Summary
Overview
Work History
Education
Skills
Affiliations
Certification
Timeline
Generic

Joe Malzacher

Ponte Vedra Beach,FL

Summary

Senior Benefits Producer with nearly two decades of experience delivering strategic solutions focused on cost control, compliance and culture enhancement. Proven success in new business acquisition and driving high win rates through executive sales engagement and adept pipeline development.

Overview

27
27
years of professional experience
1
1
Certification

Work History

Partner

The Baldwin Group (formerly BKS Partners and Montoya & Associates)
07.2012 - Current
  • Responsible for new business growth and client retention, including the development and management of a robust sales pipeline and the execution of closing strategies for high-value employee benefits opportunities.
  • Achieved Top 10% status among all firm advisors by delivering a career-best new business year, surpassing the annual sales goal by 387% (2024).
  • Expanded book of business by 100%, growing annual revenue from $700K to over $1.4M and consistently maintaining a 10.4% annual growth rate.
  • Demonstrate expertise in holistic sales, with over 50% of client accounts having multiple lines of business, including retirement and commercial insurance.
  • Specialize in the mid-market segment which includes employers with 100-1,000+ employees.
  • Key advisor on strategic initiatives, including the optimization of the firm's CRM (SalesForce), participating in the captive panel selection committee, and creating "HealthTank"—an innovative industry event that connected 12 cutting-edge vendors with over 50 employers.
  • Strategically delegated over $150,000 in smaller accounts to early career advisors and the small business unit, enabling a sharper focus on high-value client acquisition.
  • Demonstrated a clear career path, earning promotions to Managing Advisor in 2019 and to Partner in 2023.
  • Served in a player/coach role from 2020-2023, assisting 7 early and mid-career advisors in developing their own client acquisition and retention skills.

Sales Representative

Assurant Employee Benefits
01.2011 - 07.2012
  • Top-tier sales representative by partnering with brokers and employers to drive new business.
  • Consulted with broker teams on dental, life, disability solutions and the differentiators within our product line.
  • Selected as one of a few hybrid representatives to sell both traditional and worksite benefits when worksite benefits were first introduced at Assurant.
  • Honed ancillary benefits skills while gaining a deep understanding of underwriting.
  • Delivered presentations on employee benefits tailored to client needs.
  • Cultivated strong relationships with clients, enhancing customer loyalty and retention.

Health and Benefits Sales Consultant

Paychex
08.2008 - 12.2010
  • Prospected, consulted with and sold comprehensive employee benefits solutions to C-level decision-makers at small and mid-sized businesses.
  • Cultivated a new book of business through strategic prospecting, needs analysis and expert presentations.
  • Successfully exceeded sales goals by providing tailored benefits solutions that addressed client needs and budgetary constraints.
  • Advised clients on appropriate product selections based on their unique needs, ensuring optimal satisfaction levels upon purchase.

Area Manager

Enterprise Rent-A-Car
05.1998 - 07.2008
  • Progressive advancement including a key promotion to Branch Manager of the Orlando Airport, Enterprise's largest operation in the world.
  • Promoted to Area Manager in Volusia County, responsible for the overall profit and loss (P&L) of 7 retail offices and a team of 40 employees.
  • Managed operations that generated over $10 million in annual revenue.

Education

Bachelors of Business Administration -

Stetson University
05-1998

Skills

  • Salesforce
  • HubSpot
  • Paperflite
  • BrokerageBuilder
  • Employee Navigator
  • Mployer
  • Zoom Info
  • MiEdge
  • CedarGate
  • SpringBuk

Affiliations

  • President | North Florida Compensation & Benefits Association | 2020, 2021
  • President | Jacksonville Association of Health Underwriters | 2013, 2014
  • Ponte Vedra Beach Rotary Club
  • Involved in coaching youth sports (baseball, basketball, and flag football)
  • Member of the men's club at Our Lady Star of the Sea Catholic Church
  • We Care, Caring Awards Committee Member

Certification

  • Florida General Lines Agent (FL 2-20)
  • Florida Life, Health, and Variable Annuity Agent (FL 2-15)
  • FINRA Series 7
  • Investment Adviser Representative (IAR)
  • Certified Self Funding Specialist®

Timeline

Partner

The Baldwin Group (formerly BKS Partners and Montoya & Associates)
07.2012 - Current

Sales Representative

Assurant Employee Benefits
01.2011 - 07.2012

Health and Benefits Sales Consultant

Paychex
08.2008 - 12.2010

Area Manager

Enterprise Rent-A-Car
05.1998 - 07.2008

Bachelors of Business Administration -

Stetson University

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