Sales - Stop Loss , Captives, and Organ Transplant

Regional Sales Director Stop Loss 2012-present – Responsible for new/renewal stop loss, organ transplant, and captive production. Also have P&L responsibility. Territory consists of Arkansas, Louisiana, Oklahoma, & Texas. Work with TPA’s, Brokers, and select wholesalers. · Grew region from $16.5M to $26M in new/renewal annualized premium in stop loss, captive stop loss and organ transplant lines from 2012 to year end 2013 · #3 in Stop Loss Sales of total AIG stop loss reps for 2012 ($6M) & 2013 ($10.2M) · #1 in Organ Transplant production in the nation for 2012 ($1M)& 2013 ($1.5M)· Led divisional strategy to grow captives by setting up one of only 3 captives nationwide which grew to $3.4M (6 months ahead of schedule)· Initiated region overrun with unmanageable submission count by establishing a tracking system to rank & evaluate realistic opportunities resulting in higher sales over previous years. · Set up mid-year reviews of large stop loss renewals to ensure better communication, establish stronger service standards, and enact proactive renewal strategies· Enacted training as CE instructor for Organ Transplant and Stop Loss to accommodate broker demand for CE courses with unique subjects, became instructor for organ transplant and stop loss for Texas and Oklahoma.

Responsible for sales growth and business retention of a $46 million book of business to include employee benefits, group and voluntary products, business travel accident, medical stop loss and organ transplant insurance. Territory included Texas, Oklahoma,Arkansas,Gulf States,Georgia, Tennessee, & Carolinas· Spearheaded efforts to finalize new program for limited benefit business for Atlanta region. This has already resulted in new booked premium that is 400% over the prior year.· Led the Texas region to expand broker relationships in the stop loss market resulting in surpassing the budget for new business

Sr. Vice President - Southwest Division Responsible for sales growth and managing a profitable book of business in employee benefits and accident and health products, including occupational markets and non-employer lines of business. Managed staff of 12 sales representatives and underwriters.· Directed a home office team to establish a new administrator for the Non Subscriber book of business due to seperation with the prior administrator. Set up and rolled out ahead of schedule.· Led the regional team to develop the largest book of limited benefit business in 2010 in the Accident and Health field.

Responsible for North American A&H field offices which included U.S. and Canada. 12 Regional offices and 126 field personnel. The field personnel consisted of 11 Regional Managers, 11 Regional Underwriting Managers, 35 sales people, and 69 underwriting staff including underwriting support. · Led the growth of the Accident and Health field organization from $480M in 2006 to $663M in 2008 averaging 11% growth. · Combined ratio was 88-93% during this time period with a net income of 7-12% Expenses (including salary and operating expenses) were consistently 9-12% under budget. · Developed and rolled out standard strategic business plans so that we could identify where to apply proper resources to generate growth with the right products and strategies. Average growth of $4-6M of new premium by office in successive years. · Instituted consistent national field calls in order to create common purpose, roll out initiatives, uncover challenges, and transmit successes within the field organization.· Streamlined the budgeting process and created a common template to provide the profit centers with better information to identify opportunities, successes, or failures in order to change or introduce the appropriate products faster.· Drove field cross marketing with AIG P&C units to better utilize relationships in order to increase market share with key AIG relationships. This resulted in an additional $9M bound in 8 months.

Responsible for 3 sales reps and underwriting staff of 9. Job requirements were maintaining a combined loss ratio of 95% or better, achieving growth of 10-15%, setting budgets for revenue and expenses, ensuring sales staff met or exceeded goals of $1.5M of new business, underwriting met P&L standards of 95% combined or better, region maintained an 85% or better premium retention, and achieved services standards. Product portfolio consisted of employer/employee products(i.e. travel accident, voluntary AD&D), special risk(i.e.-youth sports, religious, educational, etc), and occupational accident (I.e. non subscriber, independent contractors). Rapidly changing environment with constant change in markets, strategies, and products.· Led the region from $6M to $74M which was the strongest growth out of 12 regions for several years consistently. Region had combined of 88-92% for 8 out of 10 years. On average 7-12% net income. · Spearheaded development of a non subscriber program which resulted in $50M+ and the #1 market share in Texas for 10 years. Combined ranged from 77-85% 9 years. Net income ranged from 23-15% for 9 years. · Initiated re-branding & deployment of newly formed “Egg Donor” program from $50K to $2M with a net profit of over 25% to be #1 in market space for 10 years.· Developed association critical illness market resulting in $4.5M in premium· Initiated and deployed several special risk programs such as bank clubs, international student plans, ropes and camps, sports, and other plans resulting in $12M in regional special risk premium · Led the initiatives to cross market with key AIG Clients/Brokers to write several of the largest voluntary ad&d policies such as Continental Airlines, Cisco Systems, Stewart Title and more with premiums ranging from 1.5 to $2.5M.