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SALES EXECUTIVE (VP) MANAGEMENT

Accomplished and dynamic professional with solid and diverse experience in operations management, who has demonstrated the ability to lead diverse teams of professionals to new levels of success in a variety of highly competitive industries, cutting-edge markets, and fast-paced environment. A highly dedicated individual and a proven leader with documented success in progressively dynamic and challenging positions, skilled in the creation and implementation of strategic plans that generates increase in market share, sales, and profitability. Strong technical and business qualifications with an impressive track record of hands-on experience in, strategic planning, business unit development, account management and operations management. Proven ability to successfully analyze an organization’s critical business requirements, identify deficiencies and potential opportunities and develop innovative and cost-effective solutions for enhancing competitiveness, increasing revenues, and improving customer service offerings, with ability to work effectively in busy environments with positive results. A team player with effective interpersonal and communication skills, adept at building productive relationships and building rapport with a diverse set of individuals.

Core Competencies

Account Management • Organizational Leadership • Sales & Marketing • Business Development • Negotiation & Representation Skills • Strategic Planning & Implementation • Customer Service • Client Relations Management
Staff Training & Development • Process Improvement • Underwriting • Team Management • HR Functions

PROFESSIONAL EXPERIENCE

Nationwide Mutual Insurance Company, Columbus OH 9/2006 – Present
Regional Sales Leader (Program), Corporate Headquarters, Columbus OH 4/2012 – Present
Participated in sales leader development program. Enhanced critical sales competencies, established cross- functional and cross-channel partnerships (NI, Allied, Direct, NF) and demonstrated knowledge on all key business functions. Handled home office assignments and regional sales leadership assignments in the IC Lincoln Regional Office and EC Mid-Atlantic Region. Managed four assigned Mid-Atlantic Region Sales Managers. Coached and mentored staff and completed intensive Life and Commercial training workshops. Assisted Sales Directors and Sales Managers in the field. Developed, executed and achieved strategic sales plans. Provided sales forecasting, planning and formation of sales goals. Evaluated new and existing sales resources. Developed and implemented sales and marketing programs.

Agency Distribution Manager 1/2011 – 3/2012
Midwest Regional Operations – Westerville Regional Office, Westerville OH
Spearheaded MWRO distribution revitalization effort under the direction of Sales AVP. Collaborated with RVP, SAVPs, DSO, MSO, and key regional and home office partners to implement strategic plans for recruitment, and training of new program agents. Oversaw operational transition of over 59 cancelling agency customer portfolios to new program agents. Handled recruitment of new agents and conducted pro forma coaching with candidates. Mentored two participants in the Nationwide General Manager Rotation Program. Managed Agency Development Sales Manager team through recruitment and hiring process of new replacement agents.
KeyHighlights:
• Exceeded 2011 target for hiring and headcount objectives of 68 new program agents in Ohio.
• Successfully quarterbacked $70,000,000 VCIP agency transition initiative.

Field Sales Manager 9/2006 – 12/2010
Midwest Regional Operations (MWRO) – Greater Akron & Cleveland OH Markets
Assisted in implementing improvement initiatives in the areas of independent contractor agent performance. Oversaw over $50M in Direct Written Personal and Commercial Lines premium, as well as developed Fixed Life new sales. Coordinated the involvement of sales support personnel, including customer support, service, and management resources, to ensure team performance objectives and customers’ expectations are met. Directed and supported the consistent implementation of company initiatives. Established and maintained strong customer relationships.
KeyHighlights:
• Ranked #2 out of 22 MWRO districts for Sales Manager Effectiveness by agents in 2010 Gallup results.
• Achieved 101.6% of DWP, 117.3% of Fixed Life sales and 102.8% of Fixed Life premium plans in 2009.
• Spearheaded District in 2008 to achieve profit and growth targets that aided in the Ohio Buckeye Territory achievement of Nationwide “Sales Region of the Year.”
• Successfully recruited and on-boarded two new replacement agents and attained and managed the successful purchase and conversion of three independent agencies between 2007 and 2009.
Amica Mutual Insurance Company, Lincoln RI 6/1992 – 9/2006
Senior Assistant Vice President, Personal Lines Products Division 2004 – 9/2006
Supervised home office underwriting department operations for Amica’s core business division. Oversaw centralized personal lines underwriting functions, including underwriting decisions beyond local authority, renewal underwriting, filing of state forms and all underwriting initiatives involving IT resources. Oversaw department managers with over 100 staff. Oversaw daily operations of Amica’s Massachusetts assigned risk (ERP) agent business and Specialty Auto business with $50M in direct written premium. Managed and implemented agent quality control program and audit process to ensure company-underwriting practices are met. Directed managers with over 50 personnel within the operations department and managed department in case manager is out on extended medical leave. Served as underwriting operations representative of Amica’s six-member reinsurance team, along with CEO, Executive Vice President, and CFO. Developed and executed a comprehensive coastal Homeowners underwriting and PML management point of sale strategy to all regional offices, which utilized state-of-the-art portfolio optimization tools to maximize Direct Written Premium growth and reduce PML growth in exposed states. Acted as Product manager and state sales officer for Amica’s home state of Rhode Island. Created and implemented a state-specific pricing and underwriting strategy to increase net written premiums and achieve profit targets. Oversaw manager for the sales and field underwriting department handling over 100 sales personnel.

Sales Manager & Officer – Corporate Headquarters, Lincoln RI 2002 – 2004
Implemented countrywide field sales training program. Provided consultative sales training program to 40 field sales offices to assist in increasing net written premiums. Assigned by CEO to restructure and execute a revised sales compensation plan for all field sales personnel. Planned, created and implemented strategic plans to reduce expense and rectify negative long-term effects to defined benefit pension plan. Managed three direct reports including the Director of the Training and Development Department.
KeyHighlight:
• Elected Officer in 2002 and recognized as Amica’s national sales manager.

Director of Training and Development – Corporate Headquarters, Lincoln RI 2000 – 2002
Managed Amica’s underwriting and Claims training department. Recruited, trained, and retained thirty-two college graduate underwriter recruits in one year. Managed staff of 20 including Assistant Director, two Supervisors, and Trainers and training support personnel. Ensured all company field training support are implemented.

Branch Sales Manager – Regional Field Office, North Olmsted OH 1999 – 2000
Oversaw regional field underwriting, direct sales, and customer service operations. Managed 10 employees. Supervised sales team to achieve operational targets by providing business plans, and monitoring performance of the sales team to ensure the specific portfolios of business performances are met.
KeyHighlight:
• Exceeded territory growth goal by increasing net direct written premium by 4.7%.

Branch Sales Supervisor – Regional Field Office, Raynham MA 1997 – 1999
Supervised underwriters and staff in regional field underwriting, direct sales, and customer service operation. Handled coastal underwriting of Cape Cod territory. Oversaw activities of the sales team to ensure all activities are in line with the company’s policies and procedures.

Underwriter & Senior Underwriter – Regional Field Office, Lisle IL 1994 – 1997
Managed a team of sales and service representatives and performed underwriting for five states in the Mid-West territories.

Associate Underwriter & Underwriter – Regional Field Office, Baltimore MD 1992 – 1994
Handled a team of sales and service representatives and performed underwriting for the MD-VA-DC territory

EDUCATION AND CREDENTIALS

B.S. in Marketing, 1992
Boston College Carroll School of Management – Chestnut Hill, MA

CERTIFICATIONS

Series 6, 26, and 63 Registered Representative, 2009 and 2012
Chartered Property and Casualty Underwriter, 1998

PROFESSIONAL AFFILIATIONS

Secretary, Treasurer, Vice President and Board Member, Akron-Canton Chapter, CPCU Society, 2007-2010
Governing and Executive Committee Member, RI FAIR Plan, 2004-2006
Underwriting Advisory Committee Member, MA & RI FAIR Plan, 2004-2006

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