2.
Experience
Commercial Account Executive
May 2013 to August 2015
R.C. Nielsen Insurance Services, Inc. Fair Oaks, CA / An exclusive Farmers Agent and Independent Agent.
Duties:
● Field new business calls and triage for placement.
● Meet with prospective clients to assess business insurance needs.
● Analyze risks for eligibility for Farmers Commercial as well as various outside carriers.
● Prepare applicable Acord applications for submission to multiple carriers for quotes.
● Manage submissions to reach the quote or decline stage, including gathering additional underwriting information
and negotiating pricing with carrier underwriters.
● Clearly communicate coverages and pricing to prospective clients.
● Documenting submission communications and results.
● Follow up, contact and reapproach past unsuccessful quotes each year.
● Generate policy renewal lists for each month.
● Generate renewal spreadsheets for every renewal, including past and present coverages, pricing, missing or
inadequate standardized coverages and additional coverage needs.
● Negotiate renewal pricing with carrier underwriters.
● Contact renewal customers and review existing coverages and pricing and inquire and discuss any potential
accountrounding and/or crosssales opportunities.
● Field calls from existing customers; review insurance needs and process endorsements as needed.
● Meet with carrier marketing reps to discuss results for existing book of business, new business production and
loss ratios.
● Develop marketing strategies to increase retention and new business sales.
● Field claims calls, open new claims, follow up on existing claims status and communicating claims processes
and progress to customers.
Lines of Business Written and Serviced:
● Workers Compensation ● Commercial Auto
● General Liability ● BOP
● E&O ● D&O
● Commercial Real Estate ● Commercial Flood
● Commercial DIC ● Bonds
Industries/Business Types Experience (partial):
● Contractors (Small to Medium Sized) ● Real Estate & Property Management
● Manufacturing ● Hospitality
● Services Professional and Retail ● Small Business Wholesale and Retail
● Nonprofits ● Institutional
3.
Business Development Manager & Consumer Affairs Director
August 2007 to February 2013
Care West Insurance Company – Rocklin, CA
● Created, executed and managed strategic plans to develop relationships and appoint independent
insurance brokers to expand the company's production of Workers' Compensation policies. Geographic
territory of California.
● Partnered with internal stakeholders to define marketing program requirements.
● Created, executed and managed various programs to increase Brand Identity, market penetration and
consumer awareness through multiple channels of communication.
● Created comprehensive lists and marketing materials describing product and service offerings.
● Worked with individual producers and identified, developed and evaluated marketing strategies based on
knowledge of company objectives and market trends.
● Continually vetted potential new brokers to strategically expand distribution points to increase sales.
● Promoted brand awareness through SEO optimization and attractive web design.
● Increased company brand and public awareness with professionally produced commercials on KVIE PBS TV and
Capital Public Radio.
● Successfully worked in a team environment to support and assist the Underwriting staff in all aspects of new
business development and client maintenance and retention.
● Improved customer acquisition rates by 100% after appointing new brokers and by targeted discussions on
market segmentation and pricing strategies.
● Prepared and gave detailed quarterly business development presentations to the Board of Directors and the
President/CEO.
● Responsible for all aspects of Regulatory Compliance for Dept. of Insurance Consumer Affairs Division,
including data calls, input on audit and examinations and subsequent draft report inquiry responses relating
to same.
● Created, executed and managed programs to continually monitor brokers by negotiating and setting new
business production goals with key stakeholders in relationship. Created customized Broker Performance
Reports and teamed with Underwriting Department to both improve quality and quantity of new business
acquisitions and identify underperforming brokers either in need of further assistance in marketing the
company or to terminate the appointment to write business.
● Instituted a Corporate Social Responsibility program. Engaged in community support with various
charitable event sponsorships for the Placer SPCA, Seniors First, several local little league and soccer
teams and Comstock Magazine's Capital Region Cares Issue.
4. Owner / Manager
June 2004 to August 2008
San Francisco Floral – Stockton, CA
● Purchased medium sized florist and gift shop with spouse, Brenda Schweder.
● Managed all daily operations, including sales, service.
● Responsible for all aspects of front and back office operations, bookkeeping, payroll, records, accounts
payable and accounts receivable.
Present Personal Lines Manager / IT Manager
December 2005 to August 2007
Bertilacchi Insurance Agency – Stockton, CA
● Manage all aspects of Service and New Business Sales/Production for Personal Lines, Life and Health accounts.
● Update/Upgrade/Manage computer network, workstations and all electronic office equipment.
● Research and analyze new markets for agency.
● Responsible for new VOIP network phone system, installation, setup, programming and staff training.
● Manage daily personal lines operations and staff.
● Develop, implement and track various marketing programs for crosssales and new business production.
Account Executive
March 2001 to July 2004
Confidence Plus Insurance Services / Exclusive Allstate Agent – Stockton, CA
● Responsible for all sales and service for new and existing clients.
● Obtained Life Insurance License.
● Appointed Manager for Modesto Sales Office.
● Developed multipleline marketing programs for new business sales.
● Developed procedures for implementation and use of online customer maintenance and sales system.
● Responsible for staff training and adherence to company standards and procedures.
Personal Lines Manager / IT Manager
September 1992 to March 2001
Bertilacchi Insurance Agency – Stockton, CA
● Responsible for all aspects of personal lines operations, marketing and sales for a $3 million book of
business.
● Facilitated purchase, managed installation and support of Agency Management software. Developed
and instituted standard practices, procedures and staff training for new systems.
● Designed and implemented a production log to track new business production data for all insurance
companies.
● Doubled new business production after designing and implementing an employee sales incentive program.
5. Personal Lines Manager
September 1990 to September 1992
KramerPappas Insurance Agency – Stockton, CA
● Responsible for all aspects of personal lines operations for a medium sized agency/brokerage firm with a
personal lines volume of $2 million.
● Managed all computer operations.
● Maintained 80% success ratio on renewal conversion to upgraded, highvalue homeowners policies.
● Initiated and implemented a new computerized system for personal lines operations.
● Refined the personal lines filing system to improve workflow efficiency.
● Developed, implemented and recorded progress for the special personal lines marketing programs, "Keep in
Touch" and "Prestige Plus Upgrade".
Account Representative / EDP Manager
October 1985 to September 1990
McCracken, Boeddiker & Ott Insurance Brokers – Menlo Park, CA
● Insurance sales and service for large independent insurance agency.
● Managed computer operations, including updates, upgrades and maintenance.
Education
University of Oregon
Eugene, Oregon
Business Administration / Computer Science
Woodside High School
Redwood City, Ca.
Graduate
