Innovative and forward thinking professional with expertise driving business growth to exceed expectations. Expert in rapid growth outcomes, and talented coach and collaborator.
Skills
Forward Thinking
Customer Focused
Passionate
Mission Driven
Growth Minded
Competitive Spirit
Entrepreneurial
Data and Results Driven
Positive Collaborator
Servant mindset
Work History
Senior Vice President & Chief Revenue Officer, 01/2018 - 01/2020 Cumulus Media – Fort Walton Beach, FL,
Accountable for all aspects of growth, revenue generation and business development for the organization, including evaluation of broader partnerships and acquisitions.
This also includes executive oversight for the following areas: business development, sales operations, account management, marketing, public relations, and communications.
Provide guidance and senior leadership to the entire organization to accomplish short- and long-term goals related to Health Plan, Employer Group, Provider (ACO- value based), Medicare, EAP, MBH, Wellness, SUD, and other specialty products.
Marketed software solutions to large health plans, brokers, and consulting houses as a core part of our growth strategy.
Offered strategic digital software solutions that could be plugged in to the hosts existing platforms, structure; hence truly offering an integrated approach to their business.
Successfully manage an 18-million-member block of business (MBH, EAP, SAP, Medicare, Employer Group, and Wellness) to a persistency of 97.6% renewal rate
Produced monthly sales and financial reports like revenue growth by market, sales pipeline trends, and customer success trends for senior leadership team, and board of directors.
Implemented best practice standards for resulting in substantial new growth.
Designed and introduced leadership development, coaching and team management model, resulting in promotion of employees into increased levels of responsibility.
Devised sales strategies to increase points of distribution, shelf space, product positioning, consumer awareness, pilots, conversion and user acquisition.
Grew market penetration and new accounts by leveraging CRM's, consumer, broker, provider and health plan relationships; personally overseeing negotiations resulting in 300 % year over year revenue increase.
Identified opportunities for growth nationally, and collaborated with sales teams, in multiple territories, to reach sales goal.
Managed and motivated sales team to increase revenue [Number]% in [Timeframe].
Market President & Practice Leader, 07/2009 - 01/2018 Humana – City, STATE,
Asked by this fortune fifty two organization to take on progressively more responsibilities and duties over the course of nine years.
Started out leading commercial sales/marketing/ business development for the state of Arizona, then on to regional, and ultimately national responsibilities.
Collaborated with brokers, vendors, consultants, providers, facilities, and numerous digital health & life partners. Created long standing relationships through numerous activities such as account management, insight selling, and creating a superior consumer experience.
Led, and mentored several teams of business development professionals ranging from account executives, sales executives, and leaders with titles all the way up to Vice President.
Received the highest Kenexa survey ratings, in terms of overall "staff" satisfaction levels as a leader.
Led the West region in Wellness sales and retention- adding a 4000-life hospital, and several 1000+ tech companies.
Increased new sales revenue by over 200%, growing block of business by over 20K members within a 5-year period of time; persistency rate is over 96% current (was in the mid 70% range upon arrival).
Responsible for all market operations, including P& L, persistency, membership & growth, Humana.
Captured new customers by optimizing business strategies and launching products to diversify offerings.
Director of Sales, 12/1999 - 06/2009 Health Net – City, STATE,
Promoted from Sales Manager to Director to provide sales insight, leadership and introduce climate improvement initiatives in areas of service, sales, retention, and operations.
Exceeded goal and expectations 4 years in a row (performance reviews and financial reporting- 120-290% of goal all 4 years; added 26k members in 2008.
Grew block of business from 27K members to 68K members in under 4 years; with best in class recognition (national sales strategies & techniques).
1 Sales Director in the Nation: 2007, 2008 & 2009; Top Sales department in AZ 2007 to 2009 (all products-Commercial & Medicare).
Group Retiree, Working Aged and Individual members.
Responsible for all oversight (compliance, grievance & appeals) for my distribution model.
Oversaw several grievance and appeals committees, including utilization and reporting.
Had five direct leader reports (Managers in areas of Field Distribution, Broker Distribution, Retention/Operations, and Diversity).
Combined teams were surplus of 50+ employees.
Responsible for developing Medicare Broker division (sales, service and operations) at Health Net of Arizona (hired 3 managers, 5 AE's, 3 Account Managers, 9 Operational staff, 3 sales support and 6 temporary employees).
Sales Operations for 6 + states in 2007-2008.
Led a team of 40+ field/direct to consumer reps to 100% of projected goal 4 years in a row; while increasing self-generated sales from 5% to 40+%, and 79% closing percentages.
Steering committee member/leader on the following national meetings; Compliance Oversight, Sales Force lead mgmt., Sales and Operational P & P.s, Product Development, Marketing Messaging etc.
Field Broker Representative, 01/1998 - 12/1999 Blue Cross And Blue Shield – City, STATE,
Successfully developed new and existing broker, and provider relationships in urban and rural areas.
Exceeded sales goals for the Individual under 65, and over 65 Medicare blocks of business (102%).
Partnered with the independent brokerage and general agency community to deliver creative solutions and standardize operations.
Education
Master of Business Administration: Health Care Management, Expected in 05/2006 - University of Phoenix - Phoenix, AZ, GPA:
Bachelor of Arts: English Language And Literature, Expected in 05/1994 - Grand Canyon University - Phoenix, AZ, GPA:
Accomplishments
NJCAA Division One National Collegiate Soccer Champion
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