Sales, Marketing, Business Development

DEBORAH GREY CIC

Tampa Bay, Florida but willing to relocate

Mobile: 727-***-****

Email: ************@*****.***

http://www.linkedin.com/in/deborahgreyfl

I am a results oriented visionary with 16 years of progressive expertise within the insurance vertical. I

have worked for carriers and I have called on carriers selling Core IT Systems, BPO, Call Center and Mail Out

Solutions.

I have a robust work ethic, enjoy taking on tough assignments and have a willingness to learn all elements

of your business. I am a game changer, Polymath wannabe, a challenger of conventional wisdom and have had to

become a Subject Matter Expert in very short periods of time.

I am a high energy, tenacious and driven hunter and farmer. I have historically exceeded sales goals. I

am customer centric, results and profit oriented; self-motivated, yet flexible and adaptable, with a strong work

ethic and a history of “hitting the ground running. I am motivated and energetic with a “can do” attitude,

excellent communications skills, strong presentation, negotiation and facilitation skills, analytical ability and

business acumen.

I have a track record of successfully penetrating a diverse marketplace and working successfully within a

multi-cultural environment. My expertise is in the management of the full sales lifecycle encompassing

identification, qualification of prospects, feasibility studies, face to face meetings and webinars to key decision

makers, responding to requests for proposals, handling contract negotiations and providing close client support.

I am seeking an opportunity with a stable company that is financially sound with a culture where shared

visions come from collective efforts that reflect individual perspectives. I look forward to further discussing this

opportunity. Thank you for your time.

Kind Regards,

Deborah Grey CIC

DEBORAH GREY CIC

Tampa Bay, FL

Mobile: 727-***-****

Email: ************@*****.***

http://www.linkedin.com/in/deborahgreyfl

E D U C AT I O N

Bachelor’s Degree Psychology (Summa cum Laude, 3.96 GPA) – Southeastern University, Lakeland, FL

Masters Degree in process (3.82 GPA), University of New England (Online) Expected Graduation 2015

P R O F E S S I O N A L L I C E N S E S & D E S I G N AT I O N

• CIC Designation (Certified Insurance Counselor)

• Approved as Continuing Education instructor for Florida Department of Insurance for P&C

• Florida 2-20 General Lines Property & Casualty Insurance License

• Florida 2-15 Life, Health & Variable Annuity Insurance License

• Florida Notary

Exigen Insurance Solutions – San Francisco, CA May 2013 – Present

Short Term Consultant based on current insurance company relationships

Business Development / Sales of Core IT Systems - Policy Admin, Claims, Billing & Distribution, SaaS – National Accounts

• Hunter - Identify and generate qualified leads with Key Executive Decision Makers at Insurance Companies

• Face to face Presentations to CEOs, Presidents, VPs, CIOs, CFOs, etc.

• Preparation of Proposals

• Create an ongoing data base

• Attend trade shows and events

• Populate sales activity into Salesforce

OutServ/PSI Inc –Clearwater, FL Sept 2010 – April 2013

Director Sales & Marketing – National Accounts Insurance Vertical

Sale of Call Center, Communication, BPO, Data, Analytics, Risk Identification and Reconciliation Services

Competed against the industry giant that had a virtual monopoly in the highly lucrative market space

• Increased production by 300% in first year, exceeding sales goals

• Key member of the executive team in determining company’s strategic direction

• Manage the creation, coordination, implementation and execution of all marketing and sales strategies and tactical plans

• Identify and co sell with strategic partnerships and alliances

• Recruitment and Development of new strategic partner relationships

• Identified new revenue streams, built new distribution channels and strategic partnerships and alliances

• Spearheads strategic direction, alliances and sales initiative & Target Market Development Initiatives

• Managed the full sales lifecycle including identifying, qualifying, face-to-face meetings

• Coordinates responses to RFIs, RFPs (Requests for Proposals), contract negotiations & pricing

• Coordinates post sales activities in the implementation of new customers

• Creation and maintenance of prospect and customer data base

• Pricing/Contract negotiation/creation of SOWs, completion of RFPs

• Remains current on market trends

• Competitive Intelligence, Market research and analysis to create additional products

• Marketing Communications & Materials – Advertising, White Papers, Website content, creation of Webinars

• Represents company at trade shows, conferences and networking events

• Developed Departmental Budget & Annual Plan

Deborah Grey Consulting while Full Time Student pursuing Bachelors Degree – Largo, FL Oct 2007 – Aug 2010

Returned to Orion Consultants (former employer) as Consultant increasing Marketshare for various insurance entities

Including: MGA, Specialty Lines, TPA (WC, Group Health, P&C), Self Insured’s, Non Standard Auto, Workers Comp, launch of various new

products and programs

ACE Group – Tampa, FL April 2006 – Oct 2007

Business Development Manager/Field Production Underwriter– Multi National International Package Policy - state of Florida

Sales

• Developed and managed new agency / broker relationships and re-established and strengthened existing relationships

• Increased Production by 68% in new submissions an 46% in GWP within first year / field visits to over 500 agencies

• Field visits to over 500 independent retail agencies and wholesale brokers throughout entire state of Florida

• Road trips with ACE Domestic Underwriters Cross Selling other segments per corporate objectives, including Public Entity

• Monitored and analyzed sales and profitability

• Built Strategic Alliances and Partnerships

Marketing

• Created Claims Scenarios, white papers, cheat sheets and FAQs for agents

• Creation of Claims Scenarios to bring understanding of product to agency force

• Created marketing strategies, plans, Forecasting, Annual Plan, Budgeting

• Participated in Conventions, Conferences, Trade Shows and Networking events

Training

• Educated of Independent Agency Force and wholesalers on multi line International Insurance and how to sell to the insured

• Approved CE Instructor to brokers by DOI state of Florida

Underwriting

• Drive Submission flow, quote to bind ratios

• Determined acceptability of risk in accordance with company guidelines

• Prepared quotes, completed apps and supplemental apps

• Analysis of Risk Exposures and determination of necessary insurance coverages and endorsements

Bankers Insurance Group / Orion Consultants, Inc. – St. Petersburg, FL April 1997 – April 2006 and

VP Niche Program Business – Sales, Marketing, Field Underwriting, Agency Relations Management as consultant Oct 2007-Aug

2010

Sales

• Built and managed $25 Million book of Commercial Lines Niche Program business

• Built and managed new agency relationships and re-established and strengthened existing relationships

• Mentored, coached and trained sales and marketing staff, CSRs and Administrative Staff.

• Focused on production & profitability

• Built and maintained Strategic Alliances & Partnerships and new revenue streams, cross-selling opportunities

• Attended industry related Events, Conferences, Conventions & active in various associations

Marketing

• Creation of Training Materials for Underwriting, Claims including FAQs, Cheat Sheets, White Papers

• Created and implemented unique Marketing Strategies, Marketing Collateral

• Competitive Managed all marketing channels (website, trade shows, direct mail, advertising, internal & external communications )

• Feasibility studies and market research for potential new products

• Competitive Market Intelligence, monitoring market conditions, competition, industry changes, regulatory changes

Client Relations

• Identified new Agency/Broker Relationships and strengthened existing relationships

• Resolution of Complex Issues

• Advocate between internal departments and clients

Administrative / Management

• Preparation and monitoring of annual Business Plan, Departmental Budget, monthly Variance Reports

• Hiring/Firing responsibility

• Managed 6 Direct Reports and 10-15 indirect reports

• Presentations to Senior Management

• Provide leadership and direction to sales and marketing teams to identify business opportunities and generate profitable sales

• Collaborate with the client and sales teams to direct, develop and implement sales plans that support increased sales and overall

customer satisfaction.

• Maintain key customer relationships and develop and implement strategies for expanding the company's customer base

• Define and execute a training program that meets the requirements of DOI CE in each state

• Define and execute sales incentive program (SPIF, rewards, etc.) that encourages revenue growth and sales of specific, strategic products and

services.

A P P L I C AT I O N S

• Microsoft Office 2010 – Word, Excel, Outlook, Power Point

• Sales Force, Act, SharePoint, Liquid Planner

• IBM SPSS Stats

Contact this candidate