Expert Details
Insurance Brokerage, Health Insurance, Employee Benefits
ID: 739312
California, USA
Supercharged revenue growth and sales leader committed to helping sales professionals shatter their own growth targets, both professionally and personally. A strategic thought leader with a proven track record of large-scale team sales production, driven by the contribution and accountability of each individual contributor. Ardent believer in the impact of a vibrant culture on an organization’s internal and external stakeholders.
Skills:
- Expertise with SaaS CRM sales/marketing, client and workforce management, and AI-driven data analytics engines, such as Salesforce/Pardot, MS Dynamics, Zywave, EPIC, Verisk, D&B, and Sales Navigator for Teams.
- Demonstrable ability to recruit, hire and train sales and client management professionals.
- Excellent communication skills, honed by extensive training in sales and communication methodologies.
- Empirical change management and strategic planning acumen.
Education
| Year | Degree | Subject | Institution |
|---|---|---|---|
| Year: 1998 | Degree: BS | Subject: Business, Political Science, Rhetoric & Communication | Institution: UC Davis |
Work History
| Years | Employer | Title | Department |
|---|---|---|---|
| Years: 2017 to Present | Employer: Undisclosed | Title: Senior Vice PResident | Department: |
Responsibilities:Brokerage sales Producer responsible for continual growth of a high-value client management portfolio.- Achieved no less than 125% of organic new business growth each year. - Booked an average $375k in recurring and contingent revenue with $7mm growth in premium each year. - Maintained net client retention rate of 100% with sole client turnover due to M&A activity. - Worked collaboratively with enterprise-wide cross-functional teams to innovate client solutions. - Realized additional revenue growth via cross-selling initiatives on approximately 30% of all new business. |
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| Years | Employer | Title | Department |
| Years: 2014 to 2017 | Employer: USI Insurance Services | Title: Practice Leader | Department: |
Responsibilities:Responsible for steering all revenue growth, client retention, administrative, cultural, and strategic initiatives to achieve net new business and contribution margin metrics across two offices.- Staged the largest turnaround of every USI nationwide Practice in under a year by improving organic growth by 36%, contribution margin by 7.5% and decelerating recurring lost business by over 40%. - Achieved financial results of approximately $5mm in net commission and fee growth per year while carrying personal book of business generating an average $500k in growth per year. - Doubled seller and account management/sales support headcount while strategically transitioning out ill-suited associates, with numerous individuals qualifying for recognition programs each year. - Strengthened insurance carrier and vendor relationships in the market to achieve more competitive pricing leverage and enhance the Practice’s reputation, brand, and presence across Southern California. - Implemented “USI Gives Back” charitable giving initiative by partnering with New Horizons of the San Fernando Valley dedicated to empowering individuals with special needs age 16 and older. |
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| Years | Employer | Title | Department |
| Years: 2008 to 2014 | Employer: USI Insurance Services | Title: Vice President/Employee Benefits Consultant | Department: |
Responsibilities:Employee benefits broker responsible for new business acquisition, client retention and client team management.- Cultivated $2.8mm book of business from $0, achieving over 110% to goal YOY but 2008 (260% in 2013). - Maintained client retention rate of 94%. - Qualified for the PEAK Producer incentive program in all but the first year with firm. |
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| Years | Employer | Title | Department |
| Years: 2007 to 2008 | Employer: Marsh McLennan | Title: Vice President/Risk Consultant | Department: |
Responsibilities:Property and casualty/risk management consultant, responsible for lead generation and new business growth.- Co-produced largest deal for office in 2008 for $500k. - Earned multiple industry designations and significantly enhanced business insurance acumen. |
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| Years | Employer | Title | Department |
| Years: 2002 to 2007 | Employer: Keenan | Title: Assistant Vice President | Department: |
Responsibilities:Principal consultant generating revenue in targeted public school district and municipality sectors.- Responsible for producing over $50mm in annual premium by 2007, at 125% to goal every year. - Top employee benefits sales Producer from 2005-2007, generating nearly $3mm in revenue in two years. - Lead two separate account management and service teams in Orange County and Los Angeles. |
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| Years | Employer | Title | Department |
| Years: 1998 to 2002 | Employer: Aetna | Title: Bay Area Sales Manager | Department: |
Responsibilities:Youngest sales manager in the country responsible for all new business direct sales growth in the Bay Area.- Responsible for largest quarterly new business growth in history of the San Francisco office. - Achieved 121% of goal in 1999, 142% in 2000, and 247% in 2001. - Earned President’s Club status each year and was the Chairman’s Award recipient for leadership. |
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Career Accomplishments
| Licenses / Certifications |
|---|
| Licensed Life-Health Agent CA Licensed Property-Casualty Agent CA Registered Employee Benefits Consultant (REBC) Registered Health Underwriter (RHU) Group Benefits Disability Specialist (GBDS) - Hold multiple industry designations and a licensed health and property & casualty agent in all 50 states. |
| Professional Appointments |
|---|
| - (undisclosed prestigious position) National Human Resources Association in LA - National Human Resources Association President of the Board of Directors (3 years) |