Sales Representative

MELISSA STITZ CLF, CIC, CPIA

Green Bay, WI 920-***-**** ****************@*****.*** https://linkedin.com/in/melissastitz/

DIRECTOR OF SALES

Strategic Planning Business Development Team Leadership

A seasoned Sales Executive and forward-thinking strategist leveraging qualitative and quantitative data to drive revenues and expand the competitive footprint. Utilizes a keen insight for attracting top sales talent to assemble high-performing teams that achieve aggressive targets. A market influencer and thought leader skilled in forging strong business relationships that support valuable partnerships to establish and execute strategies that underline success. A dynamic and inspirational leader that pays attention to the details throughout the sales cycle, modeling best in class methods to accomplish goals.

Strategic Market Developer Consultative & Solution Selling Budgeting/Forecasting Data Analytics Root Cause Analysis Claims/Underwriting Management Client Relationship Management/CRM Negotiations/Best Practices Territory & Account Management B2B B2C Strategic Planning Performance Monitoring/KPI Closing Skills Change Management Salesforce Apex Collaborative Thinker /Empathetic Leader Project Planning/Lean Six Sigma

AMERICAN FAMILY INSURANCE, Green Bay, WI 2006 - Present

z Wisconsin Sales Leader 2008 - Present

Establish the transition plan for replacing a pool of retiring agency owners and direct the recruiting, on-boarding, and training for new talent.

Originate and manage business development opportunities and the respective sales cycle with prospective clients.

Utilized metrics to develop a 1,3, and 5-year strategic growth plan, including fiscal budgeting plans for the Wisconsin market expanding the property, casualty, life, health, commercial and farm-based accounts.

Spearheaded a multi-faceted market expansion for the NE section of Wisconsin that included an advertising campaign for a Community Outreach, a digital go-to-market strategy, and a corporate social marketing element that presented the Green Bay Packers, Google, and Facebook.

Bolstered attendee engagement for a workshop collaboration that ended in 100% of registered participants and led to an average of 10-20% increase in revenues.

Leveraged big data analytics to create a business development road map and designed a targeted sales campaign based on each phase.

Increased agency revenues by 2% after adjusting account premiums while maintaining items in force above 91%.

Exceeded financial objectives set for represented clients. Assesses risk tolerance and investment/risk management goals to make the best recommendations for product solutions that optimized client needs.

Recognized for achieving a Customer Satisfaction rating above 9.1 on a 10-point scale after effectively collaborating to establish KPIs for claims satisfaction results and proper CI Pricing and Indexing.

Successfully managed $150M in premiums and coordinated the team strategy for the activities of 125+ Independent contractors and their personnel.

z Iowa District Manager – District 705 2006 - 2008

Influenced and turned productivity and results around for an underperforming sales team by assessing behaviors and practices and instituting a scalable best practice program resulting in a 30% increase in prospecting results after one year.

Reduced the average time to productivity from 6-months down to 45 days after formulating a new hire onboarding and training program utilizing Richardson’s Closing the Sale Platform including the blended learning modalities to accommodate varying learning styles

Achieved ambitious goals set by the SVP upon being assigned a territory resulting in regional revenues of $5M with a combined ratio of under 100% within just one year by assessing activity and statistics and putting forth an innovative plan.

Improved sales representative retention by mitigating the high-stress environment through effective sales training via a boot camp, ensuring each employee gained confidence and provided ongoing coaching and support.

Drove 100% capacity to create, lead, and implement a best-in-class field force focused on a midwestern market expansion across property, casualty, life, commercial, and farm-line portfolio.

Promoted to American Family Insurance’s home state of Wisconsin as Sales and Operational Leader

z President/Owner Melissa Stitz Agency & Associates 1999-2008 Conceptualized the plan and launched the opening of Carroll Iowa’s First American Family Insurance Agency storefront and successfully built a book of business of over 2500 items in force over five years.

Executed the “bundle method” insurance proposal approach, later adopted as a best practice across the state of Iowa.

Led numerous successful marketing campaigns that included #4 companywide in AFFS loans and #1 in Iowa for 2004 – 2005 out of a total of 3500 agencies.

Promoted to District Manager of Central Iowa in 2006 as youngest DM in the market. Still hold this title today.

Associates of Business Administration, Des Moines Area College, Des Moines, IA

The American College, CLF Designation Leadership Fellow, Pennsylvania

The National Alliance of Insurance Education and Research CIC Designation, Texas

The National Alliance of Insurance Education and Research CPIA Designation, Texas

Game Strategy Training Leading from the Front, Pennsylvania

Other Skills & Expertise

MS Office Suite Salesforce Big Data Analytics Public Speaking/Keynote Presenter Fully Licensed Property, Casualty, Life, and Health Agile Methodology Trouble Shooting

Comparative Analysis Enterprise Systems Social Media Expertise: Facebook, Linkedin, Twitter Dashboards Tableau

2019 Wisconsin 1 Year and 5 Year Profit Leader/1 year $14 Million - 5 Year $74.5 Million

2019 Distinguished Leader Award

2019 All American Award Placed #3 of 90 Possible Ranks

2018 Championship Award Only 10% of Female Leaders Earn *Youngest qualifier in history through 2019*

2018 #1 All American Point Achiever in Company

2018 Chairman Circle Award Winner Top Qualification for Central Region

2012 Hall of Fame Recipient

CAREER PROGRESSION

EDUCATION & PROFESSIONAL DEVELOPMENT

AWARDS & RECOGNITIONS

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