth strategy• Manage team of Sales Vice Presidents and Solution Architects• Lead distribution channel development and ongoing management• Lead strategic partnership strategy, development, and ongoing management• Team staffing and performance management

• National large market sales lead for COVID-19 vaccine/testing tracking services- Regional sales responsibility (Northeast) for bswift’s suite of services• Develop and execute regional sales/growth strategy• Client and consultant relationship ownership and development in the northeast• Sales pipeline development and opportunity management• Lead RFP responses, internal team meeting preparation, and all stages of prospect meetings• Negotiate initial sales contracts and letters of intent• Represent bswift at consultant forums and industry events• Advise internal product development and marketing on market trends and client interests/needs• Partner with Aetna National Accounts to penetrate Aetna’s national account book of business

• Relationship and strategy lead for Bank of America, Aetna's largest and most complex client ($1.5 billion in annual claim spend, $487 million in revenue, and 440,000 members across all lines of insurance business excluding retiree medical and pharmacy)• Relationship and strategy lead for United Airlines, a designated Aetna jumbo medical client ($23 million in revenue, 172,000 medical members)• Maintain executive-level client relationships• Built and implemented the 1st Bank of America contract renewal strategy; secured contract extension and infused consumerism and wellness into Bank of America’s benefits program• Maintain productive day-today working relationships with Bank of America, United Airlines, and consultants• Develop, implement, and evolve client retention plan focused on innovation, clinical solutions, and trend management • Lead internal Aetna account team and extended resources aligned to Bank of America and United Airlines from network, medical economics, clinical solutions, and actuarial• Ensure client(s) and consultants are current on Aetna capabilities to create new business opportunities• Lead any/all procurement and RFP activity• Deploy and manage client stewardship process• Represent Aetna in community and industry events

• Manage northeast national account sales support team comprised of 12 proposal writers and project managers• Oversee the development and delivery of national account proposals for the northeast region inclusive of proposal strategy development, response content, coordination and deadline management, benefits exception review, and binding offer / contract signature authority• Participate in sales meetings, presentations, and/or site visits; partner with sales lead(s) on agenda / materials development and delivery• Cultivate and manage relationships with various internal / external customers• Qualification of incoming requests for strategic and capabilities match• Influence financial positioning on proposals• Lead and/or participate in inter-departmental and cross-organization projects• Staff team and department; manage on-boarding new hires

• Lead creation of the Aetna National Account segment’s ($8 billion in revenue) 3-year strategic plan and annual operational business plan on behalf of the President of Aetna National Accounts, for submission to Aetna Inc. President and Board of Directors• Lead development of quarterly business review content for Aetna National Accounts• Manage & lead execution of strategic and operating plan components• Lead creation of Aetna Cost and Trend Analysis (ACTA) business unit• Drive improvement in organizational performance by implementing and enhancing management processes within national businesses and by influencing enterprise processes• Partner with constituents across the enterprise to drive strategic and operational alignment and facilitate plan execution

• Influence operating model development for 3rd party private exchange business• Influence proprietary Aetna exchange build• Build and maintain productive relationships with plan sponsors and consultants• Maintain executive-level client and consultant relationships• Update external constituents on Aetna capabilities to create business opportunities and/or enhance the understanding of Aetna capabilities to meet / exceed sales, retention and profitability objectives

• Manage team of 15 dental underwriters responsible for both new business and renewal activity, across all segments - national account, middle-market, and Small Group• Execute & lead Aetna Dental Underwriting’s integration efforts with Aetna’s (middle-market) medical underwriting organization• Negotiate with customers and consultants on high profile and complex cases• Oversee Small Group post-sale underwriting processes & new case installation support• Influence and lead process improvement initiatives to improve productivity, accuracy, and customer service • Develop and influence underwriting strategies for the markets/segments in concert with matrix stakeholders

• Manage & forecast $74.0 million of managed expenses for CIGNA’s Group Insurance division• Develop the annual & mid-year (MA&O) operating expense plan for 3 departments: Sales, Underwriting, and Accident / Specialty • Participate in strategic & operational plan development for each respective department• Provide financial & strategic consultation on proposed organizational change, project initiatives, resource allocation, & daily business decisions• Build relationships with key departmental & divisional leaders to ensure expense management discipline & consistency with strategic objectives• Communicate monthly expense results to departmental senior management representatives and division controller • Explain monthly expense results and offer recommendations to facilitate ongoing disciplined expense management• Create & maintain staffing models• Manage staff of 3 people

• Statutory & GAAP accounting for CIGNA’s New Hampshire healthplan• Prepare the annual, quarterly, & monthly financial statement filings• Ensure financial statements are in compliance with legal requirements & regulatory guidelines• Develop monthly Summary of Operating Results with insight into the healthplan’s financialperformance for management and field partners• Analyze managed/non-managed expenses, medical expenses, revenue, & membership results• Post standard monthly journal entries, reconcile balance sheet accounts, & develop various other financial analyses for management metrics• Participate in monthly conference calls with field matrix partners to explain financial results, discuss upcoming reporting periods, and develop strategies for continually improving results

• Underwrite new and existing medical, pharmacy, and dental insurance business by analyzing, appraising, & selecting risk opportunities• Quote & manage healthcare portfolios that included Indemnity, PPO, POS, & HMOproducts under fully-insured, minimum premium, ASO, & Guaranteed Cost funding arrangements• Competitively price benefit plans to meet profit, persistency, and sales goals• Forecast and review individual book of business earnings on a quarterly basis• Complete year end case accountings, including setting appropriate reserves & expenses at the case level• Negotiate financial positions, consult on healthcare benefit plans, and interact with outsideconsultants/brokers and customers