Sales Manager

Richard D. (Rick) Utterback

**** * ******* ***** • Traverse City, MI 49685

231-***-**** home • 231-***-**** cell

*********@*********.***

Summary

Accomplished sales professional in highly competitive environments for industry leaders in banking services, recruitment of banking professionals and commercial insurance .

Strengths include: • Account Development • Portfolio Management Skills

• Customer Service Excellence • Advanced Sales Training

• Direct Sales Expertise • Negotiation Experience

Professional Experience

FIFTH THIRD BANK, Traverse City, MI

9/09-present

Small Business Banker

Responsible for providing business products and services to

customers with aggregate borrowing needs of less than $500,000 and

sales up to 3 million. Manage the financial center small business portfolio including

developing, retaining and growing customer relationships. Identify new business

and cross-sale opportunities. Pro-Actively call (both in-person and by phone)

potential and existing customers to successfully retain and grow small business

relationships. Develop and cooperate with key internal partners (such as business

banking, commercial, merchant processing, treasury management, mortgage etc.) to

the appropriate areas of expertise.

General Agency Company, Mt. Pleasant, MI

3/07-9/09

Agent- Commercial Business Development

Responsible for the sales of, but not limited to, commercial general liability, business property, business auto and workers compensation insurance solutions in central and northern Michigan. Business generated by direct sales activities and accomplished by working remotely, away from agency office, without inheriting existing book of business. Represent award winning and highly regarded Michigan agency.

1. Produced in excess of $330,000 of new premium.

2. Completed Professional Selling Skills Seminar, Cincinnati Financial

3. Completed Foundations of Selling, Hartford Insurance Company. Named Sales Champion by instructor and class participants.

4. Currently hold life, health and property/causality license, Michigan.

Federated Insurance Company, Owatonna, MN, Traverse City MI District

12/05-2/07

Marketing Representative

Direct marketer of commercial insurance lines including property, business liability, workers compensation, group health, disability and life products. Marketing area included seven counties in northwest Lower Peninsula of Michigan. Inherited and have grown book of business by using consultative selling techniques and through direct sales activities. Highly trained insurance agent representing industry leader.

1. Completed two week Basic Training program at home office.

2. Completed two week Intermediate Training program at home office.

3. Completed one week Marketing Professional Development Training program at home office.

4. Satisfied State of Michigan licensing requirements for property/causality, life and health.

5. Responsible for 33% increase in commercial client base, property/liability.

Management Recruiters International (MRI), Traverse City, MI

5/02-12/05

Account Executive

Recruitment of professional level personnel to satisfy staffing needs in banking industry, representing a franchise of the largest search firm in North America. Focused on commercial lending positions. Business generated by direct marketing of candidates to Senior Management and various hiring authorities. Involved in the hiring process of talent starting with identifying needs of the organization to initial recruitment of candidates, scheduling interviews and ultimately negotiation of compensation package and extension of and acceptance of the job offer.

1. Achieved Certified Senior Account Manager designation through MRI, accomplished by less than 10% of all MRI Account Executives. Titled earned by career billings and completion of rigorous testing.

2. Career billings in excess of $425,000.

FIRST DATA MERCHANT SERVICES, Melville, NY

9/99 – 1/02

District Sales Manager, Territory Manager and Account Executive

Responsible for staffing and training a 12 person sales force in Michigan and Indiana, in a joint alliance between Old Kent Bank and First Data Merchant Services (FDMS), the worldwide leader in the processing of Visa and MasterCard transactions at merchant locations. Activities included the sale of credit card processing solutions at merchant locations. Business generated by direct sales activities and leads acquired through bank partner.

1. Promoted to Territory Manager (Traverse City and northern Michigan) January 1, 2000.

2. Promoted to District Sales Manager (Northern and West Michigan, Northern Indiana)

November 1, 2000.

Coca-Cola Enterprises, Michigan Division, Traverse City MI Branch

9/95 - 9/99

Account Manager

Responsible for the sale of Coca-Cola products and maintaining stringent marketing standards in retail accounts. Secured and monitored merchant contracts with Coca-Cola. Supervised delivery personnel and merchandising staff. Introduced new products and packages.

1. Consistently lifted Sales Center growth.

2. Increased personal case sales in assigned area by 8.5% in 1996, (district growth 1.0%).

3. Increased personal case sales in assigned area by 3.8% in 1997, (district growth 1.7%).

4. Increased personal case sales in convenience and petroleum market by 9.0% in 1997, (leader in region).

5. Increased personal case sales in assigned area by 15% in 1998, (district growth 9.2%).

Combined Insurance Company of America (Aon Corp), Chicago, IL

4/90 - 9/95

District Manager, Sales Manager and Agent

Responsible for acquiring policyholders by cold canvassing in business and residential environments throughout Michigan. Sold supplemental accident and health policies. Managed sales staff of up to 5 agents.

1. Developed and trained new and experienced sales agents.

2. Leader, Southern Michigan Region in 1992 with 2500 units sold.

3. Sales Manager of Year, 2002 for Southern Michigan Region.

Gordon Food Service, Grand Rapids, MI, Lansing Mi Branch

12/88 - 4/90

Sales Representative

Responsible for developing new institutional and restaurant accounts while increasing

product mix in existing accounts.

1. Activities included accurate order entry and credit management.

Fabiano Brothers, Mt. Pleasant, MI

1/86 - 12/88

Sales Representative

Responsible for increasing market share in retail and on-premise environment, acquiring ad

features and introduction of new products and packages.

1. Represented Anheuser-Busch and Coors Brewing Company.

2. Introduced Coors Brewing Company products into Michigan market.

3. Key performer in Golden Commitment Award from Coors Brewery awarded to employers.

4. Part of team receiving Dimensions of Excellence Award from Anheuser-Busch.

Education

B.S., Central Michigan University

1. History major with Business Administration minor.

2. 2-year participant in baseball program.

Contact this candidate