PROFILE
* Sales, Marketing, Business Development and Management: 10+ years of sales/marketing experience; marketing, distribution, market analysis, publications, conference planning and organization, product development, contract negotiation, vendor relations, purchasing and inventory, unit management, expectation management, personnel management, P&L.
* Systems, Operations and Administration: Object oriented and use-case analysis; new product development, consulted on global system architecture, systems requirements; developed test cases, consulted on GUI design; administrative process improvement.
* Consulting and Research: Experienced and trained in compensation design, strategic planning, distribution development, quantitative/ qualitative business-to-business, IT, econometrics, behavioral research consultation, survey, database development and management, multivariate/univariate statistics, ethnography, focus group moderation, and participant observation.
* Training: Created course content and moderated training programs on insurance and financial services related topics, including management, and sales practices. Also created courses in sociology, anthropology, political science, intercultural communication.
* Linguistic and Cultural Expertise: Fluent in Portuguese and Spanish; mostly fluent in Korean; elementary French.
VICE PRESIDENT, INTERNATIONAL SALES AND MARKETING (2005 - PRESENT),
INSURANCE TECHNOLOGIES
From its base in Colorado Springs, Insurance Technologies (IT) is an innovator of point-of-sale software, with 2006 revenue of $17.5 M, and 14 of the top U.S. 20 providers.
* Developed the international sales and marketing strategy; built and managed an international sales and consulting team for Asia, Latin America, and Europe; took IT from an unknown to well-known international brand.
* Opened the international greenfield market for IT building the sales funnel to $5 million in potential sales. Closed critical new consulting business in China, Hungary, and Japan
* By 2nd quarter 2007, sold $1.7 M in new license and services to date in 2007 to a regional carrier with operations in Hong Kong, China, Philippines, Indonesia and India. In third quarter closed an additional $1.0 M for additional development and implementation for existing clients.
* Envisioned new product potential and initiated development of a producer resource management / sales activity management system—ForeVistaTM --now selling globally. Recommended and provided requirements for product enhancements.
* Sold and conducted distribution, marketing, suitability and technical consulting in China, Japan, Hungary, Dominican Republic, and Jamaica. Issues included straight through processing, distribution of insurance via postal services, U.S. non-life and life distribution.
SENIOR DIRECTOR, CONSULTING AND RESEARCH (2004 - 2005), LIMRA INTERNATIONAL
DIRECTOR INTERNATIONAL RESEARCH & CARIBBEAN REGION (2000 – 2004)
LIMRA
International is an international research and consulting firm for the insurance/financial industry, with revenues of USD $11M.
Market, Product, Distribution and Quality Consulting:
* Advised new CEO and executive team of the largest Latino-oriented life insurance firm in the US on its US Latino marketing strategy and tactics in terms of segment, distribution and costs. Provided sales and distribution training to more than 300 of its agents. Consulting ended in confirmation and revisions to its target focus and sales strategy.
* Lead qualitative research, compensation analysis and consulting to improve the compensation and distribution for Chile’s largest life insurance and pension company.
* Increased productivity and marketing activity for Asia, Latin America and the Caribbean by 60 percent and expanded market reach throughout Asia, Latin America, and the Caribbean.
* Managed a consulting team to China’s largest insurer to provide a new voluntary benefits strategy. Deliverables included research reports, training for the entire distribution organization, and a new activity management system.
* Directed the first of its kind research / consulting on global bancassurance trends, good practices, processes, and possibilities for a subsidiary of Japan’s premiere brokerage firm. Results were presented to the Japanese government to inform future legislation toward deregulations of bancassurance in Japan.
* Proposed and won consulting contract with one of China’s largest domestic insurers, which has increased productivity and agent retention by nearly 7 percent. This consulting lead to a multiyear contract valued at more than $2.2 million.
* Consulting and research for Brazil’s largest life and pension company, establishing alternative product and distribution processes. Implementation included a new low income product achieving 500,000 new customers in late 2004.
* Recommendations based upon segmented results lead many of the market leaders to open new product lines in underserved and lucrative markets: female market segment, low-middle income segment, and affluent markets. Recommendations lead to the development educational savings product—now one of the top products sold in Indonesia
* Designed a strategic consulting process, increasing customer loyalty and retention practices for a 5% increase in ROI.
* Managed and conducted multiple unique financial services consumer studies in markets worldwide in more than 10 locations. Implemented new hybrid methods for survey sampling, doubling the previous response rate to questionnaires.
Business Unit, Client and Strategy Management:
* Revenue and expense management; 2001 doubled previous 5 years’ annual revenues while saving $75,000 in expenses, 2002 reached record sales for the research division of $245,000, 2000-2004 responsible for combined annual budgets of approximately $750,000.
* Manage 5-7 staff/team members with responsibilities in more than 30 countries. Manage company relationships in more than 30 countries and 200 companies with access to top executives.
* Appointed by the CEO to two strategic committees; resulting changes implemented have doubled international consulting business and revenue and also doubled international research productivity.
* Presented research results in biennial executive and research committee meetings in 12 countries or regions worldwide.
* Increased the number of local research committees and double or tripled attendance of key personnel in the existing committees.
Sales, Marketing, Communication, & Event Management:
* Oversaw the annual Caribbean LIMRA/LOMA conference; develop agenda, contract speakers, event marketing brochures, mailings, market sponsorship via mass mailing and individual visits and calls, oversee conference center negotiation, manage the event.
* Initiated the re-imaging of the LIMRA’s International research unit including; new marketing material, brochures, conference presentations, report templates, as well as company and member communications.
* 2003 Caribbean Annual meeting grossed $42,000 in revenue for LIMRA and netted approximately $21,000 changing a 3-year trend of losses for the Caribbean event. The conference was the highest gross and net revenues in the history of the regional event. 2004 met attendance and revenue expectation.
* Designed, wrote, and managed the LIMRA’s first Latin American Distribution seminar netting significant revenue.
PROJECT MANAGER / RESEARCH ANALYST, NATIONWIDE ENTERPRISE; (1998 – 2000)
Nationwide is one of the largest insurance and financial services companies in the world, with more than $148 billion in statutory assets. I earned responsibility as a Research Project Manager and Systems Consultant, assessing the effectiveness of internal and external operations and recommending changes.
* Business-to-business consultation; defined needs and scope, identified cost-effective methods; determined research plan in long-term care, annuities, sales training, estate and financial planning.
* Conducted and managed quantitative research design, survey, sampling, data collection, macro-economic, political and behavioral analysis; univariate, multivariate and demographic techniques; qualitative research using interview, focus groups domestically and internationally.
* Researched business “best practices” and implementation of object oriented and use case to develop a global base IT system. Consulted on global system architecture and design; took part in the design of system modules including new business, premium administration, policy cancellation/surrender, system interface.
BUSINESS OWNER / MANAGER, RAY’S INC. (1985 – 1987; 1993 - 1995)
A small corporation with about $1.5M in total assets, the company services retail, wholesale and resale of petroleum.
* Lead expansion into the wholesale and resale sectors increasing more than tripling revenue and sales; established two new locations in two years whose sales exceeded expectation; reduced company expenses; negotiated remediation and pricing.
EDUCATION
1995-1999
THE OHIO STATE UNIVERSITY
2004 Ph.D. Sociology and Demography
Dissertation: Ecology of International Life Insurance Industry
1992
INDIANA UNIVERSITY
EASLI, Korean Language Training
1992 Most Valuable Student
1991 – 1993
THE OHIO STATE UNIVERSITY
MA, Socio-Cultural Anthropology
1992-1993 FLAS Fellow
1983-1989
BRIGHAM YOUNG UNIVERSITY
BA, Socio-Cultural Anthropology & International Relations, Spanish Minor |
