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Pharmacy Benefit Management | Managed Care | Disability Benefits |Strategic Account Manager | Cross-Sales | Leadership Creative Problem Solving | Administrative Support | Service Delivery | Teamwork | Stakeholder Engagement
Presentation | Communication | Large Territory Management | Negotiation & Closing | Client Satisfaction
Confident, client-driven and goal-focused professional with more than 26 years of progressive experience in the areas of account management and managed care. Demonstrated ability to deliver results through achievement of and contribution to individual, team and corporate goals. Able to align personal objectives with organizational ones in order to work towards success. Attain consistent book of business growth using sound account management best practices. Develop mutually beneficial relationships with stakeholders at all levels using positive demeanor. Adept as it relates to delivering high-caliber service consistently to all clients. Excel under pressure in time-sensitive environments. In pursuance of an Account Management role in the Healthcare or Pharmaceutical sectors; open to switching sectors for the right role, with an ongoing focus on account management.
Supervise and guide operations across 51 accounts for fully- and self-insured business throughout DE, with a large account focus across all health benefits product offerings
Skillfully negotiate renewals with Broker and direct clients; achieved 109% retention of accounts for 2016
Maximize cross-selling opportunities using current book of business; garnered 128% for 2016 on ancillary, dental, vision and disability products
Develop and execute business plans and metrics for retaining and growing members, enhancing profitability and cross-selling
Facilitate service calls and routinely as the foremost group contact for consultation and strategic planning efforts
Foster positive senior-level business relations with clients, Consultants and Brokers/Producers by demonstrating business acumen in promoting an active network
Review new offerings and technologies with clients to sell assigned product lines, renewals and add-ons and ensure retention, profit expansion and existing business growth in the process
Oversaw regional, global and national accounts, including a hospital system, packing company, internet/cable provider, power technology and industrial automation manufacturer, auto manufacturer and leader in real estate franchising
Directed functions for a $750M book of business that accounted for over 325K lives
Fortified client relationships to achieve the utmost in satisfaction; held monthly client meetings to review Performance Guarantees results, determine the need for improvement and discuss what action to take to attain performance goals
Secured client renewals and up-sells with Consultants as needed; retained over 90% of book business YoY
Crafted client-specific strategic plans; led continued plan monitoring to make adjustments as necessary
Offered quarterly and annual plan reviews to national account clients; assessed trends, made suggestions to control YoY increases, up-sold clinical offerings and sought to control client trends
Worked as a Strategist for assigned accounts such as Fortune 100 automobile manufacturers, Top 10 school systems by national size and large telecommunications providers
Noted prospects for up-sells, expansion and revenue growth
Led Account Management team workflows and extended team members as related to achieve client strategic objectives and remedy escalated service issues; also organized special project teams and tasks forces
Coordinated client audits with Consultants to gather data and respond to follow-up questions; delivered results to clients to craft plans moving forward for an ongoing strategy
Led the client RFP process, including finalist meetings, and new account implementation including CDH, Medicare RDS, EGWP, Healthcare Reform, and Exclusive Specialty Programs; saw an RFP success rate of more than 90%
Headed daily functions within assigned accounts, including client trend management, strategic planning and cultivating multi-level client relationships that are mutually beneficial in nature
Managed a $900M book of business of over 500K clients including corporate accounts, union funds and a health plan provider
Earned over 100% payment on performance bonus based on annual results from client surveys
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Boosted yearly retention rates by 110% through selling add-on service offerings and products to an existing client base
Engaged with clients in annual plan performance and quarterly reviews; also monitored clients financial performance by managing utilization to slash costs
Collaborated across accounts to heighten levels of formulary compliance; also increased generic and mail fill rates
Spearheaded the RFP process, e.g. response coordination from all departments, pricing, contracting, and finalist presentations
Supervised client Retiree Drug Subsidy programs including pricing, contracting and attestation testing/audits
Directed and guided dedicated, focused internal support teams, comprised of Account and Clinical Managers to allow for smooth-flowing account management processes
Managed the implementation process for new clients and partook in finalist meetings for new business with Sales Executives
Scheduled and appeared at site visits with established clients at care delivery locations and/or mail order pharmacies
Handled a portfolio of 27 national accounts with a premium volume of $18M and another with 119 key accounts and a premium volume of $11M
Secured a 100% payout on MICP performance bonus for five successive years; also sold more than $3M by cross-selling products to existing clientele
Named as the Top Performer in sales specific to Group Long Term Care Benefit, recognized out of 18 Account Managers
Sustained lasting relationships with the client, Broker and Consultant communities to best manage service needs and take note of important sales prospects
Facilitated comprehensive account management and utilization review meetings
Fielded and responded to requests for pre-sale bidding, proposals and presentations made by finalists
Managed product installation, including performance guarantee and contract development
Gained noteworthy expertise in Life, Group Disability, Voluntary Benefits, Group Long-Term Care, FMLA and individual disability benefits product offerings
Senior Marketing Representative Established Business, Aetna Inc., 1994-2000
Senior Marketing Representative - New Business Development/New Product Introduction, Aetna Inc., 1994-2000
Account Management for Large Retailers, Revlon Corporation, 1992-1994
Account Manager Direct Sales, Washington Flour, 1991-1992
Marketing Representative Direct Sales, American International Group Inc., 1989-1991
Bachelor of Arts, Business Administration-Management/Minor Human Resource Management, Widener University
Licensure, Health Insurance, Commonwealth of Xxxxxx
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730 S. 11th St. | Xxxxxx, PA xxxxxx xxx-xxx-xxxx | firstname.lastname@example.org
March 19, 2018
Hiring Agent Name
Dear [Hiring Agent Name],
I am currently seeking a challenging career opportunity in a (INSERT TITLE OF TARGET POSITION) capacity and am submitting my resume for your review. In advance, thank you for your time and consideration. As demonstrated in the accompanying resume, my professional qualifications include the following accomplishments:
I bring to any role years of proven sales and account management success, primarily in the healthcare and pharmaceutical sectors.
It is my hope to put the skills I ve sharpened over the years to practical use in a challenging, engaging new setting focused on continued work in these sectors in a similar type of position.
My experiences thus far have refined my ability to connect positively with clients, colleagues and other important stakeholders at all levels. I am open to transitioning to a new industry for the right opportunity.
I believe my skills translate well to any sector and have the stakeholder relations, negotiation, relationship building and interpersonal acumen to excel in any field.
As a professional, I am able to achieve immense success in fast-paced settings that call for adaptability, flexibility and the capability to work well both independently and in teams to lend to seamless operations.
In addition to my work chronology, which spans more than 25 years, I have a Bachelor of Arts in Business Administration with a Management focus and a Minor in Human Resource Management from the renowned Widener University.
Furthermore, I am licensed by the Commonwealth of Xxxxxx in the area of Health Insurance.
As an employee, you will find me to be a driven team player committed to supporting you in achieving your objectives through superior performance. I am confident that I could be a valuable asset to your organization, and look forward to interviewing with you in the near future.
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