Entrepreneurial and competitive executive with a unique combination of multi-state field-level and home office corporate experience in various capacities. Results-driven leader in business-to-business sales and marketing management, business development, competitive analysis, operations, and product development with a talent for vision and strategy development, execution and achieving top- and bottom-line objectives. Road warrior; relocation negotiable. Core competencies include:
Sales & Marketing Management ? B2B Development ? Competitive Analysis
Training and Progression ? Brand Management ? New Market Development
Consensus Building ? Project Management ? Strategic Planning
Customer Satisfaction & Retention ? Relationship Management
Operations Management ? P&L Financial Management
Execution
PROFESSIONAL EXPERIENCE
TEMPLE CITY HIGH SCHOOL & SO CAL DRIVEN 2008-Present
Girls Fastpitch Softball Coach at both the High School Junior Varsity and Varsity levels, Travel Ball Manager at the 12U division, and ASA rec ball coach at the 12U and 14U divisions.
ANCHOR GENERAL INSURANCE ? 2007-2008
$70M regional provider of non-standard private passenger auto insurance written through independent agents and brokers.
Vice President, Sales and Marketing ? San Diego, California
Recruited by the President to strengthen business-to-business development efforts by creating and implementing strategic sales and marketing plans for the retail agent and broker distribution, including expansion into Washington. Traveled extensively to oversee sales and marketing field teams, gather market intelligence, and initiate and maintain business relationships. Established effective market positioning and the enhancement of the Anchor General brand. Collaborated with other officers and department heads on the development and execution of corporate objectives and management of common projects, including IT initiatives. Made commission-level decisions for business partners.
?Increased written premiums by 14%, policies-in-force by 28%, new business applications by 49%, and new appointments by 25%. Improved competitiveness of auto rates in Arizona, California, and Texas.
?Grew marketing team from 7 to 15, including Marketing Managers for Arizona and the expansion state of Washington as well as an internal back-office team to enhance operations.
?Implemented several initiatives to improve ?ease of use? for agents/brokers including a commission direct deposit system, an agency management system, and website enhancements.
?Created and instituted an ?Every Day Counts? goal tracking system to measure performance.
?Developed and implemented an enhanced compensation plan for marketing personnel.
TOPA INSURANCE COMPANY ? 2007
$130M regional property & casualty insurance company with policies written primarily through independent retail agent and brokers and an exclusive company-owned agency in Nevada.
Assistant Vice President, Personal Lines ? Los Angeles, California
General Manager, Nevada Pacific Insurance ? Las Vegas, Nevada
Recruited as an officer to lead a 25-person underwriting and policy processing team in the $45M personal lines operation. Subsequently selected by the President to oversee all operational aspects of the Nevada Pacific retail agency, including sales and marketing, underwriting, product development and positioning.
?Increased companywide personal lines written premiums by 15%; maintained a 47% accident-year loss ratio.
?Conducted a thorough market analysis for Nevada Pacific; identified and corrected deficiencies in product rates, commissions paid, and service to customers.
?Reenergized relationships with business partners and agents and improved communication channels.
FARMERS INSURANCE GROUP OF COMPANIES ? 1986-2007
The 3rd largest writer of private passenger auto and homeowners insurance in the US, with almost $15B in premiums and over 30,000 employees and agents.
Director of FACT Marketing ? Chino, California (2005-2007)
Led sales and marketing efforts for the 6-state, $95M FACT division (Farmers Action for Communities of Tomorrow), a 1996 initiative to address concerns with the affordability/availability of insurance in the urban areas. Oversaw $12 million Commercial and $83 million Personal product lines with over 700 independent retail agents and a 21-person internal and field-level marketing team. Developed and implemented loss improvement plans and monitored results in collaboration with the Claims and Underwriting teams. Managed all brand marketing, including the design of point-of-sale materials. Conceived and conducted sales contests and hosted and planned annual sales convention.
?Improved average production per agency by 13% and increased new business submissions by 9%. Achieved an all-lines combined ratio of 89%.
?Instituted ?Every Day Counts? application tracking to monitor progress against objectives.
?Designed and implemented an improved agent contract in conjunction with Farmers Corporate Legal.
?Coordinated and facilitated multiple year-end production conferences with more than100 attendees.
Budget & Financial Analysis Manager ? Chino, California (2004-2005)
Recruited to lead financial analysis and strategic planning activities for the $95M FACT division.
?Created and implemented new financial tracking tools to monitor results.
Division Market Manager ? Los Angeles, California (2001-2004)
Directed $186M division composed of $53 million Commercial, $120 million Personal, and $13 million Life product lines as liaison between field and state/corporate office. Led the field team consisting of 8 district managers and over 200 agents in the development, implementation, and execution of objectives. Nurtured and enhanced business relationships by focusing on individual district manager and agent success.
?Increased total premium for property & casualty by 7% in 2003. Achieved a 95% combined ratio.
?Orchestrated a dramatic improvement in agency development with a 188% increase in full-time agents, a 40% increase in reserved/licensed agents, and a 31% increase in potential agents.
?Awarded several bonuses for recruitment and production success.
Director, Fire Product Management ? Los Angeles, California (2000-2001)
Oversaw profit & loss of the $800M personal lines fire book for California. Negotiated competitive product positioning with state executive; monitored competitive pricing through market intelligence. Negotiated rate filing approvals with the California Department of Insurance. Supervised a team of 3 with 1 actuary.
?Championed the G.U.S. (Geographic Underwriting System) implementation with an expected return of $250M over 5 years.
Director, Personal Lines Underwriting ? Los Angeles, California (1998-2000)
Led a team of 4 multi-state home office underwriters to ensure best practices underwriting companywide. Conducted comprehensive market analyses to assess product profitability and placement. Corporate liaison with claims, marketing, IT, and operations on loss improvement initiatives. Ensured regulatory compliance of all products. Represented personal lines in rate review submissions to senior management. Served as the Home Office contact for 10 regional office underwriting functions.
?Managed the insurance-to-value program for the $2B fire book.
?Delivered regional presentations to boost success of the Back-to-Basics corporate underwriting campaign.
Career Note: Prior positions include Regional Underwriting Manager, Division Marketing Manager, Market Expansion Manager, Pricing Manager, Market Expansion R&D Manager, and Underwriting R&D Manager.
EDUCATION & PROFESSIONAL DEVELOPMENT
Master of Business Administration ? Keller Graduate School of Management, Oakbrook Terrace, Illinois
Bachelor of Arts in Communications ? University of Iowa, Iowa City, Iowa
Chartered Property and Casualty Underwriter Designation ? CPCU Society, Malvern, Pennsylvania |
