Sales Manager
Resume:
Presentation of Qualifications
Brian D. BrownBRIAN D. BROWN
**** ********* *** ***************@*****.*** C- 404-***-****
Atlanta, GA 30319 H- 404-***-****
PROFESSIONAL SYNOPSIS
Results-oriented, experienced executive with a proven track record in insurance and risk management sales, account
stewardship and underwriting pairing a broad range of creativity, knowledge, skills with a keen business sense.
SIGNIFICANT QUALIFICATIONS
• Respected risk advisor with over twenty years of successful experience in Risk Management, and insurance.
• Perspective as a broker and underwriter as skilled in strategic risk identification and developing creative, cost
effective business solutions.
• Possesses superior developmental skills in designing and implementing effective risk management programs.
• Strong technical expertise with respect Risk Management solutions for risks faced by companies from Cyber Risks.
• Extensive knowledge of e-commerce products, property & casualty, international, and marine insurance.
EXPERIENCE AXIS INSURANCE -Atlanta, GA (3/09 to 9/13)
VICE PRESIDENT, UNDERWRITER MANAGER
Underwriting Manager marketing and underwriting in the Southeast US for AxisPro –
Specializing in Media, Network Security and Privacy, Miscellaneous Professional and Errors and
Omissions.
Impact/
Benchmark • Grew the Southeastern book of business 16.5% in 3 years and remained highly profitable.
• Hired and aligned team to meet goals. Analyzed and streamlined processes for greater efficiency.
• Initiated product development ideas that drive production and profitability.
• Mentored underwriters. Finding, recruiting and hiring exceptional talent.
• Developed strong relationships in the territory with wholesalers and retail agents.
MARSH USA-Atlanta, GA (9/02 to 3/09)
VICE PRESIDENT, NATIONAL TECHOLOGY INDUSTRY SPECIALIST
Leader in the Technology Industry Practice Group directing the risk transfer evaluation and placement
Recognized as a national expert/resource for Technology issues and coverages.
Impact/ • Evaluate and devise methods to reduce total cost of risk for companies with up to $2 billion in revenue.
Benchmark • Designated as Power Broker – Risk and Insurance 2008
• PRIDE award winner that is designed to recognize outstanding contributions and professionalism.
ZURICH INSURANCE GROUP-Atlanta, GA (5/00-9/02)
E-RISK EXECUTIVE, e-BUSINESS SOLUTIONS
Responsible for marketing e-solutions throughout the US for a major international insurer. Spearheaded
an initiative to develop a risk transfer product that allows e-enablers to enhance offerings to their
customers and leverage their core competency into substantial marketing advantages. Assisted and
educated a national sales force of over 50 in the E-Risk area.
Impact/ • Developed strategic direction and approaches to e-commerce exposures on a worldwide basis.
Benchmark • Spokesperson for corporate Internet Liability issues and concerns as a CIC Faculty Member.
• Mentored sales force on sales techniques and strategies for marketing and selling E-Risk solutions.
INSUREtrust.com LLC - Atlanta, GA (12/98-5/00)
SENIOR SALES DIRECTOR – BROKER RELATIONS
Recruited as one of 4 key members of initial start-up team for this e-business risk management provider.
Instrumental role in developing asset protection strategies for rapidly emerging markets. Initiated and
implemented multi-disciplinary, mission-critical e-business risk management solutions that combined
information security, traditional risk management, and insurance programs to support e-commerce and
internet strategies.
Impact/ • Spearheaded development of strategic direction and cutting-edge risk management approaches
Benchmarks: that precipitated business growth resulting in expansion from 4 to 24 employees.
• Developed and sold revolutionary e-commerce policies which protect internet service providers
from losses due to warranties crafted to reimburse their customers against business interruption.
• Responsible for the dynamic risk management needs of the organization.
ZURICH INSURANCE GROUP - Atlanta, GA (7/97-
12/98)
SENIOR ACCOUNT EXECUTIVE
Comprehensively managed $6M territory that targeted service and technology markets.
Created training methodology, manuals, and guidelines to support new business growth.
Simultaneously executed training for other offices and played a key role in program development
that included coverage forms and underwriting guidelines.
Impact/ • Established outstanding relationships with industry-specific specialty agents and MGA's.
Benchmarks: • Sold $750K+ in new business while maintaining high retention rates of existing accounts.
• Winner of first "World Class Contribution" award selected out of thousands of employees (1998).
• Built team of high-performing professionals specializing in all public entity coverages.
ACORDIA SOUTHEAST - Atlanta, GA (6/96-7/97)
VICE PRESIDENT
Managed all aspects of commercial insurance business including marketing, sales, and middle
market general account management. Provided clear direction and mentoring to compact sales
force, overseeing sales activities and building client base. Handled variety of marketing
functions including negotiating contingency agreements and marketing new/renewal business.
Selected • Established criteria in order to allocate resources and determine which accounts to pursue.
Highlights: • Consistently developed innovative risk management and risk transfer alternatives.
• Provided ongoing consultation to sales team and modeled dynamic revenue-producing skills.
.
SEDGWICK JAMES OF GEORGIA, INC. - Atlanta, GA (1/86-6/96)
ASSISTANT VICE PRESIDENT, 7/91-6/96
Actively involved in the development of commercial insurance and risk management programs,
primarily in program analysis, loss exposure review, loss control, risk transfer needs, and determination
of appropriate coverage. Participated in sales process, working closely with established sales force. Sold
both fee-based risk management contracts and product driven programs. Provided solutions for
reducing total cost of risk.
Selected • Served as key senior manager for insurance/risk management corporation ranked 3rd nationwide.
Highlights: • Conceived and implemented value-added risk management.
• Developed and assisted in the management of loss sensitive, cost effective risk financing programs.
ACCOUNT EXECUTIVE, 3/90-7/91
Analyzed and audited information on existing programs, prepared client proposals, and
presented respective risk management programs to major organizations. Comprehensively
oversaw support services to ensure complete client satisfaction.
Selected • Directly responsible for 25 commercial accounts totaling $600K in income.
Highlights: • Produced 20% of existing account base and generated $100K+ from newly established accounts.
• Managed accounts for influential Atlanta business entities such as a major municipal entities, renowned
worldwide hotel chain and international architect/engineering firm.
MARINE & INTERNATIONAL MANAGER, 1/86-3/90
Contributed program expertise for a diverse range of companies including consultation for
international, ocean, and inland marine accounts. Negotiated with insurance carriers to
procure maximum coverage, assist in securing new accounts, and expand existing account base.
Selected • Instrumental in developing insurance programs for international client account base.
Highlights: • Developed strong contacts and associations with numerous insurance companies.
HARTFORD INSURANCE - Atlanta, GA (9/79-1/86)
SENIOR MARINE REPRESENTATIVE
Demonstrated strong analytical skills and knowledge of underwriting in this highly technical
position. Earned promotions from Underwriter to Marine Representative to management role.
EDUCATION NORTHERN ILLINOIS UNIVERSITY - Dekalb, Illinois
Bachelor of Science Degree in Management - Self-financed 75% of college expenses
CREDENTIALS/ - Certified Insurance Counselor (CIC) - Licensed Surplus Lines Agent -GA
LICENSES - Certified Risk Manager (CRM), Presently Pursuing - Power Broker 2008
- Faculty member (CIC) - Georgia Agent & Counselor – P&C
Contact this candidate