Carolyn Spivey
Raleigh,NC
Summary
Experienced professional in the employee benefits industry, dedicated to fostering strong relationships with clients and consultants for maximum customer satisfaction and retention. Skilled at driving strategic solutions and providing valuable recommendations for cross-sell opportunities and profitable revenue growth. Articulate, enthusiastic, and results-oriented, consistently delivering exceptional outcomes.
Overview
36
36
years of professional experience
Work History
Strategic Client Consultant
Delta Dental of North Carolina
03.2022 - Current
- Achieved 100% client retention rate for 3 consecutive years.
- Executes effective renewal strategies.
- Conducts quarterly and annual utilization reviews.
- Participates in finalist presentations.
- Provides personalized consultation and tailored solutions to meet client specific needs.
- Fosters a positive work environment within the team, promoting open communication and encouraging collaboration toward shared goals.
- Manages multiple projects simultaneously, ensuring timely completion and meeting all client expectations.
Site Contract Negotiator
IQVIA
05.2021 - 03.2022
- Supported the delivery of all required start-up contracting activities for selected plan sponsors and physician sites for clinical research studies.
- Provided operational and financial contracting support to facilitate business development and maintenance of clinical trials while enabling compliance and regulatory requirements.
- Negotiated clinical trial agreements and budgets globally.
- Ensured collaboration with sponsors to deliver project scope and meet performance metrics.
- Maintained CTMS (Clinical Trial Management System) to ensure it has up to date and accurate information in real time.
Strategic Client Consultant, National Accounts
BCBSNC
01.2014 - 05.2021
- Responsible for the strategic development and retention of large, multi-state national accounts.
- Negotiated annual renewals for all product lines.
- Accountable for profit & loss performance, revenue generation and performance guarantees.
- Conducted quarterly meetings with clients to communicate plan status and recommend solutions to meet client's business and health care goals.
- Worked with the Pharmacy Benefit Manger to develop and execute pharmaceutical strategies.
Account Manager
BCBSNC
01.2011 - 01.2014
- Responsible for the strategic retention and sale of new ancillary lines to existing clients in mid market segment.
- Exceed goals of profitable retention through successful renewal negotiations.
- Analyze client financial and utilization data for industry trends and benchmarks and present the BCBSNC value story.
- Develop strategic account plans to support business development.
- Build strong working relationships with brokers, clients, and internal partners such as Underwriting, Implementation and Group Service Representatives.
- Work with the client to negotiate, review and finalize ASO Contracts.
Senior Benefit Advisor
JRW Associates
01.2005 - 01.2011
- Responsible for generating new sales leads and new business development in the 51+ market segment
- Built a drip marketing campaign to market organizational strengths to prospects
- Develop new power point presentations for initial appointments and finalist presentations to showcase company strengths
- Assist new clients by utilizing analytical tools to evaluate their employee benefit package including, healthcare funding, employee satisfaction, compliance, and wellness
- Negotiate competitive proposals from vendors
- Develop education campaigns for employees and conduct on-site enrollment meetings
- Work closely with Account Managers during the first year to ensure a smooth transition after the initial sale
Senior Client Manager
CIGNA HealthCare
01.2000 - 01.2005
- Responsible for managing and renewing accounts in the middle market (51 - 5000) segment.
- Exceeded goals of profitable retention and cross selling opportunities each year.
- Remained in the top quartile nationally for persistency, and selling additional new products.
- Identified accounts at risk and developed a business plan to increase retention.
- Assisted during the implementation process and trained new clients on web-based tools.
- Conducted employee enrollment meetings.
- Negotiated renewals with brokers and directly with clients.
- Developed effective relationships with all service. partners, consultants, and clients.
- Executed financial contracts, renewals, settlements, and performance guarantee results.
Senior Account Manager
Kaiser Permanente
01.1989 - 01.2000
- Responsible for new sales and managing key accounts such as the State of North Carolina Health Plan and the Federal Government.
- Negotiated renewals and managed the Request for Proposal process.
- Recruited and developed training program for new hires.
Education
Bachelor of Business Administration - Business Degree with a Minor in Marketing
Marshall University
Huntington, WVSkills
- Excellent written and verbal communication skills
- Valuable leader in developing relationships and health care strategies
- Strong time management skills
- Builds trust and loyalty with internal and external partners
- Effective negotiation skills
- Provides outstanding customer service
Major Awards
- 2002, Gold Circle Award CIGNA Healthcare
- 2018, MVP award for BCBSNC National Accounts
- 2019, MVP award for BCBSNC National Accounts
Training
- Critical Sales Negotiations – Janek Performance Group
- Effective Communication through Decker Communications, Inc.
- Problem Solving, The Basic Process
- Effective Business Writing
- Presentation Skills & Public Speaking
- Writing Effective Request for Proposals
- Face to Face Selling Skills Program through Health Plan Institute
Timeline
Strategic Client Consultant
Delta Dental of North Carolina
03.2022 - Current
Site Contract Negotiator
IQVIA
05.2021 - 03.2022
Strategic Client Consultant, National Accounts
BCBSNC
01.2014 - 05.2021
Account Manager
BCBSNC
01.2011 - 01.2014
Senior Benefit Advisor
JRW Associates
01.2005 - 01.2011
Senior Client Manager
CIGNA HealthCare
01.2000 - 01.2005
Senior Account Manager
Kaiser Permanente
01.1989 - 01.2000
Bachelor of Business Administration - Business Degree with a Minor in Marketing
Marshall University
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