Andrew M.

Porrazzo
110 Peter Road, Woodbury, CT
Phone: 203-263-5297 Email:
CONSULTATIVE SALES PROFESSIONAL
Employee Benefits Consulting / Long-Term Care Planning / Risk Management Strateg
ies
Results driven sales professional with an accomplished career selling needs base
d customized insurance solutions to meet the diverse objectives of employer grou
ps, business owners, executives and high net-worth individuals. Skilled at condu
cting needs assessment, evaluating various cost and plan alternatives, developin
g recommendations and implementing solutions. Cultivated strategic alliance rela
tionships as distribution channel partners in working with brokers, consultants
and professional advisors as a reliable and trusted resource for developing busi
ness opportunities. Effective communication skills through a consultative sales
approach to provide solutions consisting of integrity, credibility, and objectiv
ity. Additional capabilities include:
Medicare & Medicaid advisory services * Group Benefit Planning
Risk tolerance and funding strategies * Pricing and underwriting
Retiree planning * Seminar Planning and Presentations
Strategic Alliances / Partnerships * Executive Benefits Planning
Wealth Preservation Strategies * Tax Treatment / Estate Planning
PROFESSIONAL EXPERIENCE
Long-Term Care Planning Advisors, Woodbury, CT 2005 - present
President
Founded and established an independent long-term care planning consultancy pract
ice by cultivating and sustaining numerous strategic alliance relationships. Man
aged and developed a book of business consisting of high net-worth clients, prof
essionals, executive benefits and employer sponsored plans. Annual premiums in e
xcess of $250,000 and growth exceeding 25% annually.
Created sales and marketing strategies to position the company in the business c
ommunity as a reliable and trustworthy LTC resource providing expertise to meet
the diverse needs of client referrals, risk management, funding strategies and p
lan design options.
Analyzed clients objectives based on income, assets, financial goals, and suitab
ility to determine cost efficiencies and formulate plan recommendations for long
-term care in managing clients with assets in excess of $1 million.
Established client profiles including data collection through client interaction
to identify funding and plan design strategies resulting in revenue growth by 3
5%.
Promoted the company's value proposition and resources as a preferred strategic
alliance partner including seminars, presentations, marketing materials, financi
al calculators, estate planning and life insurance concepts.
Directed and coordinated all tactical and operational phases of the sales cycle
through an effective and organized approach resulting in additional business opp
ortunities.
Cigna HealthCare, Bloomfield, CT 2001 - 2005
New Business Manager - Team Leader
Recruited to Cigna subsequent to acquisition of MedSpan Health Options by Oxford
Health Plan. Initiated and cultivated benefit broker relationships for generati
ng new business through membership and revenue growth in achieving monthly, quar
terly and annual sales goals. After implementation, transitioned new accounts to
client management team seamlessly.
Identified client needs through broker interaction to analyze and determine opti
mal cost efficiencies, pricing, plan design strategies by recommending innovativ
e solutions in conjunction with Cigna's programs, funding options and network ca
pabilities for local, regional and national companies.
Satisfied sales targets by utilizing strong technical skills in effectively work
ing with underwriting through claims analysis, rate development, benefit assessm
ent, competition and market factors in creating and presenting effective sales p
resentations.
(Continued)
MedSpan Health Options, Hartford, CT 1998 - 2001
Senior Account Executive - Large Group Sales
Recruited to MedSpan to develop large group market segment. Positioned the compa
ny as an innovative and market driven alternative for managed care offerings to
meet the employee benefit needs of mid-size and large group companies. Exceeded
annual sales goal and consistently ranked in top 5% of producers for new busines
s sales.
Provided extensive consultation services for businesses and brokers in claims an
alysis, funding options, and cost-benefit values that generated revenue growth i
n excess of $9.5 million in annual sales cycle.
Achieved over 150% of new group sales production annual goal
Developed and delivered formal presentations to senior management, prospects and
broker community which increased MedSpan's market position through product inno
vation and target pricing strategies resulting in membership and revenue growth.
Surpassed annual sales goals and membership targets in four consecutive years re
presenting the company.
Health Net, Shelton, CT 1988 - 1998
Senior Account Executive
Served in various sales and account management capacities via several promotions
during 10 year period at company.
Managed book of business consisting of State of Connecticut municipal market seg
ment and new business opportunities in public sector representing over $30 milli
on in revenues.
Established and cultivated senior level relationships and served as primary poin
t of contact for organization in successfully promoting and delivering pricing a
nd product differentiation strategies which increased market penetration and exc
eeded membership goals.
Conducted extensive benefit assessment, reviewed union negotiated contracts and
served in the collective bargaining process for clients that represented 100% of
account membership.
Senior Account Manager - National Accounts
Managed national accounts book of business featuring Pitney Bowes, Xerox, GTE an
d United Technologies in a broad spectrum of client advisory services. Successfu
lly introduced new product options to target accounts converting existing client
s to full replacement business. Received Sales Gold Award and Blue Award for pla
cing first or second in total company sales.
Additional Experience:
General Reinsurance, Stamford, CT
Market Analyst
The Hertz Corporation, New York, NY
Pricing Specialist
United States Surgical Corporation, Norwalk, CT
Customer Service Representative
EDUCATION
Villanova University, Villanova, Pa
Bachelor of Science in Marketing and Business Administration - School of Commerc
e & Finance
LICENSES / PROFESSIONAL DESIGNATIONS /TRAINING
Life, Accident & Health - State of Connecticut * State Certification - CT Partne
rship for Long-Term Care
Life, Accident & Health - State of New York * Scheller - Bradford Presentation S
kills Program
CLTC - Certified Long-Term Care Corporation * Knowledge Leader - Tribecca Insigh
ts