Manager Sales Representative

NATHAN SANTAMARIA, MBA

**** *********** ** . ********, ** 43119

614-***-**** (H) . 216-***-**** (C) . abm2wf@r.postjobfree.com

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Property and Casualty Product Management Director experienced in management

of multi-million dollar premium personal auto portfolios. Expert at

developing strategies to capitalize on opportunities including new state

entries, improving profitability and product segmentation. Possess ability

to lead cross-functional teams to ensure the achievement of key short and

long term objectives. Team builder and decision maker who excels at

managing multiple activities in the independent, exclusive and direct to

consumer segments.

. Strategy Development

. Business Metric Development and Execution

. Business Planning, Forecasting and Budgeting

. Agency Appointment and Development

. Policy Language Application

. Organizational Design and Performance Enhancement

. Customer Service, Satisfaction and Retention

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Professional Experience

Nationwide Mutual Insurance Co, columbus, oh 2008

to Present

Product Manager

Develop and execute all strategic and operational initiatives for assigned

non-standard auto states. Formulate marketing, pricing, and operational

strategies within a cross-functional organization to achieve premium,

expense and loss ratio operating plans. Manage 2 direct and 5 matrix

reports of organizational directors. Responsible for profit and loss of

state assignments

. Lead cross-functional PIP fraud team, resulting in a 650 basis point

($2 Million incurred loss) loss ratio avoidance and enhanced policy

language to reduced unintended claims exposure.

. Improved new business retention (7% to 50%) through market analysis,

identifying areas of billing opportunity and led project to implement

changes resulting in 170 basis point frequency improvement.

. Implement real time rater enhancements to reduce the cost of

acquiring a new business application by 25%.

. Develop sales management analytic reports that resulted in improved

sales focus toward desired market segments growing targeted segments

policies in force by 20% year over year.

. Create and execute product manager training to communicate company

product initiatives within product team resulting in improved speed to

market for product releases.

. Utilize comparative rater to control sales shelf space in agent's

offices through filter development resulting in improved profit

margins and improved competitive pricing structure.

AIG AGENCY AUTO, Alpharetta, GA

2005 to 2008

Product Manager, Independent Agency Operations

Implemented and executed strategies to improve profitability in

unprofitable states and grow market share in profitable states.

Represented company with insurance industry on legislative issues

successfully reducing the impact of proposed legislation.

. Recognized company credit model was not as predictive when compared to

competitors in marketplace. Led to review of credit model and change

to different credit model.

. Discovered, managed, developed and executed project to protect company

from estimated $300 Million in legal fees, fines, refunds of premiums

and potential class action litigation.

. Reduced Rhode Island 2007combined ratio to 99% from 2006 combined

ratio of 118% through aggressive re-underwriting, agency management

and rate changes

. Developed pricing, operations, agency marketing and product strategies

for entry into agency market in New Jersey, meeting first year loss

ratio goals.

PROGRESSIVE INSURANCE, Cleveland, OH

1999 to 2005

Pricing Analyst (2004-2005)

Responsible for state specific factor analysis and pricing for several

Midwest and South-central auto states. Completed and analyzed quarterly

indications providing product manager with a change summary from prior

quarterly indication to identify changes. Completed ad hoc project work as

necessary.

Claims Adjuster (2002-2004)

Hired as general claims adjuster in Elyria, OH office with responsibility

for investigating and resolving small to mid-size bodily injury and

physical damage claims. Compiled first and third party, witness, law

enforcement statements and medical records to recommend and execute

settlements.

Rate Adequacy Representative (2001-2002)

Worked in a new organization in company to develop protocols to ensure

insurance contracts were rated appropriately and ensure the company

received the appropriate premium for the risk assumed. The group was

instrumental in improving New York and Pennsylvania loss ratios due to

premium fraud and leakage.

Direct Sales Representative (1999-2001)

Sold personal auto insurance contracts direct to consumer maximizing

revenue through cross selling of additional coverages. Sales processes

used helped achieve Top 10 sales representative.

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Education

Masters Business Administration . Real Estate Finance . Nance College of

Cleveland State University

Bachelors of Science . Sports Management . Wartburg College

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