Alan Thomas
Amarillo,Texas
Summary
Sales and Business Development Executive with more than 30 years of experience driving sales growth, business development, strategic partnerships, market expansion, and revenue performance across insurance, litigation management, financial services, professional services, and commercial real estate.
Experienced in B2B and B2C sales, national sales strategy, broker development, financial modeling, contract negotiation, mediation, client relationship management, and performance optimization.
Overview
25
25
years of professional experience
Work History
DIRECTOR OF PARTNERSHIP GROWTH
International Workspace Group plc
Dallas-Fort Worth, TX
10.2025 - Current
- Drive partnership growth throughout the Dallas-Fort Worth and West Texas markets through broker engagement, owner and investor outreach, strategic prospecting, networking, and market development initiatives.
- Identified, qualified, and cultivated new business opportunities through digital marketing, field development, networking, and disciplined lead follow-up to enhance partnership growth.
- Negotiated complex contracts and partnership agreements, strengthening strategic relationships with owners, brokers, and business partners to facilitate collaborative growth.
- Built and maintained a pipeline of prospective partnerships through consistent market engagement and relationship development with investors and commercial property developers, supporting regional expansion.
- Evaluate and approve new location opportunities through financial modeling, revenue forecasting, and investment analysis supporting strategic expansion initiatives.
- Support regional expansion initiatives by identifying and evaluating opportunities aligned with strategic growth, revenue, and investment objectives.
- Negotiated landlord partnership terms that secured flexible lease options and reduced upfront capital needs.
- Analyzed market rent comps and occupancy trends to recommend four high-potential expansion corridors.
AGENCY SALES DIRECTOR
MedMutual Protect Insurance Co
Dallas/Fort Worth, TX
07.2024 - 10.2025
- Cultivated broker partnerships across Texas that expanded product distribution and increased market visibility within employer groups ranging from 5 to 5,000 employees.
- Directed sales operations and pipeline-development initiatives designed to increase revenue generation and client acquisition.
- Enhanced marketplace visibility through client meetings, broker engagement, industry events, networking, and relationship development.
- Expanded regional broker network across Texas by securing targeted appointments with mid-market brokerages.
- Facilitated agent development of broker relationships, identifying opportunities for product penetration and revenue growth.
- Implemented a comprehensive recruitment, onboarding and training program for new sales agents, resulting in market gains in productivity and faster onboarding times.
- Led and coached a diverse sales organization with emphasis on collaboration, nurturing a positive culture, accountability, performance and achievement.
- Analyzed sales data to refine strategies, enabling targeted approaches that improved overall team effectiveness and client satisfaction.
- Coached sales agents on objection-handling techniques during weekly role-plays, contributing to reduced deal cycle times.
DIRECTOR OF BUSINESS DEVELOPMENT
Girling Law PLLC
McKinney/Plano, TX
06.2021 - 01.2024
- Acted as a strategic leader in proactively identifying and pursuing high-value, high-probability business development. Drive development and execution key client growth plans to advance firm wide growth goals. Exceeded quota month over month by 125% and as much as 225% in Q3, Q4 in 2022.
- Developed and led business development initiatives, overseeing tendering and negotiation of client contracts for residential and commercial real estate lawsuits.
- Led negotiation of complex real estate litigation retainers, securing favorable fee structures for the firm.
- Facilitated pitch strategy sessions and optimized sales approaches, fostering teamwork and promoting best practices across business development teams in the US and Philippines.
- Analyzed complex data trends to inform marketing strategies, leading to enhanced decision-making and measurable improvements in campaign performance.
- Managed outsourced marketing channels, standardizing reports and dashboards to deliver actionable insights for internal stakeholders.
- Managing Direct Mail Data Mining and Issuance, Vendor Marketing Data, Social Media Marketing Management and compiling data into a centralized report.
- Negotiate settlement agreements between parties. Act as a mediator in complex cases.
PRESIDENT / BROKER
Lifestyle Benefits Group, Inc.
Amarillo / Lubbock, TX
03.2001 - 06.2021
- Founded and led an insurance and benefits organization serving individual, employer-group, senior, and financial-services markets.
- Built broker distribution channels and fostered innovative concepts for delivering multi-line health, life, and financial products to individual, employer group, and senior markets.
- Negotiated agency and distribution contracts with health plans, provider networks, brokers, consultants, third-party administrators, and C-suite executives.
- Managed complex negotiations, positioned products and rate levels, and expanded product portfolios to drive sales and maximize revenue.
- Awarded Top Producer exceeding $1M in AV personal production for an individual carrier while achieving record goals as an agency.
- Overseeing assigned teams' book of business, establishing and maintaining employer and health plan relationships, assisting the team with complex client requests and supporting growth and client retention, training, and onboarding new hires, delivering instructional training, and achieving organizational goals and maintain standardization.
- Overseeing assigned teams' book of business, establishing and maintaining employer and health plan relationships, assisting the team with complex client requests and supporting growth and client retention, training, and onboarding new hires, delivering instructional training, and achieving organizational goals and maintain standardization.
- Designed and Implemented Individual and Employee Health Empowerment Program utilizing different communication strategies to help educate and inform the insurance consumer of current trends, reducing health risks, etc.
DIRECTOR OF SALES AND DEVELOPMENT
Capital Financial Strategies, Inc.
Lubbock, TX
03.2020 - 05.2021
- Increased booked ancillary premium by 160% over plan within 12 months by leading and coaching independent sales agents across the employer group market.
- Secured new client contracts and grew KPI, and profitability goals; increased assigned revenue growth targets by 130% in 2020 and 160% in 2021, significantly boosting company profitability.
- Developed and led business development initiatives, including tendering and negotiating new and existing client contracts.
- Directed independent sales agents to market comprehensive portfolio of ancillary products for employer group market.
- Managed multiple accounts in group health market, including broker channels, ensuring regular servicing of accounts for level and self-funded plans.
- Worked cross-functionally with underwriting, reporting, billing, account management, employers to resolve complex operational and client-service issues.
VP- NATIONAL SALES
Health Plus of America, Inc.
Oklahoma City, OK
01.2002 - 01.2004
- Directed national sales strategy and business-development initiatives supporting B2B and B2C revenue growth.
- Develop and implement sales plan to support sales, KPI, and profitability goals; achieve assigned revenue growth targets.
- Ensure that location sales quotas are achieved. Exceeded Agency sales quota by 300% of target for year 2003-2004.
- Facilitated weekly national sales training on sales strategies, including product knowledge, presentation skills, follow-up techniques, and closing strategies.
- Work closely with Account Executives across the Nation to help create and execute pipeline growth plans by implementing Lead Acquisition Programs.
- Developed strategies leveraging LinkedIn, YouTube, Facebook, Twitter, and other digital channels to enhance sales and marketing initiatives.
- Assisted in research, layout development, and production of marketing materials to support sales efforts.
Education
Life & Health License - Group I
Texas Department of Insurance
01-2027
Medicare / Medicaid Certification -
Centers for Medicare and Medicaid Services
01-2012
Certificate - Business Management
Amarillo College
01-1989
Certificate - Real Estate Law
Amarillo College
01-1989
Certificate - Real Estate Finance
Amarillo College
01-1988
Skills
- Contract Negotiation
- Revenue forecasting
- Financial Modeling
- Sales performance analysis
- Business Analytics
- Client Relationship Management
- Client Engagement
- Sales Training
- Sales training
- Leadership Development
- Negotiation Strategies
- Cross-Functional Collaboration
- CRM Software Proficiency
- Team Leadership
Timeline
DIRECTOR OF PARTNERSHIP GROWTH
International Workspace Group plc
10.2025 - Current
AGENCY SALES DIRECTOR
MedMutual Protect Insurance Co
07.2024 - 10.2025
DIRECTOR OF BUSINESS DEVELOPMENT
Girling Law PLLC
06.2021 - 01.2024
DIRECTOR OF SALES AND DEVELOPMENT
Capital Financial Strategies, Inc.
03.2020 - 05.2021
VP- NATIONAL SALES
Health Plus of America, Inc.
01.2002 - 01.2004
PRESIDENT / BROKER
Lifestyle Benefits Group, Inc.
03.2001 - 06.2021
Life & Health License - Group I
Texas Department of Insurance
Medicare / Medicaid Certification -
Centers for Medicare and Medicaid Services
Certificate - Business Management
Amarillo College
Certificate - Real Estate Law
Amarillo College
Certificate - Real Estate Finance
Amarillo College