John Kulp Email & Phone Number

Harrisburg, Pennsylvania, United States

Oversee operations, staff and associated revenue activity underneath the PA Auto Assoc Insurance Agency division. Responsible for more than $150 million in fully-insured associated premiums, as well as $100 million of premium related activity in the self-funded space. Proprietary programs and services to include Association Dental, Vision and Life plans; as well as several TPA functions including consolidated billing, enrollment and COBRA functions. *Five administrative/op teammates, as well as six field Reps (Regional Managers).

Responsible for the direct management and oversight of our Mechanicsburg, PA Benefits Office, as well as a member of the Executive Team for our Brown of Brown of PA profit center. Oversaw sales and account management responsibilities for a core team consisting of seven producers and account managers, while also managing a direct book of large, self-funded business. Additionally, oversaw seven sales, support, service and implementation staffing roles supporting new sales and account management. Overall Employee Benefit book of business of $10 million +. Recipient of 2019 B&B Annual Leadership Award. Other responsibilities include benefit operations and work flows in our division, as well as forecasting, P/L projections, Operating Margins and Expense-to-Revenue projections for Employee Benefits activities across the profit center. Pioneered and created a number of proprietary arrangements including 3 lucrative prescription-based arrangements with an average of 40-50% savings on specialty meds, a direct lab and high cost imaging bundle, an Orthopedic surgical VIP program bundle as well as a private-labeled COVID Temp Scanning service(s). Additionally, involved in the implementation of a proprietary Stop Loss Consortium and Captive implementation.

Harrisburg, Pennsylvania Area

Provided hands-on suite of services for employers consisting of financial risk assessment, government compliance initiatives and legislative reporting obligation fulfilment. Extension off of past client relationships.• Working relationships with former benefit clients to include ACA reporting, Obamacare and affordability guidance.• Union guidance, benefit and cost benchmarking• Benefit reccomendations and succession planning• Negotiation reccomendations relative to benefit renewal packages

Carlisle, Pa

Served as head of the Employee Benefits Department, functioning as a performance driver and market builder with full authority and accountability for business development, marketing, branding and communications strategies and results. Provided leadership, guidance, support and supervision to a team of producers and sales support specialists, while additionally managing a large, direct book of revenue. Outperformed expectations, within three years grew the Employee Benefits Department 154%. Tripled revenues over the course of a four-year tenure. Hand selected by the Board of Directors to cultivate and manage the agency's top revenue producing accounts, while overseeing all new sales and retention efforts. Built an agile and high performance sales team from the ground up with a unified vision and goal. Fostered the performance development of staff through ongoing mentoring and training in account management and development for specialized and complex markets. Pioneered the development of a localized online provider marketing portal to assist customers with their selection process. Forged entry way into a new market and successfully added 300 + individual line accounts into the portfolio. Educated employer groups on Medical Value initiatives including ACO's, Patient-Centered Medical Homes, and Value Based Benefits as a result of CMS Medicare Savings program.Appointed to manage and lead the Health Care Reform (PPACA) Legislation for entire agency including marketing materials, how-to-guides, systematic processes, and compliance services. Customized and led Health Care Reform Seminars attended by more than 1,000 employers contributing to the development of a robust pipeline. Created and developed an ongoing monthly webinar series for agency book of business.

Harrisburg, Pennsylvania Area

Increased market penetration and brand awareness; provided front line leadership to a team of five Sales Executives overseeing market penetration, account development and cultivation, marketing and communication strategies. Provided training, mentorship and employee development to new team members. Additionally, led two internal SAT Committees developed to optimize market visibility and process efficiencies. Solicited for a full product portfolio of medical, Rx, dental, vision and additional ancillary lines to our direct prospects. Directly assigned and partnered with PA's top "power brokers" and large agencies while assisting with strategy, differentiators, winning and retaining business. Proficient as a consistent and dominate producer, earning several awards including 8X winner of Rep of the Quarter and the #1 Sales Executive company wide. Outperformed aggressive sales goals for three consecutive years, setting the new benchmark for success and achieving a historic YOY growth.

Harrisburg, Pennsylvania Area

Served as company's primary sales contact for soliciting Taft-Hartley Health and Welfare Fund Accounts while leading and assisting the Regional Sales Staff, Select Accounts, and Small Group Sales in closing over 100 accounts in two years.Led department in all direct sales categories throughout tenure. Named National Labor Rep of the Year in 2007 by BlueCross BlueShield Association, across all “Blue” plans across the country.

Harrisburg, Pennsylvania Area

Directed a sales team of six Sales Reps during two national open enrollment periods in which we marketed a broad portfolio of Medicare Part D Prescription drug products. Led team in Medicare Part D Sales by closing over 100 accounts in an annual open enrollment period. Major contributor to proposal customization, product portfolio, and product life-cycle. Routinely looked to for conflict resolution and member engagement initiatives. Handled managerial/leadership duties until full-line resources and Secure Rx team was fully in place, while also handling the full-time duties of a Capital Blue Cross Sales Representative.

Harrisburg, Pennsylvania Area

Presented an extensive portfolio to prospects on a daily basis to include medical, prescription, dental, vision,disability, life, critical illness, worksite, gap and key-man lines of business. Led the department in all sales categories for the 2004, 2005 and 2006 sales years. Maintained a 96% customer retention rate over a three-year period, while being responsible for a book ofbusiness existing of 620 clients. Customized call scripts and value propositions for our team to enhance a more customer eccentric approach. Promoted to team lead of eight staff in just under two years

Bachelor’S Degree, Business Administration And Management, Marketing, Cum Laude Honors

Activities and Societies: Varsity Baseball (2000) Varsity Football (2000-2002) Varsity Football, Special Teams Player of the Year (2001)

Academic/Business Mgmt

Activities and Societies: Varsity Football (1996-1998) Varsity Wrestling (1995-1998) Varsity Track (1996-1998) National Honors Society