$2B Health Plan In Delaware. Joined Highmark Blue Cross Blue Shield Delaware as President in August 2018 to revitalize key relationships in the market while transforming internal corporate culture. Leads strategic activities related to retention and new sales, including development and execution of the vision, sales plan, strategic objectives, policies, procedures, and distribution channels that support corporate objectives. Provides leadership and direction to the division, as well as serves as the Delaware site leader. Represents Highmark in the market with producers, customers, regulators, and other community stakeholders. • Generated $99M of margin/cash reserves on total revenue of $2.6B in 2023. • Enrolled an all-time high of 640K members from the state of Delaware, representing 64% of the state's total eligible population.• Exceeded plan financial targets annually for all targeted market segments, including commercial large group, small group, ACA individual, Medicare, and Medicaid.• Achieved a 62.5% overall market membership share across all healthcare segments.• Launched a Medicare Advantage product in collaboration with Bayhealth and ChristianaCare.• Achieved 100% client retention, exceeding a goal of 93%, and meeting "New to Blue" sales targets for all market segments.• Attained the Human Rights Campaign's Corporate Equality Index perfect score for 4 consecutive years.• Contributed to the organization being recognized as one of the 2023 and 2024 Top Places to Work in the USA.

Successfully sold HIA to Savoy after a bidding war, negotiating favorable terms that benefited both the business and its people. Integrated HIA into Savoy, turned around another recently acquired subsidiary of the company, and launched a new business multi-channel unit. Savoy is a multi-state wholesale agency that provides a full suite of health and specialty benefits, including individual health and life insurance and Medicare.Oversaw both wholesale and retail operations for the business, integrating both HIA and another newly acquired retail business. Directed the activity for consumer and Medicare products across 5 states, with 80K individual consumer policies, 13K Medicare policies, 500 agents, $1.6M of consumer product margin, and $1.5M of Medicare product margin. Led government relations activities at the federal and state levels to guide and shape legislative and regulatory improvements. Positioned the business for sale to a private equity firm.• Acquired and integrated 12 retail agencies over 18 months, growing revenues and profitability from -7% to 5.5%, generating an incremental operating margin of $3.5M. • Drove annual revenues of $3.6M while working with 130 co-brokers, 1668 clients, and 75 carriers.• Achieved 100% retention of HIA wholesale and retail clients, staff, and wholesale broker partners following Savoy's acquisition.• Improved operating margins from -7% to 5.5% in 18 months, generating an incremental operating margin of $3.5M by rationalizing the expense structure of the newly acquired retail business, cutting expenses, consolidating offices, and improving profitability.

Delaware's largest independent health insurance agency, assisting employers, individuals, and Medicare beneficiaries with their health insurance options. HIA was an insurance benefits organization working with businesses and individuals to establish a framework to improve outcomes and provide actionable business intelligence while simplifying the process of employee benefits plan delivery and administration. Started as an independent 1099 contract producer, then strategically acquired the firm from five legacy partners and orchestrated 400%+ growth by scaling both the wholesale and retail sides of the business. Developed a sales strategy focusing on education-based selling in a commoditized market and coached the team to differentiate the agency from the competition. Grew the business from 2009 to 2015, then generated a bidding war, eventually selling HIA to Savoy in December 2015.• Created 320% wholesale segment growth attributed to the implementation of technology-based standard operating procedures that significantly improved backroom operations. • Fostered unwavering loyalty among independent agents by ensuring that agents received timely, full monthly payments—a groundbreaking practice.• Led 80% growth in the direct-to-consumer side, utilizing a customer-centric approach that, despite turning away 75% of prospects, yielded annual, year-over-year revenue growth of 10%, with 80% of this attributed to referrals. • Boosted profit margins by 20%+ annually, culminating in industry-leading EBITDA of 43% upon the company's successful sale in 2015, despite the challenging business environment created by the Affordable Care Act's reduced commission levels.• Exceeded sales targets annually with sales growth of 126% while reducing expenses and holding them at current levels by leveraging customer relationship management system, targeted marketing campaigns, and enhanced operational performance.• Increased broker base 3X resulting in new business with 17% GMs.

Hired to manage accounts receivable, payable, and staffing of wholesale and retail sales and service corporations while also achieving unparalleled industry sales figures.• Consistently achieved annual revenue growth and profit year over year.• Received NAHU Leading Producers Round Table's highest award of Lifetime & Qualifying Soaring Eagle every year since 2004.