Lead teams that quickly and substantially increase sales

Kurt Meyer

***** ***** **** ***** **** ***. ***.3197

Sandy, UT 84092 ****.*********@*****.***

Sales and Sales Operations Executive

Dedicated, highly-motivated executive with over 24 years promoting group and voluntary products and services while optimizing processes to enhance corporate growth. Expert in increasing market share along with inforce and new sales effectiveness. Considered a confident leader, mentor and motivator: recognized for proactively and efficiently directing teams to increase revenues and lower expenses. Strategic and conceptual thinker: able to proactively analyze business information to generate new ideas and initiate change. Highly effective leader, recognized for commitment to excellence with the ability to effectively communicate with brokers, clients, direct reports and stakeholders. Determined to exceed corporate goals and increase bottom line profits.

Core Competencies

Quickly and Substantially Increasing Sales

Developing Sales and Sales Management Talent

Strategic and Tactical Planning

Sales & Channel Management

Customer Focus and Research

Account Management and Sales Support

Market and Business Impact Analysis

Sales architecture, process, and enablement

Productivity and Process Optimization

Interpersonal & Communication Skills

Forecasting, Budgeting, and KPIs

Problem Resolution & Change Management

Partnering and Collaborating

Talent Selection, Training & Development

EDUCATION

Bachelors of Business Administration Accounting, George Washington University, Washington, DC

Executive Program Marketing Management, Columbia University Business School, New York, NY

Undergraduate Studies Bi0-Medical Engineering, Boston University, Boston MA

PROFESSIONAL EXPERIENCE

Medical Group Insurance Services (MGIS) Salt Lake City, UT 2013-Present

Market share leader of specialized disability benefits program for physicians.

Vice President, Sales and Sales Operations

Created a wholesale distribution sales organization from scratch; recast roles and compensation; hired a new sales team; realigned territories and set new metrics for call, proposal, and production activity: drove 285% Sales increase in 3 years.

Recrafted the distributor value proposition, marketing activities and voluntary approach; introduced new compensation, rewards program, and targeting strategies: increased new distributor sales by over 89%.

Created retention sales role and process; updated account management interaction; persuaded partner to change pricing strategy; increased retention revenue 300%, generating an additional $2.5 M annually.

Established a Sales Operations Department: developed new roles, compensation, analytics, reporting, planning process, and training programs: increased sales productivity over 200%

Vice President of Underwriting and Operations 2013-2014

OneAmerica Indianapolis, IN 2007-2011

Mutual, diversified financial services company with assets of 25.9B and revenues of $1.4B.

Vice President, Sales Operations and Development, Training, Product Development and

Communications

Captured $20M of revenue, equal to 15% of division sales, by developing the sales strategy, communications and compensation plan for a contract to acquire another company’s customers

Co-led revision of the Voluntary Strategy; aligned products & services along with sales compensation. Drove Voluntary product sales from $6M to $15M while increasing total sales 200% in three years: $13M to $27M

Created new sales training programs, forecasting/ROI model and KPI reports; collaborated to change sales hiring, planning and deployment practices; doubled first and second year productivity of new sales representatives

Conceived and Co-Led restructuring of Sales & Business Operations roles and processes; created new service and renewal model; reduced expense ratios 15% in 3 years, savings $6M annually

Led the implementation of SalesForce.com; introduced a new prospecting & development tool; increased field office processing productivity 75% in 2 years; 300% increase in new business processing productivity in 3 years

Lincoln Financial Group Omaha, NE 2005-2007

Fortune 250 company offering diverse financial services: 8,000 employees and assets of over $141B.

Vice President, Sales Development, Division Training, and Diversified Distribution

Developed specialized sales roles and best practices; modified the sales planning process; introduced new reports; implemented a new CRM system; increased sales productivity 20% in 20 months

Conceived and implemented a new account management, on-boarding, and inforce sales/service approach: increased renewal pricing by over 55% and inforce revenues by $60M annually

Developed voluntary enrollment team strategy: increased voluntary sales $12M annually

Collaborated to obtain a $3.5M investment for restructuring: reduced processing errors 97% and issuance times 55%; established an Industry Leading Customer On-Boarding Process: saved $1.2M in annual labor costs

Baron Group Westport, CT 2004-2005

Managing Director Provider of customized sales and sales management training programs.

Guardian Life Insurance Company New York, NY 1982-2002

Fortune 250 diversified financial services company with $35.1 B assets and $5.9 B sales.

Regional Vice President of Sales:

Advanced from Sales Trainee to Sales RVP of a 100 person team with 10 offices & $1.8B of revenue

Hired, developed and mentored 20% of the company sales managers.

INDUSTRY AND CIVIC CONTRIBUTIONS

Industry (1) 20 years involvement with Life Insurance Marketing Research Association--last five years on the national marketing and conference committee. (2) Board member, International DI Society

Civic Over 25 years coaching youth sports

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