VIEWS: 135 PAGES: 4 CATEGORY: Resumes POSTED ON: 9/26/2012
William Dunne is a Sales Executive with extensive experience developing and implementing strategies to capitalize on emerging growth and profit-generating opportunities in highly competitive markets.
William T. Dunne Longmeadow, MA 01106 Home: 413.565.4422 www.linkedin.com/in/BillDunne27 BillDunne27@Gmail.com Mobile: 413.519.1122 SUMMARY Sales Executive with extensive experience developing and implementing strategies to capitalize on emerging growth and profit-generating opportunities in highly competitive markets. Dynamic Leader with demonstrated ability to build and motivate sales teams and turnaround under performing sales organizations by effectively transforming organizational culture. Top Producer with successful track record of cultivating and maintaining strong customer relationships through commitment to sales quality and service. Change Agent with broad experience reengineering and streamlining business processes in order to increase productivity and reduce expense. PROFESSIONAL EXPERTISE Organizational Leadership Strategy Development New Business Development Financial Analysis & Metrics Sales Effectiveness Business Process Improvement PROFESSIONAL EXPERIENCE Aetna 5/2011 – Present Senior Vice President of Sales, Account Management, Business Development & Sales Operations Aetna Student Health is a full-service insurance broker and administrator that delivers high quality, innovative and competitively priced health insurance programs for college and university students. Aetna Student Health is the market leader in providing coverage for more than 500,000 undergraduate and graduate students at institutions worldwide. As the Senior Vice President of Sales and Account Management representing over $500 million in revenue and a staff of 5 vice presidents and over 60 personnel, responsibilities included setting the sales vision and strategy to drive top line growth, market expansion, and product diversification distributed by consultants, brokers, and on a direct basis. Accomplishments: Successfully turned around under performing sales organization, which led to a company record high in new business sales of $65M versus prior year of $9M, resulting in a 722% improvement. Exceeded ancillary product (dental, vision, life, pharmacy, and intercollegiate sports) sales targets, which included a breakout year for new business Intercollegiate Sports programs that generated 14,000 members compared to 1,600 the previous year, resulting in a 875% improvement. Sold largest single case in company history representing over 151,000 members. Developed a segmented sales and retention strategy which aligned customer needs with company capabilities, talent, and service model. Strategy allowed customized service to strategic clients and low cost options to small segment clients. Re-engineered and automated new business and renewal sales process by implementing Salesforce.Com and executing best practices focused on differentiating company capabilities to better position proposals. The new strategy and process generated 180 proposals versus historical average of 60, representing a 300% improvement, proposed over $365M in premium versus historical average of $192M, and doubled number of new business sales. Improved client retention strategies resulted in 94% (2011) and 88% (2012) retention rates. William T. Dunne 2 Re-structured new business and account management organizations. The new business organization changed to a local, market based consultative approach focused on building strong relationships and pro-active solicitation, which resulted in increased sales activity and close ratio. The account management resources were re-aligned by talent leading to 100% renewal rate of strategic accounts and a more efficient organization. Built Sales Operations unit to execute proposal process, which improved sales productivity, proposal quality, finalist presentations, reporting and compliance. Re-designed incentive compensation plans to align goals, reward success and drive desired results. EmblemHealth, Commercial Business New York City, NY (4/2009 – 4/2011) Regional Vice President of Existing Business Sales and Account Management EmblemHealth, through its companies Group Health Incorporated (GHI) and HIP Health Plan of New York provides PPO, EPO, HMO programs as well as prescription drug, vision, and dental plans to over 2.8 million people across all 50 states. As the Regional Vice President of Account Management with 5 Directors and 47 staff, responsibilities included client retention, growth, and profitability for large, middle market, and small group segments. Accomplishments: Developed vision and transformational strategy for the Account Management function with the goal of improving retention and competitive capabilities. Strategy led to exceeding retention goals in the middle market/large group by 108% and small group by 129% Re-aligned team by sales channel (consultant, general agent, broker, and small group) which improved distribution channel satisfaction and retention results by segment. Re-built sales leadership team and hired leaders focused on developing effective strategic plans, consistently executing proven sales disciplines, and driving results. Changes led to a culture of coaching, learning and development. Designed and implemented a web-based renewal system for small group business, which eliminated manually paper driven system and automated large group renewal process. The automated solutions significantly improved productivity, profits, and the customer experience. HealthNet of the Northeast, Commercial Business (8/2007 – 4/2009) Regional Vice President of Sales and Account Management HealthNet of the Northeast was a subsidiary of HealthNet of California that provided HMO, EPO, POS, and PPO products across all customer segments to over 550,000 members within Connecticut, New York, and New Jersey. As the Regional Vice President of Sales and Account Management with a staff of 6 Directors and over 80 sales executives, responsibilities included new business and client retention to small and middle market employers within the Tri-State region. In 2009, United Healthcare acquired HealthNet of the Northeast’s business. Accomplishments: Exceeded small group and middle market net membership goals by 108%. Improved middle market client retention by 13% Developed distribution channel segment strategy, which resulted in lowering channel costs and improving channel penetration. Implemented a disciplined sales process focused on pipeline management and driving results that led to high close ratios and client retention. Transformed the sales organization to a results-based management system through the introduction of metric management, scorecards, and other quantitative measure. William T. Dunne 3 Developed strategies to foster top-to-top (C-level) relationships and formed productive Broker Advisory Councils in all three markets. ADVO Inc (acquired by Valassis Communications in 2007) (7/2004 – 7/2007) Vice President of Business Development Valassis Communications operates as direct to consumer marketing services company utilizing digital and print media. As the Vice President of Business Development, responsibilities included developing and implementing effective sales strategies across the national and field sales organization. Responsible for identifying and new market opportunities and developing success strategies to turn around under performing markets. Accomplishments: Produced $30.4 million of incremental revenue, which was a 57% improvement over prior year. Opened new Southern California market place. Hand picked by CEO to reverse negative profit trend for marquee product, which resulted in a 25% improvement in operation profit. Identified new business growth opportunities, including new sales channels and categories. Penetrated General Motors Corporation, which resulted in a new automotive category. ADVO (5/2003 – 6/2004) Vice President of Strategic Sales Planning and Development As the VP of Strategic Sales Planning and Development, responsibilities included implementing new breakout growth strategies, including re-structuring the sales organization, compensation programs, and process improvements. Accomplishments: Developed and enabled strategies to improve sales productivity through process, skill, and people initiatives resulting in double digit year over year growth in four consecutive quarters. Implemented a sales management model focused on critical sales disciplines for sales leadership and sales executives, which led to a winning/positive sales culture promoting accountability and confidence. Re-structured the sales organization to better align top talent and resources to maximize revenue opportunities with strategic clients. Re-designed compensation and incentive programs. Developed and implemented strategies to identify and upgrade talent across sales organization. CIGNA HealthCare, Commercial Business (1/2001-5/2003) Regional Vice President of Sales and Account Management CIGNA is a global health services company with more than 70 million customer relationships worldwide. CIGNA provides integrated healthcare, related plans and service, and proven health and well-being programs. As the Regional Vice President of Sales and Account Management responsible for 5 markets, 7 directors with over 100 sales representatives, 680,000 members and $2 billion in revenue, responsibilities included developing the regional sales strategy, distribution strategy, product development and positioning, consultant/broker development, and client retention strategies for national, middle market, and small group segments. Accomplishments: Led sales turn around plan resulting in a 257% revenue improvement over prior year. Rebuilt sales management team and implemented a process focused on accountability, business development strategy, execution, skill development and performance standards. William T. Dunne 4 Created an externally focused sales culture resulting in a 3% improvement in client retention, 107% of new business sales goal, 14% increase in quote activity, 4% increase in close ratio, and a 357% increase in specialty products over prior year. Implemented web-based contact management system to assess total market opportunity, direct prospecting programs, reporting and pipeline management. Successfully implemented a people strategy resulting in a cultural change focused on sales, customer service, skill development, and expansion of sales resources. CIGNA HealthCare, Sales Transformation – Sales Effectiveness (1/2001-5/2003) Vice President As Vice President leading the Sales Transformation project, responsible for re-engineering and standardizing the sales organization and processes for 1,700 Management, Sales and Service personnel across 40 offices nationwide. The initiative resulted in an increase in profits of $21 million. Accomplishments: Launched and orchestrated the largest product, service, and technology introduction in company history which significantly increased the efficiency and effectiveness of the sales organization. Identified and created best practices, sales systems and tools which improved sales effectiveness, efficiencies and customer experience. Established consistent corporate wide metrics allowing the company to target problem areas and opportunities. CIGNA HealthCare, Medicare Business (1/2001-5/2003) Market Leader, Senior Business Segment As the Market Leader for the Senior Business Segment, responsibilities included managing profit and loss for Medicare HMO business unit from start-up to closure. Built and led a team responsible for Sales, Marketing, Enrollment, Claim, Customer Service and Provider Contracting. Accomplishments: Developed and launched a competitive business unit that consistently exceeded earnings plan, sales plan, gained dominant market position (90% market share), and achieved lowest cost per sale company-wide. Award Consumer Reports "Best Buy" (Sep 1998), recognized by members as the 'best possible health plan" (CAHPs Survey), and awarded highest possible grades by employees within the unit (CIGNA Employee Survey '99). Built highly productive Direct to Consumer sales team, tele-sales team, and Group Retiree sales staff Tufts Associated Health Plans, Waltham, MA (1990 – 1995) Regional Sales Manager, Secure Horizons (Medicare) 1994-1995 Regional Sales Manager, ManagedComp (Worker’s Compensation) 1992-1994 Sales Executive, Middle Market (Commercial Business) 1990-1991 PRIOR EXPERIENCE Northeast Sales Manager, IBM Business Partner, Atlanta, GA 1989-1990 Sales Executive, Contel Business Systems, Dedham, MA 1985-1989 EDUCATION Master of Business Administration, Suffolk University, Boston, MA 1990 Bachelor of Science, Accounting, Villanova University, Villanova, PA 1985
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