Barbara Gotsch

Experience

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  NYLCare (bought by Aetna)

  Jan 1988 - Jan 1997

  Senior Account Manager and Account Executive

  Managed 40 commercial clients in addition to the state and federal accounts.Sold 15 million of managed care premium by cultivating relationships with brokers.Averaged 90% retention.

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  Aetna, a CVS Health Company

  Jan 1998 - Jan 2020

  Field Client Manager

  • Developed and executed account plans for assigned clients for 113 clients in 2020 and 143 clients in 2019. • Achieved 102% client retention in 2020 and 82% client retention in 2019 which exceeded the targeted retention goal of 75%. • Conducted on-site and telephonic meetings with clients and producers to identify issues, review benefits and explain renewals and reporting• Managed the delivery of renewals, any negotiations, renewal acceptances, implementations and issuance of contracts.• Communicated with clients and their producers on an on-going basis.• Uncovered opportunities to up-sell, expand and maximize revenue.• Drove successful implementations by discussing client requirements, timelines and confirming the renewal plans with internal partners.• Served as the primary point of contact for clients and producers. • Mobilized internal partners to resolve issues and address questions timely and accurately• Retained all signed renewal exhibits, benefit summaries and contracts. • Presented employee benefits at open enrollment meetings in person and via Web Ex.• Forecasted renewal probabilities and client requirements to management. • Built client and producer relationships providing exceptional service.• Adept at managing the intense demand of multiple clients and producers.• Acted as a liaison between clients, producers and internal partners including Billing, Banking, Legal, Implementation, Drafting and Claims.• Participated in finalist meetings when necessary.• Educated producers on formulary changes, new plan portfolios and implementation procedures. Show less

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  Savoy Associates

  Jan 2021 - Jan 2024

  Account Manager

  Sales Team Support:• Present and participate in presentations to existing and prospective clients• Strategize on sales situations and facilitate solutions to complex problems• Assist in the overall growth of the Pennsylvania and Delaware markets Case Installation and Renewal Submissions:• Coordinate RFPs; Identify cross sell opportunities.• Serve as a benefit expert on all carrier products for all lines of coverage for the Pennsylvania and Delaware markets; Communicate internally and with the broker community regarding new product changes• Manage carrier submission and installation requirements; Negotiate new business and renewal rates as appropriate• Provide weekly status updates to manager and bring attention to any anticipated issues or delays before they escalate• Ensure all new cases and renewal changes are entered in VUE timely and accurately.Service Support:• Handle service requests for all size groups (corrections, claims, billing, plan change issues, etc.)• Acquire expected time frames and set the proper expectations with brokers and vendors Show less