Brian Kaiser Email & Phone Number

Philadelphia, Pennsylvania, United States

Philadelphia, Pennsylvania, United States

• Manage a $27M personal lines territory in Southeastern PA, DE and NJ• Market home, dwelling fire, umbrella and flood insurance products through 120 independent insurance agency partners• Delivering 81% growth in written premium over 10-year period through agency growth plans and strategic agency appointments• Appointed 21 new agencies for the company in PA, DE and NJ to drive sales growth in strategic growth areas• Developed agency distribution strategy for launch of DE as a new state for the company in 2011 – growth to $4.0M in 2021• Representative on State Strategy team coordinating future product, pricing, distribution opportunities for the company in DE• Delivered strategic Profitability Improvement Strategy improving DE, NJ and PA state loss ratios to acceptable levels • Collaborated with cross functional team to implement Salesforce as a CRM tool for the company• Represented sales team on IT task force to improve sales and enhance the agency interface with the company• Trained & mentored 4 new hires in sales & marketing department• Agency management responsibilities for 2 large national accounts: Global Green & Goosehead Insurance Agency - $3.5M

Philadelphia, Pennsylvania, United States

• Delivered profitable sales within the Mid-Atlantic region for Accident & Health products - $5M in premium• Accountability for identifying, contacting and closing key producer and broker relationships in assigned regionProducts include @Work Employer/Employee Benefits , Specialty Markets, and Occupational Accident coverage for independent contractors and owner-operators.

•Manage sales team of 11 across Northeast U.S. region of 8 states, responsible for $110M in written premiums•Delivered 4% increase in written premiums across 3,000 independent insurance agents exceeding plan by 10%•Collaborate daily with Product team & Sr. Management on implementation of Agency Segmentation Strategy•Define and manage monthly/weekly Strategic Routing Plans for sales team to focus sales efforts on highest payoff accounts, decreasing cost per sales manager visit driving increased written premiums•Developed Agency Management Process for client rehabilitation due to unprofitability resulting in 5% increase in profits•Designed/Implemented new product launch in New Jersey product, driving $6.6M in new business. •Manage production and growth plans for 2 Large Accounts; doubling growth to $6M in premiums •Proven ability to recruit, hiring and train staff of Agency Sales Managers with 91% retention•Rapidly Promoted to Regional Sales Manager based on exceeding sales new business premiums by 30% to $50M

Philadelphia, Pennsylvania, United States

•Awarded 2005 AIGAA Agency Sales Manager of the Year – Exceed annual goals of new business premiums by 30% and driving new business partnerships to 100% of plan•Led field sales and marketing efforts in Eastern Pennsylvania Independent Agency Market; driving 130 new partner relationships and 66% growth in premium to $50M, representing 75% of total state level plan•Exceeded yearly plan goals with 30% growth in written premium and 104 new agency partners •Delivered annual Marketing Plans for assigned territory based on agency level opportunity and competitor position •Coached other Agency Sales Managers in the region on call quality, strategic routing and counselor salesperson skills

•Team leader with Risk, Marketing, Finance, MIS, and Legal in product design and launch phases •Delivered 2 Manufactured Home products (57 variations) to market in 8 months, exceeding goal by 2½ times•Developed a “Quick Hit” marketing campaign for Manufactured Housing group to generate dealer leads•Responsible for program development and underwriting of Excess Surplus Lines Homeowners program for TX and CA•Relationship management for multiple MGA distribution partners•Executed detailed analysis of rates, terms and pricing structures of leading competitor’s in targeted product lines to identify the product elements of design that ensured competitiveness and product differentiation•Led development of MIS management system via a third party systems group to capture data to ensure testing/analysis capability and effective program management

•Managed a team of 4, responsible for a producer network of 100+ Brokers, Program Administrators, Managing General Agents (MGAs) and Direct Response Accounts•Managed program development strategy to ensure sales growth in largest opportunity areas of key Brokers and MGAs throughout the USA and Foreign Markets•Delivered forecasts, budget planning and business analysis by major account •Managed Third-Party relationship with GEICO to market AIU products internationally, resulting in $35M in revenue across 8 countries•Evaluated and recommended profitability improvement plans for Products, Pricing, Processes and Controls •Negotiated new business opportunities and cross-sell products throughout AIG Worldwide business lines

Commercial Lines Account Management •Responsible for lead Commercial territory, delivering 10% in business growth while exceeding profitability targets and beating corporate average loss ratios•Relationship Manager for 40 third party agency relationships in multiple state markets •Negotiated product offerings and pricing with large Commercial accounts in a $25M territory.•Developed evaluation process for the analysis of existing account performance, ensuring proper rating and coverage for the risk exposuresPersonal Lines Account Management •Ranked in TOP 10 Company-Wide for Personal Lines business based on beating account growth targets, exceeding profitability measures, and managing risk variables and losses•Developed market strategy, goals, sales projections driving increased premiums of $12M with agency force (39 Partners)•Analyzed unprofitable lines of business and constructed Agency Action Plans to build business profitably

Non–Standard (Higher Risk) Insurance - Account Management and Underwriting •Full management responsibility for Mississippi territory, generating 145% of forecasted sales within first year via developing 60 new agency relationships, while holding loss ratios below corporate average•Analyzed competitor’s product offerings and recommended actions to drive sales and profit•Teamed with Actuarial department to review rate structure compared to loss ratios•Established loss control methods through monthly reviews with claims personnel•Subsequently managed group to develop additional territories as business unit rapidly expanded into 28 states New Product Development •Chosen as leader in newly created business unit, charged with launch into the high risk market•Led all new product development activity to analyze, design and launch new product into first new market territory consisting of independent agents within 9 months (Mississippi)•Managed market research surveying to define product offering•Formulated new pricing structures based on extensive competitor analysis and profitability modeling•Teamed with MIS department to develop systems and reporting to manage policy information•Worked closely with legal team, ensuring Department of Insurance approvals, meeting all state laws•Presented and sold the product to 60 agencies via “road show” campaigns•Received written recognition from Senior management for, leadership, analytical skill and results