Business Development Leader & Underwriting Expert

Michael T. Gibbs

**** *. **** ****, ***** **** Phoenix, AZ 85054

267-***-**** *********@*****.***

BUSINESS DEVELOPMENT LEADER & TERRITORY UNDERWRITER COMMERCIAL INSURANCE

Commercial insurance business development leader with senior-level underwriting expertise and a proven record of converting agency relationships into profitable, bindable premiums. Combines front-end production strategy with disciplined underwriting judgment to align appetite, elevate submission quality, and accelerate quote-to-bind velocity. Recognized for activating top retail and national agencies, improving close rates, and serving as a trusted partner to underwriting, operations, and product teams within fast-scaling programs 08/2025 - present Rainbow Insurance - San Francisco, CA - Remote Regional Sales Manager - Southwest Regional (CA, AZ, NM, CO, AR, OK)

● Increased annual policy sales by 25% within two years, generating $4.5M in additional revenue; consistently exceeded monthly sales targets by 5-10%

● Collaborated with sales team division to hit Q4 (2025) GWP of $28.5M

(Goal: $26.1M) 108% of GWP target; overachieving companies In Force Book goal of $72.6M (Actual: $73.8M) by 2.7% growth

● Partnered with top retail independent agency partners, national and regional, to set and achieve submissions goal of 20% growth in 5 targeted states (AR, AZ, CO, NM, OK)

● Led structured performance reviews with 2,900 agency partners, annually, to identify drop-off points, controlled books of business, and improve conversion

● Acted as point-of-contact for over 3,000 agencies with general underwriting issues, quarterly adjustment questions, and pricing considerations to promote GWP growth; conducted sales team daily collaboration with underwriting and product division to tighten appetite clarity and submission quality

● Hosted retail insurance agency visits, trade events, and industry meetings to expand regional visibility

01/2025 - 08/2025 Rainbow Insurance - San Francisco, CA - Remote Agency Development Manager - promotional advancement

● Prospected, recruited, and activated 400 net new independent retail agencies to drive consistent inbound and outbound submission flow within key state territories (CA, AZ, UT, NM); generating $2.51M in territory GWP (12% growth rate)

● Educated and demonstrated to agency partners on how to submit risks aligned with underwriting appetite, improving hit ratio and accelerating quote to bind ratio

● Delivered on-going training on companies underwriting philosophy, platform value, and sales execution

● Tailored prescribed growth plan strategies for top retail agency partners to increase submission volume with a favorable hit rate 08/2023 - 01/2025 Rainbow Insurance - San Francisco, CA - Remote Lead Portfolio Underwriter - Small Commercial Restaurant BOP Program

● Analyzed and approved underwriting referrals generated by our agents through our online platform

● Generated $19.3M in new business GWP in startup companies first 18 months of launching; 1 of 3 active underwriters on the team with 20 launched state regions; executing the first bind transactions in each state's product launch

● Collaborated with reinsurance partner: Accelerant and the Business Development manager to translate underwriting appetite into actionable sales guidance for footprint distribution and marketing visibility

● Identified and analyzed submission trends, market competitive intel and friction points impacting the HIT ratio

01/2023 - 08/2023 One General Agency/Cannabis Insurance Wholesaler – Oklahoma City, OK Business Development Manager/ Cannabis Underwriter – West Region

● Partnered with the Executive Director to launch a new cannabis division within the OGA footprint, establishing underwriting guidelines and standardized operating procedures to support scalable growth

● Reviewed, underwrote, and placed complex risks with aligned carriers; achieving net new GWP of $1.8M in the first 6 months of division launch

● Conducted agency visits and performance reviews monthly to grow profitable premium margins and increased submissions 02/2022 - 02/2023 Pyramid Consulting Inc - (Contract Role) Business Consultant, Nationwide Insurance Company, Scottsdale - AZ

● Served as product/underwriting staff specialist for assigned product(s) and operational area (state, region, access point, distribution channel, etc.) for SIRIS quoting program

● Managed specific insurance coverage questions and underwriting inquiries

● Communicated technical information on products and systems to clients 06/2021 - 09/2022 CannGen Insurance Services – (Merger & Acquisition) Southwest Territory Manager - (AZ, NM, NV, OK, TX, CA, CO, UT, IL)

● Ushered in 120 net new retail independent agency partner relationships for a scalable distribution channel (regional & national brokers); developing net new business submissions with Cannabis, CBD, and Hemp classes:

Classes of business: Cultivators, Processors, Harvesters, Manufacturers, Wholesalers, Distributors, Retailers, Transport, Labs, Security, etc. (Seed to Shop)

● Enhanced client experience and accelerated growth with top agency partners; over reaching quarterly targets by 5%; achieving GWP $3.5M

● Collaborated with marketing division to build out scalable company distribution strategies to expand product awareness within company footprint in approved/legalized states

05/2019 - 06/2021 Burlington Insurance Companies, Scottsdale, AZ Senior Renewal Underwriting - Platinum Team (West Region)

● Managed territory renewal book of business which is currently at

$11,200,359 in renewal DWP; held retention rates of 77.8% with the average account rate increases of 4.5%

Class of business: Manufacturing/Distribution, Contractors, Premises Liability, Products, Retail & Services, and Vacant Land

● Analyzed renewal submission updates and conditional reviews based on company guidelines set for the issuance of policies on a standard or sub-standard (bind market) basis

01/2018 - 05/2019 Argo Construction formerly, Colony Specialty Insurance, Scottsdale, AZ Lead Renewal Underwriter II – Argo Construction – Western Region

● Managed the western region book of business of $10MM in renewal GWP; took over book of business role from the initial renewal underwriter who retired after 10 years of service, underwriting classes such as:

Class of business: Manufacturing/Distributing, Contractors, Premises Liability, Construction, Project Specific, Products, Retail

& Services, and Vacant Land

Casualty Lead Underwriter – Argo Access, Retail Division

● Conducted the initial startup of a new intermediary division serving retail brokers in the Western region, building and placing coverage across manufacturing and distribution, contractors, premises liability, construction and project-specific risks, products, retail and services, and vacant land portfolios

● Collaborated with the Business Development and Excess team to develop

(SOPs) standard operational procedures for new division launch 10/2014 - 01/2018 Nationwide Insurance Company, Scottsdale, AZ Commercial Lines – Small Market Underwriter – Promotion Advancement

● Gathered information from multiple sources to perform underwriting analysis for all major commercial lines of business, including Workers’ Compensation meanwhile servicing and analyzing small and middle market renewals, endorsements

● Negotiated pricing and coverages with assigned territory book of business; GWP $2.1M in net new small commercial

● Reviewed accounts for eligibility within authority using company underwriting guidelines and standards

● Strengthened agency partner relationships and collaboration within the underwriting division, promoting profit and new business growth, renewal retention and supporting service team inquiries

Commercial Lines - CL Processor II

● Processed small and middle market new business quotes, endorsements, and renewals for assigned commercial line products

● Administered agent and underwriter correspondence and other policy related documentation

06/2006 - 08/2010 Colorado Rockies Professional Baseball, Denver, CO Professional Athlete

● 2006 Major League Baseball Draft – 17th round draft pick from VCU

● Represented teams and professional sports clubs (e.g., commercials, community relations and events)

Education

Virginia Commonwealth University, Richmond, VA

Bachelor of Science - Economics - hold

Life, Accidental & Health License (Active)

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