JAY BONGIORNO
Binghamton,USA
Summary
With a proven track record at Excellus, BlueCross BlueShield, I excel in distribution channel management and fostering client-centric relationships, achieving record growth and retention. My strategic approach to sales and market analysis has consistently surpassed goals, marked by prestigious awards and profitable broker partnerships.
Overview
32
32
years of professional experience
Work History
Southern Tier Regional Sales Manager
Excellus, BlueCross BlueShield
Binghamton, NY
01.2014 - Current
- Manage a team of Sales Professionals in the Southern Tier Region, including recruitment, evaluation, and training of staff
- Responsible for all Account Management and retention of the largest book of business with the most complex key accounts in the ST Region
- Actively involved in all strategic planning that effect the Region as well as the Division, including sales strategy, operational policies, market trends and legislative compliance
- Developed strong relationships with various divisions and stakeholders across the entire enterprise
- Responsible for developing and maintaining profitable relationships with broker agencies, group leaders and community leaders
- Continuously exceed all growth and retention goals both as an individual contributor and as a sales team leader
- Actively provide direction to the sales staff on the values and missions of the Lifetime Healthcare Companies
- Conduct Regional staff meetings on a regular basis to distribute pertinent information to team
- Represent the company at many different external community events
Southern Tier Regional Manager, Special Accounts
Excellus, BlueCross BlueShield
Binghamton, NY
01.2007 - 01.2014
- Responsible for the overall management and retention of the Southern Tier Region's largest accounts
- Supervise the Southern Tier's principal accounts with revenue in excess of $150 million dollars annually
- Directly manage internal sales/sales support staff in order to achieve company growth and retention goals
- Advise corporate decision makers on sophisticated benefit design, financial arrangements, underwriting, compliance and overall service
- Oversee and assist sales with new business opportunities and difficult renewals
- Responsible for the training and mentoring of new Excellus Account Consultants in the Southern Tier Region
- Conduct monthly meetings with Key Accounts to address needs and inform on industry related topics
- Interact on a regular basis with various internal operating departments to ensure account satisfaction: Membership, Billing, Reporting, Provider Relations/Contracting, Underwriting, Rating, Finance
- Established valuable relationships with community leaders that have resulted in the largest level of contract growth within the Excellus Corporation
Senior Account Consultant/Small and Large Group Combo Rep
Excellus, BlueCross BlueShield
Binghamton, NY
01.2005 - 01.2007
- Managed and retained over 80 experience and community rated accounts in the Southern Tier Region
- Responsible for company growth accounting for revenue in excess $8 million dollars each year
- Continuously exceed annual forecasts for Excellus ancillary products including Flexible Spending, Cobra Administration, Stop Loss and Dental
- Secured new relationships in the Broker Community that directly resulted in new profitable business
- Solidified the Excellus standing in the troubled Chenango County market and worked closely with leaders to generate record new growth in this territory
- Awarded the Excellus Regional Sales Person of the Quarter for 6 separate quarters
- Awarded the Excellus Regional Sales Person of the Year in 2005, 2006 and 2007
Account Consultant, Small Group Market
Excellus, BlueCross BlueShield
Binghamton, NY
01.2003 - 01.2005
- Maintained over 800 community rated accounts in the Southern Tier market
- Embraced the Broker Program and established new relationships with the broker community to market Excellus products
- Generated over 400 new contracts in 2003 with annual revenue exceeding $3 million dollars
- Developed and implemented a strategy to transition Chenango County small group market away from main competitor, MVP
- Reduced the number of MVP held contracts in the Chenango County Chamber by 60%
- Awarded the Excellus Small Group Regional Sales Person of the Quarter on five separate occasions
- Awarded the Excellus Small Group Regional Sales Person of the Year in 2003
Director, Worksite Marketing Operations
Security Mutual Life Insurance Company of New York
Binghamton, NY
01.1993 - 01.1997
- Direct the company's marketing efforts in developing and distributing company product lines to various broker networks
- Responsible for identifying, developing and implementing a competitive marketing strategy that consistently leads to record growth
- Solicit and build productive broker relationships for company division
- Company liaison and key contact person for all company field agents and broker network
- Train broker distribution force in marketing and implementation methods
- Supervise and coordinate service team activities in all marketing aspects
- Responsible for the development and performance of department personal and report progress directly to Company Senior Management
- Experience in negotiating and implementing marketing programs for numerous union, federal/state agencies, and commercial marketplaces
- Oversee many internal licensing/contracting and underwriting issues
- Member of the numerous internal and external associations, committees and societies
- Travel nationally to industry functions to formally present on SML products
Manager Sales/Customer Service
SWS, Inc.
Binghamton, NY
- Responsible for the management of all marketing personnel and all transactions between SWS and its largest accounts
- Accounts number over 100 and include Eastman Kodak, Hughes, IBM, Phillips Broadband and Parker Hannifin Gull
- Manage Sales/Marketing Dept
- Personnel and activity
- Manage all Customer Service Dept
- Issues including department personnel
- Manage all sales, sales forecasting, inventory and shipping activity for all customers in North Eastern region using AS400 system
- Negotiate terms of all contracts including matrix pricing, contract pricing and blanket orders
- Process quotes to all customers and oversee quotes through engineering, purchasing and production control departments
- Travel to meet with all accounts and assist in the presentation of all sales programs
- Key contact for all accounts and handle all account issues
Education
B.A. - Economics
State University of New York at Binghamton
Binghamton, NY01.1993
Skills
- Distribution channel management
- Sales Strategies
- Client-Centric Sales
- Competitive Market Assessment
- Industry Trend Evaluation
- Territory and account management
References
Available upon request
Timeline
Southern Tier Regional Sales Manager
Excellus, BlueCross BlueShield
01.2014 - Current
Southern Tier Regional Manager, Special Accounts
Excellus, BlueCross BlueShield
01.2007 - 01.2014
Senior Account Consultant/Small and Large Group Combo Rep
Excellus, BlueCross BlueShield
01.2005 - 01.2007
Account Consultant, Small Group Market
Excellus, BlueCross BlueShield
01.2003 - 01.2005
Director, Worksite Marketing Operations
Security Mutual Life Insurance Company of New York
01.1993 - 01.1997
Manager Sales/Customer Service
SWS, Inc.
B.A. - Economics
State University of New York at Binghamton