Sales Account Executive
Resume:
Sheila McNiff-Fretz
Sherman Oaks, CA 91423
Home Fax: 818-***-****
Cell: 818-***-****
Email: ***************@***.***
EXPERIENCE
USI of Southern California Woodland Hills, CA 2/2007- 9/2009
Vice President
Implement and Developed new strategies and tactical plan .for
territory of the Western Region starting with nothing and tripled that
within a two and a half-year period. to acheive sales and profit
objectives
Wrote and sold policies with premium from 150k to 5MM.
Knowledge of comercial Insurance products, coverages and underwriting
practices.
Excellent sales, negotians and presentation skills.
Manage a team accountable for a specific territory, line of business,
segment, producer group, or a population of risk of common complexity.
Sold and serviced complex casualty insurance transactions in both the
Standard Market and Excess and Surplus Lines Market.
Knowledge of Commercial Insurance systems and manuals.
Production focused, selling all lines of insurance including Multi
line packages, Workers Compensation, General Liability, Auto,
Property, Professional Liability, Follow Form Excess Liability,
Primary and excess coverage, Errors and Omissions, Directors and
Officers and EPLI,.
Organize and develop service plans for all accounts.
Work closely with the Production Underwriters of various insurance
carriers to develop and execute marketing/sales strategies including
CNA, Travelers, Hartford, Medical Protective, Berkshire Hathaway,
Liberty Mutual Chartis (formerly known as AIG), Lexington,
Philadelphia, Firemans Fund, Zenith, Employers and Zurich to monitor
the activity and general trends in the industry for all lines of
commercial coverage.
Ability to work independently and in a team environment and function
well under pressure.
Coordinate a team approach in the acheivement of profit and goals
.Provideleadership direction and management in the risk selection
process.
Responsible underwriting practices and guidelines are understood and
adhered to specifically focusing upon pricing, risk selection, mix of
business, flow and transactional management and quality analysis.
NORCAL Mutual Insurance Company San Francisco, CA -8/ 1997 - 9/ 2006
Senior Account Executive (December 2003 - September 2006)
Developed the territory of the Western Region starting with 17 million
dollars and doubled that within a three-year period.
Appointed new producers and oversaw the management of the program
Responsible for the marketing and production of products and services
through agencies or through the brokerage community.
Creatively responds to unusual requests or broker/client demands.
Authority and responsibility for compiling, developing, and verifying
information necessary for rendering an underwriting decision.
Maintain external relationships with Retail Brokers, Wholesale Brokers,making frequent sales calls to assigned agents in order to solidify
relationships and uncover prospective accounts
Ability to take a hands-on approach to the management of the
underwriting process
9 and a half years of Professional Liability, General Liability,
Errors and Omissions and Directors and Officers underwriting
experience.
Responsible for Underwriting, Marketing, production and management
skills to solve complex business problems.
Responsible for 34.5 million dollar book of business management,
underwriting, pricing, and servicing of commercial middle market
business in order to establish as the carrier of choice
Work collaboratively and foster teamwork among peers and others,
including Underwriting, Claims, Risk Control, Actuarial, Credit and
Finance, Operations and Premium Audit.
Works well under pressure in a fast paced environment, being goal
orientated and having technical skills to develop quotes on new and
renewal business
Developed a Territorial Sales Plan, including agency marketing plan,
implementation and monitoring of individual agency sales plans while
achieving the operating plan objectives for profit, production.
Thorough understanding of rate making procedures and rules,
regulations, company filings and their application to risk and loss
sensitive program.
Investigates and analyzes prior loss history, evaluating hazards and
exposures and other pertinent data necessary for correctly pricing and
evaluating risks.
Worked closely with Division, Regional and Segment management to
develop strategic and operating plans, which leverage agent/broker
relationships and positions to profitably grow within the territory.
Negotiated complex products and commissions with agencies and national
brokers.
Ability to underwrite and execute two General Liability underwriting
platforms
Substantial experience in underwriting and managing highly unique,
large complex risks.
Trains and familiarizes agency personnel in company policies,
services, programs and products; and, keeps them thoroughly advised on
any or all changes made providing additional training as necessary.
Frequent oral and written presentations to these partners to clarify
our product and to provide education on industry trends.
Completes all necessary documentation relating to the final
underwriting decisions.
Clearly demonstrates specific knowledge requirements as defined by
business group. Understand products, financialsreports and recognizes
possitives and negative indicators., objectives and service
requirements of business group. Knows how to get things done.
Account Executive (August 1997- December 2003)
Trained as an underwriter in a 6 month program focusing on Company
Underwriting Guidelines and utilization of standard underwriting
tools (e.g., loss rating / experience rating).
Identifies customers' needs and takes appropriate action to meet
those needs. Acts with a sense of urgency.
Strong knowledge of competitive market conditions. Internet savvy and
technologically proficient.
Doctor relationships, Medical Society Relationships for both admitted
and non-admitted, Allied Health Care. Responsible for advising the
future insured and aiding the future insured through the application
and underwriting process.
Represents the company at local and territorial trade/industry
associations and events.
Assist in hiring new staff and conduct annual performance reviews for
staff.
Trained all new Account Executive's in Southern California.
Emphasis on adhering to company Underwriting Guidelines and
utilization of standard underwriting tools (e.g., loss rating /
experience rating).
EDUCATION
University California, Los Angeles Extension and Pasadena City College
Computer Skills and Licenses
PC: Microsoft Office: Word, Excel, PowerPoint, Outlook, CRM, ACT!, Lotus
123, Adobe, California Producer License
May Travel as needed.
Contact this candidate