RICHARD KILBURN

• Collaborated on new sales prospect presentations, including presenting financial capabilities available
• Analyzed problematic areas to provide recommendations and solutions
• Presented renewal projections, reserve calculations, cost saving recommendations to Executive Boards, Municipalities, Private Equity fund investors and other client representatives
• Developed multiple financial strategies for M&A clients' end result to be what their leadership team had requested, also including additional ideas to supplement other areas discussed
• Ability to have difficult conversations with C-Suite Executives in manner that solidified their trust
• Ability to work independently, with minimal guidance, meeting deadlines, while working in fast-paced environment with multiple team members with different work styles.
• Provide rate setting, complex employee contribution strategies, plan design modeling, recommendations, and more, to clients
• Earned respect with carrier organizations and representatives by building partnerships, showing authenticity, respect, credibility, and letting them know exactly what was needed, while backing it up with necessary data. They know when I ask for something, it is a "must have"
• Evaluated and negotiated contracts to procure favorable financial terms.

Financial analyst in the health care and group benefits consulting practice in Mercer's Kansas City office. Responsible for servicing and maintaining a $2.5M+ book of business of clients with employees locally and nationally. Primary responsibility was providing financial services for clients with both self-funded and fully insured medical, prescription, dental and vision plans.

• Developed custom solutions based upon clients' strict requirements, using rate setting, employee contribution strategies, plan design modeling and reserve calculations for self-funded medical, prescription drug, dental and vision plans
• Identified impact of medical plan design changes due to Health Care Reform
• Customized monthly claims experience reporting and trend analysis.
• Evaluated clients' need and created plan of action to provide solutions in order to present them to existing clients and prospects
• Managed Mercer's central market stop loss activity, which had over $80M in stop loss premium at that time
• Successfully negotiated renewals for stop loss and fully-insured lines of coverage

Account Management for a $2M book of business, serving as the daily contact as well as working on behalf of clients for all lines of employer sponsored benefit plans.

• Successfully negotiated medical, prescription drug, dental, vision, stop loss, life and AD&D, long-term disability and various voluntary lines of coverage on the clients' behalf
• Coordinated and managed complicated marketing projects for all lines of coverage
• Provided plan document and contract review
• Services and maintained client retention rate of 98% during tenure at Aon, starting with $1M book of business, which grew to $3M book of business in 7 years of employment

• Stop loss Underwriting
• Stop Loss Sales and Service