Benjamin J. Holley
Fairfield
Summary
Dynamic growth leader with over 20 years of experience in driving organizational success through strategic planning and team alignment. Proven track record of exceeding revenue and growth goals by fostering a culture of transparency and continuous learning. Expertise in market expansion and transforming challenges into opportunities for innovation and improvement. Committed to enhancing employee well-being and organizational impact on health and wellness.
Overview
19
19
years of professional experience
1
1
Certification
Work History
Vice President of Sales
Lumity, Inc.
01.2024 - Current
- Company Overview: a national practice of Alera Group
- Lead revenue growth (sales and retention) for Lumity Inc., a national practice of Alera Group
- Grew sales pipeline from under $500,000 to $5,620,000 in first 3 months
- Sold 5 new clients within 6 months resulting in over $1.5 million in realized revenue after 3 years of negative growth
- Created growth strategy to expand Lumity from a regional, tech-focused brokerage, to a national division with diverse client appeal
- Successfully built multi-year revenue growth strategy focused on national expansion, diversifying industry appeal, and moving target client profile from small (under 100 employees) to mid-market (100 – 3,000 employees) clients
- Owned and lead successful imitative to improve relationship with, and integration with, the broader Alera Group organization leading to growth both within Lumity as well as regional practices.
- Evaluated historical business practices leading to the implementation of redesigned and new operating procedures, KPI’s, annual talent performance programs, technology platforms, and sales/retention service level agreements
- Created new leadership and business unit goals to align all Lumity employees around a common culture and goals; including individual, team, leadership, and overall business unit objectives based on growth and KPI attainment.
- Improved communication and alignment through implementing weekly leadership touch points, 1:1’s, MRB’s and weekly virtual Lumity staff meetings
- Establishment of communication strategy to report on and track progress towards Lumity’s primary business and revenue goals
- Retained 95% of talent after company founders departed and through integration with Alera Group
- A national practice of Alera Group
National Vice President of Sales, Enterprise Solutions
Global Benefits Group
01.2023 - 01.2024
- Reporting to the CEO and hired to expand Global Benefits Group’s presence in the United States.
- Built and lunched US situated expat health product (ExpatCare)
- Created product plan designs, develop value proposition, edit and create marketing material, sales presentations, client and member communications, advise on partners needed, and review all aspects of the product build.
- Work closely with other business leaders to improve and elevate service metrics to meet market expectations.
- Created multi-year national distribution strategy including current (off-shore) and soon to be launched products
- Built GBG brand in North America with a focus on the enterprise clients and the benefits broker market
- Improved pipeline from less than $15k in annual premium to over $10 million in off-shore opportunities in a few months while working towards full US market launch
- Realigned broker focus from small niche firms to leading national firm, resulting in new RFPs from multiple brand name brokers that had never worked with or considered GBG in the past
- Worked closely with the Chief Underwriting Officer to redefine and improved sales/UW relationship, turn-around times, expectations, metrics and goal attainment
- Lead leadership team that developed and deployed new instance of CRM to meet sales, uw and leadership needs
- Partnered with CCO and Student sales lead to develop and deploy new sales incentive compensation plan to align with growth goals and market launch
- Lead external market education on GBG in the USA as well as internal eduction across GBG teams in the EU and LATAM on competitive landscape, market opportunity, trends, key broker players, product needs, expat types, and overall corporate relocation dynamics
- Established new cross-sale programs across LATAM, EU and Asia to accelerate growth in North America and support worldwide GBG growth priorities
Senior Sales Executive
Amazon.com – Amazon Care
New York
01.2021 - 01.2023
- Founding member of Amazon Care
- Develop distribution strategy nationally for Amazon’s new health related employee benefit program
- Collaborate with regional sales leaders to align national distribution strategy pre-launch
- Build interest and collect “voice of the customer” pre-launch & post-launch to advise product, marketing, and ELT on market expectations and align value proposition
- Established, built, and managed a pipeline of prospective customer employers with 10,000 or more employees through direct to employer prospecting while also building productive relationships with brokers/consultants and industry partners
- Introduce Amazon Care to the Eastern region (1/3 of the USA) through direct sales activities, presentations, speaking engagements and networking events
- Sold 3 national account customers prior to national launch of Amazon Care
National Vice President, Sales & Distribution Channel Relationships
UnitedHealthcare Global Solutions
New York
01.2020 - 01.2021
- Expanded responsibility for developing and executing growth strategies through non-traditional or new-to-global distribution channels
- Created a new 5-year national distribution plan including forecasting, approval for capital investment, resource requirements, product development and expected return on investment.
- Identification, vetting, and contracting of new distribution channels for products to be sold in B2B2C channels
- Built a new process framework for engaging and servicing channel partners
National Vice President, Sales
UnitedHealthcare Global Solutions
New York
01.2018 - 01.2020
- Moved to NVP of Sales position to turnaround underperforming national sales results
- Grew pipeline by 42% in year 1, 49% in year 2, and 38% in 2020
- Achieved national sales goal for first time in over 8 years in 2018 with 102% of goal, 126% of goal in 2019 and 146% of goal in 2020 with sales focused on large multi-national organizations.
- Lead the achievement of, and responsible for, UnitedHealthcare Global’s new business revenue, membership, and profitability growth goals for the North America Market
- Managed, hired, and developed a team of 9 sales professionals across the country, many of whom first achieved their regional sales goals after taking over leadership of the team
- Created, developed, and deployed national sales strategy as well as annual national sales plan for North American and each region within it
- Worked closely with marketing on the redevelopment of marketing material, thought leadership and presentations
- Partnered with the product team to develop short, medium- and long-term product roadmap
- Actively participated in and contributed to ongoing US markets and global business planning and strategic direction process
- Partner with Human Capital and compensation to create new annual sales compensation plans in alignment with growth goals and incentives
- Worked to advise, support and launch new EU based products including pre-launch awareness, activation of my EU based broker/consultant contacts, and presenting at market launch announcement events.
Vice President, Global Growth
UnitedHealthcare Global Solutions
New York
01.2016 - 01.2018
- Developed and implemented growth strategies across 5 UnitedHealthcare Global Solutions business units: Global Insurance, Global Assistance, Global Risk, Global Medical, and Global Markets
- Worked closely with other UHC Global Solutions leaders to set and align growth priorities, advise on capital investment, product development, market trends, and ensure strategic direction aligned with that of the broader UnitedHealth Group.
- Engaged and worked closely with UnitedHealthcare and Optum Regional Growth Officers, Healthplan CEO’s, Regional CEOs, and Vice Presidents of Sales and Client Management to ensure enterprise growth strategy alignment
- Facilitated effective and mutually beneficial cross-sale programs
- Represented Global Solutions business at enterprise and industry events including Worldwide Broker Network global meetings, IBIS events, and the annual National Accounts Client Forum
- Built and maintained relationships with industry partners
Senior New Business Manager
Cigna Global Health Benefits
New York
01.2009 - 01.2016
- Ranked as top global health benefits salesperson in the country 3 consecutive years.
- Achieved “Gold Circle” status (total sales revenue over 150% of goal) 5 of 7 years
- Responsible for all growth, key client retention and pipeline management for NY, NJ, CT, MA, RI, VT, NH and ME
- Established New England market in 2009 with sold revenue of $5.3 million vs. $1.5 million territory goal
- Built and maintained relationships with National Account, Mid-market prospects, and the brokerage and consulting community.
- Served as liaison between industry partner organizations to assist client and broker needs
- Responsible for all National Account sales activity for the US and Canada (any opportunity worth $10 million or more in annual premium
- Sold largest single sale in Cigna Global history worth over $80 million in annual premium
- Owned company response to RFP’s and all aspects of the sales cycle for opportunities ranging from regional accounts worth only a few thousand dollars to national opportunities worth nearly $100 million.
Employee Benefits Broker, International Benefits Specialist
William Gallagher Associates
Boston
01.2007 - 01.2009
- Global benefits lead
- Domestic benefits broker
Education
B.A. - History
Colby-Sawyer College
New London, NH05.2005
Skills
- Sales strategy and revenue growth
- Market expansion
- CRM optimization
- Customer relationship management
- Sales forecasting
- Team leadership
- Strategic planning
- Networking and relationship building
- Effective communication
- Creative problem solving
- Brand development
- Data-driven decision making
- Consultative sales expertise
- Aligning growth priorities across business units
- Leading large, complex, multi-stakeholder sales processes
- Developing and building high-performing, professional teams
- Delivering rapid growth and exceeding even the most aggressive goals
Certification
Health, Life, and Accident Producers licenses, Multiple States
Affiliations
- Board member - Black Rock Yacht Club
- Coach - Fairfield Little League Girls Softball
- Instructor - Krav Maga (NYC and Boston)
- Community Orginizer (NH, VT, MA, RI, CT)
Languages
French
Professional
Timeline
Vice President of Sales
Lumity, Inc.
01.2024 - Current
National Vice President of Sales, Enterprise Solutions
Global Benefits Group
01.2023 - 01.2024
Senior Sales Executive
Amazon.com – Amazon Care
01.2021 - 01.2023
National Vice President, Sales & Distribution Channel Relationships
UnitedHealthcare Global Solutions
01.2020 - 01.2021
National Vice President, Sales
UnitedHealthcare Global Solutions
01.2018 - 01.2020
Vice President, Global Growth
UnitedHealthcare Global Solutions
01.2016 - 01.2018
Senior New Business Manager
Cigna Global Health Benefits
01.2009 - 01.2016
Employee Benefits Broker, International Benefits Specialist
William Gallagher Associates
01.2007 - 01.2009
B.A. - History
Colby-Sawyer College
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