Bryan J. Ballatore
New York,NY
Summary
Accomplished executive leader with a proven track record of successfully building and scaling diverse teams and products in fast-growing organizations. Expertise in intentional product development, demonstrating innovation in high net worth and core product and program development. Extensive experience as a skilled omni-channel sales and distribution operator, honing the ability to create customer-centric digital and physical sales experiences. Excels at collaborating cross-functionally to establish long-term growth strategies by combining quantitative data and qualitative customer feedback. Maintains flexibility to adapt tactically in the short term while tailoring efforts for long term success.
Overview
11
11
years of professional experience
1
1
Certification
Work History
Chief Revenue Officer + Co-Founder
OpenRoad Insurance
04.2023 - Current
- As the Chief Revenue Officer at OpenRoad Insurance, I lead a team that supports distribution and revenue generation efforts through an omni-channel approach. This involves both B2B and D2C strategies to promote OpenRoad's brand and products. I also have the privilege of leading several teams in the development of OpenRoad's full-stack digital platform, from front-end agent and customer portals to back-end policy admin system.
- As a Co-Founder, I supported our efforts to develop a business plan, find appropriate funding partners, identify and negotiate a capacity partner, build the initial team, and provide guidance from product development to strategy.
Vice President of Member Programs
Hagerty
12.2020 - 04.2023
- Redefined Hagerty's global membership strategy to deliver greater product market fit, increased cross-product engagement and LTV with reduced CAC, and decreased member churn
- Achieved 16% growth generating 360,000 new members, and 104,000 net-new members for a total of 750,000 members
- Implemented new membership pricing strategy, achieving a 55% price increase and improved net operating margin from ($7.47) to $9.18 per member
- Prioritized retention and yield; achieved rolling 12-month retention rate of 84.3%, an improvement of 170 basis points and an annual yield of 77%, an improvement of 680 basis points
- Built and launched a HNWI/UHNWI invite-only membership program creating loyalty, demonstrated through increased product engagement and retention, to a cohort that represents ~$27B in total insured value and is responsible for ~12% of Hagerty's annual revenue
- Efforts defined MX for 500,000+ new members
- Engineered member-centric product culture where member behavior and analytics inspired new and improved benefits
- Created two new benefits and achieved significant enhancements to five additional benefits leading to a 76% satisfaction rate and 32% rate of 'significant disappointment' if membership no longer existed
- Architected cross-functional product team consisting of daily collaboration from product, growth, retention and engagement, marketing, analytics, engineering, product management, creative, events, and operations
- Executed evolution from a four-option pricing strategy, which led to member confusion and poor yield, into a single-tier
- Defining, enhancing, and executing Hagerty's global strategy for membership products, loyalty, and referrals for 1.3 million paid members
Regional Vice President, Eastern Region
Hagerty
03.2018 - 12.2020
- Created and implemented Hagerty's eastern regional distribution strategy
- Achieved 159% total revenue growth in three years, expanding regional revenue from $77M to $123M. Helmed only team at Hagerty to achieve targets in 2020
- Secured 17.5%, 14.7%, and 17.5% YoY total written premium growth and 16%, 27%, and 26% YoY new business written premium growth from 2018 through 2020
- Improved impact of regional distribution teams by adding events and agency management roles/teams to accelerate growth through focused efforts
- Pioneered agency distribution at Hagerty by activating a direct-to-consumer marketing approach targeting consumers with agents, generating 43% YoY new business written premium in 2020
Western Regional Manager, Private Client Services
Hagerty
04.2016 - 03.2018
- Drove Private Client sales by supporting national and regional field sales teams.
- Collaborated and led HNW efforts through 22 regional territory managers, Private Client underwriting, and commercial sales leaders
- Facilitated, fostered, and advanced relationships with more than 50 industry partners
Private Collection Manager
Vintage Racing Motors
10.2013 - 04.2016
- Directed a top international private collection of vintage cars, hydroplanes, fine art, and historical artifacts
- Executed all requirements of collection management including: facilities management, restoration and maintenance management, archival coordination, acquisitions, storage and security, logistics, museum/exhibition display and loans, and collection representation
- Supported collection owner as public-facing representative of the collection at prestigious events worldwide and with iconic international brands such as Ferrari, Pixar, and Bentley
Education
Master of Arts - Art Business
University of Manchester
London, UK10.2013
Bachelor of Arts - Museum Studies
Arizona State University
Tempe, AZ05.2012
Skills
- Transformational Leadership Skills
- Technology Integration Expertise
- Product Strategy & Development
- B2B Sales Proficiency
- Engagement & Retention Strategy
- Sales Distribution Management
- Client Relationship Management
- UX/MX Design
- Experiential Marketing
- Pricing Strategy
- Sales Software Proficiency
- Collaborative Problem-solving
- Data-driven decision making
- Channel partnerships
- Sales Process Optimization
- Market Positioning
Certification
- Property & Casualty Producer License, All 50 states, 2016 - Present
- TS / SCI Clearance, DoD, 2006 - 2009
Accomplishments
- Top 40 Under 40, 2017, Sports Car Market (Publication), Forty key players in the collector-car world who are younger than forty.
- Navy and Marine Corp Achievement Medal, 2x, 2006 - 2009, United States Navy
Boards Committees
- Information Security Committee, Voting Member, Hagerty, 2022 - 2023
- Advisory Board Member, World of Speed Museum, 2016 - 2020
- Chair, Selection Committee, Morgan Adams Concours, 2017 - 2018
- President, Junior Enlisted Association US Navy, 2008 - 2009
Timeline
Chief Revenue Officer + Co-Founder
OpenRoad Insurance
04.2023 - Current
Vice President of Member Programs
Hagerty
12.2020 - 04.2023
Regional Vice President, Eastern Region
Hagerty
03.2018 - 12.2020
Western Regional Manager, Private Client Services
Hagerty
04.2016 - 03.2018
Private Collection Manager
Vintage Racing Motors
10.2013 - 04.2016
Master of Arts - Art Business
University of Manchester
Bachelor of Arts - Museum Studies
Arizona State University
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