GEORGE P. HOCKERT
Eden Prairie,MN
Summary
Top-performing Territory Manager/Account Executive credited with combining sales, marketing and business development expertise to deliver substantial revenue growth in highly competitive business markets, specializing in the commercial insurance industry. Strong expertise in cold-calling to large organizations as well as leveraging existing networks, and proactively hunting and tactfully closing new accounts. Highly accomplished in consultative selling and ability to build and maintain relationships.
Overview
2027
2027
years of professional experience
Work History
Territory Manager
Travelers Insurance
Saint Paul, MN
09.2019 - Current
- Develop relationships within independent agency and broker systems to support technology and life science business opportunities across MN, IA, ND, SD, NE, KS, and MO.
- Assist in coordinating key services such as claims, loss control, and RMIS for agents, brokers, and clients.
- Act as a representative of the Travelers Enterprise when in the field. Direct issues, concerns, and new business opportunities to the proper internal partners and ensure that items are properly addressed.
- Build and Execute sales strategies for the technology and life science business unit to meet profitability and new business production objectives.
- Develop a visitation plan that focuses on agency segmentation and the allocation of resources that ensures the ability to create additional distribution relationships.
- Deepen Travelers visibility with distribution partners, trade shows, local associations, and networking events.
- Sell the value of industry segment underwriting specialization and service capabilities to agents and brokers.
- Utilize CRM systems to identify and develop opportunities within the territory to achieve profitable growth through new business production and account rounding.
- Collaborate with the underwriting team and other Travelers business units on a consistent basis to develop and manage a dynamic prospect list that supports business development and cross selling opportunities.
- Promote the ability to provide as many as 18 lines of coverage to include: Property, Inland Marine, Workers’ Compensation, Casualty (wide range of GL, Umbrella, and Excess Products), Cyber, E&O, Medical Products, Global, and Commercial Auto.
- Share competitive marketplace information with internal stakeholders on a regular basis to constantly improve partner management and create a competitive sales advantage for technology and life science.
- Support a positive distribution team culture by embodying Travelers values and behaviors.
- Strive to be a team player and support the "One Travelers" mentality. Represent the company in the best possible manner.
Senior Account Executive
PMA Corporation
Minneapolis, MN
01.2014 - 01.2019
- Responsible for driving sales and marketing of PMA Management Corp.’s Third-Party Administration and Risk Services business throughout Minnesota, Iowa, and Wisconsin, based in the Minneapolis Branch Office of PMA Companies.
- Supported PMA in ranking as one of the largest providers of Third-Party Administration and Risk Services in the U.S.
- Focused on a unique, holistic approach to providing results-driven TPA and Risk Services that integrates essential pre-loss, loss reduction, and post-loss strategies.
- Hired as the first Salesperson in a new territory to leverage Broker relationships and develop brand awareness, playing a key role in strategic planning for territory and developing a prospect database.
- Regularly attended many different industry events and trade-shows which included exhibits and networking.
- Participated in various industry associations within territory.
- Responded to all RFPs and quarterbacked formal presentations to prospective clients when selected as a finalist.
- Coordinated all other team member roles and responsibilities when required.
Relationship Manager
HNI Risk Services
Edina, MN
01.2013 - 01.2014
- Served as Commercial Insurance Producer and Health Insurance Producer, continually meeting 230k revenue goals within deadline-driven, fast paced environments.
- Leveraged Salesforce to efficiently manage and update prospective leads as well as current clients.
Territory Manager, Liberty Mutual Insurance, Commercial Markets
Liberty Mutual Insurance
Minneapolis, MN
01.2000 - 01.2012
- Developed a strategic and operational plan for specific agent/brokers and led the agency management process within the assigned territory.
- Managed more than $30M of insurance premiums in a diverse mix of market segments, overseeing the volume, submission quality, retention, and profit.
- Strategically planned with specific agent/brokers on new business line mix goals, resulting in sales that were number 1 in the country for 2010 and winning the Liberty Mutual Legends of Golf contest.
- Surpassed property, auto, general liability line split ratio goals, each of the last three years, facilitating several key agent/brokers within assigned territory achieve profit and growth targets.
- Implemented a collaborative focus with the National Markets and National Accounts Property segments and strategically aligned a business plan with specific agent/brokers, securing several new large accounts that had a huge impact on plan.
- Exceeded sales call goals annually and maintained high visibility in the marketplace.
Director of Sales
Director of Sales, Wausau Signature Agency
Eagan, MN
01.2008 - 01.2009
- Recruited to a division of Liberty Mutual to improve results in an underperforming unit; managed insurance agency operations with a producer staff of 10 property and casualty specialists located in Minnesota, Iowa, and Wisconsin.
- Hired, trained and developed new producers and collaborated with Regional Vice President to develop and implement a strategic business plan, playing key role in entire sales management process.
Account Executive
Liberty Mutual Insurance
Minneapolis, MN
01.2006 - 01.2008
- Led prospect identification project to identify risks below $2.5M in premium, allowing for increased sales in market segment.
- Developed strategy for prospect sales and the retention of current clients.
- Managed the sales and retention of property & casualty accounts with a Total Cost of Risk of $1M to $10M.
- Cultivated a $17M book of business and led assigned broker distribution in Minnesota, Iowa, and Nebraska.
- Demonstrated Liberty Mutual expertise in the hospitality industry to write a large client; compelled both the broker and buyer to switch to Liberty Mutual from a competitor.
- Exceeded revenue retention goals by developing a thorough understanding of the Medical Bill Review (MBR) process and Allocated Loss Adjustment Expense (ALAE) resulting in the retention of very high-profile clients.
Sales Manager
Liberty Mutual Insurance
Minneapolis, MN
01.2004 - 01.2006
- Hired and trained new producers to the direct sales force in large accounts for business market.
- Provided regular coaching and evaluation of results as well as tracking sales, customer retention, and prospect activity.
- Monitored and adjusted plan accordingly and negotiated terms on a wide range of commercial insurance products with multiple underwriting channels to drive profitable growth.
- Successfully used technology to manage prospect base which resulted in above average activity and new business production in the areas of needed growth.
- Guided the Key Account Strategy Session (KASS) process which resulted in higher hit ratios on larger accounts.
- Implemented a project focusing on smaller Minnesota based metal manufacturers increasing activity and new business.
Senior Account Executive
Liberty Mutual Insurance
Minneapolis, MN
01.2000 - 01.2004
- Sold property & casualty accounts with insurance premiums of $250K plus within assigned territory.
- Demonstrated the Liberty Mutual Value Proposition and guided the stewardship process.
- Utilized CRM technology daily to manage personal activity and tasks.
- Grew a book of business from $2M in premium to over $8M in a short period of time.
- Earned Liberty Leader Status and winning incentive trips in 2001 and 2002.
- Achieved the Top Producers Club award for 2002 for being in the top 10% of all Sales Associates.
- Secured the Millionaire's Club award in 2001 and 2002 for new business sales.
- Held earlier role as Account Executive from 1997 to 2002.
Acting First Sergeant
US Army Reserve
Minnesota
1987 - 2006
- Leadership
- Self-motivated with a strong sense of personal responsibility.
- Worked effectively in fast-paced environments.
- Skilled at working independently and collaboratively in a team environment.
- Proven ability to learn quickly and adapt to new situations.
Education
Bachelor of Science - Retail Merchandising
University of Minnesota
Minneapolis/St. Paul, MNSkills
- Product Knowledge
- Leadership Abilities
- Data Analysis
- Strategic Planning and Execution
- Microsoft Office Suite
- Salesforce
- Various CRM solutions
Key Competencies
Agent & Broker Relations | Demonstrations & Presentations | Cold/Warm Calling | Sales Cycle Compression | Workers’ Compensation | Competitive Intelligence | Property & Casualty | Tactful Closer | Business Development | Budget & Expense Management | Industry Networking | Revenue Enhancement | Territory Growth | Relationship Management | Sales Planning | Market Expansion | Overcoming Objections | Sales Management | Sales Training & Development
Timeline
Territory Manager
Travelers Insurance
09.2019 - Current
Senior Account Executive
PMA Corporation
01.2014 - 01.2019
Relationship Manager
HNI Risk Services
01.2013 - 01.2014
Director of Sales
Director of Sales, Wausau Signature Agency
01.2008 - 01.2009
Account Executive
Liberty Mutual Insurance
01.2006 - 01.2008
Sales Manager
Liberty Mutual Insurance
01.2004 - 01.2006
Territory Manager, Liberty Mutual Insurance, Commercial Markets
Liberty Mutual Insurance
01.2000 - 01.2012
Senior Account Executive
Liberty Mutual Insurance
01.2000 - 01.2004
Acting First Sergeant
US Army Reserve
1987 - 2006
Bachelor of Science - Retail Merchandising
University of Minnesota