Rick Kesecker

*** ***** ***** ***** *: 205-***-****

Birmingham, AL 35242 abiane@r.postjobfree.com

SALES AND MANAGEMENT EXECUTIVE

Result driven executive with notable career in the insurance and financial

services industry driving profitable growth, leading start-up and

turnaround efforts and maximizing business opportunities. Proven success in

generating top-quality results and maximizing ROI in all market conditions.

Extensive experience marketing voluntary benefits to major account markets

and C level executives of Fortune 500 Companies, education community,

brokers, consultants, affinity and association groups. Outstanding

organization, management, communication and correspondence skills,

resulting in the ability to forge solid relationships with strategic

partners and build consensus across multiple organizational levels. An

enthusiastic self-starter who pursues goals passionately and generates

results by demonstrating superior product knowledge and integrity. Core

competencies include:

Multi-channel Strategic Planning Project Management

Distribution Sales Training & Contract Negotiations

Sales Presentations Leadership Business Development

Consultative Selling Recruiting & Hiring

PROFESSIONAL EXPERIENCE

General Sales Manager, District Sales Manager, Mutual of Omaha

Birmingham, AL; 2009 - 2010

. Recruited to lead all sales activities and operations in a start-up

environment including recruiting, hiring, training, new business

development, new market penetration, problem resolution, and field sales.

. In the first 12 months I recruited and trained 12 sales representatives,

eight interns, and a recruiting manager in the all aspects of product

knowledge, prospecting and sales.

. Designed and implemented training, prospecting and CRM program for

worksite and affinity partnerships for Long-Term Care, Disability Income,

Life, Critical Illness, Property & Casualty, and 401K plans.

. Identified and nurtured strategic partnership with key universities that

provided a pipeline of qualified interns for sales positions available

countrywide that became a model for the organization.

Liberty Mutual Group, 1982 - 2008

Sales Manager II - Birmingham, AL, 2002 - 2008

. Executed business plan to implement key operational changes to drive

profitability improvements which resulted in a consistent 12% ROI for the

Alabama personal market.

. Facilitated successful command turnaround with a re-staffing of sales

staff that generated a 57% increase in sales representatives productivity

and reduced turnover to under 20%.

. Oversaw the delivery and implementation of B2B & B2C presentations and

marketing strategies for, worksite and affinity clients that resulted in

a 52% increase in policy penetration and a 16.4% policyholder retention

increase.

. Successfully expanded territory to seven offices which became two

commands.

Regional Account Executive - Charlotte, NC, 1999-2002

. Devised aggressive marketing strategy for worksite and affinity clients

for voluntary insurance products in a seven state territory that resulted

in a 232% increase in new business policies the first year and a 72%

increase the following year.

. Tenacious achiever that created wins with many key accounts such as

Westinghouse Savannah River Company, Babcock & Wilcox, Wackenhut, North

Carolina State University, University of Charlotte, and Alabama Education

Association.

. Led full life cycle negotiation, marketing and management for 65

employer, association, and credit union accounts with over 2.5 million

eligible employees and members throughout the southeast.

. Effectively presented company products through oral presentations to

decision makers of Fortune 500 companies as well as other venues

including conferences and professional trade shows.

Regional Account Executive - Cleveland, OH, 1997-1999

. Increased P&C worksite and affinity marketing sales 627% in the first

year for the Ohio and Michigan territory during a stagnate market.

. Successfully led new channel business development, which included

brokers, consultants, credit unions and professional associations.

. Recruited by Vice President of Affinity Marketing to drive sales and

profitability improvements in the Southern Region territory by increasing

existing account penetration and new client acquisition.

. Built strong relationships with clients, brokers, local sales, claims,

and multi-functional project teams and clearly communicated expectations

and results of company initiated programs, which minimized

miscommunication and problems.

Sales Manager - Akron, OH, 1988-1997

. Exceeded all assigned P&C quality and profitability objectives as

assigned by region eight out of nine years by merging dissimilar people

into a cohesive team with a common focus.

. Increased worksite and affinity marketing clients by 550%, which

contributed to an annual ROI of 15% for my command.

. Successfully improved profitability and expanded the territory from three

to seven offices throughout Ohio, West Virginia and Pennsylvania.

. Received company wide recognition for the development of sales success

guide that was implemented throughout the organization.

Sales Manager - Charleston, WV, 1985-1988

. Increased personal lines market share in the state of West Virginia by 5%

through the development and implementation of aggressive marketing plan,

which included the acquisition of key affinity clients.

. Executed the sale of two of the largest worksite accounts within the

company that returned the state to profitability.

. Developed the West Virginia territory into a self-sustaining command by

implementing a high performance, no excuse culture through recruiting,

interviewing, hiring and training quality talent.

Personal Sales Representative - Charleston, WV, 1982-1985

. Exceeded all assigned sales objectives and achieved top 5% of peer group

countrywide.

. Excelled at cold calling and converting individual appointments to sales.

. Astute ability to identifying a person's existing motives and directing

their behavior towards a predetermined end.

EDUCATION

Bachelor of Science, Management, Malone College - Canton, OH.

DESIGNATIONS & LICENSES

CPCU, LUTCF, AAI Designation. Series 7, 26, 63, Securities License and

Alabama P&C, Life & Health License.

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