Claude Gray
Brookfield,WI
Summary
Successful Sr. Territory Manager and sales executive. Decisive team leader and business manager with excellent attention to detail and persuasive communication style. Offering 17+ years of insurance experience in distribution & sales.
Overview
17
17
years of professional experience
1
1
Certification
Work History
Sr. Territory Manager
Safeco Insurance Company
12.2021 - Current
- Development of comprehensive annual marketing campaign to increase DWP growth , PIF, profitability, retention, & brand visibility in assigned territory.
- Development of annual SMART goals with agency partners to reach our desired targets.
- Leverage industry knowledge and background to provide valuable insights into market trends that drives our strategy and planning initiatives.
- Agency new appointment vetting and approvals.
- Agency onboarding and training.
- Developing agency performance plans that include a path for success.
- Boosting of client satisfaction by addressing concerns promptly and implementing solutions tailored to their specific needs.
- Organize and participate in trade shows, conferences, and other events to raise brand awareness while networking with potential clients.
- Cultivating relationships with key internal partners that can help drive DWP growth, profitability, customer satisfaction & collaborative working environment.
- Promoting company initiatives.
- Adjusting marketing strategy to real time market changes.
- Fostering positive relationships with agency partners to secure our position as a top 3 carrier within the agency.
Senior Private Client Consultant
USI Insurance Services
07.2020 - 12.2021
- Execution of our comprehensive sales process which includes successful prospecting, planning, and gaining new business
- Specializing in helping affluent and middle market clients with personal risk analysis by providing recommendations to properly protect their family and assets
- Facilitating quarterly group presentations to wealth teams on industry trends, successes and tailored products for their clients
- Mentoring insurance consultants on the finer points of personal lines risk management and successful sales practices
- Providing quarterly insurance carrier updates to sales team
- Providing insight on how new coverage options will protect clients and best practices on how to present coverages to clients
- Working community events to meet new centers of influence and prospects
- Collaborating with marketing and management teams to develop solutions and accomplish shared objectives.
- Evaluated client needs and expectations, establishing clear goals for each consulting engagement.
- Liaised with customers, management, and sales team to better understand customer needs and recommend appropriate solutions.
Senior Private Client Insurance Consultant
Associated Financial Group
03.2016 - 07.2020
- Execution of our comprehensive sales process which includes successful prospecting, planning, and gaining new business
- Developed business plans and implemented them to maximize sales
- Identified potential clients to cross sell products
- Group presentations and Product training
- Responsible for insurance revenue production for Milwaukee and Waukesha territory
- Providing quarterly insurance carrier updates to sales team
- Providing insight on how new coverage options will protect clients and best practices on how to present coverages to clients
- Presenting quarterly group presentations to wealth teams on industry trends, successes and tailored products for their clients
- Mentoring insurance consultants on the finer points of personal lines risk management and successful sales practices
- Participating in community events to meet new centers of influence and prospects
- Collaborating with marketing and management teams to develop solutions and accomplish shared objectives.
- Established lasting relationships with key industry partners, including brokers, carriers, and service providers to better serve client needs.
- Improved operational efficiency within the agency by streamlining workflows, automating tasks, and leveraging technology where appropriate.
- Mentored junior consultants, providing guidance on best practices for client relations and policy analysis.
Personal & Business Insurance Sales Executive
Johnson Financial & Insurance Services
07.2011 - 03.2016
- Execution of our comprehensive sales process which includes successful prospecting, planning, and gaining new business
- Actively call/joint call on identified target segments, prospects, center of influence, etc
- To lead new client acquisitions
- Developed business plans and implemented them to maximize sales
- Identified potential clients to cross sell products
- Group presentations and product training
- Responsible for insurance revenue production for 6 Retail Branches (38 plus business partners)
- Providing quarterly insurance carrier updates to sales team.
Sales Executive Level III
The Auto Club Group
07.2007 - 07.2011
- Identified potential clients to cross sell products
- Actively call/joint call on identified target segments, prospects, center of influence, etc
- To lead new client acquisitions
- Achieved sales goals and service targets by cultivating and securing new customer relationships
- Remained current on industry trends to better understand customer needs, product effectiveness and sales tactics
- Worked group marketing events
- Promoting AAA Insurance Services.
Education
Affluent Risk Management - Insurance And Risk Management
The Chubb Institute
Chicago, Illinois07.2014
Certificate of Completion - Insurance And Risk Management
Polestar High Payoff Selling
West Bend, Wisconsin06.2013
Property Casualty, Life & Health Insurance Cert - Insurance And Risk Management
Kaplan Career Institute
Wauwatosa, Wisconsin01.2008
Skills
- Sales Presentations
- Sales Planning
- Account Management
- Performance Tracking
- Competitive Analysis
- Territory expansion
- Relationship Building
- Team Collaboration and Leadership
- Strategic business planning
- Customer Relationship Management
- Staff Training
- Staff Development
Certification
CPRIA Chartered Private Risk Insurance Advisor
Accomplishments
Safeco Insurance
2022 : 61 locations appointed, onboarded and trained.
2022: WI Agency engagement improvement campaign.
2023: Highest % of increase in agency engagement in Midwest Division for a Sr TM. Average of 36% within two territories.
2023: Transferring between two territories and still surpassing all my targeted metric goals.
2023: Setting up bulk quoting process for Guaranteed Rate Insurance Group.
2023: Repaired the Couri Group relationship.
2024: Secured 3.2 Million in active book transfers. Book transfer pipeline of 3 Million.
2024: Successfully integrating 59 additional store front agency locations into my Territory footprint. Equaling a total of 158 managed locations.
- Fast Track Award Winner Associated Financial Group 2017,2018, 2019
- Ranked #1 Closing Ration Johnson Financial Group 2014
- Ranked #2 Retail Branch Production Johnson Financial Group 2014
- #1 Retail Branch Production Johnson Financial Group 2012-2014
- #2 Retail Branch Production Johnson Financial Group 2012-2015
- Fast Track Award Winner Johnson Financial Group 2012-2013
- Pacesetter Award Winner Auto Club Group 2008-2010
Affiliations
- The Wisconsin 1752 Club of Insurance Professionals
- IIAW Personal Lines Ins Committee
- Private Risk Management Association
- NAAIA
Timeline
Sr. Territory Manager
Safeco Insurance Company
12.2021 - Current
Senior Private Client Consultant
USI Insurance Services
07.2020 - 12.2021
Senior Private Client Insurance Consultant
Associated Financial Group
03.2016 - 07.2020
Personal & Business Insurance Sales Executive
Johnson Financial & Insurance Services
07.2011 - 03.2016
Sales Executive Level III
The Auto Club Group
07.2007 - 07.2011
Affluent Risk Management - Insurance And Risk Management
The Chubb Institute
Certificate of Completion - Insurance And Risk Management
Polestar High Payoff Selling
Property Casualty, Life & Health Insurance Cert - Insurance And Risk Management
Kaplan Career Institute
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