SUCCESSFUL AT CREATING AND EXECUTING STRATEGIES, AND IMPLEMENTING BUSINESS CHANGES THAT DRIVE SIGNIFICANT TOP-LINE REVENUE GROWTH AND BOTTOM-LINE PROFITS
ACHIEVING COMPETITIVELY SUPPERIOR BUSINESS RESULTS IN:
Sales * Marketing * Growth Strategies and Execution * New Market Development * Product Innovation * Alliances * Distribution Channels * Information Technology * Operations * Change Leadership * Significant Performance Improvement * Profit & Loss
-> Led changes at an internationally recognized consulting organization and achieved a 100% revenue increase in core products and markets, and a 300% operating income increase
-> At a "Top 50" insurance company, revitalized a forty-year old product line achieving a 67% revenue increase from $60 million to over $100 million within two and one-half years
-> A regional insurance company was transformed into a national market leader with annual revenue increasing five-fold from $100 million to $500 million in three years
PROFESSIONAL EXPERIENCE
2003 to Present
Principal
Business Performance Advisors
Pewaukee, WI
Independent business advisors providing real-world experience to assist and coach organizations, their leadership teams and Boards of Directors in developing and executing growth strategies; and leading the organizational changes needed to achieve break-through, significant increases in top and bottom-line results.
1995 to 2003
Runzheimer International
Rochester, WI
* Executive Vice President - Chief Operating, Strategy, Sales and Marketing Officer (2000-2003)
* Vice President - Sales, Marketing, and Product Management (1998-2000)
* Vice President - Corporate Development and Planning (1996-1998)
* Director - Market Development and Alliances (1995-1996)
Runzheimer is an internationally recognized, information-based and technology-driven management consulting organization providing financial solutions and advisory services to over 3,000 clients including "Fortune 2000" world-class, global businesses and government entities including the US Federal Government.
As chief operating officer I directed all aspects of the company's operations and business strategies at both its US headquarters and Canadian-based affiliate including sales, marketing, and new product innovation. Led all business production operations and research associated with creating and delivering the firm's products and services, and supporting its customers. Had full P&L responsibility. Directed establishment of additional distribution channels and strategic alliances for entry into new markets including the consumer market. Directed the company's strategic planning activities; led the development and execution of all strategic and operating plans; and oversaw the implementation of all corporate priority projects. Directed corporate development activities and resource allocation.
Accomplishments:
* Achieved 100% increase of revenues in core product lines and markets
* Achieved 300% increase in operating income on a comparative basis
* Created a strong and exciting results-driven culture that stressed individual accountability
* Implemented technology solutions to manage costs and improve value to customers
* Established consultative, customer needs based selling to drive sales performance
* Recruited and mentored top executive management talent to lead business lines
1988 to 1995
President
Brill & Company
New Berlin, WI
As independent consultants, provided counsel and services to the senior management of insurance corporations, managed health care organizations and other businesses in the areas of Marketing, Sales Performance, Business Strategies, Information Technology, Operational Effectiveness, Process Reengineering, and New Product Development.
Accomplishments (a sampling of typical client assignments):
* Facilitated strategic business, sales improvement and marketing planning for clients, resulting in innovative new strategies to compete
* Developed a plan for improved marketing and sales processes, along with a plan for sales force automation, and market research and business intelligence gathering
* Evaluated business practices in an insurer's compliance department, resulting in simplified processes and the implementation of automated information systems
1985 to 1988
Division Vice President
Time Insurance Company (now Fortis Health)
Milwaukee, WI
As chief executive and operating officer for the Group Health Insurance Division I was responsible for all aspects and P&L results of that strategic business unit comprised of 250 full-time employees, contributing over $100 million annual revenue, with an annual operating budget of $15 million. I led divisional strategic planning, group sales management, marketing and market research, new product development, actuarial services, underwriting, claims processing, policyholder service, and information systems development.
I directed Time Insurance Company's corporate-wide entrance into the managed health care field including new product development and pricing, medical care provider arrangements, along with strategic alliances and joint marketing ventures. As a member of Time's senior-level Executive Management Committee, I participated in developing all corporate-level strategies, and led company-wide automation and systems development steering teams.
Accomplishments:
* Revitalized the Group Division, reorganized operating departments and recruited new departmental management where necessary, eliminated unprofitable business - resulting in increased new sales productivity, reduced administrative costs, and increased total annual revenues from $60 million to over $100 million
* Revamped all products; based upon market research of consumer needs, led corporate entrance into managed care; created first joint product development and marketing venture with an HMO
* Established target marketing strategies to drive group health sales activities
* Directed the implementation of the first automation of business processes in the Group Health Insurance Division
1983 to 1985
Vice President - Marketing
Fireman's Fund Employers Insurance Company (formerly Wisconsin Employers Group, now Humana)
Green Bay, WI
As chief marketing officer, I directed the creation and implementation of all group insurance products for the Company's nationwide sales force; revamped entire product portfolio; and created a marketing research function to collect and analyze market data relating to competition, pricing, trends in benefit plan design, cost containment, and changing employer and consumer needs. I also directed all corporate Public Relations and Advertising activities.
I was directly involved in the company's approach and entrance into the PPO and HMO markets, and other cost containment plans. Additionally, I identified and developed joint marketing partnerships and strategic alliances, and directed the marketing support activities for all field sales distribution networks and channels.
Accomplishments:
* Crucial player in transforming the Company into a nationally recognized leader in the health insurance market - Company revenue grew from $100 million to $500 million
* Successfully integrated two disparate sales organizations into a single and cohesive high-performance national sales force totaling over 20,000 independently contracted agents working through over 30 regional sales offices
* Performed consumer-level market research to determine health care coverage needs and perceptions, and translated these into take-to-market product strategies
* Revamped all products offered including the introduction of alternative delivery system plans (i.e., PPO, HMO, and cost containment managed care programs)
* Developed strategic marketing alliance with an American Express Company affiliate
* Identified, evaluated, implemented and directed additional sales networks and channels to increase market reach and penetration
1980 to 1983
Regional Sales Director
Wisconsin Employers Group
Milwaukee, WI
I led the company's largest sales office with annual premium revenue of $30-35 million, and managed the district sales directors and office sales support staff. We recruited, trained, and provided sales and marketing expertise to nearly 1,000 independent insurance agents.
Accomplishments:
* Consistently achieved or exceeded all objectives for new sales production and the retention of existing employer-sponsored group insurance accounts
Other Positions:
* Wisconsin Physicians Service Insurance Corporation:
* Corporate Sales Manager
* Regional Sales Manager
* Special Group Consultant
* Sales Representative, Bruning Division-Addressograph Multigraph
* Agent, Prudential Insurance Company
EDUCATION
* Bachelors Degree from the University of Wisconsin - Milwaukee
* Post-graduate courses at the University of Wisconsin - Milwaukee
TECHNOLOGY COMPETENCIES
Very proficient to advanced level of competency in the use of Microsoft Word, Excel, PowerPoint and Outlook; Windows; E-mail; data analysis; desktop reporting and charting tools; and the Internet.
PROFESSIONAL AFFILIATIONS
* The Executive Agenda
* Sales and Marketing Executives
* Wisconsin Forward Award - Malcolm Baldridge Criteria for Performance Excellence |
