Mary Floyd Email & Phone Number

Woodland Hills, Ca

Responsible for delivering sales strategies to drive Individual, Dental, and Vision membership growth. Oversee Broker sales support and training, direct sales call center and vendor management, and the community outreach team.

Consulted with Regional Presidents and Market Leaders to deliver strategies, tools and training to drive organic sales growth in the under 100 group employee benefits market - Assessed current state across the enterprise and determined and prioritized areas of opportunity- Led effort to build and launch HUB Complete sales process- Created interactive financial models to improve regional decision making- Initiated RFP for potential Carrier partnerships

Successfully led a $300M project to prepare the organization to comply with Health Care Reform requirements, including new product design, internal and external compensation, vendor RFP and Selection, training, sales and retention strategy, and a new quoting platform. Maintained oversight of Individual and Small Group Broker Services & Support departments, telesales and retention teams, across multiple locations. • Exceeded both new sales and retention goals at a lower than anticipated cost per sale• Oversaw onboarding of 1300+ licensed agents within a three month time frame• Designed and communicated revised internal and external compensation models, surpassing cost per sale savings projections

Hired into newly expanded position reporting to Divisional President providing enterprise wide sales strategy direction and execution for health and specialty products in 14 states. Responsible for a team of ~875 employees and 64K Independent Agents, including all sales distribution channels (Independent Agents, Captive Agents, direct to consumer, Telesales & Field Sales Representatives, Retention Team), internal and external sales training and communication, and Individual and Small Group broker call center support. In 2010 role was expanded to include profit & loss oversite for CA, CO, and NV, representing over $2.5B in annual revenue. Active engagement overseeing all aspects of the business.• Responsible annually for ~500k new sales ($800MM revenue), and retention of 1.8MM members across 14 states• Restructured Captive Agent model, implementing clear accountabilities and processes, saving in excess of $2M• Expanded Broker support service capabilities and reduced transfer rates; resulting in average post call satisfaction rates exceeding 95%• Reduced Telesales administrative costs by 25% by streamlining the enrollment and onboarding process and outsourcing administrative functions to a vendor• Exceeded 2012 West Op Gain by 9% and membership by 3.5% via product management, marketing focus, and improved operational policies

Responsible for development and execution of sales plan and forecasting for a book of 2M Individual and Group members. Initially hired to oversee the Northern CA market. In 2002 region was expanded to include all of CA, and in 2005 I was promoted to lead the West Region, consisting of CA, CO and NV and comprising 45% of Company membership. Hired and coached a 50 person field sales team accountable for recruitment, training and support of 64K Independent Agents selling Individual, Senior and Small Group Health as well as Specialty (dental/life/vision) products. Revised sales activity model to provide greater field presence and focus on Agent recruitment and value added interaction. Launched new portfolio of Group products in CO resulting in a 200% increase in sales YOY.

Joined organization as a Manager tasked with motivating the Field Sales Team and 24K independent Agents to achieve over age 65 health and dental sales in CA. Promoted to Director in 1997 when I built an agent support call center. Set annual sales quotas for territories and created associated sales strategies to achieve goals. Represented Company as a speaker at industry events and Agent meetings. Launched Final Expense product.

Top producing Sales Representative responsible for health and specialty sales (life, dental, vision and retiree plans) and retention in the 50 – 2500 member marketplace. Consistently exceeded goal and premium targets.

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Education record

Education record