Sales Project Manager

A nna Leffew

**** **** ***** *-****: *******@*******.**.*** Home: 740-***-****

Lewis Center, OH 43035 Cell: 614-***-****

SENIOR-LEVEL SALES & MARKETING PROFESSIONAL

E xtensive Strategic Business Development Experience with Reputation for Negotiating Win-Win Scenarios

… Achieving Profitable Objectives & Developing Market Share …

Creative, solution-oriented, strategic leader with successful history leading change, managing key initiatives, and

delivering exceptional sales results in numerous product lines and multiple territories. Demonstrated success

executing strong marketing campaigns and strategies to increase sales and drive revenues for insurance, legal,

tele-services, technology and other sales entities combined with proven ability to lead, motivate, and inspire groups

and individuals. Developed and introduced innovative programs that increase productivity, boost infrastructure

growth, enhance project efficiencies, and surpass corporate objectives.

A REAS OF EXPERTISE

Business Development Sales Team Development Relationship Management

P&L Responsibilities Vendor/Contract Negotiations Project Planning & Management

Productivity Improvement Troubleshooting & Problem Start-ups & Turn Arounds

Solving

CAREER CHRONICLE

BUSINESS DEVELOPMENT EXPERTS – Columbus, OH 2008 – Present

A strategic consulting firm specializing in targeted business development planning and execution to guide

businesses in achieving their strategic plans.

President

Leveraging the power of over 16 years of successful sales, leadership/management and general business

experience to enable companies to reach their sales goals and growth objectives. Cultivate clients, identify growth

opportunities within businesses and create “proof of concept” plans for new product lines, new services and

initiatives. Partnerships vary in scope, ranging from business evaluation and recommendations to hands-on, strategic

business development planning and execution, working with executive level stakeholders.

Contributions:

Secured long-term contract with local asset management firm to assist in strategic planning with the goal to

increase annual revenue by 30%.

Crafted strategic plan to add new division to staffing company; conservative gross profit increase targeted at

$5 million over 3 years.

Profitably expanded independent agent’s agency through disciplined analysis of the business needs and

crafting a business plan that included strategies to add critical business line. Immediate financial impact to

agency is earmarked at an annualized growth rate of approximately 30%.

As a business matchmaker, successfully identified partners for synergistic alliance and assisted in negotiating

terms that allowed each stakeholder to increase profitability and market share by an average of 25%.

Maximized income and streamlined costs while successfully managing the closing of a $30 million

dollar construction business.

Strategically lead local drywall company in finalizing WIP while maximizing profits, decreasing

operations and increasing overall value of business.

Anna Leffew

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METLIFE AUTO & HOME (www.metlife.com) – (home office) Warwick, RI 2002 – 2008

Property & Casualty insurance carrier, subsidiary of MetLife (worldwide Fortune 100 company).

Regional Sales Director

Successfully directed a multi-state territory generating over $100 million in premium. Maintained P&L

responsibility for territory as well as business development, distribution planning and establishing sales plans and

budgets while leading a team of 100+ agents and managers. As “go-to” person for other departments, consistently

sought out to participate on projects, initiatives, or as ‘SME’ for development of marketing campaigns. Hand selected

by Sr. Management to lead multiple high-profile initiatives in addition to leading territory and maintaining goals.

Contributions:

Consistently led in territory performance through strategic marketing, intensive recruiting, and sales

generation planning.

2007, achieved 105% of sales plan with appx. 10% growth, #3 countrywide

2006, achieved 109% of sales plan with appx. 10% growth, #1 countrywide

Increased same store sales by as high as 50%

Managed as many as 8 managers with over 100 agents

Led team that made 9,200 product sales generating over $6.5 million new business premiums, and

contributed over $2 million in premium deposits to life company (2007).

Improved productivity, efficiency, and performance by leading team that implemented process that set

minimum production levels and required agents to implement action plans for increasing call activity, quote

activity, prospecting activity, and sales focus time.

Initiated business plan development with agents by inventing several interactive spreadsheets that

allowed managers to change relevant items to fit individual agents’ needs and requirements.

Headed group that generated $4 million in premiums with significant quality of business, low loss ratios,

and high retention ratios (2006).

Tripled sales team’s size, boosted sales/year average 30%, and increased “customer usage” 50%

each year (over 2.5 year period).

Increased sales, productivity, and brand awareness by creating/executing numerous innovative

marketing and communication strategies.

Significantly increased sales per agent (as high as 50%) by leading creation/implementation of detailed

plans to re-quote past unsold leads and by implementing solid training process.

Pioneered high-profile Telematics Data Research Project by developing plan, estimating budget,

negotiating contracts, building vendor relationships, designing prototype unit, and creating marketing

materials

Spearheaded development of state-of the-art Internet-based, direct marketing program that enabled

agents to logon online and send direct mail campaigns to either current customers or defined groups

generating over 24,000 leads in its pilot period.

Created and developed curriculum/materials for intensive, 3-day training class that taught marketing and

branding basics through ROI calculations and P&L responsibilities.

Headed team that created 4.5-day new agent training workshop teaching from prospecting and product

training to basic business operations and developed new agent hiring kit providing necessary materials.

Taught numerous workshops, including Business Operations, Learning and Development, and New/Starting

agent groups.

Published 6 articles in 12 months as lead contributor/writer to “Selling Made Easy” monthly periodical

and wrote P&C sales processes for annual “10-Minutes Sales Idea CD/magazine.”

Delivered address at DMA National conference and many other large events attended by as many as 300.

Also spoke at numerous agent meetings, sales management meetings, and underwriting meetings.

Championed need for diversity in workforce, workplace, and marketplace as key Diversity Steering

Committee member.

Anna Leffew

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NATIONWIDE INSURANCE (www.nationwide.com) - Columbus, OH 1996–2002

Sixth largest property/casualty insurance carrier with $14 billion operating revenues and $157 billion total assets.

Project Manager (2001–2002)

Accepted challenge to work on project team that was charged with implementation of major change in Nationwide’s

auto rating program. Managed program’s implementation, from product and IT perspective, working closely with

state management teams to deliver information/stats based on state-specific information, and to develop initiative’s

training materials. Oversaw 2 direct reports and 1 indirect report.

Sales Technical Trainer/Team Leader (2000–2001)

Taught new agents, tenured agents, advanced agents, and new sales managers at 8 agency sales schools and sales

management schools and maintained lessons in accordance with performance improvement guidelines. Also secured

guest facilitators and speakers and oversaw home office tours.

Sales Manager, Great Lakes Region – Downers Grove, IL (1999–2000)

Leader of multimillion dollar Southern IL and IN sales districts and maintained responsibility for sales, sales/product

training, managing growth of sales team quality and P&L. Worked closely with agents to improve productivity

through training, joint sales calls, staff management, coaching, and motivation. Supervised up to 50 direct reports

while achieving top-level sales results in all lines of business.

Agent – Willowbrook, IL (1996–1999)

Built profitable and successful agency while achieving sales excellence and managed $1M budget. Achieved

conference level award for top P&C sales as well as top life and financial services producer.

LAW OFFICE OF JEFFREY M. LEVING, LTD, Chicago, IL 1993-1996

Legal Administrator, Business Manager

Leader of daily operations; successful in exceeding client acquisition goals, managed firm marketing campaigns and

budget, and increased firm’s profitability. Worked with senior partner to double firm’s size in cases managed as well

as in personnel. In charge of firm’s multi-media campaigns and advertising with responsibilities including budget

planning, return on investments and negotiating contracts.

EDUCATION

DEPAUL UNIVERSITY – Chicago, IL

BS, Management

CERTIFICATION/ LICENSURE

Graduate, Babson Executive Management Courses

All Insurance Licenses Including Series 6/63

AFFILIATIONS

Direct Marketing Association

American Telemarketing Association

Professional Insurance Agents of Ohio

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