Account Executive

Identify and engage with interested clients through strategic outbound prospecting across Northern California to drive new business revenue. Hold a strong understanding of the product benefits and advantages within the market and use this to prepare and execute the right strategies for each Client. Conduct demos for prospects while concurrently being responsible for managing existing accounts to maximize revenue capture and retention. Selected Contributions: Aggressively pursued sales targets and increased annual territory revenues by 850K in 5 months by acquiring four new clients per month (150% of goal). Grew order volume from the largest account in Sacramento from 60k units per month to 240k. Maintain high rates of customer satisfaction and retention by rapidly resolving complex issues and consistently provide exceptional post-sale service.

Develop strategies for increasing opportunities in assigned territory. Build, maintain and source positive relationships with prospects, clients and business partners. Selected Contributions: Increased annual recurring revenue by 900k by identify strategic partnerships and collaborating with the distribution team to ensure timely order processing and fulfillment to increase average order size.

I boosted sales of the industry-leading People Risk Management Solution (PRM) across the Midwest U.S. by delivering engaging sales presentations and product demos. In a relatively short timeframe, I managed to create new business opportunities with three of the top 10 insurance brokers in the Midwest, Gallagher Insurance Agency, BB&T, and McGohan Brabender.

Uncovered new sales channels to drive new business revenue across CA, AZ, TX, NY, MA, PA, VA, NJ, and FL for a provider of cloud-based benefits administration technology and human resources services. Drove business growth by creating new partner channels for the entire organization. Selected Contributions: Achieved an average of 130% of each annual revenue goal of $1M from 2014 through 2017. Created the insurance carrier and payroll partner channels, increasing annual revenue by 30%. Key accounts acquired include Lockton, HUB International, and Filice Insurance Services. Selected by management to train, coach, and mentor new hires due to consistently high performance and comprehensive product expertise.

Manage a book of business with regards to their health benefits. Submit census and group information to carriers, and compile the benefit and rate comparisons in a proposal format. Meet with the Human Resource contact to discuss billing, applications, customer service, renewals, COBRA, and day-to-day operations. Update open enrollment packets on an annual basis for clients as well as updating their benefit and rate information. Attend open enrollment meetings as necessary.

Manage a team of 10 employees while maintaining 200 clients, or 4,500 member accounts in Web COBRA and 8,000 members in P&W. Supervise the daily operations of the COBRA and FSA team’s activities. Handle policy and employee issues in conjunction with Human Resources. Monitor department workloads and track the department’s progress, performance and productivity. Create and maintain department and staff goals as well as establish guidelines and standardized processes for COBRA and FSA administration. Provide routine reporting to all groups and Senior Management as necessary. Ensure our compliance with federal and state regulations. Address escalated COBRA and FSA related issues. Interact with carriers and clients to foster positive working relationships. Maintain current and complete awareness of Section 125 and principles and practices of health and welfare programs including COBRA, HIPAA and ERISA.

Manage a team of 5 employees with the daily functions of COBRA administration. Create proposals for potential clients and implement all new COBRA clients onto our eligibility and COBRA systems. Work directly with the brokers, groups and carriers to ensure a positive and successful implementation. Handle the daily functions of the COBRA department and delegate work functions accordingly. Promptly research and respond to escalated issues. Maintain current and complete awareness of health and welfare programs including COBRA, HIPAA and ERISA.