Sales Manager
Resume:
*** ***** ****** **** #*, West Palm Beach, FL
407-***-**** ***.********@*****.***
UNDERWRITING & AGENCY SALES MANAGER
Property & Casualty insurance veteran successful in leading all agency operations focused on sales and underwriting. Specialized expertise in Workers’ Compensation (WC) coverage, along with both professional employer organization (PEO) underwriting & placement. Manages loss control and pre-determined accounts, reduces WC claims, maintains excellent Loss Ratio, and grows premiums. Skilled in recruiting, training, mentoring and motivating teams of intendent sales agents
to increase production. Brings an extensive professional network including long-term relationships with major carriers.
PEO Underwriting & Placement
Workers’ Compensation
Risk Management
Underwriting & Due Diligence
Retrospective Rating Plans
Incurred Loss Programs
Agent & Carrier Training
Field Underwriting
Loss Control
LICENSURE & CREDENTIALS
AAI - Accredited Advisor in Insurance Active
2-20 General Lines Property & Casualty Agent: Florida Resident Active
2-20 General Lines Property & Casualty Agent: Non-Resident: CA, AZ, GA, OH, NC, SC Active
United States Air Force: Top Secret Clearance Active
PROFESSIONAL EXPERIENCE
VP Sales & Agency Manager: All-Lines Apr. 2017 to present
Westgate Contractors Insurance, West Palm Beach, FL
Direct end-to-end sales cycle. Write new general liability, all-lines WC, commercial auto coverage as well as bonding for general contractors in CA, TX and FL. Work with carriers such as AmTrust, Bass Underwriters, SLB, AllRisks, and HCC. Lead underwriting, due diligence, client services and accounting. Work with brokers and carriers to place new business. Generate sales prospects via telemarketing and outbound calling. Manage all billing and certificate issuance.
Wrote 40 new policies within 8 months
Field Underwriting Manager: PEO & WC Mar. 2016 to Apr. 2017
Viking Underwriters, Boca Raton, FL
Directly supported Owner of this full-service wholesale insurance broker in both PEO underwriting and PEO placement for Workers’ Compensation line of business, as well as packaged business offerings. Solicited coverage proposals from carriers and placed applicants (agents) per needs. Traveled to clients’ sites, presented products, explained PEO processes, and secured sign-off. Worked with PEO carriers’ staff to present PEO concept to independent agents and clients.
Enrolled 25 new agents + 5 new WC carriers via aggressive networking
Field Underwriting Manager: Sep. 2012 to Mar. 2016
Michigan Commercial Insurance Mutual, West Palm Beach, FL
Traveled extensively in State of Florida to aid independent agents in offering policies and improving product knowledge. Monitored agents’ production and guided to increase policy sales. Reviewed and underwrote all Florida WC policies to ensure profitability. Aided in PEO leasing. Worked with CEO and President to assess YTD performance, define growth targets, and mitigate risk. Monitored nationwide loss ratio.
#1 ranked in premium growth nationwide: 40% growth annually
32% Loss Ratio (best company-wide)
Trained all agents on products, demographic and sales techniques
Senior Underwriter: WC Apr. 2010 to Sep. 2012
Oasis Outsourcing, West Palm Beach, FL
Oversaw WC underwriting, pricing, and risk management for leading national PEO. Managed, trained and motivated
98 sales & marketing representatives. Promoted WC policies via Summit Consulting on an ASO basis. Offered commercial automotive and GL policies via AmTrust. Partnered with Zurich Insurance Group as primary carrier, and national carriers across 14 states such as CA, NY, and FL.
Voted Employee of the Year by Sales Team for excellence in service and support
Incurred Loss Retrospective Program point of contact
Created & delivered new hire sales onboarding & training
Relationship Manager Nov. 2007 to Apr. 2010
Michigan Commercial Insurance Mutual, West Palm Beach, FL
Field Underwriting Authority for ensuring profitability of WC coverage as well Commercial auto and GL contracts throughout State of Florida. Directly managed, trained and motivated 5 marketing representatives to meet production goals and write new business. Traveled extensively alongside agents to enhance product knowledge, present coverage and win new business.
Recruited, trained and evaluated underwriters plus administrative support staff.
Led Loss Control of Pre-Determined Accounts to minimize WC claims via onsite client safety training
Introduced PEO/staffing concept and won Orlando PEO as primary carrier
Recruited, onboarded and trained 45 agents
32% Loss Ratio (best company-wide)
Underwriting Manager & Partner Jun. 2002 to Apr. 2007
MAI Risk Management, Maitland, FL
Managed general agency focused on long haul trucking liability policies, as well as WC, commercial auto line of business. Led 285 agents in 27 states including FL, GA, SC, NC. Underwriting authority for AIG WC Program for auto service stations. Managed PEO book of business for Certified Insurance where we used one of our carriers.
Grew agency sales from $0 to $17 million, resulting in profitable sale of business
Successful in writing trucking liability policies to nationwide fleets
Field Underwriting Manager Jan. 1998 to Jun. 2002
Stirling Cooke Risk Management, Maitland, FL
Developed & retained business with nationwide agents and brokers. Field underwriting, pricing & binding authority across CA & AZ. Underwriting authority for Clarendon National, Legion Insurance, Stirling Cooke, and Realm National.
MILITARY SERVICE
United States Air Force - E6 Technical Sergeant
(Honorable Discharge)
EDUCATION
Bachelor of Business Administration: Management & Marketing
Jones Business College, Orlando, FL
FCCI Mutual Insurance Company Sarasota, FL 03/1990 to 01/1998
Field Underwriter: Workers Compensation
Responsible for South Florida Territory. While at FCCI my territory was always number one in new business development. During 10 years at FCCI I trained many new college graduates and pioneered the property and casualty program. Worked to develop the “Bridge Program”; large deductible program and self funded programs. Made sales presentations on larger accounts with producers.
DORS Software AMS
AGENT: PROPERTY & CASUALTY Apr. 2007 to Nov. 2007
Fidelity Insurance Agency, West Palm Beach, FL
Drove production of Property & Liability Insurance and WC coverage for automotive dealerships via JM&A Group. Added 17 new dealerships to agency’s book of business.
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