1. Shelly A. Walshe
swalshe@delta.org
HIGHLIGHTS OF QUALIFICATIONS
 20 years of strong and diverse experience in sales and marketing management with customer-driven organizations.
 Demonstrated superior organizational skills with ability to plan and execute results-oriented business plans.
 Deep analytical and logical decision-making style with aptitude to solve difficult problems with innovative approaches
that always focus on bottom line results.
 Exceptional ability to maximize cross-functional synergy between departments and organizations with diplomacy.
 Excellent, executive-level written and verbal communication skills. Stellar public speaking skills.
 Superb interpersonal abilities and flexible work style. Able to relate quickly and easily with all cultures, personalities
and business levels.
 Displays managerial courage and entrepreneurial conviction with an unwavering focus on doing what is best for the
company.
 Enthusiastic, highly industrious, innovative, goal oriented with proven leadership abilities and track record for a
superior work ethic.
PROFESSIONAL EXPERIENCE
DELTA DENTAL OF CALIFORNIA 2001 to present
Director, Sales Training & Development 2005 to present
 Originated and launched a brand-new division of sales focused on building sales team skills to ensure company net
growth objectives are consistently exceeded.
 Successfully conceived and executed training strategies based on product analysis, competitive environment and
skill gap analysis that led to substantial contribution to new business opportunities.
 Created and implemented system-wide sales tools, curriculum and training material for 350 team members.
 Recognized for focus on quality results, promoting teamwork and motivating individuals to realize their full potential.
 Practiced and polished presenter and facilitator with exceptional interpersonal, communications and active listening
skills.
 Respected coach and leader, capable of contributing to or encouraging a team to strive for continuous improvement.
 Combines creativity with excellent analytical abilities in developing innovative solutions
 Worked collaboratively with five Regional Vice Presidents and served as point-person for all capacities regarding
nationwide training.
Director, Southern California Account Management & Retention 2002 to 2005
 Exceeded retention and net growth objectives that substantially contributed to the bottom line.
 Directed 14 Field Account Managers who generated annual revenue of $4.7 million through strategic business
development and an eye on designing profitable contracts with every customer.
 Successfully designed and executed sales strategies based on in depth analysis of customer profit margin,
competitive marketplace and customer perception that led to significant business opportunities.
 Consistently exceeded annual goals while maintaining budget objectives. Maintained a 98.3% retention rate.

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DeltaCare Product Specialist 2001 to 2002
 Established and maintained comprehensive library of information on 14 key competitors. Accessed data and
completed plan design comparisons, provider comparisons and strategic plans
 Increased sales communication and effectiveness by participating in cross-functional meetings task forces.
 Advised committee and integral in the design of new products. Successfully launched the product and developed
training program for Sales & Services, Customer Relations and the broker community.
 Sought out by management to serve as consultant on several strategic projects including new product development,
rate adjustment and national network expansion. Each directly impacting sales and retention results.
 Identified need and developed marketing tools for open enrollment, finalist presentations, benefit design comparison
guide and master comparison for provider panels statewide.
 Consistently exceeded sales goal. Achievement in 2002 at 117.5% and on track for 2003 to surpass 133%.
PACIFICARE HEALTH SYSTEMS/Secure Horizons 1996 to 2001
Manager, Southern California Sales & Retention 1999 to 2001
 Originated and launched a ground-breaking division of sales and marketing. Exceeded net growth objectives
through physician co-marketing and retention that substantially contributed to the bottom line.
 Directed 22 Field Representatives who generated annual revenue of $4.7 million through strategic business
development and joint marketing with key physicians and provider partners.
 Successfully conceived and executed marketing strategies based on product analysis, competitive environment and
customer perception that led to significant new business opportunities.
 Created and implemented statewide marketing tools, promotional campaigns and training material for field
representatives and management.
 Worked collaboratively with 10 Territory Sales Managers and served as point-person for all capacities regarding
retention in Southern California, representing 450,000 members and 6,000 physicians.
 Consistently exceeded annual goals while maintaining budget objectives.
 Earned Leadership Circle award achieving 139% of quota.
Manager, Territory Field Sales 1977 to 1999
 Exceeded sales goals and business objectives in increasing market share, market penetration, profit and retention in
a highly competitive environment.
 Managed performance and production of 10 Field Sales Representatives, Marketing Specialist, Member Retention
Representative and support staff. Increased existing staff production by 30%.
 Effectively integrated team during the merge of California’s two largest network HMO players.
 Recruited, trained and developed team in sales technique, marketing and self-generated business.
 Planned innovative promotional events and managed marketing mix that generated significant new business lead
pool.
 Awarded Manager of the Quarter.
Manager, Inside Sales 1997
 Applied strategic planning and analysis with respect to direct mail, budget allocation and production ratio/results that
increased inbound call volume and conversion rates significantly.
 Managed performance and production of 9 Inside Sales Representatives. Team production exceeded goal by 14%,
ranking number one in appointments generated and applications sold.
Sales Training Associate 1996 to 1997
 Developed and conducted on-going training for 130
 Sales Representatives and Managers including new hire instruction, conference workshops, as well as extensive
product and compliance training.
 Researched and wrote New Hire Manual and new product launch training program that was completed by all field,
inside sales management staff statewide.
 Ensured consistent and thorough cross-functional communication by interfacing with department heads such as:
Marketing, Product Development, Operations, Compliance, Member Service and Recognition.
 Produced the primary communication vehicle for sales and marketing that reached over 300 key staff company-wide.

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EDUCATION
California State University Fullerton
Bachelor of Arts in Organizational Communication
TRAINING AND PROFESSIONAL DEVELOPMENT
Leadership Foundations/Achieve Global
Results Producing Management/Carew International
Game of Work/Chuck Coonradt
War Games/The Kappa Group
Redesign Team Member/PacifiCare and STS
International
Managing Human Resources/PacifiCare
Dimensions of Professional Selling/Carew International
Professional Selling Skills/Wilson Learning
Face-to-Face Selling Skills/The Forum Corporation
Executive Presentation Skills/The Forum Corporation
Media Training/PacifiCare
Franklin Covey Time Management/Certified Instructor
COMPUTER SKILLS
Proficient in SalesForce.com, Social Media, Microsoft Office Products including Power Point, Excel and Microsoft Project.
BUSINESS AND COMMUNITY AFFILIATIONS
Orange County Employee Benefit Council, Board Member
Employee Benefit Planning Association, Southern
California
Big Brother/Big Sisters of Orange County
Orangewood Pals
Newport Elementary School Foundation
Olive Crest Centers of Abused Children
PacifiCare Foundation Allocation Committee
PacifiCare Learning Maps Instructor
South Orange County YWCA
International Youth Exchange