Sales Director
Resume:
JAMES M. JENSEN, CPCU, ARM
Anthem, Arizona 85086 Cell 316-***-****
Home 623-***-****
*********@*****.***
OBJECTIVE
A key leadership position utilizing extensive experience in the Property and Casualty industry using proven management and leadership skills to enable Company to grow profitability through building strong customer relationships and loyalty.
SUMMARY OF QUALIFICATIONS
Successful, innovative, persuasive and results-oriented leader with proven underwriting, marketing, operational management and business development skills. Significant and progressive experience leading and organizing field offices to achieve results. Specific areas of extensive involvement and expertise include:
· Leadership and Team Building · Strategic Planning
· Associate Development · Leading Organizational Change
· Business Management/Development
· Relationship building with Key Agents
and Brokers
· Book/Line of Business Management · Decision Making
PROFESSIONAL EXPERIENCE
Travelers Insurance Co. 2008 – Present
Sales Director – Select Accounts
Primarily responsible for executing the Select Sales and Distribution management strategy along with a business development that drives profitable growth for the assigned territory. Responsible for hiring, coaching and mentoring Sales Executives to achieve territory goals.
Successfully directed the actions of four Sales Executives, two in Arizona, one each in Nevada and New Mexico
Responsible for three State Territory with annual premium budget of $48.5M
Directed efforts of Sales Executives to achieve $8.9M of New business through September, 2008.
Implemented sales and distribution management strategies that garnered over $32.2M (+3.8%) total written premium through September 2008.
Executed strategic new agency appointment process that was responsible for 36 new appointments in three state territory.
Recruited, hired, trained new Sales Executive for Arizona territory April 2008.
Lead the efforts of Nevada and New Mexico teams to launch Travelers Express for Workers Compensation – state of the art online rate/quote policy issuance system including agency authority.
JAMES M. JENSEN Page Two
IMA of Kansas, Inc. 2003 – 2008 Program Manager
Primarily responsible for the overall management and direction of assigned IMA Property
and Casualty Program(s), department units and program services to achieve both agency and
Company profitable underwriting results.
Lead IMA Team responsible for the Pizza Hut Program – the largest Property and Casualty
Program within IMA. The Program generates over $37,000,000 of Premium and $1,635,000 of revenue.
Developed and presented 16 Total Account Stewardship Reports to Insurance Committee of the IPHFHA, Inc.
Participated with Production Team on the development and presentation of successful Request for Proposal (RFP) to retain the Pizza Hut Program
Achieved Customer Satisfaction Rating of 4.69 (out of 5) for Service and Communication to IPHFHA Members. The highest rating in the last 5 years.
Earned 100% of Incentive Bonus from IPHFHA awarded on the basis of Customer Service, Contract Performance, and Achievement of Service Standards. This is the first time the 100% was awarded since bonus program started in 1997.
Kemper Insurance Companies, Inc. 2000 – 2003
Regional Center Marketing Manager – Small Business Center Manager
Directed Small Business Group (SBG) Center’s 19 Marketing Managers, in support of overall marketing strategy for Small Commercial Business unit, including Businessowners, Workers’ Compensation, Auto, Package, and Umbrella. Central Region Territory is comprised of 300 Key Agencies in 30 Western States.
Developed tools to direct SBG Marketing Managers toward profitable growth.
Exceeded 2001 Premium targets by growing the business center by 17% while improving the Combined Ratio by 9% over previous year’s performance.
Gross Written Premium grew 16+% in 2002 with a combined ratio of 98.2%
Over 80% of Key Agents achieved Combined Business Plan Targets.
Identified and appointed 104 New Agencies in the Territory for 2001 and 2002.
American Sterling Insurance Services, Inc. 1999 – 2000
Vice President Commercial Lines/Product Development
Directed efforts of Commercial Lines staff, servicing an estimated $8 million GWP Commercial Lines book of business, including the servicing of all Commercial customers from seven Producers. Managed the development and relationship of multiple Property and Casualty Companies.
Expanded customer offerings by developing marketing materials and strategy for acquiring contracts of desired Property and Casualty leading to $50,000 of additional revenue.
Obtained new contracts that provided preferred Commissions and Profit Sharing with 7 targeted Property and Casualty Companies.
JAMES M. JENSEN Page Three
Crum & Forster Insurance Cos. 1981 – 1999
Regional Vice President (1991 – 1999)
Directed and accountable for all activities of company, including, Underwriting, Marketing, Claims, Loss Control and Operations for the three-state Regional Territory. Led staff of 44 insurance professionals. Teamed with other RVP’s on Senior Leadership Team for $800 million Revenue Company.
Managed Region with $50 million revenue and $5 million annual budget.
Delivered five-year net income of $12 million. Projected ROR of 6.0%.
Successfully positioned Region to acquire $15 million of program business, a new area for region and company.
Executed company strategy that identified strategic partners and developed over 96% of revenue from these key customers.
Generated $3 million revenue from new Territory within first year of expansion.
Achieved six-year regional growth of 177% from $18 to $50 million.
Managed Regional Office three-year productivity gain of 106%. Expense ratio reduced 32%.
Developed and executed plan to improve Auto and WC results to enhance profitability of region. Forecasted impact a positive $3.0 million.
Enabled three Regional associates to be promoted to Regional Management positions through staff development and mentoring.
Promoted Captive Company concept that led nine Custom Agencies to invest $25K each to capitalize a Captive Company. Served on Board and Executive Committee of company.
Earned 1997 Outstanding Company Representative of the Year Award from Kansas Association of Independent Agents.
Branch Manager, Kansas City Branch (1986 – 1991)
Responsible for Marketing, Underwriting and overall customer relationships within Branch Territory. Managed 16 Insurance professionals.
Grew Branch from estimated $12 million to $18 million.
Distinguished as only branch office promoted to regional office, 1991 (seven closed).
EDUCATION
Bachelor of Science – Economics, North Dakota State University,
Fargo, North Dakota
Chartered Property and Casualty Underwriter (CPCU)
Associate in Risk Management (ARM)
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