My Experience

2013 - 2014

ING

VP Voluntary Benefits Distribution Strategy - Dallas, TX (Concurrent with RVP role)

ING created this national role to leverage my Voluntary Benefits expertise across our field force with the goals of replicating the southern hub's VB success across the country, building VB engagement across all hubs, and developing market specific strategies.

ING is on track to achieve its 2014 VB goal for the first time ever, increasing sales from $20M in 2012, to $27M in 2013 to roughly $39M in 2014.
All 4 hubs achieved meaningful VB sales, up from only 2 hubs in prior years.
Played integral role in design and delivery of market disruptive Compass Products.

2005 - 2014

ING

Southern Regional Vice President - Dallas, TX

My 30 employee team was responsible for selling and servicing stoploss, life, disability, critical illness, accident, and hospital indemnity insurance. We built a block of approximately $300M in annual premium, selling to employers through national and regional brokers throughout the southern United States.

Stabilized an underachieving region with high turnover. Quickly identified dysfunctional behaviors, made strategic personnel decisions and refocused the team on the proper objectives.
Named "RVP of the Year" 5 times with a probable sixth in 2014.
Hub set new sales record of $100M in 2014, beating our previous record of $83M.
Hub exceeded sales goal every year but one, and finished first in total sales and VB sales in 8 of 9 years. Several of these years the southern hub was the only hub to reach goal. Hub averaged 118% of goal during this period.
Led hub to embrace corporate VB strategy transformation and helped develop compensation, distribution, team alignment, and marketing plans to support the transformation. As a result, hub VB sales grew from $5M in 2006 to $21M in 2014, a CAGR of over 20%.
Successfully piloted a McKinsey "Continuous Improvement" project in my hub.

2003 - 2005

ING

Regional Manager - Cleveland, OH

First opportunity to turn around an underperforming office that had experienced constant leadership turnover, was mired in toxic morale, and had missed sales goals in prior 5 years.

Improved office morale through effective communication, leadership, and team building, transforming the office into a functional workplace.
In first year mentored sales reps on managing both internal and external relationships, leading office to exceed its sales goal for the first time in five years.
Following the initial success in 2003, the office continued to improve and won small office of the year trophy in 2005, finishing 1st out of 15 satellite offices.

ING

Sales Representative and Regional Manager - Cincinnati, OH

Joined ING as a sales trainee in the six month home office training program, but because of leadership demonstrated throughout training, and rapid sales success in the field, was promoted to regional manager after only 9 months. This record still stands as the fastest growth from trainee to RM in company history.

Named "Rookie of the Year" and qualified for sales leader trip in 2002.
Exceeded sales goals every year

2000 - 2003

Abbott Laboratories - Diagnostics Division

Capital Equipment Sales Representative - Charlotte, NC

Learned the art of "Spin Selling" in the hyper competitive medical diagnostics equipment field, delivering instrumentation solutions to hospital laboratories.

Built relationships with 30 hospitals in a defined territory.
Quickly became an expert in complex, technical product lines.

1998 - 2000

United States Army

Lieutenant - Fort Stewart, GA

Put four years of leadership study at West Point to practical use as a logistics officer in a Forward Support Battalion providing maintenance support to a large combat team.

Served in various leadership positions including executive officer, platoon leader, and finally Production Control Officer, managing operations of 200 enlisted soldiers & officers across 16 teams.
Selected as number one lieutenant out of 24 in unit order of merit.
Led soldiers through trying emergency deployment to Kuwait in response to Iraq expelling weapons inspectors. Until Iraq acquiesced, we maintained our customer units at record setting levels with over 98% of critical equipment ready for combat.

1995 - 1998

Significant Accomplishments

ING Career reflects a track record of unmatched success and a steady growth in responsibility, from rep to manager of 1/4 of the sales force and a national role in ING's key voluntary benefits growth engine.

Recognized as #1 in my position in every role, including five straight RVP trophies.
Embraced and drove success in voluntary benefits, a key growth engine for ING.
Maintained a top performing team with little negative turnover during my tenure.
Influenced high level strategies to help position the division for success.