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Human Resources Benefits Analyst Sales Manager in Columbus OH Resume Keith Kerns


Keith Kerns is a customer focused and results-driven Insurance Executive with extensive experience in the areas of: Account Management, Sales Management, Team Leadership, and new Product Development/Implementation.

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  • pg 1
									                              Keith R. Kerns, CEBS
                           Goodlettsville TN. 37072
                                 (615) 957-1187


 Customer focused and results-driven Insurance Executive with extensive
 experience in the areas of: Account Management, Sales Management,
 Team Leadership, and new Product Development/Implementation. Proven
 abilities to build winning teams to exceed strategic goals. Exceptionally
 organized and effective in managing top initiatives and critical projects.

 Core competencies include:

 ▪ Client Management        ▪ Skilled negotiator     ▪ Cross-sales strategy
 ▪ Account Retention        ▪ Mentoring/Coaching     ▪ Financial Risk Analysis
 ▪ Market Penetration       ▪ Consultative Selling   ▪ Revenue Gro wth


 Account Executive, HFG Benefits, Hendersonville,TN. (2005 to current)

 Implemented effective communication programs for core and voluntary benefit
 enrollments. Resolved complex service issues related to contracts, bill ing,
 eligibility, claims, COBRA, for HR clients. Conducted effective on -boarding
 meetings to communicate value proposition of benefit programs.

 Prospected for and closed new sales. Built productive long term client
 relationships with C level business executives. Delivered excellent account
 retention and cross-selling revenue growth results.

 Analyzed diverse range of benefit programs. Developed cost -effective CDHP
 solutions to meet changing corporate strategic goals. Negotiated complex
 renewals. Conducted market analysis studies to confirm needs and competitive

 Group Representative, CompBenefits, Brentwood,TN.(2003 to 2005)

 Increased market penetration of company’s group dental, vision products
 through innovative selling strategies.

 ▪Increased proposal activity 300% and sales revenue 60% over prior results.

 ▪Recognized with Sales Achievement Award for 2004 and 2005
                               KEITH R. KERNS
                                     (page 2)

Vice President- Sales & Service Administration, Employers Life/ CBA
Spartanburg,SC.(2000 to 2003)

Opened new division office for TPA/ Insurance Co. Developed effective new
business marketing strategies for self funded and insured medical/dental
programs for three state market area. Direct accountability fo r P&L, market
development, and management of customer service and sales operations teams.

Built collaborative and efficient work teams. Responsible for recruitment, daily
supervision, performance evaluation, workflow processes, training/development.

Created successful marketing strategies that delivered sales growth of $35
million revenue, and 55 new accounts.

Regional Sales Manager, Prudential Life/Disability Division.
Nashville, TN.(1997 to 2000)

Relocated to open new regional office for national life/disability carrier. Managed
total sales and service operations for multiple state market area.

Responsible for recruitment, direct supervision, performance evaluation,
workflow processes, mentoring, and training for sales support and service

▪ Produced $3.5 million new business sales in first two years of opening office

▪ Recognized with Sales Achievement Award for 1998

Senior Account Executive, Hartford Insurance Company,
Charlotte, NC, (1989 to 1997)

Designed innovative marketing strategies to grow market share and drive
revenue growth for large group life, disability accounts. Closed sales that
produced several national key accounts.

Managed key business relationships with national brokers and large clients
resulting in 95% or better account retention.

▪ Recognized with Sales Achievement Awards for 1995, 1996 and 1997

B.S. Human Resources, Northern Illinois University
Certified Employee Benefit Specialist (CEBS), IFEBP, Wharton School
Keller Graduate School of Management- enrolled in MBA-Finance program
GPA= 4.0, completed 11 of 15 courses toward degree.

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