Sales Insurance

MARCUS A. NORTON

***** ****** ***** ***** ********, Colorado 80132

Cell: 303-***-**** E-Mail: ********@*******.***

VICE PRESIDENT OF GLOBAL BUSINESS DEVELOPMENT

GLOBAL BUSINESS PROCESS SERVICES – ACCELERATED GROWTH – PROFITABLE NEW BUSINESS DEVELOPMENT

Highly accomplished and top performing multi-industry international business process services leader with proven

expertise in the (BSF) Banking, Financial Service and Insurance arenas who innovates organizational performance

improvement initiatives that consistently achieve record breaking year over year market growth and record profitability

results over top industry competitors.

CORE COMPETENCIES

Effective Adaptive Multi-Cultural Situational Leadership – P&L – Budgeting – Global Financial Strategy & Planning – Manpower

& Resource Optimization – Operations Management – Staff Mentoring, Training & Development – Human & Organizational

Development – Continuous Process Improvement – Organizational Cost Reduction – Mergers & Acquisitions – Consolidations –

International Regulatory Compliance – Profitable Vendor & Supplier Relations – Contract Negotiations – Financial Advisement –

(ERP) Enterprise Resource Planning – Program & Project Management – Profitable New Business Development – World Class

Customer Sales & Service – Production Planning – Continuous Quality Improvement – Outstanding Customer Satisfaction –

Client Relationship Management – New Products & Services Launches – Business Trouble-Shooting – Long-Range Financial

Planning – Continuous Quality Improvement – Lean Operations – Visionary Organizational Strategy – Tactical Initiative

Implementation – Political Strategist – Go to Market Strategy – International Network Creation – Creative Deal Solutions –Global

Offshore Team Partnering – Timely Highly Quality RFX Responses – RFI/RFP Teams & Finance Proposals – Promote Brand

Awareness – Strategic Executive Advisement – Deal & Solution Structuring – Specialize in 100+M Deals – 15+ Years

BPO/Outsourcing – 10+ Years Strategic Business Development – Outstanding Oral & Written Communication Skills – Sound

Financial & Business Understanding - Construction

CAREER HISTORY

VICE PRESIDENT 2010 TO 2011

MOODY INSURANCE AGENCIES-DENVER, COLORADO-MULTI-LINE INSURANCE PRODUCTS/SERVICES COMPANY

Directed organizational administrative strategic leadership direction, operations oversight, new business development & sales,

strategic partnerships/alliances, and business financial budgeting/planning for the organization.

Converted a “General Practitioner” sales team into a niche market expert group. New high performance

sales team focus increased sales by 15% overall, while increasing profit margins by 11% overall.

VICE PRESIDENT / MANAGING DIRECTOR 2008 TO 2010

ALLIED NORTH AMERICA / AON - NATIONAL CONSTRUCTION PRODUCTS/SERVICES COMPANY

Oversaw all OCIP/CCIP - Government procurement and public Works RFP's, expanded offices into Los Angeles, developed

National Concrete Construction Group, worked closely with insurance carriers to develop and implement new ideas and

insurance products, on behalf of Construction and Insurance industry for California legislation, helped secure new legislation

protections and contractual changes for contractors

Strengthened bonding and financial relationships through strategic networking and building

contacts. New relationships increased bonding capacity in the marketplace by $100 million.

Directed a successful high performance team specializing in public works contracts. New strategies

in the RFP process resulted in being awarded $3 billion in project values.

United and led a newly formed group of 60 employees resulting from an acquisition with drastic

philosophical and fundamental business practice differences. Utilized conflict resolution and focused

direction to create a cohesive and highly successful group who met or exceeded goals for 2 years consistently.

Directed an underachieving and inexperienced sales team with a combined closing ratio of 11%. New

high performance strategies and training improved overall closing ratios to 34% in record time.

Insured a highly successful and seamless merger between two top national firms. Made business critical

evaluation period recommendations achieving a number of job title changes for a smooth transition.

Established a cutting edge (ADR) Alternative Dispute Resolution program for signatory employers, which

demonstrated a major decrease in claims duration of 6 months, and a 25% overall reduction in claims costs.

MARCUS NORTON PAGE 2

VICE PRESIDENT 2006 TO 2008

VRT INSURANCE & FINANCIAL SERVICES, TOP INSURANCE/FINANCIAL SERVICES COMPANY

Developed and oversaw the firm from ground up. Sought and won more than $7,000,000 in venture capitalist backing for the

firm, oversaw all Government relations and RFP's, landed top contracts with the best Insurance Carriers in the construction

arena, worked closely with Insurance carriers to develop and implement new ideas and insurance products, testified on behalf

of construction and insurance industry for California legislation, helped secure new legislation protections and contractual

changes for contractors.

Established legislative changes in retention laws for general contractors and sub-contractors. New wording

reduced the amount withheld from 10% to 5% for the construction industry state wide.

Created an innovative Government procurement and best practices network. Adoption of

fundamental best practices established a new set of standards for all public works projects which cut RFP

approval times by almost 3 months.

Developed a team to attack the mid-term performance issues for an RFP Government contract.

The findings shot holes in the incumbent’s performance and program, resulting in a change of firm which

secured a new $1M contract for the organization.

Won $7 million in new Venture Capital funding which increased needed organizational working

capital by 200%. New capital infusion grew company from 14 to 48 staff, while also increasing revenues by

3.5%.

Spearheaded a top sales team that met or exceeded aggressive company sales goals for 6

consecutive quarters. Sustained company goals and improved productivity contributed to achieving 1/3 of total

revenues for the division.

NATIONAL PROGRAM DIRECTOR 2000 TO 2006

THE LEAVITT GROUP / BARLOCKER – INSURANCE AND FINANCIAL SERVICES COMPANY

Developed a high performance construction group for national offices. Brought in top construction insurance carriers and

products, oversaw Government relations and procurement for RFP’s, developed protocol to help all clients in the RFP process

to assist them in winning bids, developed a concrete only program with specialized coverages and incentive plans, helped

broker Leavitt’s merger and acquisition expansion plans to purchasing 3 other firms gaining major market share and success.

Improved equipment financing arrangements that over leveraged equipment values. Re-tooled contracts

which contributed to a 20% overall decrease in insurance premiums.

Analyzed and improved outdated and underperforming organizational sub contract agreements.

Changes to the structure significantly reduced legal and financial exposure, while increasing profit margins by 9%

overall.

Cut 22% of an underachieving sales force who demonstrated poor market sales performance for 3

consecutive quarters. Reduced staff and overhead resulting in a 23% increase in productivity and a 46% increase in

staff job satisfaction.

Developed an innovative and highly effective third party cost reimbursement product for heavy

equipment contractors. New product established first ever coverage in the construction Industry for a third party loss.

Created a unified construction practice group consisting of 110 offices nationwide. Improved best

practices group strategy lead to an increased focus and a 15% closing ratio increase.

EDUCATION / CREDENTIALS

M.B.A Degree level experience in national organizational business administration and operations

Continuing Education: Insurance Institute of America, Hartford School of Insurance and Risk Management

Technology Skills/Certifications: Microsoft Office Suite: 2003, 2007, 2010-Word, Excel, Power Point, Outlook, Spreadsheets,

Access, Local, State, Federal Regulatory Compliance, Integrity Selling Program “Top of Class”, Business Journal “Who’s Who”,

Zig Ziglar “Top Performer” / Associate in Business Marketing, Risk Management, CRIS, CPCU

Awards/Credentials: Numerous industry awards for top performance and profitability in

ASSOCIATIONS / AFFILIATIONS / COMMUNITY INVOLVEMENT / INTERESTS

NUCA-National Utility Contractors Association, ASCC-American Society of Concrete Contractors, CFMA-Construction Finance

Managers Association, ASA-American Subcontractors Association, Downtown Denver Economic Development Council

Tri-Lakes Cares – Children’s Hospital – St. Jude Foundation – Community Service – Philanthropy – Golf – Camping –

Hiking

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