Michael Arena

Examiner
DISC Type : cs

Managing Director Workforce Absence Business Development at Sedgwick

Columbus, Ohio Metropolitan Area, United States

Overview

Michael Arena is a Managing Director at Sedgwick, leading business development for workforce absence services. With over 25 years of experience, he specializes in creating claims and productivity solutions for employers of all sizes, drawing on his background in finance from The Ohio State University and his start as a commercial claim adjuster.

Based in the Columbus, Ohio area, Michael likely follows local and collegiate sports. Given his alma mater, he is probably a supporter of the Ohio State Buckeyes. He may also follow Columbuss professional sports teams, such as the Columbus Crew of the MLS.

He has progressed his entire career within the claims industry, starting as a claim adjuster for Allstate in 1990.

Personality Overview

Late Adopter

Unexpressive

Overcautious

They do not like taking risks at all and go for proven options in the end.  They are heavily focused on quality and prefer doing things the right way, even if it takes time. The only way to convince them is by showing them examples and ample proof.

Topics They Care About

Workforce Absence
He leads a team focused on expanding Sedgwick's leave, disability, and accommodation claim services, frequently discussing the changing landscape with employers.
Integrated Leave Planning
Actively promotes Sedgwick's integrated leave planner, a tool designed to simplify leave planning for both employers and employees.
AI in Claims
He has noted that employers are increasingly asking questions about applying AI to the claims process, indicating an interest in industry innovation.

Media Appearances

Sedgwick appoints Mike Arena as Managing Director of Workforce Absence Business Development. Featured in Sedgwick (press release)

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Sedgwick appoints Mike Arena as Managing Director of Workforce Absence Business Development. Featured in PR Newswire

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Michael Arena – Managing Director Workforce Absence Business Development at Sedgwick (The Org profile). Featured in The Org

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Work History

1-2024
Managing Director Workforce Absence Business Development at Sedgwick
4-2023 - 1-2024
Senior Vice President Business Development at Sedgwick
1-2012 - 4-2023
Vice President - Business Development at Sedgwick
1-2007 - 1-2012
Regional Business Development Director at Sedgwick
8-1999 - 1-2007
Director of Sales and Marketing at CompManagement, Inc.

Education

1985 - 1990
B.S.B.A. from The Ohio State University
1981 - 1985
High School Diploma from Brecksville Broadview Hts High School

More Information

Social Presence :

Prographics :

Exp : 26 Location : Columbus, Ohio Metropolitan Area, United States Job Level : Mid-senior Designation : Managing Director Workforce Absence Business Development at Sedgwick
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Insights For Selling To Michael

During A Call Or A Meeting

DO's

  • Be firm in your communication and stay in control
  • Ask them which other stakeholders would be important for this purchase decision
  • Expect them to be vague in response to your questions, ask firmly and pointedly

DONT's

  • Don't use phrases like 'do not worry', 'i promise' etc.
  • Don't push them too hard to make fast decisions, give them time
  • Don't rely on relationship building even if they act pleasantly

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Michael is

  • Proof of usage by others in the industry, case studies showing ROI are likely to work the best with them.
  • Will you ever get a clear answer from Michael

  • They are unlikely to say no, it's better to stop yourself once you have exhausted all the options.

Insights For Deal Planning

    How fast (or slow) will Michael move?

  • They are some of the slowest movers and take their time reaching decisions.
  • Can Michael take some risk or not?

  • They have very low acceptance of risk even if they do not say it directly.

You And Michael

Personality Compatibility


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