Sales Manager

EMIL WOHLGEMUTH

631-***-**** (cell)

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

SVP Commercial Underwriting

Career Overview

** ***** ********** ** * Commercial Lines Executive, Manager and Underwriter in the middle market business segments for auto, general liability, property, workers compensation and umbrella products. Managed new business, rate level and retention on books of business ranging from 5M- 283M. Led Vice Presidents, Managers and Underwriters both locally and remotely in multiple state and regional offices for mutual and stock companies with 2 of the companies being on the Fortune 500 list.

Core Competencies

Communication

Innovation

Leadership

Critical Thinking

Empower Others

Operations Management

Change Management

Decision Making

Performance Management

Sales & Marketing

Fostering Teamwork

Influencing Others

Professional Experience

MIDDLEOAK, Middletown, CT March 2012 – Jan. 2015

SVP Commercial Underwriting

Managed all Commercial Lines Underwriting in 33 states and the underwriting staff to ensure profitability and growth. Established the annual quotas and long-range goals for all of the states. Collaborated with other departments: Actuary, Sales, Claims, and Product Development to achieve business and underwriting goals.

Collaborate with the senior management team to establish business objectives and goals for underwriting and distribution annually and monitor progress quarterly.

Restructured the underwriting department into new business, renewal and endorsement teams to increase workflow efficiencies and productivity.

Implemented predictive modeling to the commercial lines.

Analyzed specific state data to help increase conversion and retention ratios.

Facilitated monthly underwriting department meetings to discuss underwriting strategies, market conditions, underwriting decisions, and progress towards achieving goals.

Met one on one with managers biweekly to discuss performance and provide coaching.

Implemented new auditing process for the underwriters while over seeing the auditing process.

2013: Enhanced renewal underwriting and service by lengthening pre-renewal timeline by 64%.

2013: Improved service delivery of endorsements requiring underwriting oversight by reducing delivery time by 44%

2012: Increased new business conversion rate to 48% from 25% through risk triage and opportunity evaluation.

GREATER NEW YORK INSURANCE COMPANIES, NY, NY August 2009 – March 2012

Senior Underwriting Officer

Managed an Underwriting, Marketing and State Filing Department with over 100 employees in 13 states. Established the annual quotas and long-range goals for all states. Managed and coordinated regional activities within the branches to assure that the regions meet their goals.

Held monthly branch meetings to review Premium & Losses for all states, new business, rate, retention goals and variances.

Developed marketing plans for each of the branches by analyzing the market share and key factors; retention, hit ratio and rate structure of competitors.

Aligned business strategy and branch goals with the 5 year business plan.

Reviewed current year results and marketplace conditions to develop business goals.

Created an agency management system to identify key factors for the underwriters for referencing policies and quoting accounts.

Managed the auditing team to ensure underwriting guidelines by having monthly meetings to review the results.

2011: Exceeded plan for rate by 3 pts.

2010: Exceeded the rate level by 2 pts.

2010: Exceeded retention by 3.2%

LIBERTY MUTUAL INSURANCE, New York, NY

Regional Sales Manager Nov. 2007 – Feb. 2009

Developed long-range goals, annual quotas, and a book of business in excess of $65 million to support company objectives. Managed and coordinated regional activities and a sales team to ensure new business and renewal quotes were achieved.

Held bi-weekly meetings with sales executives to review activities; call logs, lead generation, renewals, business opportunities, and issues.

Provided ongoing feedback to support staff; resources, training, and opportunities.

Strategized with each of the sales executives to discuss obstacles and plans to write and retain business.

Analyzed and interpreted data to identify and report trends to make recommendations for improvements to increase business opportunities.

Monitored sales executives book of business for loss ratio; assessed profitable and unprofitable business and options to make improvements.

2008: Highest retention among all of the regional managers at 92%.

2008: Exceeded rate objective by 1.5pts.

2008: Exceeded new business goal by 9%.

CNA INSURANCE, New York, NY

AVP Risk Management Casualty August 2004 – November 2007

Underwriting Manager June 2003 – August 2004

Managed all the operations for the Northeast Risk Management Casualty unit, consisting of 10 branches, covering states from Maine to Maryland. These accounts had loss picks in excess of $1M annually or were on a loss sensitive plan. The accounts produced a premium equivalent of $125 million. We need to produce a 5% increase in premium annually.

Worked with the underwriters and the Actuary department to make sure that we all agreed to a specific loss pick for each account.

Validated with Collateral and Agreements department on a monthly basis to make sure that all of the security was in place for all of the loss sensitive plans that required it.

2006: Grew the book of business by 8%.

2006: Retention was in the low 90’s.

2005 Increase the book by 6.5%.

LIBERTY MUTUAL INSURANCE, New York, NY

Regional Underwriting Manager Jan. 1999 – May2003

Various underwriting positions July 1986 – Dec1998

Managed all operations for upstate New York consisting of 5 branches for all lines of insurance.

Education

HOFSTRA UNIVERSITY, Uniondale, New York BS, Business Administration

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