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VICKI L. L.
Sales and operations executive with extensive experience in corporate, field and client turn around situations. Accountable for P/L for various products and services. In depth expertise in managing complex sales and service situations. Exceptionally strong change agent. Very effective in driving positive outcomes from problem situations. Sales style is creative, outside the box thinker; team oriented, open communications and results driven.
The American Heart Association, September to February ,
Metro Executive Director
Total accountability for meeting individual income goals and managing fundraising outcomes for five direct report staff. Developed service performance standards and processes. Implemented weekly oneonone sales training sessions holding producers accountable for production activity. Developed relationships with community philanthropy, medical and business leaders. Conducted educational and value proposition sessions at local social clubs, business clubs and social networks. Recruited talent for vacant positions. Results: Improved community relations and customer service experience. All business and philanthropy leaders that I worked with will provide recommendation for hire. Managed one event where attendance exceeded expectations by %.
Wells Fargo Insurance Services, August to June
Senior Vice President
Recruited to improve sales and service operations, increase cross sell opportunities with bank distribution channel and increase revenues by acquiring brokerage operations in the area. With six direct reports and $ million budget, maintained total accountability for P&L and all recruiting, sales, marketing, new business, training/development, compliance, service and operations. Developed compliance and service performance standards and processes. Implemented sales process incorporating salesforce.com tracking tool. Moved office to more appealing location that was technologically updated, employee friendly and accessible to bank partner interaction. Initiated monthly sales and training sessions for over bank sales professionals in the area. Recruited and recommended four sales professionals as possible hires and three agencies for acquisition. Results: Improved employee moral and increased opportunities generated from bank partners. Improved customer service experience and increased service productivity.
Marsh McLennan/Mercer, January August
Principal , Senior Vice President , Vice President Assistant Vice President , Sales Consultant
: Total accountability for P&L and all recruiting, sales, marketing, new business, training and development, compliance, service and operations for $ Million insurance agency. Operations leader to staff of . Also directed all sales activities for Iowa Operations and staff of Sales Professionals. . Primary insurance products included: commercial property/casualty lines, personal lines, commercial group life, health, disability and retirement. Implemented new service standards incorporating compliance, transparency and whole new way of servicing customers. Exhibited rapport with the most senior individuals in client companies. Implemented new performance evaluation system "Partnering for Success". Conducted monthly client education webcasts. Developed service standard matrix for different market segments. Initiated time tracking and pricing tool to better align revenues to jobs performed. Developed systems and processes to comply with regulatory requirements. Determined employee skill sets necessary to provide superior service to the different market segments and allocated appropriate employees to those jobs. Results: Outstanding % client retention level. Increased revenues % in seven years while keeping operating and profit margin at above average industry levels. Supervisor Comments: "Vicki&;s greatest strength is her energy and enthusiasm. She leads by example and is not afraid to think outside the box. She has excellent communication skills and she holds people accountable. She is driven to succeed".
: Total accountability for leading smooth insurance agency merger between Seabury & Smith / KVI. Also accountable for leading sales and service operations for two vulnerable major association clients: Iowa State Bar Association and Iowa Association of Business and Industry. Results: Reduced staff turnover while increasing community awareness of KVI/Seabury & Smith. Iowa State Bar signed three year contract. Iowa Association of Business and Industry signed two year contract.
: Total accountability for leading two insurance agency operations including five staff: $ Million operation in Iowa City and $. Million Iowa School District Group Health, Life, Dental and Disability Insurance Trust. Results: Excellent % client retention. Increased revenues % while exceeding operating margin and profit expectations.
: Accountable for starting group health insurance book of business. Results: Sold largest account ever in Seabury & Smith history, HyVee Food Stores. Was leading producer in West Central Region for years , and . Winner of Director&;s Council, top producer in the nation. Grew client revenue to $, before appointed to another position within the company. Recognized by client, Clear Lake Telephone "Vicki is a leader. She is one of the most helpful, courteous and knowledgeable sales representatives we&;ve worked with".
B.A. Public Relations and Marketing, University of Northern Iowa, Cedar Falls, Iowa
Participated in extensive leadership training sponsored by Marsh including: Bell Leadership Institute, Helping Clients Succeed, Utilizing Negotiation for Success, and Effective Conflict Management.
COMMUNITY SERVICE AND LEADERSHIP
: Board Member for Community Development, Greater Des Moines Partnership
: Board Member for Greater Des Moines Partnership
: Executive in charge of United Way Campaign for Marsh McLennan Des Moines campus employees
: Board Member for Beacon of Life, Shelter for Homeless Woman
: Board Member and "Green Days" Chairperson for Johnston Chamber of Commerce