Richard Surowiec Email & Phone Number

Livonia, Michigan, United States

Brentwood, Tennessee

Leading AIG’s Transactional Markets Group for AIG, including Market Management, Independent Agent, and Captive Agent distribution. Responsible for working with Product teams to price and develop products, build sales and cultivate distribution partners and channels in ‘new to AIG’ markets.►Developed fully accretive independent and captive agent distribution of 90k producers, driving sales from $0 to $60 million of annual premium in six years.►Designed and implemented agent portals to assure digital eApp ingestion that drove operational cost structures down 50% per unit, and improved product IRR by over 20 percent. ►Created & installed proprietary Quality of Sales system, tools and dashboards helping to protect Seniors & monitor customer experience with agents during the sales process, resulting in reduced DOI complaints and a Net Promoter Score of seventy.►Collaborated with Product, Technology, New Business and Underwriting teams to design and implement two distinct Transactional Market Products including Guaranteed Issue Whole Life as well as an ‘Instant Issue Whole Life’ - providing 100% of the underwriting decisions at the point of sale and an offer of coverage to the customer in less than 20 minutes.

Greater Omaha Area

Leading Marketing and Strategy teams for Mutual of Omaha’s direct-to-consumer division. Responsible for life and supplemental health product sales of $1 billion in renewal premiums, $200 million in first year premiums, and a Direct Response advertising budget of over $170 million. Management responsibilities include six direct response marketing teams comprised of 40 marketers using direct mail, database marketing, segmentation, direct response television (DRTV), radio, print, SEO, SEM, display, pay-for-performance marketing, and other direct response tactics.► Created new Medicare Supplement marketing programs delivering a 28% annual growth rate in the Medicare Supplement line, driving sales from $8 million to $59 million in 7 years.►Revitalized creative & marketing test strategies for direct mail, resulting in a renewed profitable 10 percent annual growth rate for seven consecutive years, in a previously stagnant Life Insurance market.► Designed and implemented a real-time ‘lead clearing house’ which minimized duplicate lead sourcing in online lead generation programs and routed leads to telesales teams in seconds, doubling sales effectiveness, and saving the company over $1 million in the first 18 months of operation.►Diversified media tactics supporting the direct response marketing strategy to capitalize on a broader array of direct response marketing tactics, ultimately using newspaper, print, television (DRTV), SEO, SEM, and Internet display. Core programs have doubled in sales at the same or better marketing ROI in the seven years since the strategy was deployed.► Procured & managed two-step telemarketing sales infrastructure with peak staffing of 295 inside sales representatives in four subcontracted sales centers, enabling profitable sales growth of more than 10-fold in 7 years.

Greater Chicago Area

Provided strategy, marketing and sales leadership for direct-to-consumer insurance organization with $248 million in renewal premiums and $25 million in new annual premiums. Led inside sales and marketing professionals while managing the entire direct marketing and sales process including: recruiting new sales professionals, training, coaching, marketing, sales, sales administration, and call center operations. P&L responsibility included a $30 million expense budget.► Led $10 million turnaround in profitability in less than 18 months.► Drove 26% improvement in sales production by aligning incentive plans to profit drivers.► Reorganized sales and marketing teams to achieve over $1 million of efficiencies.► Seamlessly led through a ‘change in control’ during a financial turnaround for the organization.

Greater Chicago Area

Provided marketing leadership for direct-to-consumer and independent agent sold life and annuity products representing $1.1 billion in renewal premiums and $85 million in new annual life premiums. Responsibility also included $33 million marketing budget for direct marketing, bank marketing, independent agents, and TSA markets. Additional responsibilities included brand transitions, communications, internet, and intranet.► Developed five pilot programs for direct to consumer sales, including Chase customer cross sell, referral, warm transfer, and direct mail pilot programs which successfully identified the opportunity for 15% growth in direct life insurance programs.► Cross trained marketing teams in analytical and customer segmentation disciplines for direct mail scoring equations, database marketing, campaign planning and analysis, test design, and acquisition cost analysis resulting in more efficient use of marketing spends.► Developed sales recognition programs for President’s club working closely with sales teams for NAILBA, NAVA, and other industry programs successfully supporting the repositioning of the firm’s products from low cost provider to brand of choice.► Successfully led 20 marketing professionals responsible for all insurance lines marketing strategy through two brand transitions in 30 months.

Greater Chicago Area

Responsibilities included managing a $22 million budget for customer acquisition through direct mail, radio, print, television, Internet, affinity and agent co-operation initiatives. Formulated and implemented marketing initiatives for direct response lead generation and market development including guiding the production, development and deployment of direct response communications for television, radio, print, direct mail, and internet.

Mba, Marketing

Bs, Finance