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Work Background
Kinetic InsuranceVice President of National Distribution & Business Development
Oct. 2021New York, United States · Remote• As employee #2 of Kinetic Insurance (a division of tech company Kinetic), successfully launched new start up workers' comp Insure-Tech MGU growing from $0 to $50M in force premiums within 24 months.
• Rapidly recruited, appointed and activated 30 Top 100 commercial brokerages within the first 90 days by tapping into my broker network.
• Exceeding Year 1 growth targets by 160%.
• Collaborate with leadership on growth strategy and execution to support expansion initiatives.
• Track key trading partner performance indicators to measure progress and identify areas of improvement.
• Manage business development team to consistently achieve growth and hit sales targets.
• Manage field underwriting of middle to large accounts, price negotiation, and perform large account point of sale (POS) presentations.
• Monitor new sales, retention, rate-adequacy, and commission metrics monthly to ensure premium plan goal achievement.
• Represent the Company at conferences, broker meetings, association presentations and trade shows
• Gain a deep understanding of regional distribution opportunities and challenges, inform the underwriting team and develop strategies to successfully sell programs.
Paragon Insurance HoldingsVice President of Distribution & Business Development
May. 2021 - Oct. 2021San Diego, California, United States• Worked with the Regional President to identify, develop, implement, and manage program sales plans with target groups of brokers to meet sales goals.
• Reviews and analyzes production and results. Implements and may recommend appropriate corrective measures, including modification or cancellation of producer appointments.
• Has responsibility for building and maintaining effective business relationships with internal and external customers/coworkers to attract and retain profitable business.
• Identifies opportunities for and may spearhead development of new business and/or programs.
• Prospects, appoints, and manages relationships to achieve production and profitability objectives.
• Managed business development and field underwriting activities to achieve monthly growth targets.
CopperPoint Insurance CompaniesVice President, Business Development & Distribution
Dec. 2014 - Oct. 2020Westlake Village, California · On-site• Formerly PacificComp, Key contributor to growing in force workers' compensation premiums organically from $60M-180M between 2015-2018.
• Established business strategies with a long-term focus (typically 3-5 years) with accountability for the profit, growth, and overall results for the company.
• Provided leadership and direction to business development, marketing, and underwriting.
• Managed the western region Business Development and Inside Sales team that called on a CA brokerage network of 500 branch locations with in force premiums over $311M by end of 2020.
• Constructed retention and growth strategies and delivered on solid "field underwriting" strategies to build strong business pipeline.
• Tracked key performance indicators to measure progress and identify areas of improvement.
• Analyzed the competitive landscape and identified new opportunities for business growth.
• Coordinated and planned Executive Agency Councils and annual Agency Appreciation Events.
• Responsible for $2M personnel, $1M travel & expense, $1M agency events, $3M agency partner bonus, and annual non-profit donation budget of $500k.
• Collaborated with various internal departments to ensure successful execution of initiatives.
Pacific Compensation Insurance Company | a CopperPoint CompanyVice President
Dec. 2014 - Oct. 2020Westlake Village, California, United States · On-siteMember of PCIC executive team. Company purchased by Copperpoint Insurance Company.
SouthEast Personnel Leasing, Inc.Program Manager (Pride Risk Solutions) ┃Workers Compensation | Reported to President
Dec. 2012 - Dec. 2014Los Angeles, California · RemoteFormally Pride Risk Solutions
Distribution, sales and field underwriting.
• Built and managed a team of 10 business development managers responsible for business development and field underwriting.
• Grew agency network nationally to over 1,000 small to middle sized agencies.
• Grew book to over $100M of Pay-As-You-Go high hazard workers' Comp w/ Payroll Services growing at 20%+ annually.
• Analyzed program performance and identified areas for improvement.
• Improved customer engagement through relationship management and timely communications.
• Developed programs supporting organization's strategic direction.
• Collaborated with executive team to ensure program alignment with organizational objectives.
• Coached and developed staff, achieving program objectives and customer service goals.
Atlas General Insurance ServicesMarketing & Business Development Leader ┃ Distribution ┃ Reported to the COO/President
Jan. 2011 - Dec. 2012Greater San Diego Area · On-site• Doubled workers' comp MGU distribution network from 200 to over 400 partners consisting of over 1000 branch locations whiling pruning over 50 poor performing partners.
• Written premiums grew from $20M to over $135M ($150M earned) for the period.
• Metrics: Increased average policy size increased from $28,000 to $45,000 as quote to bind ratio experienced a lift from 18% to nearly 25%
• Attended and participated in industry events, shaping marketing and communication initiatives.
• Developed and implemented strategic plans to include budget considerations, site goals, and forecasts for appropriate activities.
• Measured and monitored performance of marketing campaigns and deliverables, adjusting to deliver stated objectives and outcomes.
SouthEast Personnel Leasing, Inc.Director of Business Development (Pride Risk Solutions) Workers Compensation
Feb. 2009 - Jan. 2011Greater Los Angeles AreaFormally Pride Risk Solutions
Distribution, sales, and field underwriting. • Strategic development and management of field operations.
• Built and manage a team of 5 business development managers across North America. • $80M book of Pay-As-You-Go workers' Comp w/ Payroll Services growing at 20%+ annually. • Brand development and management.
PaychexSales Consultant
Jan. 2007 - Jan. 2009Ventura, California, United StatesFortune 1000 (#700) leader in the payroll, human resource, and benefits outsourcing industry. • Used consultative sales approach to understand customer needs and recommend relevant offerings.
• Applied knowledge of market and full range of innovative and unique products to meet customer needs, expanding company's customer base.
• Conducted on-site product demonstrations to highlight features, answer customer questions and redirect concerns toward positive aspects.
Euler Hermes North AmericaSales Executive
Jan. 2004 - Dec. 2007Los Angeles, California, United StatesWorld’s largest insurance carrier specializing in Global commercial trade credit insurance helping businesses be prepared by predicting trade and credit risks and protecting cash flow. • Reached out to potential customers via telephone, email and in-person inquiries.
• Generated new business with marketing initiatives and strategic plans.
• Collected data and performed customer needs analysis.
Elive LimitedDirector Of Business Development
Oct. 1999 - Mar. 2004Lake Forest, California, United StatesVenture capital funded start up technology company providing video conferencing, screen sharing and messaging across any device. • Developed solutions with partners to aid in winning new business.
• Led solution development efforts to address end-user needs while coordinating involvement of company and partner personnel.
Kurt Salmon, part of Accenture StrategyAccount Manager
Aug. 1997 - Sep. 1999Los Angeles, California, United StatesGlobal professional services company with leading capabilities in ERM, Financial Audit, and Process Improvement. • Delivered engaging and polished presentations to highlight products and draw favorable competitor comparisons.
• Oversaw new business development and customer servicing.
ADPArea District Manager
Sep. 1995 - Aug. 1997Los Angeles, California, United StatesFortune 500 Comprehensive global provider of cloud-based human capital management (HCM) solutions that unite HR, payroll, talent, time, tax and benefits administration, and a leader in business outsourcing services, analytics, and compliance expertise. • Developed, marketed, and sold full range of products and support services.
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