Joseph Santo
Elkton
Summary
Results-driven professional with extensive experience in account management, specializing in cultivating and nurturing strong client relationships to drive business growth. Skilled in negotiating contracts, resolving client issues, and aligning services to meet client needs. Demonstrated success in fostering team collaboration and thriving in dynamic environments, showcasing exceptional communication and problem-solving abilities.
Overview
16
16
years of professional experience
1
1
Certification
Work History
Account Manager
American Fidelity Assurance Company
06.2022 - Current
- Manage a $1M+ portfolio of mid- to large-sized clients (100-700+ employees), achieving sales goals with 12-15% growth in key markets
- Drive revenue growth through cross-selling, upselling, and proactive problem-solving
- Develop strategic account plans, build client relationships, and collaborate with teams to optimize service delivery
- Presented talks to human resources professionals and C-level executives about available services and benefits of different plans.
- Streamlined open enrollment process by creating user-friendly guides and organizing informative sessions for employees.
- Collaborated with HR team to create informative materials for employees regarding benefit options.
- Fostered positive relationships with insurance carriers to facilitate smooth claims processing experiences for employees.
Real Estate Sales
Coldwell Banker Realty
11.2014 - 04.2024
- Grew new business by 20% annually through relationship building and strategic networking
- Provided expert counsel on market conditions, contract negotiation, and transaction management
- Successfully collaborated with contractors, brokers, and attorneys to ensure client satisfaction
- Continually pursued professional development opportunities to stay current on industry trends and advancements in real estate sales techniques.
- Increased referral rates by cultivating solid relationships with external partners such as real estate agents, builders, and financial planners.
Sales Representative
N.K.S Distributors
10.2008 - 01.2012
- Established and maintained relationships to support sales and service, increasing repeat business through trust-based communication
- Increased repeat business by fostering trust-based relationships with key accounts through regular communication.
- Gained customer trust and confidence by demonstrating compelling, persuasive and composed professional demeanor.
Education
Bachelor of Science - Education Studies
Wilmington University
05-2025
Skills
- Account Management
- Customer Relationship Management (CRM)
- Sales Growth
- Client Relationship Building
- Strategic Planning
- Cross-functional Collaboration
- Contract Negotiation
- Proficient in Salesforce
- Account development
- Strategic planning
- Account oversight
- Sales strategy development
Certification
- Real Estate License (DE & MD)
- Life, Accident & Health Insurance License
Timeline
Account Manager
American Fidelity Assurance Company
06.2022 - Current
Real Estate Sales
Coldwell Banker Realty
11.2014 - 04.2024
Sales Representative
N.K.S Distributors
10.2008 - 01.2012
Bachelor of Science - Education Studies
Wilmington University
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