HEATHER CASTLE
Rancho Santa Margarita,CA
Summary
Results-driven Regional Account Manager with over 20 years group employee benefits expertise. Specialized in strategic sales planning, customer relationship management, and market analysis. Excel in negotiation, communication, and problem-solving to achieve goals and exceed expectations. Ready to leverage these skills to contribute positively to team success and drive revenue growth.
Overview
24
24
years of professional experience
Work History
Regional Account Manager
Equitable Financial (Remote)
New York, New York
08.2021 - Current
- Oversee clients and brokers of ancillary insurance provider focused on Dental, Vision, Basic Life, Voluntary Life, Critical Illness, Hospital and Accident coverage for over 250 clients.
- Ensure client satisfaction and retention by collaborating internally to effectively resolve service
- Maintain persistency liaising between brokers and underwriting to negotiate renewal action within territory.
- Contribute to divisional revenue targets by continuously upselling products to expand ancillary portfolio to enhance client and group performance.
Supplemental Health Account Manager
Cigna
11.2020 - 07.2021
- Analyzed client data and identified opportunities for growth.
- Managed accounts between 300 and 5,000 employees with Critical Illness, Hospital Illness and Accident lines of coverage.
- Developed strategies to increase revenue from existing accounts.
- Drafted proposals outlining services, costs, and benefits for prospective customers.
Specialty Account Manager
Anthem - Blue Cross
Walnut Creek, USA
01.2012 - 11.2020
- Maintain strong persistency and manage specialty book of business in California and Nevada for clients from 300 to 5,000 employees.
- Client service, reporting, and claims expert for specialty clients with life, supplemental life, disability, critical illness, hospital indemnity, accidental health, dental and vision products.
- Manage, research and escalate issues regarding claims, billing, enrollment, and general administration.
- Create and deliver best practice recommendations in all relevant areas.
Sales Account Manager
Sun Life Financial
Walnut Creek, USA
01.2006 - 01.2012
- Manage $25 million block of inforce business
- Educate employee benefits brokers and consultants on Sun Life's portfolio of ancillary group products including stop-loss and FMLA.
- Organize renewals for clients and strategize with underwriting on products and pricing to increase persistency with clients and create and close cross sell opportunities.
- Conduct case implementations of all new specialty lines of business.
Underwriter
MetLife
Walnut Creek, USA
01.2001 - 01.2006
- Assess risk to determine appropriate pricing for dental, life and disability products.
- Educate employee benefits brokers and consultants on MetLife's portfolio of ancillary group products.
- Analyze quote requests to prepare accurate and appropriate proposals for broker partner’s.
- Provide rate analysis for pricing and sales of ancillary products.
Skills
- Marketing Strategy Development
- New Hire Onboarding
- Client Retention
- Territory Management
- Team Collaboration
- Problem-solving abilities
Accomplishments
- Specialty sales awards: 2013, 2015, 2016, 2017
- Persistency Award CA and NV: 2018, 2019
Timeline
Regional Account Manager
Equitable Financial (Remote)
08.2021 - Current
Supplemental Health Account Manager
Cigna
11.2020 - 07.2021
Specialty Account Manager
Anthem - Blue Cross
01.2012 - 11.2020
Sales Account Manager
Sun Life Financial
01.2006 - 01.2012
Underwriter
MetLife
01.2001 - 01.2006
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