David E. Heupel

**** ***** *** * ******, WA ***** 206-***-**** acvwis@r.postjobfree.com

Qualifications for Regional / District Sales Management

Equipped with 20+ years of success as a leader and manager; I am experienced in developing and executing strategies to maximize profit; Adept at guiding staff through changes in products, internal systems, and delivery models while maintaining high production and morale. I am a subject matter expert in benefit plans, health insurance and HR administrative compliance. I easily build rapport with staff and clients that become long term relationships. I possess strong writing and public speaking skills; and have excelled as a continuing education instructor and group presenter. I can offer proven ability in team building as a leader and equally strong performance as a team member. I am skilled in evaluating sales processes and delivery systems to identify and resolve faults and challenges prior to implementation. I am proficient in the use of CRM systems and Microsoft Office. Additional areas of expertise include:

B2B Sales

Benefit Plan Design

Sales/Product Training

Regulatory Compliance

Sales/Territory Development

Life and health programs

Employee Benefit Admin

Project/Change Management

Highlights

Starting as a team leader, I became the expert around which an entire marketing and information campaign was built.

Expanded a single-producer agency into a three-state marketing network specializing in group health programs. Augmented agency offerings with individual life and financial planning to further the client base, and later added property and casualty lines. The agency grew to 46 staff and producers covering three states with 8 branch offices.

Ranked #1 in personal production of group sales and earned a reputation as an expert in the small and mid-size group market for employee benefits. Conducted CE and training classes for industry associations and sales groups.

With Infinisource added 100+ new agents and agencies to prospect/client lists along with two new national partnerships representing over 17,000 lives. Placed several large group FSA clients while working from a home office without any references or support information.

With PEMCO fueled a 40% increase in life sales within 16 months of hire. Then assigned to engineer a staff transition of 108 producers in company structure. Success in that project led to further administrative assignments and leadership roles.

Held sole responsibility for delivering sales and product training to 180+ producers, both in employee and broker positions. Played an instrumental role in the design and development of consultative sales tools.

Recruited and trained producers that overcame the challenges posed by several market downturns to generate continual growth in revenue and sales.

In all positions maintain a broad base of knowledge across multiple markets and stayed involved in the direct sales process.

Career Track

LDJ & Associates PS, general manager 01/2015-Present

Rejuvenating and updating marketing and process for an MGA providing products and services to agents and agencies for ancillary benefits in Washington, Oregon, and Idaho. Conducting continuing education programs and product training..

Total Benefit communications, Contracted benefit presenter and enrollment specialist 09/2011-present

In multiple states I conduct retiree and employee benefit programs where a local agent is not available or knowledgible. Currently cover Idaho, Washington, and Oregon.

Washington Health Foundation, Health Benefit advisor Team Leader, Seattle, WA 12/2010-1/2014

I set up and trained a team of benefit specialists in a matter of weeks to create a viable sales force. I assisted in designing sales presentations and tracking systems, arranging carrier appointments, and relationships with strategic partners. Expanded product offerings to encompass products desired by Foundation members.

Suncrest Insurance Services Inc, Pres/manager, sales agent, Spokane, WA 1/2008-10/2010

I operated a local agency selling various insurance products ranging from property/casualty offerings, to life and health products. I also conducted continuing education classes for NAIFA and sales groups.

Infinisource, Regional Sales Manager – Oregon, Washington, Idaho 9/2006-10/2007

Drove efforts to cultivate a stronger presence within an assigned three-state territory. Provided training, sales support, and technical expertise to agency producers and HR administrators. I conducted continuing education classes and product presentations on employee benefits law and compliance administration for conferences, agent groups, and providers. Product offerings and training included COBRA administration, HIPAA compliance, consolidated billing, and “on line” multiple carrier enrollment services.

PEMCO Insurance Company, Sales Supervisor 6/1999-8/2006

I was hired to direct the development of life product sales across all sales channels in a primarily property/casualty environment. The life company production was dismal and the parent company was evaluating its continued existence. During the first 16 month of my assignment, life sales increased 40%. Instructed, motivated, and assisted independent agencies, employee agents, and sales specialists in product knowledge, consultative needs assessment, and sales techniques. I taught continuing education classes for all producers across multiple product lines. Following that success, I was assigned a critical project to transition 108 employee/contractor staff from an undefined role (which had led to a law suit years before my hire) into more defined and traditional employee and independent contractor roles. Accomplished this losing only 9 members. The process involved supervising and coaching the call center staff in multiple lines selling and account rounding through challenging product and process changes. I also worked as part of the design team redoing products and rating systems on a company-wide scale. Many of these roles and projects took place in overlapping time periods. Throughout my employment I functioned as a sales supervisor with a number of direct reports. At one point I was the sole trainer in life products across all sales channels for almost 200 producers.

R/H Factor Insurance Centers, General Manager/Owner 3/1984-1/1999

Established and managed an independent agency specializing in employee benefits. I developed the marketing tools, templates, and presentation materials on employee benefits for the agency which led to significant growth over the years. I selected products, developed agency sales, and managed a growing producer and staff group while maintaining high personal production. As the agency became recognized as a leading provider of employee benefits, more agents joined as brokers to access the products and technical expertise of the agency to augment their client services. Eventually I hired, trained, and managed 46 agents, brokers, and employees in Oregon, Washington, and Idaho. During this time, I also conducted training classes and continuing education for the agency, NAHU, NALU, and PIA. The branch offices were developed and eventually released to become their own entities. The agency expanded our services to include life and financial planning services to the individuals that made up our employer groups and referrals. With each addition, I took on the role of becoming a resource person as well as individual producer. In the mid 1990’s we added property/casualty lines to our services. The agency was sold in 1998 and I remained as a producer and consultant for transition to the new management until 1999.

Credentials

Certified Insurance Counselor (CIC) Fellow, Life Management Institute (FLMI) Chartered Life Underwriter (CLU)

National Association of Insurance and Financial Advisors – Spokane Chapter President 2 consecutive years

National Association of Health Underwriters – Founding Member/Past President of the Mid-Willamette Valley Chapter

Professional Insurance agents’ association-Past member and past CE chair

Multiple company and association sponsored management and leadership training courses

Proficient in Microsoft Office suite of products

Proficient in the use of multiple client relationship management (CRM) programs

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