Summary
Overview
Work History
Education
Skills
Locations
Affiliations
Timeline
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Wes Proctor

Houston,USA

Summary

Dynamic Senior Principal with a proven track record at Mercer, excelling in client relationship management and strategic planning. Demonstrated expertise in revenue generation, achieving significant growth through innovative business development strategies. Renowned for exceptional team leadership and problem-solving skills, consistently delivering client satisfaction and exceeding targets.

Overview

13
13
years of professional experience

Work History

Senior Principal, Client Relationship Manager

Mercer
Houston, TX
05.2025 - Current
  • Responsible for client satisfaction within a book of business containing complex priority accounts.
  • Delivers the wealth of expertise and resources that Mercer has to offer that align with client strategies.
  • Managing and developing client relationships, acting as the client's trusted advisor, pursuing new business development that aligns with client's business and people strategies
  • Leads a a multi-team department to meet client objectives

Regional Sales Director

Blue Cross Blue Shield Global
Houston, TX
02.2019 - Current
  • Responsible for planning, implementing, and executing sales strategy geared toward growth in the up market corporate segment within the Central Region (CO, KS, MN, NE, OK, TX)
  • Built and executed strategic business plan based on focus on Energy clients in region with Energy Vertical strategy in partnership with BCBS TX
  • Identified and built relationships with both conventional and unconventional previously untapped broker relationships resulting in over $21,000,000 of new revenue.
  • Planned and led team workshops and learnings both for the West Regional as well as national Corporate Sales Team.
  • Over this time period has had responsibility for Southern CA, AZ, ND, SD, IA, MO, in addition to current market

Senior Regional Sales Manager

Blue Cross Blue Shield Global
Houston, TX
06.2018 - 02.2019
  • Responsible for planning, implementing, and executing sales strategy geared toward growth in the small to medium size corporate segment within the Midwest - South Region (AL, AR, KS, LA, MS, NE, MN, OK, TX).
  • Exceeded target by 115% from date of hire in June 2018 through year end.

Sales and Client Manager

Cigna Global Health Benefits
Sydney, Australia
04.2014 - 12.2017
  • Responsible for business development and client management strategy and execution to meet sales, revenue, and profitability targets for Cigna Australia.
  • Exceeded business development targets by 125% in 2015 and 500% in 2016 ($1.25M USD and $6M USD)
  • Olympian Award Winner for 2016
  • Achieved 150% of FY 2017 target (3M USD) while selling for only 3 quarters.
  • Exceeded client retention targets with 100% client persistency in 2014, 2015, 2016 and 2017.
  • Partnered with underwriting and actuarial leadership to challenge pricing assumptions helping to drive revamped market relevant pricing strategy for Cigna Australia. The business written thereafter proved to be profitable

Sales Manager

Cigna & CMC Life Insurance Co. Limited
Shanghai, PRC
09.2012 - 03.2014
  • Achieved over $1.2M USD in new business during 2013 against a target of $1M USD.
  • Represented Cigna on the American Chamber of Commerce’s Healthcare Committee
  • Success in the above deliverables led Cigna to ask me to relocate to Sydney in April 2014 to drive sales and client management for Cigna Australia.

Education

Bachelor of Arts - Economics, Spanish, International Studies

HAMPDEN SYDNEY COLLEGE
Farmville, VA
05.2010

Skills

  • Team leadership
  • Account management
  • Negotiation skills
  • Customer service
  • Business development
  • Client relationship management
  • Strategic planning
  • Cross-functional collaboration
  • Problem solving
  • Revenue generation

Locations

  • Houston, TX
  • Sydney, Australia
  • Shanghai, PRC
  • Farmville, VA

Affiliations

  • Stress and rescue SCUBA diver
  • Underwater photographer
  • International traveler

Timeline

Senior Principal, Client Relationship Manager

Mercer
05.2025 - Current

Regional Sales Director

Blue Cross Blue Shield Global
02.2019 - Current

Senior Regional Sales Manager

Blue Cross Blue Shield Global
06.2018 - 02.2019

Sales and Client Manager

Cigna Global Health Benefits
04.2014 - 12.2017

Sales Manager

Cigna & CMC Life Insurance Co. Limited
09.2012 - 03.2014

Bachelor of Arts - Economics, Spanish, International Studies

HAMPDEN SYDNEY COLLEGE

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