Sales Marketing

Duff Bourassa, MBA

************@*****.*** 972-***-**** LinkedIn

Dynamic Entrepreneur with 19-years of progressive Management and Operational experience. Expertise in business development, relationship management, leadership development and operations. Trusted advisor for a variety of industries, including hospitality, manufacturing, private equity, technology and construction. Proven ability to lead and develop teams, manage projects, and create operational efficiencies while maintaining consistent revenue growth.

Client Relationship Management Risk Management

Prospecting & Strategic Business Planning, SaaS IT Operations, ITIL

Investment & Operational Due Diligence Marketing, Product creation

Start-up Experience Consulting/Operational turnaround Hotchkiss Insurance, Dallas TX 2017 – Present

Director of Sales

Recruited to diversify agency clientele by penetrating new markets and offerings, including SaaS, and creating new relationships with prospects and carriers. Carried quota for an entire territory, averaging 155% of plan while generating over 10M in new business. Tasked with creating marketing strategy, while training and grooming younger producers. Key Contributions:

Developed and executed marketing strategy for new cyber technology offering; research, identify and establish relationships with new potential carriers; collaborate on agency’s global marketing strategy.

Serve as lead on creating Risk Management programs for prospective clients. Interview C-level executives to identify inefficiencies, and provide guidance on how to resolve operational challenges to solve current threats.

Represent agency at industry conferences, speaking on panels related to proper risk management strategies.

Negotiate client agreements to ensure proper risk transfer, train client personnel how to manage in the future. State Farm Insurance, Richardson TX 2009 – 2017

Agency Owner, Self Employed

Started an insurance agency during an economic downturn in 2009. Created a business plan, hired and trained a staff, negotiated a lease and opened my doors after a three-month training program. Grew agency to over 2,100 clients, averaging 3M in annual premiums in a very competitive market. Key Contributions:

Led entire company (over 17,000 agents) in small business policy sales for two straight years.

Hired, trained and coached over 30 licensed agents to follow a repeatable pattern of sales growth. Held team accountable to daily sales activities, which led to consistent quota achievement.

Built a website utilizing key words and google reviews, consistently ranking in the top three spots for searches in my market. Developed a referral system to grow client base at a minimal cost.

Persuasively overcame client’s concerns over price and coverage confusion by building trust, establishing credibility, and communicating value.

Consulted with other State Farm agents, helping them implement similar processes and procedures that were successful in my office.

NetIQ, Houston TX 2001 - 2009

Director of Operations

Hired to support the sales organization as a sales operations analyst. Once I learned and became certified on our products, I transitioned to our consulting division and began installing and configuring our products for customers. Moved into management, ultimately promoted to lead the professional services and training department, overseeing a team of 50 employees with annual revenues of 90M.

Key Contributions:

Responsible for budget creation, expense management, revenue forecasting and operational reporting across offices in multiple states.

Implemented a partner delivery model for consulting engagements, increasing delivery capacity and growing revenues without adding fixed costs.

Reviewed and negotiated all Legal documents and agreements for entire Services organization.

Helped respond to RFP’s for our SaaS solution, drafted Statement of Work documentation to sell new projects.

Worked with Product Management to help identify and create new Professional Services offerings.

Created necessary IT controls and process documentation for Sarbanes-Oxley compliance.

Created interactive web based training tool allowing customers to take on demand on-line training SourceNet Solutions, Houston TX 1998 – 2001

Consultant

First job out of college, hired to work for an outsource provider of accounts payable services. Met with clients to understand how they processed their invoices, and transitioned those practices to our back office processes. Key Contributions:

Performed gap analysis and developed comprehensive best practice documentation for all internal accounts payable procedures of our clients.

Utilized SAP to code client data utilizing OCR technology to capture pertinent data off customer invoices, allowing us to process thousands of invoices in a typical day.

Cross-sold different service offerings based off identifying client needs while spending time onsite during consulting engagements.

Education and Professional Certifications

University of Houston, CT Bauer School of Business 2007 – 2009 Executive MBA, Finance – 3.8 GPA

Texas A&M University, Mays Business School

1994 – 1998 – BA, Speech Communication – 3.2 GPA

Property & Casualty Insurance License Series 6 & 63 License Life & Health Insurance License Certified Construction Risk Manager Certified Insurance Counselor ITIL Equivalent

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