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CAREER SUMMARY
Highly-motivated and self-starting business development and marketing
distribution manager with 28 years experience producing superior
results for insurance and manufacturing organizations. Extensive
background developing innovative and growth-focused strategic sales
plans and executing to achieve desired results. Respected people
leader known for guiding highly engaged teams to meet strategic goals.
Adept at utilizing various tactics including target prospect
identification, influence management, oral and written communications,
and special event planning. Responds quickly and effectively to
changing and challenging business needs.
SPECIALIZED SKILLS
|Strategic Sales Planning &|Relationship & Account |Platform & Presentation |
|Execution |Management |Skills |
|Field & Internal Sales |Influence Management |Project Management |
|Management | | |
|Marketing Distribution |Target Prospect |Oral & Written |
| |Identification |Communication |
|People Leadership |Operational Effectiveness |Special Event Planning |
PROFESSIONAL EXPERIENCE
NATIONWIDE INSURANCE, Columbus, Ohio
2004 to Present
National Channel Sales Manager (2007 to present)
Develop and execute strategic sales and marketing distribution plans
for accident medical and general liability insurance programs via
captive and independent agency channels. Grow existing $10M block of
business. Build greater awareness of assigned product lines among
assigned distribution channels and inside the organization. Manage
internal processes and relationships in order to sign new distribution
partners and complete large account sales.
. Grew sales revenue from $9M to 12.2M; 35.5% increase ( no new
revenue growth in the previous 20 years)
. Identified, pursued and signed several new distribution partners
responsible for 3.2M in new sales
. Coordinated and led more than 100 platform sales and product
training sessions to senior leadership, states sales management,
agents and agency support staff; resulted in increase of 100%
increase in agencies selling assigned product lines
. Attended 8 new industry conferences and trade shows developing 14
new relationships
. Worked with marketing team to develop integrated marketing
communications campaigns to support strategic growth objectives
Channel Sales Support Specialist (2005 to 2007)
Identified new and expansion of existing distribution relationships
for accident medical insurance product line in order to increase
revenue. Coordinated sales and marketing efforts to multiple
distribution channels. Liaison between field and internal teams for
issue resolution.
. Conceptualized, developed and managed Regional Marketing Consultant
Program that increased sales by 25% in strategically targeted
geographical areas
. Developed and implemented targeted marketing strategies that
increased revenue, new & existing distribution channel partner
growth, and significant increased product awareness
Sr. Sales & Service Support Analyst (2004 to 2005)
Responded to agent and customer inquiries about accident medical
insurance policies. Managed new policy issuance. Performed competitive
intelligence gap analysis for management reporting. Eventually served
as team lead responsible for daily and long-term training of other
support personnel.
. Tapped to serve as team lead responsible for daily support and
long-term training of other support team associates
. Conducted internal audits and reviews that would ensure superior
customer service levels for all customers
. Assisted all distribution channels with developing sales and
marketing campaigns to increase sales and revenue
GENERAL CLAY PRODUCTS, INC / CAPITAL MASONRY SUPPLY, Columbus, Ohio
1996-2004
Vice President of Sales, General Manager
Developed strategic sales and marketing plans as well as acquired,
managed and grew all local and national accounts. Managed material
distribution for several high profile projects throughout the country
in addition to managing the daily operation and core functions of 18
full-time employees.
. Increased annual revenue from $250K to $10M within three years
. Brought in several high profile accounts including Wendy's
International, Tim Horton's, Galyan's and Continental Real Estate &
Development Co.
. Highly effective operational leader who significantly increased
company revenue while decreasing operating expenses
NATIONWIDE INSURANCE, Columbus, Ohio
1994-1996
Business Market Consultant
Conducted field visits to train and coach agents on the development
and management of positive account relationships. Conceptualized,
designed and implemented new marketing concepts including supporting
print collateral used which were introduced to account executives and
agents in training sessions I prepared and conducted. Reviewed and
analyzed data from all marketing auto franchise quotes and account
proposals and summarized into final new account potential reports for
account executives.
NATIONWIDE INSURANCE, Columbus, Ohio
Personal Lines Account Executive
(1989 -1994)
Personal Lines Underwriter - Level III
(1985 -1989)
Personal Lines Customer Service
(1981 -1985)
EDUCATION, TRAINING & LICENSES
Columbus State Community
College, Columbus Ohio - Business Administration
Insurance Institute of America - Principles of Property and Liability
Insurance Certification
Certificate from Nationwide Insurance Property Casualty Underwriting
School
Licensed Agent for Life, Health, and Annuities in Ohio and 13 other
states
PROFESSIONAL REFERENCES:
Melissa Gutierrez
Vice- President - Chief Operating Officer
Nationwide Specialty Health
PHONE NUMBER AVAILABLE
David Underhill
Associate Vice-President, Product Development
Nationwide Specialty Health
PHONE NUMBER AVAILABLE
Warren Barhorst
President, Barhorst Insurance Group
Nationwide All-Star Agent
PHONE NUMBER AVAILABLE
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