Senior account relationship executive with extensive experience in developing, retaining and growing client relationships.Demonstrated leadership in addressing client needs and development of business opportunities with a focus on retention and revenue growth. Proven history of building strong partnerships with clients and expanding existing client engagement. Demonstrated achievements in expanding existing client engagements and exceeding account revenue goals. Significant experience in restoring mismanaged and unprofitable clients to improve client trust and bottom line results. Successful career in domestic and international HR benefits consulting. Client Strategy Account Transformation Account Expansion Revenue Growth Profitability Client Satisfaction and Retention Large Account Team Management/Coordination Partner with Practice Leaders Cross-Sell Contract Negotiations Leader Mentor Coach Deep expertise indomestic/international HR benefits
Buck Consultants, a Xerox CompanyPrincipal, Global Client Manager
Responsible for retention, growth and profitability of 12 accounts with annual revenue of $13M Responsible for developing/updating account planning, client satisfaction, salesforce.com Conduct annual external client satisfaction surveys and internal account planning Improve profitability and cross selling new initiatives to clients Form solid partnerships and trust internally and externally: successwith three major clientswho used to view Client Manager as "sales person" and refused to accept Client Manger Develop partnership with practice leaders Work effectively with senior management as well as strong leadership proficiency in coaching and performance management of account team Participate in Buck Mentor Program Create and deliver value-add solutions to address business problems by leveraging combined domestic/international benefits expertise with client-facing skills and strong business acumen Clients in diverse industries in the public and private sectors; sample clients include: Bechtel, Doosan Group, DSM, International Flavors & Fragrances (IFF), Mitsubishi International, PBGC, Reckitt Benckiser, United Nations, U.S.
Virgin Islands, and World Bank Group Added strategic value for client growth and identified areas of cross-selling opportunities to generate new business; some examples include: - Bechtel (became Client Manager 8/2012) 14-year relationship has been limited to actuarial services only; expanded relationship and won private health exchange for post-Medicare retirees: total contract value $800k over 5 years - Doosan Group (South Korea conglomerate company) Led proposal and won global compensation planning & design, including compensation strategy, benchmarking study, communications, etc.: 2-year project, with total fees of $800k+ Led proposal and won global mobility consulting, including assisting in developing an efficient and cost-effective solution: $300k+ Assist in annual renewal of expatriate health plans - DSM (became Client Manger 1/2013) 22-year relationship has been limited to actuarial services M&A consulting: 500k+ - IFF (became Client Manger 5/2013): Buck's 45-year actuarial relationship has been solely with IFF Finance and has had no relationship with HR; successfully developed relationship with HR and expanding Buck service offerings outside actuarial services Outstanding significant proposals: - Global benefits coordination: est.
contract value: $600k over 3 years - Global risk benefits financing efficiency study: est.
150k Pipeline significant projects: - Latin America benchmarking & plan design: est.
300k - Global financial wellness: est.
contract value $ 300 - $600k over 3 years - Global employee portal: est.
contract value $600k over 3 years - PBGC (became Client Manager 4/2011): Existing work with Policy, Research and Analysis Department (annual revenue of $200k) combined with significantly expanded scope (additional annual revenue of $800k) put out to bid Led strong proposal, including assembling "right expanded" team - finalist selection process was obviated Awarded 5-year contract through 9/30/2018; grew total contract value from $1M to $5M - World Bank Group (became Client Manager 7/2012): Actuarial work put out to bid driven by the Bank's procurement; Buck has been the Bank's actuary for over 65 years; the first RFP process ever for the recurring actuarial work; led proposal/finalist presentation/contract negotiations and successfully secured the work through 12/31/2023, with total contract value 6M+ over 10 years Buck's 65-year relationship has been limited to actuarial services only; expanded relationship beyond actuarial work and won pharmacy consulting, with total contract value $1M+ over 5 years Pipeline significant projects: - Global financial wellness: est.
contract value $600k - $1M over 3 years - Communication consulting on benefits, including ongoing consulting: est.
contract value $450k -600k over 3 years.
Lead and manage Buck's Global Consulting Group Specialized resource for global coordination and project management Local technical resources for non-US locations Facilitate work with Buck non-U.S.
offices and affiliates Seamless execution from global and regional perspective Drive new global business development, focusing on enhancing Buck's market presence/brand recognition in global business space Build non-U.S.
infrastructure; focusing on globalizing lines of business - Published Buck's first quarterly global publication, "Global View", addressing global benefits, compensation, strategic HR and country specific issues; produced in Spanish, Japanese and Chinese - Published Buck's first bi-monthly newsletter, "FYI Global" - Initiated Global Road show and served as the Chairperson of the Steering Committee: attended by over 150 multinational clients/prospects - Initiated "Global Survey on Accounting Assumptions" Develop global products and technology - Introduced Buck's first global suite of Web-based benefits and HR solutions, TM " "Global Vision Expand global network - Expanded global footprint from 6 to 50+ countries by identifying the best resources in each country and formed affiliate arrangements Act as lead global consultant for multinationals Serve as Account Executive for large clients.
Buck ConsultantsPrincipal Consulting Actuary
Act as lead global benefit consultant for large multinationals, leading U.S/non-U.S.
client team and overseeing project management Serve as Account Executive for large accounts, overseeing client relationships, retention, business development, cross-selling and financial management Manage a unit of benefit consultants, leading and motivating 15-person team of benefit consultants.
Responsible for overseeing and delivering actuarial services to corporate and public clients, ensuring accurate, timely, and cost-effective results by identifying business problems and providing solutions Among the most productive Directors in the Firm Manage most productive department in the Firm,leading and coaching 12 actuaries as well as handling goal setting and performance reviews Act as Account Executive for a number of clients Foster strong royal client relationships Revenue responsibility from a managerial perspective on multiple accounts, with annual revenue of $5M, including the largest account of the firm, conglomerate Fortune 100Company Responsible for profitability - prepare/monitor budgets for all projects New business development, cross-selling, client retention, project management and quality control Serve as global consultant for large multinationals Oversee/manage multi-practice projects involving consultants around the globe Broad range of actuarial and consulting experience in the design, implementation and administration of domestic and international pension plans with a diverse client base, including conglomerate Fortune 100 Companies Extensive experience in all phases of domestic and international pension plan consulting, including local funding, regulatory and accounting issues Perform numerous global corporate mergers and acquisitions: due diligence, post transaction activities worldwide, including transition planning, integration, harmonization, implementation.
Education and Training
New York University New York University, Stern School of Business and AdministrationB.A: MathematicsGPA: cum laudecum laude Mathematics
Associate of the Society of Actuaries Member of the American Academy of Actuaries Fellow of the Conference of Consulting Actuaries Enrolled Actuary