Sales Project Manager Business/Sales Management

Summary of Qualifications

Motivated and creative Marketing and Sales professional with Thirty-two Years Insurance Experience. Three Years Commercial Lines Rating, Five Years Commercial Lines Rating Supervision, One Year Commercial Lines Underwriting and Twenty three Years Commercial Lines Marketing/Sales.

Professional Experience

Sr. Program/Project/Event Manager Hartford, CT

The Hartford 2007 –Oct 2010

Program Management

-Successfully managed all aspects of the $3,000,000 budgeted HartfordMiles Agency incentive program which lead to an increase of 20% in flow of personal and small commercial business

-Directed and leveraged relationships with vendor HMI Services, field sales, agency producers and CSR’s, data analysts, legal and procurement regarding program changes, incentives and taxation guidelines

-Developed and managed all communications to include agent email blasts, brochure development and distribution, field communication and segment campaign parameters

-Assisted with training development, business delivery and tools development for 200+ field sales professionals which included sales plays, FAQ’s, websites and newsletters

Project Management

-Project/Program Manager on the Salesforce.com Sales Pipeline Strategy for Middle Market (through 2009)

-Facilitated and collaborated with business Segment and IT to define scope and project deliverables for an initial Pilot and subsequent Countrywide roll-out of a Sales Pipeline tool

-Developed project charter and plans that outlined the purpose, outcomes, expected benefits, resourcing, roles, communication and implementation

-Coordinated focus of enterprise teams to ensure “on time” deliverables and overall objectives

-Successfully implemented and rolled-out the Sales Pipeline tool to 450 Middle Market users countrywide, with in budget, time and scope

-Developed a post-implementation process for help desk support, field feedback and communications

Event Management

-Coordinated and managed an $1,200,000 budget for the annual Field Sales Summit for 860+ attendees and $500,000 budget for annual Sales Executive Leadership Summit for 300+

-Developed and coordinated distribution of pre-meeting activities including surveys, email, and promotional items

-Analyzed trade show effectiveness through post meeting survey and implemented a structured improvement plan

-On-site trade show management including room logistics, staff management and customer requests

Sr. Business Consultant/IT Project Manager Hartford, CT

The Hartford 2002-2007

-IT Project Manager on Sales Pipeline Strategy for Middle Market – Analysis Project Phase, working with Salesforce.com to develop an automated solution and prototype

-IT Project Manager on the Cellular Network Access and Blackberry Projects from the Usability Assessment phases through the enterprise field sales deployment delivery phases to over 850 field sales professionals. (2 year project)

-Business Consultant with the Enterprise Sales and Market Planning Division to maintain staff relationships and understanding of the Enterprise sales model in use with field staff. Work to identify gaps in automation through current automation systems and needs for Enterprise sales automation platform.

-IT Project Manager/Subject Matter Expert on the Territorial Business Planning Project. Deliverable was to convert from Excel spreadsheet format to the Impact system. Assisted in the identification of project deliverables, milestones and required tasks. Assisted in the development of test plans and testing/training initiatives. Monitored results against client specifications. Project on-time and with-in budget.

-IT Project Manager on the Enterprise Agency Profile project and its subsequent releases. Deliverable was to automate a profile capturing document as a sub-system within the Impact application. Coordinated and managed utilization of an outside application development resource.

IT -Project Manager of an enhanced automated Enterprise Sales Call Reporting tool within the Impact Application.

-IT Project Manager on the Sales and Agency Management Siebel project. Worked with Business Insurance client to identify gaps in current automation to support a sales model in use in the field. Recommended enhancements in response to user requests and/or needs assessments. Built customer specification for these enhancements and worked with the Charter Review team to develop sizing of work effort. Negotiated with Production Support staff to include several enhancements to current Siebel system on a zero based budget basis. Prepared periodic status reports to keep Business and technology managers informed on project deliverables

- Member of a cross-functional team of subject Matter Experts on the Enterprise Sales Roadmap Project. Worked with project team to uncover gaps and define a fit for a more strategic Enterprise practice.

-Developed a Demand Management Process to track all sales enhancement requests. Point person for all Commercial Lines Sales enhancement/upgrade requests. Assist customers with all field communications and training curriculum.

Sr. Business Consultant/Team Lead Hartford, CT

The Hartford 2001 – 2002

- Sales Module Owner on the Siebel Phase 2 project. Responsibilities included development of business requirements, documentation and presentation of materials. Interface with technical support team and representation of customer needs/views.

-Developed documentation needed for field user release messages and training curriculums. Provided assistance to project trainers and Production Support staff.

-Developed the conversion, regression and assigned module customer test plans.

-Provided ongoing support to field and Business Insurance operations to address operational issues.

Assistant Commercial Sales Director Hartford, CT

The Hartford 1999 – 2001

-Facilitated development of a division Intranet website to provide a look-up resource for regional office and center operations personnel. Managed maintenance of site content.

Responsible for the successful execution of Integrated Sales Management and Agency Partnership strategies in the Western Division.

-Provided direction and support to regional offices and Center operations for sales training/coaching needs.

-Collaborated with business segment partners to provide direction and resources to regional offices’ new business development and renewal retention to achieve segment revenue objectives.

-Product/program knowledge for multiple business segments maintained to provide direction/assistance in leveraging features and benefits as part of regional office sales strategies in effort to increase sales and business retention.

Dedicated Markets Program Manager/Assistant Director Hartford, CT The Hartford 1998-1999

-Created and implemented strategic and operational plans to grow commercial insurance business within targeted classes through strategic partnerships with banks and other financial institutions.

-Developed the marketing and product brochures for use with targeted financial industry.

-Created value for potential insureds and strategic partners by developing and aligning appropriate products, rates, distribution and technology in unique and compelling combinations.

-Assisted regional offices in the negotiation, execution and monitoring of successful strategic alliance marketing ventures.

-Identified, solicited and built relationships with targeted financial institutions that created access to desired classes and quantities of commercial business.

-Worked within and among cross-functional departments and personnel to create and sustain the support, products and services necessary to develop and retain the business.

Commercial Lines Account Manager White River Junction, VT EBI Companies 1996-1998

-Developed agency plant and negotiated business plans for new territory.

-New business lead generation underwrote and monitored the success of over 60 new written accounts. ($1.2 Million in new Workers Compensation written premium within one year and PRR of 94%)

-Managed and maintained relationships with senior management of accounts and agency partners.

-Managed regional office budget process.

-Developed and presented all new and renewal business point of sales proposals.

Senior Sales Representative Bedford, NH

ITT Hartford 1992-1996

Republic, Hogg, Robinson of NH, Inc. Manchester, NH

Marketing Manager 1991-1992

Marketing Representative Burlington, MA

Caddell and Byers Insurance Agency, Inc. 1986-1991

Commercial Lines Rating Supervisor Quincy, MA

CNA Companies 1985 – 1986

Commercial Lines Rating Unit Leader Boston, MA

ITT Hartford 1978-1985

Education

2007 - 2010 Courses taken - Managing Multiple IT Projects, Project Planning, Translating Requirements into Process Goals, Coaching Skills, PowerPoint 2003 Presentations, Advanced Excel 2003, Training for Business Results, Six Sigma Introduction, Communicating as a Leader, Competencies for Tomorrow’s Managers, Estimating the IT Project Work Effort, Presenting to Succeed, Strategic Management – Analysis & Choice, Strategic Management – Corporate Implementation, Strategic Management – Planning

2005 - 2006 ITIL-Course and Certification, Finding Root Causes, Analyze Your Use of Time, Difficult People in the Workplace, Communicating as a Leader, Competencies for Tomorrow’s Managers

200 4 - 2002 George Washington University’s Project Management Master’s Certification, Associate’s Certificate in Project Management, Fundamentals of e-Business, Project Management Concepts, Project 2000 Level 1, Project 2000 Level 2

1999 - 1998 EIS (Excellence In Service) Designation, CIC-Agency Management

1998 - 1989 University of Connecticut Course – Financial Statement Analysis, Coach the Coach Training, Effective Presentation Workshop, Sales Certification-Level 1, Professional Sales Negotiations, Professional Selling Skills, Public Speaking Course, CPIW-Certified Insurance Professional Designation, INS 21,22, and 23 Certification and Insurance Brokers License – Mass/NH

Military Experience

1977 - 1983 Honorable discharge, 1983, U.S. Army National Guard, Military Police Division, Sergeant (E-5), Assistant Squad Leader.

1982 NCO Academy, Camp Curtis Guild, Reading, MA

Field and academic training in leadership to prepare for rank of non-commissioned officer.

Volunteer Work

2010 - present Suffield Middle School PTAC Chair for Special event dances and Book Fairs, Suffield Players, local theater acting and stage work

2005 - 2010 West Middle School, Hartford CT Reading Buddy – once weekly work with student to enhance reading and comprehension skills

2007- 2009 Junior Achievement, West Middle School, Hartford, CT – annual full-day teaching of a classroom about diversity and environmental concerns

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