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“…unmatched relationship-building…”
REGIONAL / NATIONAL DIRECT SALES:: Broad-based success in business-to-business (B2B) employee benefits markets.
Career Highlights
$46.3M sales in outsourced B2B employee benefits solutions Individual sales totaled 20% of company top-line revenue for one employer 98% RFP finalist track record Established networking partners in over 30 B2B verticals Opened new territories/markets for 4 employers Areas of Expertise
New sales prospecting / pipeline management Effective proposals & presentations “Guerrilla Marketing” & outreach strategy; networking & events Complex sales, relationship management of national accounts Outsourcing services, including Web Technology
Employment History New Sales ● Senior Account Executive ● Benesyst 01/12 – present
Target Market: Employers with 500 – 10,000 employees, West U.S. New sales of web-based, outsourced employee benefits administration for: Online enrollment, Eligibility Management, Consolidated Billing, COBRA, FSA, Wellness, Tuition Reimbursement, Dependent Audits, Commuter, Retiree Billing.
Territory development: outreach direct to employers & to benefits consultants; Strategic support and relationship management with current clients; Prospecting, networking, presentations, web-demonstrations of systems. Director, Business Development ● Global Benefits Group 06/10 – 01/12
Largest independent provider of international benefits. Business development, including sales & marketing strategies & literature development. Consulting on special proposals. Recruited by Benesyst.
Literature development for over 50 projects/products; Sales consulting on over 50 proposals and over 25 special projects; Materials development and sales support for over 20 strategic initiatives.
Sales, Social Media, Networking Consulting 06/09 – 06/10
Working with B2B business professionals on a volunteer- and fee-basis to advise on strategies and best practices for sales, social media, networking and business development.
New Sales ● Hewitt Associates (now AONHewitt) 11/07 – 06/09
Target Market: Employers with 3,000 – 20,000 employees New sales for global provider of employee benefits management & web-based outsourcing services -- Health & Welfare Benefits, Leaves of Absence, Defined Contribution, Defined Benefit & other shared services. Cross-marketed with other Hewitt practices as needed. Opened new territories: Mid-So. CA, AZ, NM, NV. Territory re-organization and lay-off caused departure. Multi-faceted outreach to over 300 business targets, screened to 200 viable prospects; Completed Target Account Selling (TAS) sales strategy training; Proposals: $50M (min. 5 yr. contracts) to targets with 74,000 employees, collectively.
Michelle Thompson
As seen in LinkedIn:
“… one of the most driven individuals I have come across in a very long time. … have come to rely on her industry experience / knowledge as a great resource…”
“… a highly motivated woman that looks to provide the right solutions to problems at the right time. … works very hard for her clients and is passionate about her work.”
Hover cursor over employers, clients & sales training for URL Links.
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“…a major asset to any
organization.”
New Sales ● Gevity, Inc. (now TriNet ) 2/06 – 10/07
Target Market: Employers with 6 – 200 employees New sales for national Professional Employer Organization (PEO) -- Strategic multi-faceted outreach for outsourced HR, payroll and benefits services to C-level+ contacts in southern Orange County. Recruited by Hewitt. Established B2B networking partners in over 20 business verticals; Completed Getting Into Your Customer’s Head sales strategy training; Proposals: $1.39M (min. 3 yr. contracts), sales: $139,200.
New Sales ● Precept / ProView 1/04 – 11/05
Target Market: Fortune 1000 – Fortune 100 National Employers New sales for 10TH largest Southern California brokerage & administrator -- consulting & benefits administration outsourcing services. Developed material and sales strategy for new “wellness” and claims management suite. Reorganization ended position.
Secured ProView’s first Fortune 500 client, Owens Corning; Proposals: $4.5M (min. 3 yr. contracts), sales: $2.9M. Completed SalesBrain sales training.
New Sales, National Accounts ● Hilb Rogal & Hobbs (Willis HRH) 8/02 – 1/04
Target Market: Fortune 1000 – Fortune 100 National Employers New sales for 5th largest national insurance brokerage -- new medical claims audit services. Team-sales & cross-marketing with parent company. Product ended by merger, recruited by Precept.
Clients included Owens Corning; Proposals: $8.1M (min. 3 yr. contracts), sales: $1.275M; Completed direct- sales training program.
New Sales / Upsells ● UltraLink, Inc. (now Secova) 9/93 – 8/02 Target Market: Fortune 1000 – Fortune 100 National Employers New sales for $12M firm -- outsourced employee benefits consulting & administration. Cross-marketed with parent company product leaders, to facilitate upsells on current accounts. Participated on executive committees: Quality Control; company strategy; MBO/merger; technology improvement. Recruited by HRH.
Clients included Kraft Foods, Sodexo, Reed Elsevier, APCI & Lucent Technologies (renewals); Increased company top-line revenue by 20%; Proposals: $78M (min. 3 yr. contracts), sales: $42M.
Other roles -- Director of Marketing -- Marketing & sales support operations Director of Managed Care Products -- Product development Director of Account Services -- Managed national accounts Manager, Network Services -- Procurement of employee benefits for national accounts
Education / Training
Bachelor of Science, Business Management, Pepperdine University 4 Formal sales training programs completed 2 Employee benefits management certifications Microsoft: Word, Excel, PowerPoint, Publisher; Outlook; Acrobat/Adobe PDF; SalesForce.com.
“… Her inspiration & undying drive for excellence infused those around her with the belief that anything was possible…”
As seen in LinkedIn:
714.222.6820 [email protected]
LinkedIn.com/in/HelloMT
Twitter.com/Hello_MT
“…a person of the highest integrity and work ethic… positively adds to the culture of every organization & group for which she works or interacts…”
Michelle Thompson
