Led a team of 50, with 2 direct reports responsible for medical and dental sales to the Federal government. Pioneered vision, strategy, and execution of go-to-market tactics, including managing $11M annual budget.  Collaborated with finance to scale department and justify ROI for technology advancements and FTE growth from 28 to 50 employees.  Cross-functional collaboration with marketing, product, underwriting, actuary, and executive leadership team to create a value proposition and set rates and goals that created long-term sustainable growth. Implemented sales performance solutions including training, enablement, and metrics development leveraging salesforce dashboards to make data-driven strategic decisions create accountability, and support performance assessments.Key Accomplishments Generated 31% growth in medical and dental members over 5 years (1.7M to 2.3M members).  Surmounted the incumbent becoming the largest dental plan. Restructured our sales department by creating a sales operations team to meet business needs boosting production and increasing activity by 133%. Transformed reactionary account management team into a proactive high-performing field sales team, implementing SMART goals and KPIs to set expectations, CRM (Salesforce) to establish accountability, and inject transparency, and developed a compensation program to motivate, resulting in a 100% increase in high-gaining activity. Launched 4 new distribution channels wrapped with omni-channel technology to provide a customer-centric focus on conveniently meeting prospects through inside sales, chat, SMS texting, and virtual consulting appointments, built a new sales GTM playbook, and implemented AI technology to catapult conversion rates from 28% to 51%. Utilized Gallup (employer) surveys to identify areas of improvement and implemented action plans resulting in our sales department ranking as top 2% in the company (85th percentile) consistently improving year over year.

Led a team of 18, with 2 direct reports, in a turnaround of 2 lines of businesses falling short of goals. This included creating and executing a strategy focused on go-to-market tactics. • Identified opportunities for change management, created a high-performing team, and improved processes.• Implemented SalesForce for tracking go-to-market plans, pipeline management, and recognizing top performers, resulting in a 60% increase in individual sales.• Recognized the need for diversified sales channels by territory, introducing complementary broker and direct channels, resulting in a 40.8% increase in small group sales.• Created and facilitated a seminar targeting brokers and consultants to demonstrate Kaiser Permanente’s advanced technology in high-quality care delivery.Key Accomplishments• Achieved the largest year of production in history for both small group (40.8% growth) and individual markets (60% growth) and set a growth strategy in place for years to come.• Established multiple alternate distribution channels working with different ethnicities and cultural communities.

Directed a team of 10 focused on turning around the largest account in the Mid-Atlantic States, which had previously lost 5k members per year. • Created and implemented long-term strategies and tactics for sustainable growth to include new hire orientations, win-back campaigns, messaging, value proposition, open enrollment webinars, telesales, medical center tours, low contact member campaigns, new member outreach, and road shows (some of which are now national best practices).• Established a professional development program focused on core competencies to create a high-performing team.• Stood up a CRM, designed its hierarchy, and built out records and dashboards to enable account managers to run their business and provide leadership with better transparency. This drove the right type of activity, recognition, better forecasting, and ultimately membership growth.• Maintained a close working relationship with our medical group to develop benefit changes to include better member outcomes. This relationship also allowed us to leverage physicians to demonstrate our integrated delivery system and how it enabled higher-quality care.• Spun off the Congressional group and managed all responsibilities pertaining to this new group's product, price, promotion, service, growth, and retention.Key Accomplishments• Achieved growth for seven years with 138,000 Commercial and Medicare members, and $735M in premiums. • Grew to the second-largest plan with a 12% market share, and consistently outpaced our competition’s membership growth. • Implemented strategies to improve the average age-in-Medicare conversion rate from 17% to 35%.

Recruited to drive the national go-to-market strategy for all Kaiser Permanente regions for the Federal Employee Health Benefit Plan. This included identifying opportunities for improvement and bringing consistency and rigor to account management across the country. • Enhanced account management effectiveness through the development and adoption of a CRM, Salesforce, to capture account information, and competitor information, track activities, and measure results.• Partnered with regional account management, underwriting/actuarial, pricing, and contracts to make strategic benefit changes, pricing changes, and product changes, and improve consistency of benefits throughout the regions at a national level.• Acquired and used market research and data to develop strategies, messaging, and marketing tools. • Focused on retention strategies, for example:o Managed projects focused on member and subscriber outreach to improve retention (low-contact members).o Accountable for the development and execution of account management account plans, targeting specific agencies deploying 365 tactics, and measuring results.• Focused on growth strategies, for example:o Established and managed a sales team selling to new Federal employees during their orientation process.o Created strategies for new hires, orientations, pre-retirement seminars, and wellness programs to grow membership.o Developed scripts and messaging for field personnel and call centers.o Created and implemented a win-back program to target former Kaiser Permanente members.Key accomplishments• This account had lost membership for 15 consecutive years. Within three years of applying these strategies and tactics, the membership broke even and the program of 485,000 federal members and $2 billion in revenues was set for growth.

Managed a staff of 30 employees, and five direct reports, selling health insurance, Life Insurance, Short and Long Term Disability, Dental, and Vision products to companies with 2-99 eligible employees.• Responsible for the retention and growth of 80,000 members.• Implemented multiple changes to improve production of the staff (i.e. provided a more structured environment, held weekly funnel/leads reviews, implemented blitzes centered on specific goals).• Participated with peers and executive management in monthly manager meetings to review goals and results, discuss business plans, forecast future results, discuss market changes, and collectively make decisions on future changes to the business.• Prepared data and participated in strategic planning sessions every quarter, to compare past ratings and results to forecast future ratings and results.• Analyzed industry competition, compiling information concerning all industry competitors (i.e. benefit outlines, new plan designs, and ratings).• Created several reports to assist in tracking sales, activity, results, and goals.

Managed a national team of eight sales executives who supported and sold services to large and national accounts.Attained 111% of quota in a mature industry.Designed eight geographic territories nationwide and assigned each territory a module of revenue with a quota.Responsible for managing and growing a $90 million base.Negotiated and won new contracts over $35 Million. Developed marketing strategies and distribution channels to deliver new and current 900 services to the marketplace.Built and maintained a team through performance standards and reviews.Developed relationships with customers through negotiations, sales opportunities, and customer satisfaction, (i.e., Sony, HP, IBM, Micron PC, Nations Bank, Banc One, Microsoft, Federal & State Gov., etc.)