Otoniel Rosales
Battle Ground
Summary
Results-driven Account Management and Sales Executive Producer with over 15 years of experience in client services and sales process development. Expertise in cultivating profitable relationships with clients and partners while enhancing customer service and team efficiencies through effective process implementation.
Overview
25
25
years of professional experience
Work History
Account Executive Producer
Capital Financial Consulting, dba CapFi Consulting
Camas
06.2023 - Current
- Developed and implemented a comprehensive sales plan to increase revenue in assigned territory.
- Identified potential new customers through research of industry trends and competitive analysis.
- Generated leads through cold calling and networking, expanding client base and market reach. by cold calling prospects, networking at events and effectively using social media networks.
- Managed client relationships to ensure satisfaction and retention.
- Developed tailored financial strategies for diverse client needs.
- Prepared presentations for client meetings and proposals.
- Tailored pricing strategies to meet individual client needs and enhance competitiveness.
- Established relationships with vendors to negotiate contracts in order to maximize production value while staying within budget parameters.
Account Executive
Durham & Bates, Gallagher Insurance
Portland
06.2023 - 04.2025
- Developed strategic insurance proposals tailored to client needs and objectives.
- Cultivated relationships with key decision makers through regular client visits and follow-up calls.
- Cultivated client relationships through regular communication and personalized service.
- Managed policy renewals and updates to ensure compliance and accuracy.
- Conducted market research to identify emerging trends and opportunities.
- Collaborated with cross-functional teams to enhance service delivery efficiency.
- Participated in networking events to connect with potential clients and industry professionals. to build relationships with potential customers.
Director of Account Management, Senior Account Manager
PCF Insurance services of the West LLC
Battle Ground
06.2022 - 04.2023
- Led CAMS (Client Account Management Services) department, focusing on employee development and training to enhance team capabilities.
- Developed and implemented performance improvement plans for CAMS department, targeting enhancements in quality and task completion efficiency.
- Evaluated employees to meet the areas of their job description and M&G processes as well as implemented & monitored Performance Improvement Plans.
- Conducted yearly employee evaluations and performance reviews.
- Oversaw adherence to company meaningful objectives applicable to the CAMS department.
- Cultivated key partnerships with insurance partners, fostering collaboration between M&G team and ensuring quality service delivery to clients.
- Oversaw state & federal compliance mandate projects for client communications.
- Spearheaded cross-selling opportunities and projects through consolidation of benefit lines with ancillary carrier partners, to achieve and position the agency as the carrier top-performing broker.
Senior Account Manager
Montgomery & Graham, Inc/PCF Insurance Services
Camas
01.2021 - 05.2022
- Managed an assigned book of clients to an established retention rate of 90%+ across all product lines, including medical, dental, and ancillary products.
- Established and fostered strong client relationships through proactive account management and strategic conversations with key insurer carriers.
- Identified and leveraged cross-selling opportunities, enhancing book of business value.
- Oversaw client account management to ensure satisfaction and retention. and coordinated corporate strategy each year at renewal.
- Sought to expand services offered to clients, driving income growth.
- Partnered closely with Sales Agents to produce the best Client Service Strategy.
- Managed escalated client issues through to resolution.
- Diverse book of business consists of mid-to-large employer groups of up to $1 million revenue.
Account Manager
Kaiser Permanente
Portland
07.2012 - 12.2020
- Managed retention, membership growth, and sales of new products and services for existing accounts in assigned book of business to meet membership, revenue, and margin goals.
- Consistently achieved a client renewal retention of +90%.
- Collaborated with C-suite leaders in strategic planning and meetings with marquee employer groups to secure renewal retention and drive membership growth.
- Created and executed account & business plans that positioned Kaiser Permanente to optimize opportunities across a book of business.
- Created and implemented account and business plans to achieve specific goals; developed member enrollment strategies to support growth targets.
- Managed a large book of business consisting of employer groups of 51+ employees.
- Book of business consisted of various 51-250, 251-500, and 1,000 lives employer groups.
Associate Account Manager
Kaiser Permanente
Portland
01.2009 - 07.2012
- Executed business processes and administrative requirements for accounts, ensuring smooth operations.
- Processed group renewal implementations, maintaining accurate account administration and enhancing client satisfaction.
- Partnered with Account Managers to identify solutions to issues in accounts and book-of-business, to achieve a high overall customer satisfaction.
- Effectively consulted with front line benefits contacts, admins & HR representatives to demonstrate value and build commitment to Kaiser Permanente.
- Created customized reports to support purchaser needs and account strategy.
- Presented open enrollment sessions and health fairs, effectively engaging groups and their employees in wellness initiatives.
- Proposed activities that target opportunities to position Kaiser for future growth.
Enrollment Specialist
Kaiser Permanente
Portland
07.2007 - 12.2008
- Developed and executed strategies for open enrollment and engaged members and potential members outside of enrollment to enhance understanding and commitment to Kaiser.
- Created sales opportunities through targeted enrollment activities, increasing membership and support for Kaiser Permanente.
- Analyzed open enrollment opportunities and proposed options to enhance Kaiser's visibility.
- Identified and reported customer trends to internal stakeholders.
- Communicated customer issues regarding accounts and book of business to account manager accurately and within specified time frame.
Outreach and Eligibility Specialist
Multnomah Education Service District
Portland
03.2005 - 06.2007
- Clarified eligibility requirements for Oregon Health Plan (OHP), Family Health Insurance Assistance Program (FHIAP), Kaiser Permanente's Child Health Program (CHP), and community resources to school families, facilitating access to financial, medical, and service programs.
- Provided outreach, screening, research, and follow-up of eligible and enrolled members.
- Coordinated outreach efforts with families, providing information and referrals to enhance awareness of available community services and programs.
- Assisted professional staff by interpreting complex policies of Federal, State, and County health insurance programs during field assignments, ensuring accurate understanding and implementation.
Eligibility Specialist
Multnomah County Health Department
Portland
10.2001 - 04.2004
- Provided screening and eligibility requirements to families for Oregon Health Plan (OHP) and community programs, ensuring access to necessary resources.
- Advocated for families by identifying and communicating available community resources, enhancing their access to support.
- Conducted and coordinated presentations and enrollment activities with community partners, increasing awareness and participation in available programs.
- Provided support to professional staff in both field assignments and translation.
- Conducted training sessions for community partners on available resources to different community partners of resources available to them and their clients.
Education
Bachelor of Science - Business Management
University of Phoenix
Portland, Oregon, US01-2012
Criminal Justice - Reserve Deputy
Clackamas County Reserve Academy
Clackamas, Oregon, US01-2003
Skills
- Account Management
- Client Services
- Client Relations
- Upselling strategies
- CRM oversight
- Pipeline management
- Strategic Planning
- Process Development
- Leadership
- Team leadership
- Management
- Relationship management
- Team leadership
Timeline
Account Executive Producer
Capital Financial Consulting, dba CapFi Consulting
06.2023 - Current
Account Executive
Durham & Bates, Gallagher Insurance
06.2023 - 04.2025
Director of Account Management, Senior Account Manager
PCF Insurance services of the West LLC
06.2022 - 04.2023
Senior Account Manager
Montgomery & Graham, Inc/PCF Insurance Services
01.2021 - 05.2022
Account Manager
Kaiser Permanente
07.2012 - 12.2020
Associate Account Manager
Kaiser Permanente
01.2009 - 07.2012
Enrollment Specialist
Kaiser Permanente
07.2007 - 12.2008
Outreach and Eligibility Specialist
Multnomah Education Service District
03.2005 - 06.2007
Eligibility Specialist
Multnomah County Health Department
10.2001 - 04.2004
Bachelor of Science - Business Management
University of Phoenix
Criminal Justice - Reserve Deputy
Clackamas County Reserve Academy