Summary
Overview
Work History
Education
Skills
Accomplishments
Certification
Hobbies and Interests
Core Accomplishments
Interests
Timeline
Generic

Becky MacDonald

Taylor Mill

Summary

Qualified Sales Enablement Manager with over 20 years of sales success and the proven ability to drive team performance and enhance sales processes. Successfully implemented training programs and tools that increased sales efficiency. Demonstrated expertise in cross-functional collaboration and strategic planning.

Overview

23
23
years of professional experience
1
1
Certification

Work History

Sales Enablement Manager

McGohan Brabender
05.2023 - Current
  • Sales Enablement lead managing a team of six sales associates in Dayton, Columbus, Cincinnati, and Indianapolis
  • Responsible for overseeing the development of current and new enablement initiatives with close attention to optimizing existing approaches
  • Evaluated sales processes and identified areas of improvement, leading to streamlined workflows and increased efficiency.
  • Attended industry events and conventions to expain sales opportunities.
  • Responsible for tracking KPIs and Sales Enablement metrics to gain support for future endeavors while establishing trust with revenue-facing teams
  • Management and coordination of RFP database and SE team to accelerate sales growth and meet deadlines while exceeding the expectations of prospects and clients
  • Takes ownership of the MB Innovation Lab to explore potential external carrier partnerships to leverage market advantages
  • Responsible for assisting the training of internal consultants within Skyprep software, Sales Navigator, Salesforce, and Masterclass
  • Tasked with leading weekly team huddle calls for all markets to coordinate sharing for consistency and accuracy of processes
  • Created competitive intelligence resources that equipped the sales team with up-to-date market information for stronger positioning against competitors.
  • Developed comprehensive training programs for new hires, resulting in faster ramp-up times and increased overall performance.

Agency Relationship Manager 2-99 Market

Humana
03.2013 - 05.2023
  • Team leader of POD model who managed professional internal and external relationships to advance sales
  • Reshaped and reinforced the well-being message with Humana employers and agents while living these values day-to-day
  • External representative of Humana tasked with strategic new sale and renewal meetings
  • Coordinated training and identified expansion opportunities to cross-sell and identify 'sweet spots' in the market
  • Consistently exceeded quarterly sales goals by cultivating a strong network of professional contacts and referrals.
  • Maintained agency relationships to cross-sell ancillary lines such as dental, vision, and life
  • Served as a resource for elevated issues and facilitated quick resolution for customers
  • Proactively adopted and managed Lexington territory in addition to Cincinnati Market
  • Quarterback of all sales functions at Humana coordinating necessary resources when needed
  • Built and maintained relationships with new and existing clients and brokers while providing high level of expertise.

Outside Sales Executive 2-300 Market

Humana
06.2012 - 03.2013
  • Team leader within the POD model who ranked 3rd in the country
  • Cultivated strong professional relationships with industry partners by creating focused campaigns to drive long-term business development
  • Participated actively in ongoing professional development opportunities, staying current on best practices within the field of outside sales.
  • Collaborated with the internal sales team to prepare, educate and deliver performance updates, analytics, and quarterly business reviews
  • Proactively identified and solved complex problems that impact sales management and the direction of business
  • Developed strategies to position the business to shape and capitalize on emerging customer and market needs
  • Plans and executes sales department improvements, updating the company's approach to the new wellness strategies, Go365 presentations, new product education with cross-sell opportunities and new territory establishment

Small Business Account Executive 2-99 Market

Humana
02.2006 - 06.2012
  • Monitored market conditions, product innovations and competitor activity, and adjusted account sales approach to address latest market developments
  • Maximized operational efficiency by mentoring incoming Account Executives on all sales and customer initiatives
  • Attained 113% of sales goals in 2011 ranking 8th of all Account Executives in the nation
  • Surpassed 150% of sales goals in 2010 ranking in top 4 Account Executives in the nation
  • Cultivated 200% of sales goals in 2009 ranking in top 15 Account Executives in the nation
  • Achieved 167% of sales goals in 2008 ranking in top 5 Account Executives in the nation
  • In 2006 & 2007 recognized as Account Executive of the Year
  • Trusted consultant for brokers working with 2-99 eligible groups maintaining retention at 95% for 2007 and 90% for 2008
  • A team player, acknowledged by agents and co-workers as responsive, consultative and resourceful
  • Mastered and constantly improved sales prospecting, follow-up and upsell processes.

Large Group Client Relationship Manager

Humana
01.2004 - 01.2006
  • Approached the customer service and support role with recognized strengths in account maintenance, problem-solving, sales staff support and implementing proactive procedures to effectively serve clients
  • Exercised sound judgment in making exceptions for high-profile clients to maintain high levels of customer satisfaction and trust
  • Responsible for the coordination of renewal meetings and quality management in a full range of the organization's activities
  • Managed customer service workflow for 3 Large Group Account Executives
  • Maintained detailed records of all client interactions, ensuring accuracy in account management and reporting activities.

Large Group Market Proposal Analyst

Humana
07.2002 - 01.2004
  • Designed and created marketing collateral for sales meetings, trade shows and company executives
  • Competent researcher and interviewer for internal and external contacts
  • Consistently met deadlines and maintained up-to-date information in internal database called the KBASE
  • Responsible for the coordination of the continuity and benefit information presented verbally and in written form
  • Conceptualized and wrote editorial pieces to jump-start the work of outside vendors and internal stakeholders for large group clients
  • Strong technical command of the English language; Well versed in copy editing, transcription and sales in print
  • Created visually appealing graphics and charts to illustrate complex concepts within proposals effectively

Education

BA - Communications Journalism

Northern Kentucky University
Highland Heights, KY

Skills

  • Sales
  • Sales/Market Analysis
  • Relationship Building
  • Sales Management
  • Data-driven decision making
  • Negotiations Expert
  • Strategic Planning
  • Interpersonal Skills
  • Training and Development
  • Collaborative mindset

Accomplishments

  • Created a company-wide, comprehensive training program for all sales team members.
  • Collaborated with a team of 6 in the development of Responsive RFP system.

Certification

  • Certified Group Benefits Disability Specialist
  • Licensed agent for Health and Life by the Kentucky Department of Insurance

Hobbies and Interests

  • Served 4 years volunteering for the Northern Kentucky University Alumni Association
  • Life-long passion for health and well-being.
  • Passionate athlete participating in Cincinnati Flying Pig Marathon in 2012 and countless races for charity.

Core Accomplishments

  • Achieved Humana's President's Council surpassing all sales goals for 10 years solidifying strong and consistent sales results for Humana.
  • In 01/2022 achieved 152% of the monthly medical goal and 122% of the total annual medical goal.
  • Promoted internally five times while employed with Humana.
  • Go365 Platinum Status for seven consecutive years.
  • Recognized as Horan Representative of the Year 2007.
  • Recognized as Business Benefits Representative of the Year 2006.

Interests

  • Kayaking
  • Travel to Canada
  • Youth Development Programs
  • Photography
  • I participate in various sports activities for physical activity, camaraderie, and personal growth

Timeline

Sales Enablement Manager

McGohan Brabender
05.2023 - Current

Agency Relationship Manager 2-99 Market

Humana
03.2013 - 05.2023

Outside Sales Executive 2-300 Market

Humana
06.2012 - 03.2013

Small Business Account Executive 2-99 Market

Humana
02.2006 - 06.2012

Large Group Client Relationship Manager

Humana
01.2004 - 01.2006

Large Group Market Proposal Analyst

Humana
07.2002 - 01.2004

BA - Communications Journalism

Northern Kentucky University

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Becky MacDonald