Company: UPMC Health Plan, Pittsburgh, PA
Company Description: UPMC is a world-renowned health care provider and insurer. Based in Pittsburgh Pennsylvania, UPMC is inventing new models of accountable, cost-effective, patient-centered care. We provide more than $1.2 billion a year in benefits to our communities, including more care to the region’s most vulnerable citizens than any other health care institution.
Nomination Category: Sales Awards Individual Categories
Nomination Sub Category: Sales Representative of the Year - Other Services Industries
 Nomination Title: MaryLaura Randolph UPMC Medicare Sales Representative of the Year
- Which will you submit for your nomination in this category, a video of up to five (5) minutes, explaining the achievements since July 1, 2020 of the nominated individual, OR written answers to the questions? (Choose one):
Written answers to the questions
- If you are submitting a video of up to five (5) minutes in length, provide the URL of the video here, OR attach it to your entry via the "Add Attachments, Videos, or Links to This Entry" link above, through which you may also upload a copy of your video. If you are submitting written answers to the questions for this category, provide them in the spaces below.
- Briefly describe the nominated individual: history and past performance (up to 200 words):
Total 177 words used.
The University of Pittsburgh Medical Center (UPMC) is a $24 billion health care provider and insurer. As the largest nongovernmental employer in Pennsylvania, the company supports more than 92,000 employees, 40 hospitals, 800 doctors’ offices, and a 4-million-member Insurance Services Division.
Mrs. MaryLaura Randolph joined UPMC Health Plan in 2016 as an Inside Sales Representative and within just 4 years, she was one of the first, and currently the only Representative out of 17 to qualify for our department’s Senior Inside Sales Representative role. She is responsible for exceeding 100% of sales goals at least 11 months out of 12 (92%), focus on innovation by offering consistent feedback and ideas, and assist with the onboarding and training of new employees. She was a part of our two-time gold Stevie awards winner, and a one-time silver Stevie awards winner for Telesales team of the year, and not only does she accomplish her tasks and goals, but she excels in them. As her colleagues state, she is “the gold standard in this department for a sales professional.
- Outline the nominee's achievements since July 1 2020 that you wish to bring to the judges' attention (up to 250 words):
Total 144 words used.
Since being promoted to Senior Inside Sales Representative, MaryLaura has been a part of the Medicare 5-Star achievement two years in a row and has consistently led the team in sales year over year. In 2021 she reached a record high in our department with over 1,000 sales for the year, surpassing the lowest producer for that year by 320%. While going into the next selling year of 2022, MaryLaura had a three month leave of absence take place during a critical time for the market, and still maintained her number one spot on the sales chart. Although she missed critical selling time, she still accomplished 193% to goal, surpassing the second highest sales representative by 37%, and surpassing the lowest producer by 514%. “To say she leads by example simply wouldn’t do her justice. She leads by exceptionalism,” her teammate says.
- Reference any attachments of supporting materials throughout this nomination and how they provide evidence of the claims you have made in this nomination (up to 250 words):
Total 178 words used.
In conclusion, her well-thought feedback has led to major department changes and set the standard of sales, as well as the customer service that comes along with it, here at UPMC For Life. MaryLaura is a vital resource to our sales organization as her style and techniques are often used to demonstrate how to do this role efficiently. As our most tenured employee in the department, it is safe to say our onboarding success is highly influenced by her. Annually we onboard temporary staff to assist with our increased call volume and she is our ‘go-to’ person when we’re in need of call examples for training. We can always count on her to not only be successful, but to share that success with others. Due to all of the above reasons, we find her to be the Stevie standard.
Please see slide #2 in our supporting documentation for specific background information.
Please see slides #3, #4 in our supporting documentation for specific achievement information.
Please see slides #5, #6, #7 in our supporting documentation for specific performance information.
- Explain why the achievements you have highlighted are unique or significant. If possible compare the achievements to the performance of other players in your industry and/or to the nominee's past performance (up to 250 words):
Total 169 words used.
MaryLaura’s ability to follow-up and communicate allows her to never miss an opportunity. She manages her leads and her book of business with extreme care and precision. She strives to help not only her beneficiaries, but the people they care for by asking for referrals. In MaryLaura’s 7 years, her book of business has continued to grow not only as she asked for referrals, but by demonstrating her will to go above and beyond for her beneficiaries in all situations. She currently manages an active book of business 54% larger than the second Veteran representative in our department, while still handling on average 10,000 inbound and outbound calls per year. This has earned her the responsibility of our assisting our VIP beneficiaries, who see her as a specialist. “Every time I speak with someone who is working with her, I let them know she is the best in the business and has been doing this for so many years. Anyone working with her is in great hands.”
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