Chief Revenue Officer who, as a solutions expert and strategist, architects new business units, technologies and products as well as new business relationships, retains high value cliental, encourages and teaches critical thinking and develops strategic business vision and efficiencies through technology, execution and measurement of key initiatives.
Product line expansion
New product delivery
Market research and analysis
Small business development
Client account management
Cross-functional team management
Calm under pressure
Generated >$3.5 billion in written premium since 2006.
Grew top line of Moss Corps from $600K to >$18MM in <>
Increased EBITDA 10X from 2014 through 2016 .
Managed and sustained $35MM P&L at 10% EBITDA during recession and through business instability 2007 - 2010.
Managed and grew an analysis and account management team from 2 to 10 .
Coordinated, facilitated, launched, measured, optimized and directly managed the day to day operations of 3 national carrier technology platform launches.
Created, optimized and oversaw 5 unique business units resulting in diversified and sustained revenue growth.
Grew our in-house independent P&C agency from 12 agents to 70 in <>
Oversaw the on-boarding of >3,000 local agents in <2 wks="" to="" a="" new="" technology="">2>
Architected business efficiency engine [Cortex] including the productization of the engine for 3rd party use.
Co-developed insurance agent sales efficiency processes and technology which reduced talk time by 40%, increased conversion by 30% and resulted in cost savings with increased revenue.
Top 5 sales agent each month during my 6 month period as an insurance agent with Insurance.com.
Architected and implemented new marketing acquisition strategy which resulted in the generation of an annual $127MM lifetime premium earned for a top 3 national carrier.
Moss CorporationSolon, OhioChief Revenue Officer12/2015 to 05/2017
Responsible for all new business development across all business units.
Developed our Cortex business decision engine and the productization of the engine which resulted in both new revenue streams for the organization via licensing and efficiencies within marketing acquisition which allowed us to reduce CPA by 25%.
Launched technology platforms with 3 national carriers resulting in over $100MM in annual lifetime premium earned for each carrier.
Managed team of 5 that was responsible for all inbound marketing campaigns for both our core arbitrage business but also our agency business.
Responsible for the marketing that allowed our agency monthly policy count to grow 50% in <1yr with="" a="" policy="" ple="" of="" 4.2="">1yr>
Responsible for the marketing that allowed our cross-sell rate to increase from 8% to 35% with >90% being homeowners.
Architected an inbound call platform for both customer initiated calls as well as warm transfers [w/ and w/o data] that allowed us to diversify marketing beyond data leads.
Architected a new customer acquisition/distribution model that would further decrease CPA by 25-30% while increasing gross profit of the arbitrage business by ~3 - 3.5X.
Strengthened company business and position in the market through frequent, transparent and accountable communication and face to face meetings.
Moss CorporationSolon, OhioSVP, Enterprise Operations01/2014 to 12/2015
Reorganized our B2B management team and grew the team to 10.
Negotiated a national carrier, local agent technology platform launch which rearchitected our platform, increased revenue 30% and on-boarded 3,000 agents in ~2wks.
Implemented v.2.0 - v.3.0 of our core technology and reporting capabilities which automated manual activities creating a more efficient workday as well as further optimization of the core business which allowed us to grow revenue >$15MM by 2014.
Orchestrated the explosive growth in agency operations by hiring, training and managing >70 agents in our internal agency creating over 2,000 policies per month.
Responsible for all inbound B2B marketing for our internal agency and through use of new technology and efficient operations reduced cost per acquisition below $80/policy.
Co-architected enhancements to agent operations and the creation of new tools which resulted in the reduction of talk time per sale by 40% and an increased in conversion of 30%
Headed the RFP Team bidding on a 4th national carrier contract.
Architected and rolled out v.1.0 of a call routing platform allowing the business [enterprise and agency] to acquire and sell phone calls.
Renegotiated terms with strategic carriers on lead acquisitions which increased monthly revenue $275K.
Moss CorporationSolon, OhioGeneral Manager08/2010 to 01/2014
Developed and implemented strategy to on-board new business relationships resulting in bringing over all key partnerships from Insurance.com and diversifying B2B marketing.
Co-architected v.1.0 - v.2.0 of our exchange technology and reporting capabilities allowing for yoy revenue growth, product diversification and real-time decisioning capabilities.
Spearheaded the creation of a local agent platform [Lead Leprechaun] and creation of the sales/management team.
Initiated the creation and day to day management of our lead aggregation distribution network which was step 1 in increasing revenue from $600K to $3MM in ~18 months.
Theorized, tested, measured and implemented acquisition tests across a myriad of customer demographic profiles and geographic regions resulting in more efficient acquisition of customers and an increase in gross profit of 35%
Laid the marketing groundwork for our internal agency working cross-functionally with the President of our agency, his agents and staff which delivered ~1,000 ~7 months across 4-6 agents at a CPA of ~$100.
Insurance.comSolon, OhioPartner Marketing Manager05/2009 to 08/2010
Responsible for the day to day management of a $35MM revenue business.
Maintained 10% EBITDA using portfolio management and frequent, transparent and accountable communication.
Senior leader and trainer of a team of 3 junior managers as well as the key information strategist for a new Director and VP of Marketing.
Spearheaded the initiative to create affinity programs with strategic corporate partnerships such as Wells Fargo, LendingTree, Citi Bank and the insurance carriers PGAC and Esurance.
Developed a bidding algorithm for marketplace customer acquisitions that allowed ICOM to acquire customers geographically at differing price points.
Developed and managed the new lead aggregation channel of ICOM and negotiated set pricing across all partners below CPA targets.
Developed strong, lasting relationships with organizations and personnel that still exist in both personal as well as business avenues today.
Focused on and achieved sustainability of revenue and EBITDA during a recession period, transition of leadership from CEO down and multiple competitive landscape changes.
Insurance.comSolon, OhioMarketing Coordinator & Product Manager08/2006 to 05/2009
Promoted from Insurance Agent to Operations Manager and then Marketing Coordinator in <>
Created daily reports analyzing business performance trends which resulted in an increased of 15% new policies written.
Identified, targeted and acquired new B2B accounts resulting in 10% increase in daily policies written.
Assisted Director and Channel Manager in weekly account prioritization meetings.
Architected and launched a suite of automated technology modules that reduced on-boarding time of new accounts and reduced enhancement time of existing accounts from 2-4 wks to real-time.
Automated my daily reporting via Cognos reporting infrastructure resulting in real-time access to performance data and trends.
Architected, coordinated and launched an email management technology tool that allowed for creation, deployment and A/B testing of emails in real-time; reduced the launch of new emails from 4 wks to real-time and resulted in an additional $125K in revenue per month.
Identified, architected and spearheaded the technological development from traditional direct linking B2B marketing to data lead acquisition via an auction environment.
Bank of AmericaBeachwood, OhioPersonal Account Manager08/2005 to 09/2006
Responsible for the setup and day to day management of personal credit card accounts and small business loans.
Chosen to mentor new hire employees and support new to floor managers through daily operations.
Promoted to handle select account programs [IE: Merrill Lynch]
Green Local SchoolsGreen, OhioEducator08/2002 to 06/2005
Responsible for delivery content across all subjects and measuring the retention of the delivered content.
Integrated behaviorally ready students into core curriculum and monitored their performance.
Worked with students between the grades of 6th and 12th
Responsible for the introduction of PDA and other technology into the classroom for instruction and lessons.
Assisted the students in writing grant proposal to start an intra-school business selling cookies before school and lunch.
Awarded educator of the month award for May 2003.
Conducted parent/teacher communications for both discipline and support.
Alamo Car RentalCanton, OhioBranch Manager07/2001 to 08/2002
Responsible for day to management and operations of Branch #71.
Managed a team of 4 representatives and 2 service personnel.
Coordinated the logistics and delivery of a fleet of >85 insurance replacement rental vehicles across Stark, Summit and Tuscarawas Counties.
Consistently the most profitable branch in OH, PA and KY
Integrated a new operational technology across our branch and neighboring branches.
Education and Training
Kent State Univiersity, Kent, Ohio, United States of America
Erskine College, Due West, South Carolina, United States of America