KIRBY (MIKE) GLEGHORN

*** ******* ******

Mandeville, Louisiana 70448

985-***-****

agjcu0@r.postjobfree.com

REGIONAL SALES MANAGER

Growth Strategies / Business Development / Multiple Markets / Consultative Sales / Training Turnarounds / SWOT / Product Introduction / Performance Management / CRM

I deliver double-digit sales growth, turn around territories and create success where others have failed. Driving revenue for industry giant, Progressive Insurance, I was undeterred by the competition, poor performers and company re-organizations. I cut costs, increased sales and profits in a highly competitive market.

Demanding excellence of myself, I forge lasting, lucrative associations that impact the top and bottom lines.

Savvy in all aspects of business development, from operations to customer service, I bring additional experience in project management, team building and market analysis.

* Driving sales with internal competitions

* Boosting revenue with strategic pricing and consumer targeting

* Turning around regions on the brink of collapse

* Developing number one rated sales teams

* Forging key account relationships

* Repositioning sales resources to grow revenue

My BBA with an emphasis on Marketing is from the University of Central Arkansas. I am a member of both the Independent Insurance Agents and Brokers and the Professional Insurance Agencies of Louisiana. Peers view me as upbeat and positive -- a proven competitive team builder, inspiring confidence, trust and loyalty at every level.

SELECTED ACCOMPLISHMENTS

Turned Region from Red to Black. Progressive was plagued with shrinking regional sales and profits. Leveraged association contacts, adding additional agencies and distribution points, setting ambitious but attainable goals. Increased sales calls 20% and increased new applications 75%, boosting written premiums $269M+ to $800M.

Drove Record Sales During Company Re-Organization. Nationwide losses and reorganization threatened team morale and productivity. Applied best practices, delegating responsibilities to assure buy-in. Cultivated friendly competition, improved training and profitably increased sales by $54M to over $215M.

Managed Regional Sales Teams to Consistent First Place. Challenged team with opportunity to attain top sales status. Analyzed objectives, set goals, and mentored team. Created quantifiable monthly reports, driving new business and client retention. Led regional growth, outperforming other teams by 5.2% policies in force and increasing sales profitably by $123M to $505M.

Maximized Sales Resources for Effective Growth. Territory sales threatened by underperformers. Evaluated agency base, reconfiguring territories and field reps, moving high potential areas to the more experienced. Improved efficiencies, cut costs. In one instance, helped grow business 92%, increasing overall sales to $81M.

Boosted Sales with Product Efficiency and Strategic Pricing. Losing competitive edge with expensive product offering. Conducted limited testing, analyzing agency work flow issues and product viability. Targeted customers and agencies best suited for new offering. Drove state to third in the nation with 700+ new annual policies written.

CAREER SUMMARY

For Progressive Insurance, $14B property & casualty insurer...

Regional Sales Manager, 2005 to 2010. Promoted to direct multi-state sales team in analysis, planning, product introduction and improvement, customer service, and key account development. Implemented growth strategies and continuous process improvement, producing $500M+ in profitable written premiums. Led 9 with $1M budget.

Regional Sales Manager, 2003 to 2005. Promoted to manage two regions, realigned territories and increased sales calls 20%, boosting auto policy sales 75%. Developed company-wide best practices. Turned around negative growth and grew profitably to $800M+. Oversaw 10 territory managers and one sales support specialist.

Regional Sales Manager, 2000 to 2003. Turned around a four-territory division, returning it to profitability. Assured regulatory compliance for new product offerings, driving $215M in profitable written premiums. Managed four.

Earlier: Marketing Representative, Bristol Myers. Marketing Representative, International Data Processing.

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