Sales Representative

Tracy McCulloch

**** ******* ******, *******, *** York 11566 ? 516-***-**** ?

***************@*****.***

Professional Summary

Sales Representative/Sales Management Professional who is highly

focused, self motivated team player with experience in the diverse

areas of the insurance industry, specializing in the marketing and

sales of voluntary employee benefits.

Professional Experience

PFP, Orange, CT

May 2012 - October 2013

Sales Insurance Representative

. Approach members in the credit union lobby or worksite location to

offer the insurance products and/or credit union services that can be

purchased and/or obtained through credit union membership

. Close the insurance sale and complete all appropriate paperwork

related to that sale and specific to each credit union

. Achieve and maintain a professional working relationship with the

credit union/worksite, staff and other personnel at all times

. Maintain good working relationships with other members of PFP's sales

team

. Assist in training a new Sales Representative while in a credit union

lobby or at a worksite location

. Achieved sales expectation or above every month

. Maintain and practice a high degree of sales ethics at all times

. Assess needs of clients and members in order to sell good solid

business

. Always represent PFP in a positive and professional manner

Aflac, Garden City, NY August 2009 - May 2012

Sales Insurance Representative

. Built a customer network consisting of local and regional companies;

ranging from 3 to 40,000+ (NSLIJHS) employees, resulting in sales of

employee benefit packages

. Secured meetings and presented product introductions to Executives, HR

Directors, and select employees

. Assessed and developed custom product offerings based on client needs

and requirements, leading to an initial enrollment close rate of 75%

(applications to employees)

. Well diverse in product knowledge with the ability to present to

groups of 300+

. Experienced account renewals of 100% attributed to highly personalized

customer service and the establishment of: cafeteria plans,

deductions, meeting enrollments, applications, underwriting, plan

administration, billing issues and claims assistance

. Attained exclusive Fireball/Star Series status, benchmarks set by

Aflac to track associate production

. Display leadership skills through the development, motivation and

training of new sales associates

. Due to exemplary performance, I was nominated by Aflac's Regional

Sales Coordinator to attend their exclusive Coordinator in Training

program (only 7 agents per year of 175+ are selected)

Tracy McCulloch

Page 2

The Guardian Life Insurance Company of America, New York, NY May 1999 -

February 2009

Retirement Planning Associate, Product Development

Responsible for numerous aspects of product development, communications and

product positioning related to all qualified retirement products including

SEPs, SIMPLES, 401(k), defined benefit plans and advanced plan designs.

. Worked with the Manager of Retirement Planning to develop a fully

bundled, NAV mutual fund 401(k) product for use by small businesses

seeing 200% increases in prior product innovation.

. Leveraged Third Party Administrator network by contributing to the

building of a TPA-centric 401(k) product which brought in

approximately a third of all 401(k) sales.

. Managed aspects of product positioning, sales collateral and

presentations leading to a cohesive packaging of sales tools.

. Researched and collected competitive data to be used for the

development of qualified retirement products.

. Served on the product development team that identified and rectified

ease of doing business issues related to IRA rollovers.

. Created 401(k) and IRA sales ideas and prospecting letters on a

quarterly basis which were utilized by Wholesalers as well as

Financial Professionals for use with the public.

. Played a key role in the filtering of marketing collateral through the

various legal channels for all stages of review.

. Maintained and updated an extensive library of retirement materials on

quarterly basis.

. Worked closely with Law and Compliance to negotiate contracts with

outside vendors.

Product Specialist, Defined Contribution Plans

Provided technical as well as administrative support throughout the

multiple steps of the 401(k) sales process.

. Collaborated closely with Financial Professionals, Wholesalers,

selling agents from proprietary and independent broker dealers and

Wirehouse channels during all steps of the sales process.

. Introduced and aided in the establishment of the business relationship

between recordkeeper and Third Party Administrator during initial plan

setup of unbundled 401(k) plans.

. Researched and resolved all compensation inquiries regarding sold

401(k) plans on a weekly basis.

Relationship Manager, Continuing Education

. Served as a contact between the Continuing Education provider and

internal sales force.

. Worked with outside vendor to appoint Wholesalers as qualified

continuing education instructors.

. Maintained and updated a library of 30+ continuing education

presentations and workbooks.

. Worked directly with the Assistant Vice President of Marketing

Communications, National Sales Director and National Key Accounts

Manager to reduce the cost of providing Continuing Education services

to Financial Professionals by researching and identifying a new

Continuing Education vendor.

. Performed Continuing Education product training for approximately 100

Wholesalers.

Tracy McCulloch

Page 3

Sales Assistant

. Fielded approximately 75-100 calls per day on the Equity Sales and

Marketing 800 line.

. Answered shareholder questions and resolved issues regarding personal

mutual fund and annuity accounts.

. Produced annuity hypothetical illustration requests for Financial

Professionals.

. Processed order requests for marketing material on a daily basis.

Oppenheimer & Company, Inc., New York, NY June 1996 - May 1999

Sales Assistant

. Managed daily activities of three sales associates on an active

trading floor by arranging and coordinating schedules, meetings and

itineraries for local and off-site meetings.

. Managed day-to-day office responsibilities, including extensive phone

volume.

. Performed trade reconciliations for institutional accounts.

Traders Assistant

. Supported the Managing Director, in addition to 100+ traders, with

standard office requests on a fast paced trading floor.

Computer Experience

MS Office, MS Outlook, Excel, Power Point, SmartApp Next Generation,

LifeGuard

Education

St. Bonaventure University, St. Bonaventure, New York, Bachelor of

Arts, Sociology, 1996

Professional Licensure

. New York State Accident & Health Insurance Agent License

. New York State Life Insurance Agent License

Professional References Furnished Upon Request

Contact this candidate