Phil Lawroski Email & Phone Number

1001 Lakeside Avenue, Suite 1200, Cleveland, Ohio 44114

 Automated sales incentives, commissions and agent licensing cutting payment time by a month.  Streamlined sales processes - benefit builds, RFPs, regulatory filings, document production.  Achieved successful CMS/HHS sales operations audit including all program sales incentives.  Established product and marketing initiative reports along with implementing SalesForce  Created the product development process from competitive analysis to regulatory compliance.

5910 Mineral Point Road, Madison, Wisconsin 53705

Created Plan, Forecast and Budget for $2B B2B sales and marketing departmentImplemented Activity Based Costing and benchmarking by functional categoriesModeled Strategic Account P&Ls along with brokered and manufactured product P&L sEstablished direct marketing metrics such as response and conversion ratesCalculated account profitability by sales segmentRedesigned and modeled territory based compensation plan by sales segment Remapped sales territories based on sales opportunities Projected revenue growth and cost of CMG sales training program used by customer sales teamsTracked pipeline adequacy and progression across deal stages

One Nationwide Plaza, Columbus, Ohio 43215

Valued and optimized reinsurance programs for the life company and the commercial vehicle programs for the high risk auto company. Determined the impact of various company actions on the rating agency required capital under AM Best and S&P methods Modeled the impact of the life company stock issue vs. sale Calculated the cost of capital for both the life company and property casualty companies under various debt leverage alternatives Valued enterprise performance using the EVA methodologyCreated pricing models for international life company products and wrote the model to set property casualty base rates by productSet by line reserves for nonstandard auto productsStrategic InitiativesModeled the purchase price for nonstandard auto agency acquisitionsCreated a model to value the New York new companyModeled various designs for the nonstandard auto model agency Valued various nonstandard auto affinity group programs and bank joint venturesCreated the optimal investment portfolio for life company free surplus Reorganized processes and organization for nonstandard autoHelped develop the nonstandard auto “Here and Now” psychographicProjected the financial impact of introducing the nonstandard unnamed driver product Distribution and Operations Modeled most of the property casualty agent and sales incentive programs including agent loans & acquisitions, supplemental commissions, overrides, tiered base commissions and marketing stipends Designed nonstanrd store processes including e-receipt, electronic trailing documents routed to underwriters and system policy & premium reconciliation procedures. Led implementation of finance IT projects at the nonstandard company for treasury functions & unclaimed funds. Established revenue, expense and income tracking & benchmarks for nonstandard auto by storeBenchmarked nonstandard auto expenses by functionCalculated the nonstandard channel cost of distribution

Jd, Law

Ba, Mathematics & Philosophy