Fernando Archuleta
El Paso
Summary
Experienced with strategic sales planning, consistently identifying and capitalizing on market opportunities. Utilizes data-driven insights to inform decision-making and drive sales performance. Track record of cultivating strong client relationships and leading teams to achieve ambitious sales targets.
Overview
21
21
years of professional experience
1
1
Certification
Work History
Medicare Sales Director - Texas
Health Care Service Corporation
El Paso, TX
10.2015 - Current
- Develop and Implement Sales, Recruiting and Training Strategies to drive revenue growth with an insurance portfolio in the El Paso, Pan Handle, Houston, Rio Grande Valley Markets
- Focus: Medicare Advantage, Medicare Supplement, Individual Prescription Drug Plans
- Develop and maintain relationships with Value Based Care Provider Partners
- Develop Grass Roots Marketing strategies to target Medicare eligible individuals within Texas markets to grow Government Programs Division within HCSC
- Create and maintain relationships with community organizations such as the Alzheimer’s Association, Diabetes Association, and others to promote Medicare education within the Medicare eligible population
- Implementation of sales strategies that have increased overall membership growth by an average of 40% year over year with limited product (Medicare Supplement only)
- Implement and oversee Provider Marketing campaign for University Medical Center of El Paso
- Conduct annual Producer Sneak Peeks and trainings across Texas:
- Train and mentor external sales agents in CMS Regulations, BCBS products, relationship building and sales strategies to achieve sales targets
- Development of Broker Recognition Program
- Program designed to incentivize engaged brokers
- Medicare Supplement Bonus Program
- Coordinate with actuary to determine appropriate levels of bonus/incentives to brokers who sell BCBS Medicare supplement products – Project was implemented with my design for 3 years continuous (Profitable and successful with a 24% increase in sales on average year over year)
- Project Management for Medicare Sales Programs and Initiatives
- Strategic Sales Initiatives: Managed initiative planning and implementation of multiple process-improvement and/or CMS mandated projects including:
- Health Risk Assessments (HRA) Online & Incentive Program – Resulted in higher response rates and capture for HRA – Improvement to star ratings and overall revenue
- Scope of Appointment Collection Methods (Phone, IVR, Online, Application) - Improved Broker satisfaction and streamlined the process of capturing CMS mandated materials
- Enrollment Support - Agent Phone Enrollment Assistance (Q2) & Voice Recording – Response to CMS mandates. Allowed HCSC to remain compliant and competitive within the Medicare space – Resulted in 38% increased sales year over year
- Develop business case files for new projects tied directly to compliance and sales
- Develop projects/processes to improve customer experience and broker agent satisfaction - leading to revenue and enrollment growth
- Develop marketing and sales plans for all contracted and newly contracted provider partners
- Assist in the bid process for new product benefits - in working with actuary to ensure profitability while providing robust benefits and enhanced member experience
- Present Annual Business Plan and projected targets to our Corporate Offices supported by quarterly business reviews to monitor progress and profitability
Agent
Farmers Insurance
El Paso, TX
08.2014 - 10.2017
- Developed and implemented sales, marketing, training, and networking strategies to organically grow a book of business with Farmers Insurance.
- Focus: Auto, homeowners, life, business, and specialty insurance products
- Developed 5 marketing systems to promote growth and meet quarterly goals to satisfy and exceed contractual agreements with Farmers Insurance.
- Used marketing systems to identify prospects who were suitable for Farmers Insurance lines of business.
- Consistently met or exceeded sales goals assigned by Farmers Insurance with the assistance of hired producers and staff.
Agency Manager
UnitedHealth Group
El Paso, TX
08.2012 - 08.2014
- Implemented sales strategies to increase member growth for Medicare Advantage, Dual SNP, Chronic, Medicare Supplement and Prescription Drug Plans in various markets across the states of TX, NM, OK, and MO:
- Mentored and partnered with individual sales agents and agencies to increase membership over 135% on average each year between 2012 and 2014
- Met or exceeded all sales targets
- Partnered with Network Partners to address and fix issues with all Medical Providers.
- Partnered with Dental providers and local insurance brokers to expand United Healthcare Dental plan through Community and State Dual Plan
- Developed Marketing strategies to best target our audience:
- Developed strong relationships with organizations such as Area Agency on Aging, LULAC, Silver Sneakers, City of El Paso, Amigo Airshow, ABQ Health Clinics, University Medical Center, and El Paso and NM Housing Authorities to promote the growth of the UnitedHealth Group portfolio of products
- Worked with other segments of United Health Group to identify cross selling opportunities for all segments
- Recruited, trained and motivated multiple sales channels:
- Established strong relationships with Multiple External Broker Partners; Increased writing agents by 50%
- Maintained strict Government Regulations regarding Sales and Marketing.
- Worked closely with Texas Department of Insurance and Centers for Medicare and Medicaid Services to ensure agents remained highly ethical and compliant
Independent Captive Agent
UnitedHealth Group
El Paso, TX
01.2010 - 08.2012
- Developed new territories in NM with emphasis on Grass Roots strategies
- Became Proficient in Provider Marketing
- Established relationships with Area Agency on Aging and other Senior Advocate groups
- Developed sales strategies to grow my book of business and achieve sales targets
- Grew referrals by partnering with the Chamber of Commerce
- Created strategy to work with local businesses to generate leads
- 90% of sales were self-generated
- Achieved 113% of my individual sales targets
Aviation Ordnanceman 2nd Class
United States Navy
USA
01.2005 - 01.2010
- Conducted combat and training operations in support of Operation Iraqi Freedom and Operation Enduring Freedom
- Trained and mentored young sailors in safety programs, maintenance programs, safe weapons handling, proper weapons storage, maintenance data entry
- Attained Aviation Warfare designation
- Attained Collateral Duty inspector designation
Education
Bachelor of Science - Business Administration
University of Phoenix
El Paso, TX01-2012
Bachelor of Science - Pre-Nursing
New Mexico State University
Las Cruces, NM01-2002
Skills
- Proficient with Microsoft Office, CRM, GPS Enrollment Data System, COSMOS and NICE Provider Payment Systems, and Sales Force Lead Management Tool
- Sales training and leadership
- Revenue growth
- Sales funnel management
- Sales team training
- Sales team motivation
- Sales process optimization
- Sales coaching
- Territory management
- Sales training
Accomplishments
- Achieved Medicare compliance requirements by introducing Connecture Platform for required call recording tasks.
- Supervised team of 8 staff members.
Affiliations
Professional Membership: National Association of Insurance and Financial Advisors: Health Insurance Chair 2017
Certification
Licenses And Certifications: Texas and New Mexico General Lines Insurance Licenses
PROFESSIONAL MEMBERSHIP, LANGUAGE SKILLS AND AWARDS
Language Skills: Bilingual, English and Spanish
Timeline
Medicare Sales Director - Texas
Health Care Service Corporation
10.2015 - Current
Agent
Farmers Insurance
08.2014 - 10.2017
Agency Manager
UnitedHealth Group
08.2012 - 08.2014
Independent Captive Agent
UnitedHealth Group
01.2010 - 08.2012
Aviation Ordnanceman 2nd Class
United States Navy
01.2005 - 01.2010
Bachelor of Science - Pre-Nursing
New Mexico State University
Bachelor of Science - Business Administration
University of Phoenix
PROFESSIONAL MEMBERSHIP, LANGUAGE SKILLS AND AWARDS
Awards: Navy and Marine Corps Achievement Medal – 2007, 2008, 2009
CORE COMPETENCIES
- Broker Relationship Management
- Membership Growth Strategies
- Recruitment
- Training and Development
- Medicare Marketing Regulations
- Mentorship
- Network Management
- Provider Relations
- Affordable Care Act
- Sales Analytics
- Medicare/Medicaid Regulations
- Account Management
- Medicare Advantage Marketing
- Implementation Strategies
- Grass Roots Marketing
- Call Center Management
- Team Leadership
- Dental Plan Sales
- Managed Care
- Client Relations
- Business to Business Sales
- Project Management