SUMMARY

* 24 years of experience with insurance software and the insurance industry

* 12 years experience in software sales and account management
* Significant knowledge and experience with all Property and Casualty insurance
transaction systems including underwriting, claims, billing and management repor
ting
* Knowledgeable in insurance company operations and technology
* Extensive qualifications include sales quota achievement for new sales, key cu
stomer account development, functional product knowledge and marketing initiativ
es
MAJOR ACCOMPLISHMENTS
* Closed over $12M in cumulative new license and professional services revenue
* President's Club designation
* Penetrated existing non-revenue large account, licensed and implemented new sy
stem and agreed to serve as lead corporate reference account for new client-serv
er platform system
* Exceeded multiple annual software and services sales quotas
* Managed 3 year project implementation replacing all transaction processing sys
tems
QUALIFICATION SUMMARY
* Extensive Business Development * Excel in C-Level Management Relationships
* In-depth Insurance Industry Knowledge * Negotiation and Contract Management
* Project Management * Problem Resolution
* Formal Presentations * Team and Results Oriented
* Broad Technology Acumen
* Significant International Experience
* Focused Account Satisfaction * Business insight with Insurance Transactions
* Marketing Initiatives / RFP Development
* Matrix and Virtual Team Management
Available for relocation and/or extensive travel
EMPLOYMENT HISTORY
Insuresoft - Tuscaloosa, AL Mar, 2008 - Dec, 2009
A Property and Casualty software developer of three tier, Microsoft .net and ser
ver based technology designed for Property and Casualty transaction processing i
nclusive of "all" functional areas of insurance company processing. Also develo
ped analytic and data warehouse software systems and consulting services.
Senior Account Manager - responsible for the implementation and problem resoluti
on associated with daily activities and account satisfaction for 3 active produc
tion accounts.
* Implemented integrated consumer focused Web Based insurance quoting capabiliti
es integrated with underwriting transaction processing system
* Managed implementation of new consumer credit score rating based tiering progr
am for new automobile underwriting guidelines
* Implemented data warehouse and analytics suite
Independent Insurance Agency - Columbia, SC 2002 - 2008
Principal in Entrepreneurial Partnership focused on sales and service of insuran
ce products.
MEDSTAT Group - Ann Arbor, MI 1998 - 2002
Healthcare Insurance Software company (subsidiary of Thomson Group) offering dec
ision support software, HEDIS reporting and related healthcare information servi
ces.
Director / Senior Account Manager - Quota sales position; responsible for the di
vision's largest Managed Care accounts. (Aetna, Prudential, CIGNA, Group Health
- NY, BCBS - SC and Highmark BCBS)
* Closed first outsourcing contract transitioning existing Managed Care account
and generating $1.5M new recurring annual revenue
* Transitioned two non-referenceable accounts, representing 20% of the division'
s revenue, to referenceable accounts and negotiated multi-year renewal contracts
representing $2.1M in additional committed annual revenues
* Prospected and closed three new add-on software licenses, within three account
s: contract values ranging from $350K to $450K
Policy Management Systems Corporation (CSC) 1978 - 1998
Property Casualty Insurance Division Columbia, SC / London, England / Bergen, No
rway
An insurance industry leader and provider of e-commerce software systems, consul
ting services and administrative support developed for the global insurance and
financial service industries.
Senior Account Executive - Quota sales position 1993 - 1998
* Within six months of territory assignment, closed account implementing new cli
ent server product generating new annual revenues of $1.4M. Annual quota attainm
ent: 110%
* Prospected and closed $7M, six year license with large national account. Annu
al quota attainment: 200%
International Branch Manager 1990-1993
London, England - New business development, customer satisfaction, financial and
operational performance objectives for accounts in England, Ireland, and Norway
.
* Closed two new add-on software and services license agreements with contract v
alue exceeding $1.5M
* Monthly billing generated from "new" consulting services agreements averaged $
400K
* Responsible for problem resolution, account satisfaction, financial and operat
ional oversight in support of over $6M contracted annual revenue
* Awarded sales support recognition assisting with closing 2 new international a
ccounts
Additional Positions 1978 - 1990
* Senior Implementation Project Manager - International Operations, Norway - mat
rix managed a team of 50 plus implementing complete replacement of all transacti
on processing systems
* Senior Marketing / Engineering Consultant - Insurance Business Development
* Outsourcing Account Manager - Managed 2 Workers' Comp Insurance companies
AWARDS / SPEAKING ENGAGEMENTS / EDUCATION
* IBM Industry Local Users Group - Conference on Data Center Automation
* 3 annual Million Dollar Awards from the Society of Super Software Sellers
* Multiple employee of the year awards
* University of South Carolina - Business / Marketing Major