Experience

Clarity Software Solutions, Inc.

• United States
• Software Development
• 100 - 200 Employee

• Vice President Sales

  • May 2022 - 1 year 8 months

  Charlotte, North Carolina, United States



Self-employed

• Business Development Consultant

  • Jun 2019 - Jul 2022

  Charlotte, NC • Provide consultation to the Co-Founder of a FinTech venture capital company on due diligence related to early stage FinTech and insurance market dynamics, influencing strategic decision making and thought leadership • Supported a startup business called Ready Pay, collaborating closely with the Founder to market the automated FSA system by validating the target market, identifying, categorizing and ranking distribution channels to recommend sales through the broker services channel and… Show more • Provide consultation to the Co-Founder of a FinTech venture capital company on due diligence related to early stage FinTech and insurance market dynamics, influencing strategic decision making and thought leadership • Supported a startup business called Ready Pay, collaborating closely with the Founder to market the automated FSA system by validating the target market, identifying, categorizing and ranking distribution channels to recommend sales through the broker services channel and initiating the vetting process for early adopters Show less



Delta Dental of North Carolina

• United States
• Insurance
• 1 - 100 Employee

• VP, Sales & Client Services

  • Sep 2012 - Feb 2019

  Charlotte, North Carolina Area • Recruited to be a brand ambassador and provide a proactive approach to reverse a $5M negative trend on an $85M book of business and grow business, successfully recovering the company out of (looming, potential, possible) receivership bankruptcy • Directed the Sales and Client Services teams to transition from a commodity-based approach to a consultative, solution-based strategy while strengthening communication, collaboration, and talent to enhance employee satisfaction, resulting in… Show more • Recruited to be a brand ambassador and provide a proactive approach to reverse a $5M negative trend on an $85M book of business and grow business, successfully recovering the company out of (looming, potential, possible) receivership bankruptcy • Directed the Sales and Client Services teams to transition from a commodity-based approach to a consultative, solution-based strategy while strengthening communication, collaboration, and talent to enhance employee satisfaction, resulting in growing the top-line revenue to $125M and enabling the first $1M profit in history, achieving a new sales and profitability record in 2015 • Onboarded a private consulting firm to utilize a data claims analysis to select a provider with the best discounts and build the network, transforming the worst-performing Delta Dental member company to the fastest growing Delta Dental plan in the US with subscriber growth of 44% YOY in 2018 and a book of business at $220M • Shifted the Client Service culture from a reactive to an initiative-taking approach with a client-centric focus, leading to boosting retention by 15% • Proactively identified and collaborated with field intelligence to improve the knowledge base, enabling strategic and effective internal decision making with leaders in professional services, underwriting, and finance • Exponentially grew market share with an increase of subscribers of 35%, influencing the largest single month of sales and the largest percentage increase of subscribers in a single sales year, representing 2 firsts in the company’s 48-year history • Expanded sales and client retention, enabling the organization to repay $20M in surplus notes 2 years early with margins of 1.5%, leading to gaining recognition by the Board Show less



United Concordia Dental

• United States
• Insurance
• 700 & Above Employee

• Regional Sales Manager for FL, Institutional Dental Sales

  • May 2007 - Sep 2012

  Tampa/St. Petersburg, Florida Area • Overhauled an underperforming $18M book of business with a $1M negative trend by eliminating business losses, facilitating outreach, and collaborating with existing partners, resulting in breaking even in Year 1 and gaining profitability by Year 2 • Extended relationships with national and regional brokerages and consulting firms to sell and market the company’s national dental product across FL, leading to market expansion • Partnered with Blue Cross Blue Shield of FL to enable a… Show more • Overhauled an underperforming $18M book of business with a $1M negative trend by eliminating business losses, facilitating outreach, and collaborating with existing partners, resulting in breaking even in Year 1 and gaining profitability by Year 2 • Extended relationships with national and regional brokerages and consulting firms to sell and market the company’s national dental product across FL, leading to market expansion • Partnered with Blue Cross Blue Shield of FL to enable a cross-selling strategy by leveraging wholly owned Stop Loss and Vision companies of Highmark Blue Cross Blue Shield, successfully growing the large market • Built and scaled the team by cultivating inclusiveness, implementing best practices, and driving a consultative approach, leading to meeting elevated sales demand • Supported the requirement gathering, testing, implementation, and management of SalesForce.com, streamlining the sales process Show less



MetLife

• United States
• Insurance
• 700 & Above Employee

• Account Executive, Institutional Sales

  • Oct 2002 - Apr 2007

  Tampa/St. Petersburg, Florida Area • Built and revitalized failed relationships by providing thought leadership and establishing trust, successfully selling 33 core life, dental, and disability products and services to mid-large market clients in central FL with 500 to 25K subscribers



IBM

• United States
• IT Services and IT Consulting
• 700 & Above Employee

• Financial Sales Executive

  • Apr 1999 - Jun 2002

  Tampa/St. Petersburg, Florida Area • Collaborated with a Finance Director to design and sell financial structures to finance new IT initiatives for mid-market clients, leading to market growth in the Tampa, FL region • Drafted and sold a $21M deal under a software license, resulting in earning the IBM Global Financing Americas Leadership Club award in 2000

• Management Consultant

  • Feb 1998 - May 1999

  Tampa/St. Petersburg, Florida Area Member of the finance team that helped merge the financial systems of 2 large western grocers and developed the executive reporting format for the entire project; engagement earned the team the prestigious IBM Global Services Engagement of the year Award for 1999

• Integration Services Consultant

  • Sep 1996 - Feb 1998

  Tampa/St. Petersburg, Florida Area • Focused on process redesign which aligned business strategies with information technology, including assisting with the financial decommissioning of surplus corporate data center assets due to the merger of 2 international agricultural and pharmaceutical companies; efforts contributed to the timely integration and overall success of the clients’ rightsizing efforts