Sales Manager

Mitchell Jawitz

* **** **** ****, **********, CT 06032

(860) 677 - 7326 (h) (860) 929 - 2586 (c)

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

SUMMARY

Sales, Marketing, and Product Executive with over 25 years of experience in the Insurance

industry. Experience in B2C and B2B business models. Strong leadership, communication and

interpersonal skills along with a proven track record of above average profit and sales results.

PROFESSIONAL EXPERIENCE

The Hanover Insurance, Worcester, MA 2010 - 2014

($5 billion Insurance Company)

Vice President Marketing and Distribution

Reporting to the President of Personal lines, created the Hanover’s Platinum Experience, lead

countrywide marketing programs, drive field structure to improve field effectiveness and

driving increased book rolls.

Led the development for Hanover’s Platinum Experience designed to change the way

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insurance is sold through independent agents. Developed new creative, implemented personas,

revised product, increased services including digital and mobile applications, TV commercials,

and created dashboards to measure impact by sales rep, state, and countrywide impact (quotes,

sales, distribution, etc.). Used time series analysis to derive the development curve.

Developed and implemented various B2B/B2C digital and off-line programs to improve

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new business applications. Programs have ROIs ranging from 11% to 50%.

Implemented new digital incentive vendor to further improve effectiveness, reduce

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costs and increase sales. Revised system allows for a calculation of ROIs to measure each

campaign’s effectiveness. Use behavioral economics in goal setting.

Leveraged vendors to provide unique digital/mobile services such as home inventory,

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auto/home assistance, and insurance profiling tools for customer usage.

Revised call to actions to improve digital usage of pay your bill, view policy, etc.

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Revised the process to move customers from our competitors to The Hanover and

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improved yields by 10pp.

Developed and implemented sales best practices and measurement database to increase

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overall field effectiveness. Resulted in improved sales force.

Implemented agency segmentation model to improve profitability.

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Produced and wrote numerous videos and commercials designed to drive higher agency

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engagement as measured by open rates, click through rates, sales rates, and average duration.

Personally manage some of the largest accounts.

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The Hartford Insurance, Southington, CT 2005 - 2010

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($25 billion Insurance Company)

Vice President Distribution and Channel Management (2007 – 2010)

Reported to the Personal Lines CMO. Responsible for developing and managing a countrywide

integrated multi-channel distribution strategy (digital and brick and mortar) that achieves

broader access and minimizes channel conflict.

Responsible for all digital/off-line aspects of The Hartford’s NASCAR sponsorship

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including media, consumer sweepstakes, new business acquisition, retention, agent

involvement, digital racing site and coordination with Richard Childress Racing. Results show

above average direct response results, efficient media usage, and improvements in consumer

retention.

Coordinated brand building across multiple channels including independent agents,

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direct, and private label entities.

Oversaw quote flow analytics and research. Goal was to determine optimal marketing

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approach for each distribution channel. Used data to determine how to leverage various assets

by distribution channel.

Developed and implemented an agency segmentation management model designed to

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optimize the agents. Process identified agents with adverse results so they can be removed

from the distribution channel. Results yielded a margin improvement of two points. Process

looked at loss results across numerous years to determine outliers.

Created Thehartfordracing.com to drive higher customer acquisition and improve

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customer retention.

Vice President Product Management (2005 – 2007)

Reported to the Vice President of Product and had P&L responsibility for $1.7 billion division

covering 26 states. Drove above average results within the direct and agency distribution

portfolio.

Increased AARP direct to consumer growth by 21.9% from 2005 to 2007.

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Increased Agency brick and mortar growth by 20.9% from 2005 to 2007.

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Produced above average overall returns from 2005 to 2007 with ROE’s of 21.2, 28.8,

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and 19.3.

Developed and implemented The Hartford Innovation Team. An internal consulting

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group providing facilitation and ideation techniques for the Property and Casualty Company to

further process improvement and breakthrough thinking.

Managed ten product managers across 26 states

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Progressive Insurance, Richmond, VA 1999 - 2005

($15 billion Insurance Company)

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Distribution Manager (2000 – 2005)

Reporting to the Mid-Atlantic General Manager managed a sales team of forty individuals in

eleven states plus D.C. Responsible for over 7,700 brick and mortar distribution points

(Independent Agents) and $1.5 billion in sales.

Above average growth doubling the division’s sales in less than five years.

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Developed the sales force by recruiting and training managers.

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Completed several multi-variant tests to drive higher sales results.

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Received seven recognition awards from independent agent associations.

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Used sales analytics to develop a sales segmentation model to determine which

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agents sales managers should target.

Developed, wrote and produced Spanish language consumer material including

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videos and brochures.

Product Manager (2001 – 2005)

Reported to the Mid Atlantic General Manager and had P&L responsibility for West Virginia.

Implemented rating, product, and billing changes. Worked with regulators and lobbied

legislators to improve the insurance market.

Made a profit every. Prior to my leadership the state had not made a profit since

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Progressive’s re-entry in 1996.

Increased sales 250% and tripled the market share.

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Responsible for rate (rate development, pricing, reserving, etc.) for WV.

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Director Agency Sales and Marketing (1999 - 2000)

Managed seven direct reports responsible for $150 million in sales in Southern California.

Managed 1,000 brick and mortar distribution points (Independent Agents). Developed agency

segmentation models to ensure maximum sales results. Grew the agency business 19% in 1999.

• Developed and implemented the agent co-op program including creative material and

measurement dashboard.

• Agents using the co-op advertising program grew 67% more and had a 12 point margin

improvement than those that did not use the program.

• Developed and implemented the Hispanic marketing program including the production

of Spanish language television and radio spots.

• Negotiated numerous contracts with vendors to develop special marketing agreements.

Allstate Insurance, Orange, CA 1987 - 1998

($25 Billion Insurance Company)

Finance Manager (1997 - 1998)

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Managed a team of five direct reports responsible for developing and implementing marketing

programs in Southern California. Worked with 600 brick and mortar distribution points

(Allstate agents) to increase growth.

• Established Regional Marketing Department.

• Coordinated local television, radio, and print advertising to align with strategic

goals.

• Implemented Hispanic marketing program.

• Developed local direct mail campaigns to increase auto, property and life sales.

1992-1996 Territorial Risk Manager

1989-1992 Analyst/Education Manager

1987-1989 Underwriter

Education

B.A., Economics, University of California, San Diego, California

Selected Professional Presentations

June 5, 2014 L&T InfoTech Panel Member, Hartford, CT – The Future of Digital

2013 – 2014 Main Speaker “The Hanover Platinum Experience” AR, CT, IL, IN, LA,

ME, MI, OH, OK, NH, NJ, NY, TN, WI

February 13, 2014 Market Watch interview “Winter Vacation Tips to Get Your Home

Ready”

May 15, 2013 PR Newswire Interview “Spring Cleaning Offers an

Opportunity to Take Stock of Your Home”

November 26, 2012 New England Cable News “Cyber Monday Shopping Concerns”

August 2010 Sirius Satellite Interview “Hartford Sponsors NASCAR Driver

Clint Bowyer”

February 2009 FOX TV Broadcasting Interview “Hurricane Preparedness”

Selected Video Publications

2014 Created, wrote and produced a series of on-line B2B videos starring NBC’s “Last

Comic Standing” Rocky LaPorte

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2013 Created, wrote and produced Hanover Insurance Company Movie Theater Commercials

2004 Created, wrote and produced customer facing Spanish language promotional video for

Progressive Insurance

2001 Created, wrote and produced Progressive Insurance Companies first Spanish TV

commercial

Activities Martial Arts

Snow Skiing

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