CHRIS COVERT
Midlothian,VA
Summary
Results-oriented Client Relationship Manager experienced in strategic direction and implementation of client strategies across HR teams and C-Suite executives. Enhanced client satisfaction and drove business development through effective negotiation and tailored benefits solutions. Committed to delivering value within the insurance industry through strong leadership and client engagement.
Overview
6
6
years of post-secondary education
26
26
years of professional experience
Work History
Senior Account Executive
Brown & Brown
Manassas & Richmond, VA
01.2023 - 01.2024
- Managed Book of Business with 50% clients in self-funded arrangements while supporting producer in identifying new business opportunities.
- Work in conjunction with the producer to develop annual strategic plans for all clients that meet their individual goals.
- Oversee all aspects of the annual renewal process and provide negotiation and underwriting expertise.
- Utilized current trends and technology to deliver strategic guidance, enhancing clients' ability to manage benefits programs effectively.
- Evaluated captives and similar arrangements, enabling clients to leverage advantages of self-funded plans.
Vice President of Business Development
Risk Strategies
Richmond, VA
01.2023 - 12.2023
- Developed new business opportunities and client revenue for employee benefits across the Virginia market, spanning Roanoke to Virginia Beach.
- Achieve annual new business sales goals.
- Developed Centers of Influence within community to identify and pursue new business opportunities.
- Managed client relationships, focusing on retention and satisfaction to ensure ongoing partnership.
- Manage overall client relationships, including ongoing retention of the client.
Senior Account Manager
McGriff Insurance Services
Richmond, VA
01.2021 - 12.2022
- Facilitated sales and administrative processes for Employee Benefit clients, building client and carrier relationships while demonstrating underwriting and compliance expertise.
- Assisted producer in achieving new business and retention goals, expanding lines of coverage for current and new clients and identifying cross-sell opportunities.
- Managed renewal marketing process, carrier negotiations, and delivered recommendations to the client.
- Coordinated implementation process for new business and renewals, managing client team meetings, senior leadership meetings, and employee open enrollment sessions.
- Maintain an annual service calendar that includes consistent reporting and client meetings, including strategic discussions that guide the client's future direction and decisions.
Senior Account Executive
USI
Richmond, VA
01.2019 - 12.2019
- Acted as the primary service contact for complex clients (HR team and C-Suite) and ensured client satisfaction.
- Managed a diverse book of business with complex clients, utilizing advanced contract features and funding methods requiring technical expertise.
- Led client meetings and provided 'on the spot' strategic guidance and financial performance information.
- Negotiated final terms and conditions with carrier, developing and maintaining excellent carrier relationships.
- Identified problems, summarized and developed strategic solutions with the client by incorporating the company's culture, mission and future staffing needs into our recommended strategic solutions.
Producing Consultant - Health & Benefits (H&B)
Mercer
Richmond, VA
01.2015 - 12.2018
- Led complex client engagements, developed sophisticated benefits strategies (Medical, Pharmacy, Life & Disability), and drove the development of tools and solutions to address complex client issues.
- Developed and led the client engagement team with one large Virginia client (HR leadership and C-Suite for the University/Hospital), growing the overall revenue by 1000% in 3 years.
- In three years I grew my book of business from $0 to $700k.
- Conducted bi-annual evaluations of plan financials and utilization data to project expenses (Medical and Pharmacy) and assessed rating methodology's impact on 6 member organizations.
- Cultivated strong partnerships with COOs of each member organization.
- Provided consulting services to an organization, consisting of 6 member organizations, operating within a larger medical trust.
- Conducted a bi-annual evaluation of plan financials and utilization data to project expenses (Medical and Pharmacy), reviewed the rating methodology used by the Trust, and how the methodology impacted the 6 member organizations.
- Managed projects regarding scope, budget, timeliness, and client satisfaction, leading to growth from 1 to 14 projects in 3 years.
- Worked with interested member organizations to establish employee wellness programs.
H&B Assistant Vice President
Aon Hewitt
Richmond, VA
01.2010 - 12.2015
- Managed day-to-day work serving clients' needs, coordinating the internal client team, and responding to client inquiries.
- Identified new business development to include meeting new business revenue goals within practice and accountability for meeting all billable hour and recovery goals.
- Leveraged internal Aon teams (i.e. actuarial, centers of excellence, health promotion, pharmacy) and Aon tools (i.e. actuarial, benchmark/survey, RFP/RFI) to deliver tailored solutions for clients.
- Managed day-to-day work serving client's needs, coordinating the internal client team, and responding to client inquiries.
H&B Consultant
Aon Hewitt
Richmond, VA
01.2009 - 12.2010
- Managed multiple projects for large and middle-market employer clients, compiling and analyzing data from insurance carriers, clients, and benchmark sources to deliver actionable insights.
- Collaborated on client presentations, ensuring alignment with project objectives and client needs.
- Cultivated relationships with day-to-day client contacts to foster trust and streamline communication.
- Drafted RFPs and other deliverables (including self-funded projections) for lead consultant review.
- Reviewed proposal responses for reasonableness, accuracy, and meeting client requirements.
- Developed relationships with day-to-day client contracts.
- Assisted in preparing presentations for clients.
- Advanced to health and benefits assistant vice president, overseeing key projects.
H&B Analyst
Aon Hewitt
Richmond, VA
01.2005 - 12.2009
- Delivered analytical and financial insights to enhance consultant effectiveness in H&B practice.
- Achieved promotion to H&B Consultant position.
- Analyzed client data to identify trends and support decision-making processes.
- Collaborated with cross-functional teams to enhance reporting tools and methodologies.
- Managed project timelines and deliverables to ensure alignment with client needs.
Senior Consulting Analyst
Mercer
Richmond, VA
01.1998 - 12.2004
- Applied healthcare expertise to address client challenges in benefit administration, enhancing client satisfaction.
- Supported clients in navigating compliance and legislative issues, ensuring adherence to regulations.
- Analyzed claim data files using data analysis skills (Excel) and relational databases (MS Access) to identify trends and insights.
- Developed and maintained statistical software (using MS Access, VBA) for claim audit practice.
Education
Bachelor of Science - Human Resource Management/Industrial Relations
Virginia Commonwealth University
Richmond, VA 08.1990 - 06.1996
Skills
- Client relationship management
- Negotiation tactics
- Strategic planning
- Employee benefits analysis
- Client needs assessment
- Market analysis
- Problem solving
- Business management
Timeline
Senior Account Executive
Brown & Brown
01.2023 - 01.2024
Vice President of Business Development
Risk Strategies
01.2023 - 12.2023
Senior Account Manager
McGriff Insurance Services
01.2021 - 12.2022
Senior Account Executive
USI
01.2019 - 12.2019
Producing Consultant - Health & Benefits (H&B)
Mercer
01.2015 - 12.2018
H&B Assistant Vice President
Aon Hewitt
01.2010 - 12.2015
H&B Consultant
Aon Hewitt
01.2009 - 12.2010
H&B Analyst
Aon Hewitt
01.2005 - 12.2009
Senior Consulting Analyst
Mercer
01.1998 - 12.2004
Bachelor of Science - Human Resource Management/Industrial Relations
Virginia Commonwealth University
08.1990 - 06.1996