TORY M. GLOVER

Broker Regional Sales Manager
Freedom Health | Optimum Health | Simply Healthcare
The Villages Market — Lake, Marion & Sumter Counties, FL

• Lead regional broker sales strategy and market development across Lake, Marion, and Sumter Counties, including The Villages and surrounding communities, supporting Medicare Advantage growth and market expansion.
• Manage and cultivate relationships with 4 top national insurance agencies and key FMO partners, serving as a strategic business partner and primary point of contact for sales strategy, production, training, and market development.
• Delivered 125% year-over-year enrollment growth by developing targeted broker strategies, strengthening agency partnerships, and identifying high-value market opportunities.
• Increased broker production by 85% year over year through broker engagement, sales coaching, product education, performance management, and customized agency strategies.
• Achieved 115% of AEP sales goal, ranking #1 against regional sales goals through effective territory planning, broker activation, pipeline management, and execution of enrollment strategies.
• Develop and execute comprehensive AEP and year-round broker engagement strategies, including agency business reviews, broker roadshows, product trainings, sales meetings, educational events, and field marketing initiatives.
• Build and maintain strong relationships with FMO leadership, national agencies, independent brokers, general agencies, physician groups, and community partners to expand distribution and drive membership growth.
• Serve as a trusted Medicare Advantage subject-matter resource for brokers, providing guidance on products, benefits, market positioning, enrollment strategies, competitive intelligence, and compliance requirements.
• Analyze enrollment trends, broker production, competitive activity, agency performance, and territory opportunities to develop data-driven sales strategies and actionable business plans.
• Conduct regular agency and FMO performance reviews, establish production goals, identify gaps, and implement strategies to improve broker productivity and overall market performance.
• Collaborate with Sales Leadership, Provider Relations, Marketing, Product, Operations, Compliance, and other internal stakeholders to resolve broker issues and execute market initiatives.
• Provide leadership with market intelligence, sales forecasts, competitive insights, performance reporting, and strategic recommendations to support regional business decisions.
• Recruit, activate, educate, and develop broker partners through one-on-one coaching, sales training, product education, AEP preparation, and ongoing performance management.
• Monitor competitive Medicare Advantage offerings and local market dynamics to position Freedom Health, Optimum Health, and Simply Healthcare products effectively within the assigned territory.
• Ensure broker and agency activities remain aligned with CMS regulations, company policies, Medicare Advantage marketing guidelines, and compliance standards.
• Represent the organization at major broker, FMO, agency, provider, and community events, strengthening brand presence and developing new business opportunities.
• Consistently deliver against aggressive sales objectives while managing a diverse broker ecosystem and maintaining strong executive-level relationships with key distribution partners.

• Meet 12 in regional sales through disciplined lead generation and outbound outreach.
• Deliver 20 Medicare sales presentations monthly to consumer groups and private home appointments.
• Manage customer records in the automated lead tracking system using Excel and Microsoft Word to support accurate follow-up.
• Build territory leads by developing relationships with contracted medical providers, senior organizations, and community leaders.
• Provide member retention support through benefit plan comparison and responsive client relationship management.
• Conduct outbound calls to prospects, set private appointments, and maintain steady pipeline activity.
• Network with primary physician groups and market Senior Services products across the territory.

• Handle 60 inbound calls daily from marketing leads and guide prospects through health plan options.
• Develop tailored health insurance packages that match customer needs and support informed plan selection.
• Conduct outbound calling to nurture leads and re-engage prospects through consistent follow-up.
• Maintain conversion and ancillary attachment metrics to align daily sales activity with performance standards.
• Apply Microsoft Word and Excel to track member interactions, enrollment details, and follow-up notes.
• Support member retention by delivering clear benefit explanations and responsive relationship management.

• Handled 30 enrollment calls per day for WarnerMedia participants while delivering accurate benefit guidance.
• Delivered consultative benefit support and explained product options clearly to WarnerMedia participants.
• Facilitated enrollment into employer-sponsored benefits packages and guided participants through plan selections.
• Researched complex inquiries, gathered missing details, and followed up promptly with accurate answers.
• Coordinated with internal business partners to support business unit results and keep transactions moving.
• Used Microsoft Word and Excel to document transactions, organize notes, and maintain timely records.