Ann Branch
Gasport
Summary
Strong, hard working Servant Leader with a proven track record to drive regional sales growth and retention. Successfully manage and empower sales team to grow and retain clients through effective account management and strategic consultation. Demonstrate Strategic Planning and execution through data-driven and evidence-based decision making to consistently meet and exceed sales goals.
Overview
21
21
years of professional experience
1
1
Certification
Work History
Regional Sales Director
Univera Healthcare
08.2022 - Current
- Lead a high-performing sales team, providing coaching and mentoring to consistently meet and exceed sales goals delivering over 90% annual retention - and 100% retention with Key Strategic Accounts.
- Manage sales team of 7 employees responsible for the growth and retention of over 100+ Large Commercial Groups and 4,000+ Small Group Accounts representing 61,000+ members and $100 million in annual premium and administration services.
- Develop and execute on data-driven sales plans and strategies for consistent growth in membership, profitability, as well as maximizing cross-selling products & services (including specialization in prescription benefit management across fully insured and self-funded arrangements).
- Proven Sales Leadership committed to the Western New York Community with strong partnerships built on trust and loyalty – and continued success in cultivating new relationships with key stakeholders.
- Present at Keynote events with C-Suite Executives - including: the NYS Association County & Legislative Boards and Buffalo Niagara Human Resource Association
Director, Commercial Sales
Highmark BlueCross BlueShield of Western New York
07.2021 - 08.2022
- Responsible for the growth and retention of over 290 Commercial Group Accounts representing 200,000 members and $500M in annual premium and administrative fees
- Consistently exceed all sales targets, managing the most complex and challenging accounts. Surpassed Retention Goals by more than 100% in both 2021 and first half 2022 across national and local accounts.
- Manage 18 direct reports on the Commercial Account Team – including 4 Senior Account Executives, 7 Account Executives, 4 Account Support, and 3 Labor Consultants.
- Drive profitability and retention for insured and self-funded markets through price negotiation, contracting, medical and pharmacy integration, as well as buy-up programs, and cost containment solutions.
- Directly responsible for the development and execution of the Broker Strategy and management of the $10+ million annual Bonus Program.
Senior Account Executive, Pharmacy
Highmark BlueCross BlueShield of Western New York
05.2017 - 07.2021
- Manage internal and external pharmacy client relationships for 54 large ASO accounts with a total of 128K members.
- Continue to meet and surpass retention and new sales membership goals for the past four consecutive years for a $550 million membership group agenda which contributes up to 50% of BlueCross BlueShield’s affordability agenda. In 2020, achieved 100% retention goal and surpassed new sales growth by 214%.
- Lead all pharmacy benefit aspects for self-funded accounts, including pharmacy operations, project implementations, pricing, employer group reporting, custom marketing requests, and request-for-proposals (RFPs).
- Serve as the primary sales contact with our PBM, Express Scripts, along with the following specialty pharmacies: Accredo, Walgreens and CVS to further enhance our sales value proposition and differentiators in the marketplace.
- Develop pharmacy management strategies to help employer groups further manage costs and utilization trends and present recommendations.
Employer Group Consultant III
Highmark BlueCross BlueShield of Western New York
12.2013 - 04.2017
- Developed client presentations with a key focus on cost and utilization trends, pharmacy management, quality assurance programs, clinical outcomes, and wellness management
- Analyzed healthcare data to identify potential areas for medical and drug cost improvements via products, services, and other market trends, including return-on-investment projections
- Presented clinical reports, with actionable recommendations – to external clients, including c-suite level executives – for local and national accounts. Proven ability to understand and convey difficult and complex healthcare information.
Corporate Champion Customer Experience
Highmark BlueCross BlueShield of Western New York
04.2012 - 11.2013
- Partnered with the management team to align customer care department policies with corporate objectives
- Collaborated with internal teams to identify member pain points and make process / technology improvements
- Resolved customer issues brought to the department by utilizing excellent customer care knowledge and strong skills in negotiating and selling
- Developed corporate metrics and reporting strategies to track the customer experience performance
Market Research Specialist
Highmark BlueCross BlueShield of Western New York
12.2010 - 03.2012
- Managed all aspects of HealthNow’s primary research studies – both quantitative and qualitative – including interpreting data, writing reports, and creating actionable recommendations
- Selected the most appropriate research methodology to meet business objectives and drive actionable results
- Developed and presented key findings across business units, including senior management
Senior Marketing Manager
Bonnier Publications
03.2010 - 12.2010
- Acting Group Marketing Director for 3 months: Managed 2 direct reports
- Developed and implemented the advertising & marketing strategy for Bonnier’s luxury & lifestyle group: Garden Design, Saveur, and Ski.
Senior Research Manager
Wenner Media
09.2009 - 03.2010
- Provided research & insights across Wenner’s branded print & online properties: Us Weekly, Rolling Stone, Men’s Journal
- Worked with clients & sales staff to identify business objectives and applied research techniques & strategies to illustrate Wenner Media’s strengths and competitive advantages in the marketplace.
Marketing Manager – Condé Nast Portfolio
Condé Nast Publications
10.2008 - 04.2009
- Responsible for analyzing and interpreting consumer data to aid in the process of gaining advertising sales
- Developed sales presentations for advertising clients using company and industry supported research
- Played key role in sales growth of A list clients, such as Microsoft, Adobe, and Prudential
Market Research Manager – Travel + Leisure
American Express Publishing
03.2008 - 10.2008
- Responsible for analyzing consumer data to aid in the process of gaining advertising sales
- Developed sales presentations for advertising clients using company and industry supported research
- Played key role in sales growth of A list clients, such as Vanguard, AM Resorts and Kodak
Senior Research Analyst
Time Inc.
01.2006 - 02.2008
- Responsible for analyzing consumer data to aid in the process of gaining advertising sales
- Supported advertising sales and marketing staff for over 30 domestic Time Inc print and digital properties, including Health, People, Entertainment Weekly, Fortune, People En Español, Real Simple, Time and This Old House
Research Assistant – Coca Cola
Harris Interactive
03.2005 - 12.2005
- Developed and fielded research studies based on client objectives, managing intricate projects with minimal oversight
- Functioned as the main point of contact for consultants and internal resources
- Assisted in analyzing research data, including consumer trends, consumption, and buying behaviors.
Project Manager – Corporate
Harris Interactive
01.2004 - 02.2005
- Responsible for documenting processes and managing research projects from start to finish
- Set and managed project logistics, maintained quality and productivity standards, and ensured timely completion
Education
BS - Business Administration and Economics with a concentration in marketing
State University of New York at Brockport
BS - English with a concentration in literature
State University of New York at Brockport
Skills
- Strategic and Results Driven Sales Leader
- Data-Driven and Evidence-Based Decision Making
- Cross-Functional Team Leadership and Collaboration
- Employee and Team Development & Empowerment
- Effective Sales Strategies with Proven Negotiation Skills
- Strong Trusted Relationships with Key Stakeholders
Certification
State of New York Insurance Department Accident and Health/Life Insurance
Timeline
Regional Sales Director
Univera Healthcare
08.2022 - Current
Director, Commercial Sales
Highmark BlueCross BlueShield of Western New York
07.2021 - 08.2022
Senior Account Executive, Pharmacy
Highmark BlueCross BlueShield of Western New York
05.2017 - 07.2021
Employer Group Consultant III
Highmark BlueCross BlueShield of Western New York
12.2013 - 04.2017
Corporate Champion Customer Experience
Highmark BlueCross BlueShield of Western New York
04.2012 - 11.2013
Market Research Specialist
Highmark BlueCross BlueShield of Western New York
12.2010 - 03.2012
Senior Marketing Manager
Bonnier Publications
03.2010 - 12.2010
Senior Research Manager
Wenner Media
09.2009 - 03.2010
Marketing Manager – Condé Nast Portfolio
Condé Nast Publications
10.2008 - 04.2009
Market Research Manager – Travel + Leisure
American Express Publishing
03.2008 - 10.2008
Senior Research Analyst
Time Inc.
01.2006 - 02.2008
Research Assistant – Coca Cola
Harris Interactive
03.2005 - 12.2005
Project Manager – Corporate
Harris Interactive
01.2004 - 02.2005
BS - English with a concentration in literature
State University of New York at Brockport
BS - Business Administration and Economics with a concentration in marketing
State University of New York at Brockport
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