Rafael Gutierrez, Mba Email and Phone Number

Founded in 1998, AssuranceAmerica provides property and casualty insurance to the non-standard private automobile segment.AssuranceAmerica Companies provide insurance management services and insurance wholesale services through over 2,600 highly professional independent agents

Drove success in the multicultural segment by executing the company's business strategy in a way that resonated with multicultural consumers. This included customizing the company's sales, marketing, claims, customer experience, recruiting, training and business development efforts toward these diverse markets.• Generated double-digit growth utilizing matrix management to co-opt field sales, corporate marketing and analytics in the pursuit of the multicultural customer. In every year, the multicultural segment grew faster than the general market with great customer persistency and below plan acquisition costs.• Increased Net Written Premium (NWP) in 2016 to $62M in the Hispanic market alone. • Established the company’s first Hispanic and African American advisory boards to better understand customers’ and agents’ behaviors in these markets and develop better recruiting and training. Increased our bilingual sales force by 50%. • Led successful growth by utilizing expertize in Web marketing, phone, retail sales, local marketing and mass media. Led development of all Spanish language marketing pieces, including TV and Radio advertising, as well as web sites. Drove digital marketing group and agency to focus on the multicultural customer - successfully customized email marketing, display advertising, SEO and SEM to this business segment, contributing to the growth of the web and phone channels.• Developed and implemented Spanish-language Sales training for Claims department, phone team and field reps. This dramatically increased the close rates of training participants and increased Life Insurance attachment rates by more than 10%. All of this increased the company’s share of wallet in the multicultural segment.• Helped identify multicultural new business acquisitions and worked with acquired agencies in the transitions to make them profitable. Launched Direct’s first commercial auto insurance, resulting in 900+ policies and $1.3M in NWP during the first year.

Created and implemented Diversity & Inclusion strategy, designed to attract and retain culturally and ethnically diverse candidates. Contributed to executive-sanctioned corporate culture change. Results:• Established diversity scorecards. Increased retention of employees who fit a “diversity” profile by 6%, by encouraging participation in employee special interest groups (GLBT, Hispanic, Women, Asian, etc.). Led Employee Interest Group leaders to shift priorities from social events to events that would drive business value or return.• Through strategic methods (college recruiting and employee referrals), increased campus diversity pipeline by 150% (2012 vs. 2011).• Represented successfully Ameriprise in the news media and at various events related to Diversity & Inclusion, such as the YWCA’s “It’s Time To Talk,” HR Town Hall meeting, and Hispanic Chamber of Commerce “20 on the Rise.”

Led Marketing and Sales strategy for the U.S. Hispanic market, a previously untapped population for Allianz. Contributed to business development and exponential revenue growth with Hispanic clients in the USA. • Developed tailored plan with each field marketing organization to recruit, train and attract Multicultural agents in the states of Florida, New York, Texas and California. • Presented Hispanic business opportunity to brokers and field marketing organizations across the US; motivated sales force to sell Allianz products to U.S. Hispanic consumers. • Increased new Hispanic reps’ production from $32 million in 2005, to $55 million in 2007.• Developed 13 bilingual marketing pieces in Spanish/English that assisted agents working in the Hispanic market to increase their results by 25% over last year. • Managed a budget of over $1 million for advertising and sponsorship. In 2006, achieved over 24 million impressions in the U.S. Hispanic market, compared with negligible impressions in previous years.• Planned and executed the first Multicultural University in the industry, reaching over 700 producers who increased their production by nearly $12 million in the 12 months that followed.• Successfully transitioned Multicultural Marketing efforts into the wholesales business when the corporate strategy around Hispanic Marketing changed.

Led development and set standards for Initial Agent Training courses in Uruguay, Argentina, Chile, Peru, Colombia, and Mexico based on careful analysis of sales requirements in each country. Established ongoing agent and management training in the region following corporate best practices. • Developed recruiting, selection and training manual to standardize these processes for the region. Utilized new materials to train more than 5000 new agents between 2002 and 2004. • Built relationships and acted as liaison between Trainers and General Managers in each country to ensure that training materials would help the sales force drive greater revenue and higher agent retention. Contributed to productivity increases of 50% versus previous year for 2003 and 2004. • Developed reporting system for the region to manage key indicators in recruiting, agent activities, and Life and Accident productivity. • Worked with corporate to develop sales reward program (President Club) for the South American Region.

Managed business development, strategic planning, goal setting, and budgeting for the product line, and trained the sales force on the products and their benefits. Pursued opportunities for sales growth in other channels of distribution, utilizing other sales forces to promote the Personal Accident line. • Introduced the Personal Accident line, which helped increase the Individual Life line by 25%. • Achieved over $598,000 of paid premium, thus becoming profitable within the first year (2000).• Achieved over $1,000,000 of paid premium in 2001, an increase of over 65% versus previous year of business, while continuing to increase the line’s profitability.Assisted Agency Director with management of more than 450 members of the sales force. Worked on recruiting, selection and training of new agents. • Contributed to strong business results: In 1999 over 10,000 new policies issued for an annualized premium of over $6,000,000, an increase of 58% on new policies issued over previous year.• Conducted strategic planning for the launch of the Personal Accident product line. • Helped establish the first conservation group in Peru, capable of serving and selling existing clients who did not have an assigned agent

Established team to support high risk clients in order to drive higher client retention and increased revenue. Led development of Direct Marketing/Conservation department that served over 75,000 customers throughout the U.S. Managed strategic planning, goal-setting, establishment of new procedures, hiring and training for a staff of eight. • Developed process that followed up with customers requesting cancellation of policies, resulting in initial recovery of over $190,000 in annualized premium and over $2.5 million in cash value.Assisted Divisional Vice-President with management of over 30 sales offices throughout U.S. Planned and conducted bilingual training for new and experienced sales representatives and managers which contributed to a 35% increase in sales from 1992 to 1993 in the Hispanic markets.Acted as liaison between field and home office. Recruited and trained sales managers in the Miami, FL; Chicago, IL; Harlingen, TX; Corpus Christi, TX; and Covina, CA. Designed and produced brochures in Spanish. Worked as sales representative in Cincinnati area.