Paul Bena

Captain
DISC Type : DS

Vice President Of Business Development at Sedgwick

Huntington Beach, California, United States

Overview

Paul Bena is the Vice President of Business Development at Sedgwick, where he focuses on large account development in the Southwest. His expertise spans technical claims, operations, and account management, with specialties in Casualty, Property, and Disability. He holds an Associate in Risk Management (ARM) designation and a degree from the University of Massachusetts Lowell.

Colleagues and past clients describe him as a professional with "incredible initiative" and "strong dedication. " Public comments show he is one to recognize and speak highly of the character and professional contributions of his team members, valuing the people he works with.

He was recently instrumental in a significant partnership expansion between Sedgwick and the County of Los Angeles.

Personality Overview

Dynamic But Sincere

Output-Driven

Consummate Professional

They are very professional in their approach and can weigh multiple perspectives together.  Reading between the lines and seeing beyond your words comes naturally to them. They might take some time to make their mind up but once they do, they don't change it easily.

Topics They Care About

Large Account Development
His current role is focused on consultative sales and large account business development for Sedgwick's Southwest Region.
Public Sector Partnerships
He recently highlighted a major kickoff event for an expanded partnership with the County of Los Angeles, indicating a focus on government and public entity clients.
Workers' Compensation
Previously led the Workforce Strategies practice at Marsh, focusing on Workers' Compensation and Loss Control consultant services.

Media Appearances

Paul has no verified media appearances

Work History

10-2010
Vice President Of Business Development at Sedgwick
2-2007 - 10-2010
Director of Account Management at Sedgwick
4-2005 - 2-2007
Consultant at Independant Consultant
3-2004 - 4-2005
Vice President, Workforce Strategies Practice Leader at Marsh
12-1998 - 3-2004
Operations Manager at Ward North America

Education

1986 - 1990
Bachelor of Science from University of Massachusetts Lowell

More Information

Social Presence :

Prographics :

Exp : 33 Location : Huntington Beach, California, United States Job Level : Senior Designation : Vice President Of Business Development at Sedgwick
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Insights For Selling To Paul

During A Call Or A Meeting

DO's

  • During followups, use phone or text if needed, they should be fine
  • Stick to your standard pitch and qualifying script, don't try to wing it
  • Come across as a trustworthy professional and be respectful, they usually know their game

DONT's

  • Don't get into pricing discussions early on, steer conversation towards proven results
  • Don't shy away from asking hard questions, but be extra polite
  • Don't take their patience for granted, avoid long-winding sermons

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Paul is

  • Strong proof of impact and their conviction will matter the most, but they wouldn't want to act unilaterally either
  • Will you ever get a clear answer from Paul

  • They will say no if they are not convinced but you will have to prompt them.

Insights For Deal Planning

    How fast (or slow) will Paul move?

  • They will want to understand things well but can move fast once they have a clear picture.
  • Can Paul take some risk or not?

  • They have good risk tolerance but are likely to think it through once or twice.

You And Paul

Personality Compatibility


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