Business development manager/account executive
Resume:
Raymond J. Skarzenski, ARM
Torrance, CA 90503
adn3ii@r.postjobfree.com
EXECUTIVE VALUE SUMMARY
● Has leadership and broad management experience in insurance agency and brokerage positions at the branch, regional & corporate levels, with specific expertise in:
program design
sales administration
marketing
client service and claims
● Has a high sense of urgency and strives to exceed client expectations constantly.
● Highly skilled executive with expertise in both regional and national insurance marketplaces.
● Solid connections within the insurance carrier, intermediary, agency and brokerage communities - regularly uses these relationships and experience to achieve positive outcomes concerning client policy placement, servicing and claims issues.
● Possesses strong interpersonal skills; uses them to maintain and create effective client, associate, retail and wholesale relationships.
● Excellent Generalist P&C insurance background. Together with other team members and clients and potential insureds, uses this knowledge and experience to:
Understand a client’s/prospect’s complex coverage needs.
Collect and analyze underwriting, engineering, loss, legal and contractual information.
Design/present/negotiate/bind/implement sophisticated insurance programs and service plans.
● Familiar with all types of Loss Sensitive programs. Proficient in alternative methods of risk transfer such as Self-Insurance, PEO’s and Rent-A-Captives. Knowledgeable in Net Present Value/Cash Flow Models, Loss Picks, Loss Triangulation and Regression Analysis.
● Successful developing, coaching and mentoring experienced and junior staff.
● Uses operations experience w/agency management software systems & workflows to ensure deadlines met.
● Comfortable in a lead role dealing with internal and external clients. Has in-depth knowledge in the following industries:
1. Construction
2. Defense
3. Healthcare
4. Real Estate and Hospitality
5. Automotive
6. Higher Education
7. Technology
8. Law
9. Marine
10. Petrochemical
CAREER HISTORY
Business Development Manager/Account Executive
Boldt Risk Management Solutions
August 2014 - March 2020, Los Angeles, CA
Responsibilities
● Helped Agency Owner develop staff and new producers, acting as a mentor and insurance agency resource.
● Improved and strengthened all Carrier, Managing General Agency and Wholesaler relationships.
● Improved use of agency management and Appulate systems for better workflow and quality control.
● Looked for and established new areas of specialization and industry product niches. Accomplishments
1. Helped Agency Owner increase revenue by more than 60%. 2. Agency 100% fully-automated using agency management system as of 2019. 3. Established new niche specialization for behavioral healthcare accounts. Managing Director
IR Group
January 2012 - August 2014, Torrance, CA
Responsibilities – Actively sourced nationwide MGA acquisitions in the U.S. for a large international intermediary. Senior Vice President
EPIC
July 2007 - April 2011, Los Angeles and Orange, CA Responsibilities in Los Angeles
● Assisted Managing Principal in building a new LA operation for Edgewood Partners Insurance Center.
● Involved in all hiring decisions and performance evaluations for LA staff.
● With corporate office designed and developed prospect and presentation materials.
● Provided smooth transition for new producers and their books of business.
● Ensured proper carrier relations were in effect to aid the transition process.
● Provided policies and procedures to support new employees.
● Developed and produced budget and new business plan strategy for LA office.
● Worked with support services to locate appropriate space and address for new office. Accomplishments in Los Angeles
1. EPIC/LA office met budget goals for 2009, 2010, and 2011. 2. LA office grew to 12 employees and over $2.5MM in revenue since its inception in May 2008. Responsibilities in Orange
● Local focus placed on improving service standards and strengthening carrier relationships in Southern California.
● As EPIC acquired new agencies and producers, helped these new groups and individuals on-board their business and establish new market relationships serving EPIC’s growing needs.
● Trained and developed producers and staff in Southern California.
● Provided advice, direction and help on all new P&C Southern California business opportunities. Accomplishments in Orange
1. Added, strengthened and improved carrier and intermediary relationships during EPIC’s start-up. 2. All new business in California on-boarded successfully and without incident. Senior Vice President, Property & Casualty
Calco Insurance Brokers & Agents, Inc.
April 1995 – July 2007, Orange, CA
Responsibilities
● 2005 to 2007, headed P&C division; led 17 producers & 23 support personnel in San Mateo, Sacramento and Orange.
● Established/maintained strong relationships with all retail markets and intermediaries.
● Built solid bridge between sales, service and marketing teams ensuring all acted in unison.
● Set up policies and procedures that established and maintained superior client service standards.
● Trained and developed producers and support staff throughout company.
● With CEO and CFO, developed annual budgets and business plans. Assumed responsibility for plan’s execution, achieving all P&C production, retention and net income goals.
● Responsible for E&O prevention/claims management.
● Led negotiations with carriers and intermediaries on large new business deals and critical renewals. Assisted producers on difficult and complex sales/presentation calls.
● With staff, helped behind the scenes by obtaining competitively priced products and services.
● 2001 to 2005 - Vice President/Southern California Regional Operations Manager. Ran offices in Glendale, Orange and San Diego.
● 1995 to 2001 - Orange Operations Branch Manager responsible for marketing and servicing functions in Orange and San Diego offices.
Accomplishments
1. Despite soft market, P&C division met all budget goals in 2005 and 2006. 2. Client retention levels exceeded 90% for the same period. 3. Operation was free of any Errors & Omissions claims when acquired by EPIC in 2007. 4. Operation possessed superior carrier and intermediary relationships when acquired by EPIC in 2007. Vice President, Marsh
August 1990-March 1995, Los Angeles, CA
Responsibilities
● Casualty Team Leader/Senior Account Executive providing service, placement & program design on a sophisticated client book of risk management and large middle market accounts.
● Responsible for the activities of three other A/E’s plus all support personnel assigned to my team.
● Regularly provided budget, forecast, client and personnel information and reports to Casualty Unit Manager. Accomplishments
1. Consistently met individual and team budget/forecast goals for new business, growth and client retention throughout my tenure at Marsh.
2. Annually provided team budgets, reviewed expenses and analyzed financials for my cost center. 3. Effectively handled career development, evaluation and performance management for all members of my staff. Account Executive
Johnson & Higgins
March 1987 - August 1990, Los Angeles CA
Responsibilities
● Risk Management Casualty Account Executive handling a wide array of Fortune 500 clients.
● Oversaw activities of one client manager (support CSR) and provided daily assistance to my team Unit Manger.
● Acted as lead client-facing contact working regularly with Risk Managers and their department staff. Accomplishments
1. Consistently met office budgeted goals for new business, growth and client retention. 2. Consistently met company and client deadlines for all marketing, placement and servicing projects. 3. Religiously employed the use of J&H’s Stewardship report, increasing up-sell, cross-sales, referrals and account retention opportunities.
Account Executive
Arab Commercial Enterprises (ACE)
October 1981 - December 1986
Athens, Greece and Al-Khobar, Saudi Arabia
Responsibilities
● Was part of in-kingdom point-of-service team for jumbo accounts like ARAMCO, Philipp Holzmann (large German contractor specializing in big infrastructure work), Geophysical Services Inc. (GSI, the oil exploration arm of Texas Instruments), Holmes & Narver, AMERON (the U.S., India and Saudi Joint Venture), Peace Support Group (PSG, a Joint Venture company set up by Philipp Holzmann, the American defense contractor Frank E. Basil and the Saudi government - this company provided life support services for the F-16 program in-kingdom), and a host of contracting and service companies from all over the world (the U.S., Greece, Turkey, Italy, France, England, Lebanon, Japan, Thailand and South Korea).
● During my posting, ACE was the largest insurance broker operating in the Middle East, employing more than 600 individuals.
● Oversaw the activities of two other Account Executives plus assigned staff supporting our unit.
● Provided on-site assistance to ACE’s Managing General Agency activities in-kingdom (ACE owned and operated two insurance companies as well).
Accomplishments
1. Met all budget guidelines for new business and growth targets and achieved all client retention goals. 2. Effectively managed team communications/projects for resources in the U.S., U.K., Greece and Saudi Arabia. 3. Worked successfully with a diverse group of clients and associates. Dealt effectively with multi-cultural differences while adapting to a very different social structure and environment. 4. Provided suitable and effective career guidance and development to my A/E’s and support staff. EDUCATION & CREDENTIALS
California State University at Hayward – B.S. Degree/Business Administration/Finance Option P&C Insurance Broker – State of California License #0732307 Associate in Risk Management
Have passed all parts of CPCU save one; will achieve designation in 2020
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