Bobby Otsuka Email & Phone Number

Sacramento, CA, US

Sacramento, California, United States

• Recruited and hired a team of 26 independent Medicare sales contractors.
• Responsible for both sales and operations management including selling, interviewing, onboarding, licensing/appointments, systems training, call compliance, sales coaching, and sales forecasting.
• Created daily, weekly, and monthly sales targets to consistently meet company quotas.
• Held agent coaching 1:1’s to produce action plans/follow-up sessions targeting increased performance pertaining to different parts of the sales process.
• Partnered with sales management and compliance to update the sales script to meet CMS requirements and maximize agent efficiency.
• Organized spreadsheets pertaining to agent’s licenses/appointments to ensure no lapse of coverage due to expirations.

Greater Sacramento

• Responsible for hiring and onboarding the largest team in the company (7 supervisors / 99 agents) for 2023 hiring ramp.
• Partnered with eHealth’s internal Sales Mastery University to maximize efficiency and drive performance through agent education.
• Led weekly 1:1s with each supervisor, auditing performance and agent coaching to provide feedback for improvement.
• Managed finances and budgets pertaining to supervisor and agent expense reports.
• Created content for corporate presentations and videos for use on a national level to educate supervisor leaders.
• Set parameters for agent conformance pertaining to shift schedules and agent productivity.

Greater Sacramento

• Built relationships and coached agents through daily sales huddles, 1:1s, positive reinforcement, and accountability to ensure sales targets were met.
• Created sales script guides and training videos pertaining to the different types of lead sources utilized by company on a national level, which increased conversions by 3%.
• Liaison between sales and sales ops to develop ideas to improve effectiveness and efficiency of company CRM.
• Participated as a lead trainer for mass hiring in 2021; hosted daily presentations for 80+ agents and organized sales pods to implement and execute content.
• Hired as Medicare Sales Rep in 2019 and promoted to Supervisor in 2021.
• Submitted 450+ major medical applications for 1H 2021.

Greater Sacramento

• Pursued and qualified valued business opportunities.
• Built trust and presented recommendations to potential clients.
• Averaged over 150% of sales quota on a monthly basis.
• First rookie Sales Rep to double monthly quota in first month of active field sales.
• Utilized lead resources including cold calling, relationship building with existing customers and organized local events to build pipeline.

Greater Sacramento

• Cold called 20 warehouses per day on East Coast in search for drayage opportunities.
• Onboard new accounts and maintain positive relationships with existing customers.
• Oversee all financial, operational, and sales activities.
• Brought on 14 new accounts in the first 3 quarters valued at $350,000+ in revenue.
• Increased operating efficiency by strategic selling; focused on shipping lanes that were consistent with current business creating fewer empty hauls.

Greater Sacramento

• Supervised a team to ensure fast and successful turnaround times and repair rates.
• Led weekly calls with accounts providing active updates on performance and new opportunities.
• Analyzed forecasts and schedules based on capacity and customer volume.
• Trained new hires: Fleet Supervisors, CSRs, Dispatch, Equipment, and Accounts Receivable.
• Doubled business volume and increased fleet size by 35+ trucks.