Sharon Relerford
New Braintree,MA
Summary
Customer-focused and trustworthy sales leader with 25+ years of Account Management and New Business Sales in the insurance industry. Articulate communicator skilled in building relationships, listening, negotiating, and providing exceptional consultative sales. Proven charismatic mentor and trainer who leads by example, exhibits outstanding product and service knowledge. Able to conduct successful presentations and connect with a variety of stakeholders.
Overview
19
19
years of professional experience
1
1
Certification
Work History
Consultant
Marsh McLennan Agency
01.2021 - 01.2022
- Ensures outstanding customer service is provided to clients, vendors and members of the team. Works collaboratively to lead consulting engagement with existing accounts from 50-120 employees for their employee benefits, negotiate with vendors to secure health and welfare coverage for employees. Develops strategies, interfacing directly with clients and developing vendor relationships. Designs detailed analysis and strategic assessments, conducts open enrollment meetings.
Account Manager
Aisling/Alera
01.2018 - 01.2021
- Responsible for day-to-day management of an assigned book of business. Worked collaboratively with the internal service teams, and Benefit Consultants to ensure service deliverables meet and exceed client expectations. Serves as the client’s main point of contact for any benefit-related service needs.
- Client Relationship Management: Delegates work assignments to internal service team members. Works alongside Benefit Consultant to manage entire renewal process. Conducts needs analysis and strategy calls. Conduct all enrollment meetings. Conducts regular face to face meetings with clients. Assists clients with compliance such as 5500 and ACA filings. Assists in growing book of business through cross-sale opportunities. Communicates and educates clients on latest trends, concerns, and changes in the industry. Coordinates all employee benefit communications
Account Manager
Health Plans Inc.
01.2018 - 01.2018
- Manages an in-force block of business and lead account manager for a premiere account of 3,000 members. Responsible for the implementation of renewals, editing/updating summary of benefits, attending employee benefit meetings. Manages client and broker relationships and day to day inquiries.
- Successfully renewed 100% of block of business
Employee Benefit Consultant
Small Business Insurance Agency
01.2017 - 01.2018
- Promote and market employee benefit solutions to small and mid-sized businesses. Network and collaborate with business owners, banks and accountants to grow client base. Manage sales cycle from prospecting to close/on-boarding client as well grow and retain a current book of business.
Health & Benefits Sales Representative
Paychex Insurance Agency
01.2014 - 01.2017
- Leveraged Paychex existing client relationships to drive business growth through sales and marketing of employee benefits and a web based online benefits management tool (SaaS) to various business verticals throughout New England. Conducted client needs assessments to improve efficiencies and reduce risk by partnering with clients and providing guidance on healthcare reform and compliance.
- Advised and educated business owners, CPA’s and CFOs on ACA reforms and mandates that affected their business size. Networked with insurance carriers to design and negotiate plans.
- Multiple recipient Top 10 Rookie Ranking and quota achievement.
- Extensive training in ACA, 6055 and 6056 reporting.
New Business Account Executive
Aetna Student Health
01.2011 - 01.2014
- Prospected and qualified leads to gain new business with persuasive presentations calling on colleges and universities promoting student health insurance. Utilized a consultative selling process to assess client needs, make recommendations and present solutions to win and close cases. Cultivated new and existing broker relationships that led to increasing new business sales opportunities. Managed total revenue of $20M each year.
- FY 2011- Achieved 105% of quota
- FY 2012- Achieved 107% of quota
- Successfully renewed 100% of block of business 4 straight years
Account Executive
Consolidated Health Plans
01.2009 - 01.2011
- Lead account executive for a $38 million account (NYU) that accounted for 75% of overall business. Retained 100% of account by cultivating on-going relationships with key personnel. Coordinated overall plan management, reporting, claims analysis and implementation. Created solutions to customer challenges with a full understanding of their needs and expectations.
Client Service Account Executive
Aetna Student Health
01.2005 - 01.2009
- Managed an assigned block of business of 100 accounts totaling over $100 million in revenue. Conducted reporting, claims analysis, benefit consultation and renewals/implementations for assigned colleges and universities. Collaborated with account management team to achieve growth and renewal objectives. Coordinated plan/benefit design, administrative policy development and training for client base.
- Successfully renewed 100% of schools in block of business year after year.
Account Executive
BHR Life Co.
01.2003 - 01.2005
- Managed and cultivated relationships with 150 key accounts that produced 95% of in force premiums. Implemented strategies to increase revenue and membership within assigned accounts. Prepared quotes and proposals to prospects and existing clients. Coordinated all renewal installations and onsite service meetings, health fairs and carrier presentations.
Education
Liberal Art Courses
Quinsigamond Community College
Worcester, MASkills
Problem-solving
Attention to detail
Team leadership & development
Client relationships
Integrity and honesty
MS office
Analytical thinking
Strategic planning
Issue resolution
Customer relationship management
Public speaking
Work Planning and Prioritization
Client rapport
Business analysis
Certification
MA Division of Insurance Individual Producer License, Life & Health
Timeline
Consultant
Marsh McLennan Agency
01.2021 - 01.2022
Account Manager
Aisling/Alera
01.2018 - 01.2021
Account Manager
Health Plans Inc.
01.2018 - 01.2018
Employee Benefit Consultant
Small Business Insurance Agency
01.2017 - 01.2018
Health & Benefits Sales Representative
Paychex Insurance Agency
01.2014 - 01.2017
New Business Account Executive
Aetna Student Health
01.2011 - 01.2014
Account Executive
Consolidated Health Plans
01.2009 - 01.2011
Client Service Account Executive
Aetna Student Health
01.2005 - 01.2009
Account Executive
BHR Life Co.
01.2003 - 01.2005
Liberal Art Courses
Quinsigamond Community College