Kathleen O'Connell Armstrong
Buffalo,NY
Summary
Key Sales and Management leader at recognized Community and S&P 500 financial institutions and health carrier, with 20 years of increasing marketing responsibility. Highly visible and creative, with a demonstrated track-record, increasing market-share of recognized leading brands in tight consumer markets while overseeing complex management tasks.
Overview
20
20
years of professional experience
1
1
Certification
Work History
Department Manager, Enterprise Accounts
Lawley Insurance
Buffalo , NY
02.2021 - Current
- Provide leadership and training to 13 Account Executives across three New York State offices
- Collaborate with other sales and account management offices in cross functional projects contributing success Ensure compliance with industry regulations and company policies, maintain 100% compliance record
- Provide accurate reporting on Sales and Retention activity to Executive Leadership resulting an increase in transparency and decision making
- Engage regularly in C level prospect meetings, sales meetings, and client success meetings
- Developed and implemented operational strategies to improve productivity
- Maintain open communication within the organization contributing to improvement in internal communication
- Evaluate employees training needs, providing necessary resources and increase employee skill level
- Oversee employee recruitment tra ining and onboarding process for Enterprise Department Account Executives.
- Conducted regular performance reviews to monitor progress of individual employees.
- Ensured compliance with company policies and relevant regulations.
Vice President, Producer, Employee Benefits Department
USI Insurance Services
Buffalo , NY
08.2019 - 02.2021
- USI is a leading national insurance brokerage and consulting firm delivering customized employee benefits, property and casualty, personal risk and retirement solutions throughout the United States
- My team and I capitalized on relationships, analyze client business issues and challenges leveraging USI ONE, a proprietary platform integrating analytics, networked resources, and strategic planning to deliver highly customized solutions with economic impact.
- Was lead producer in Buffalo and Rochester offices during COVID pandemic in 2020, gaining over 120K in Employee Benefit revenue.
- Developed promotional campaigns to increase brand recognition in target markets.
- Ensured compliance with company policies and relevant regulations.
- Exercised discretion and judgment in managing fast-paced environment adapting to change with sense of urgency.
- Participated actively in strategic planning sessions with top executives from different divisions.
Assistant Vice President and Bank Officer, Commercial Employee Benefits Department
Evans Bank
Amherst , NY
02.2012 - 08.2019
- Industry expert on the Affordable Care Act, health care, pharmaceutical industry, financial and insurance industry and government programs
- Tasked with implementing a Health Savings Account solution with in the bank and agency
- Continue to maintain current book of business with above industry standard retention rate of 98.8%, grow new business, and cross sell commercial client relationships with additional products and departments
- Lead RFP request and implement of new CMS into department in 2016
- Responsible for departmental compliance, security and regulatory compliance as related to Federal COSO/SOX reporting for the department, including policies and procedures, and sales revenue tracking
- Continuously support the department internally and externally by championing collaboration and cohesiveness between sales and other lines of business and promote sales culture
- Own compliance deadlines and regulatory requirements assigned for the department as well as embody the highest professional and personal ethical standards
- Negotiate client proposals and advise on ACA compliance to external and internal audiences
- Adhere to budget and financial commitments and set an example of financial frugality with department and bank funds
- Continue to maintain and support the long-term strategy for Employee Benefit Department sales and market share growth within Evans Bank strategic plan
- Promote honest and authentic Evans brand as an ambassador in sales and COI (Center of Influence) partnership relationships as well as other audiences
- Participated in and completed, Managing at Evans, and Leading at Evans, workshops and trainings
- Past member of the Evans Bank Senior Sales Team, Evans Bank Business Continuance Planning Team, Evans Bank Strategic Planning Committee, and Evans Bank Women’s Leadership Team
Managing Producer, Account Executive
Bene-Care Agency LLC
Rochester/Williamsville , NY
07.2009 - 03.2013
- Responsible for meeting and had exceeded production sales goals and volume growth
- Sole point of contact for clients, promoting employee benefits for small, midsize, and large companies in Western New York
- Delivered insurance trainings, presentations for local community professional groups, municipalities, and clients alike
- Implemented cost saving measures and funding vehicles for clients
- Instituted marketing initiatives, and cross sold products to fit client demands
- Followed industry sales trends, including federal changes and updates
- Interviewed and hired new staff, oversaw office procedures and training of team.
Insurance and Health Benefit Consultant
Independent Health Association
Buffalo , NY
08.2008 - 07.2009
- Marketed and promoted Medical Employee Benefit Health options within Commercial Sales division to the Business Market and Broker Partners in Western New York
- Manage territory through consultative selling, relationship building and promoting product availability
- Responsible for meeting corporate, monthly activity and productivity goal and fully utilize systems to maintain extensive records of prospects and activities
- Analyzed and forecast market activity and volume growth, and industry sales trends
- Met and exceed monthly sales goals as directed by the Sales Director
- Managed, completed and secured Quotes and Requests for Proposals for clients and broker partners alike
- Promoted insurance plans to clients and high-level and C suite decision makers
- Delivered insurance trainings and presentations for prospective and current clients
- Participated and promoted wellness activities and community engagement.
Relationship Manager II/ Banking Officer
M & T Bank, NA
Buffalo , NY
03.2006 - 07.2008
- Exclusively managed $125M+ portfolio within Consumer Lending
- Recruited to M & T Bank to evaluate, grow, and managed revenue through relationship building, consultative selling, and marketing of products and services to clients and bank network
- Promoted product offerings to clients and executive level decision makers, resulting in $30M+ in new sales per quarter
- Managed largest Consumer Lending portfolio in division, consistently achieved annual sales and volume goals for Region and ranked #1 volume producer for bank division
- Managed department and division budgets of $200K per annum
- Represented M & T Bank at State and National level, delivering presentations to audiences, covering diverse managerial levels
- Managed the largest Consumer Lending portfolio in division at $125M+ and consistently achieved annual sales and volume goals for Region
- Creatively marketed, designed and implemented custom marketing materials and plans for clients
- Analyzed and forecasted market activity and volume growth, followed sales trends and monitored Federal and State regulatory amendments
- Managed, completed and secured Requests for Proposals from Senior-level clients
- Designed and delivered dynamic Retail Branch trainings, public workshops and presentations for audiences up to 300; consistently received top ratings.
Relationship Manager I / Banking Officer
KeyBank, NA
Buffalo , NY
05.2004 - 03.2006
- Managed $114M portfolio within Consumer Lending market space
- Grew revenue through consultative selling and strategic marketing of products and services to clients and bank network
- Managed and implemented strategic marketing plan to build business in Western New York State, and consistently achieved annual volume sales and related professional goals as assigned by Regional Manager
- Designed and implemented successful strategy ensuring appropriate client targeting
- Presented quarterly Executive Reports to District Managers and District President
- Managed, coordinated and successfully executed business development activities, resulting in $20M+ volume growth over two years
- Recognized by Senior National Sales Management team as a Key Leader, and Key High Performer, Mentor for Keys Leadership Development Program, and acted as Chairperson for National Key Education Resources Conference Committee.
Education
Master of Arts - Integrated Marketing Communication
St. Bonaventure University
Bachelor of Arts - Communication Studies- Concentration in Marketing/Public Relations
Canisius College
New York State Brokers License (10-55) Life, Accident and Health Insurance -
Skills
- Lean Management
- Innovation Skills
- QC
- Team Supervision
- Sales Reporting
- Performance Management
Affiliations
- Harmonia Collaborative Care, Board Member, 2019 - 2024
- Junior Achievement, Western New York, Board Member, 2016 - 2020
- Matt Urban Hope Center, Advisory Council, 2016
- United Way Women’s Leadership Council, Western NY, 2016 - Present
- Leadership Buffalo, Member, 2014 - Present
- Leadership Buffalo Graduate, 2014
Awards
Benefits Sales Performer of the Year Award- 2018
Volunteer Experience
- Evans Bank Women’s Leadership Team, 2015-2017
- Evans Bank, Be Better Together Award, 2016
- Evans Bank, President's Award, 2015
- Kids Escaping Drugs, Mentor, 2015
- Leadership Buffalo Class Experience, Graduate, 2014
- New York State Financial Aid Administrators Association (NYSFAAA), Co-Chair, Conference Committee, June 2007- July 2008
- New York State Financial Aid Administrators Association (NYSFAAA), Officer, June 2006- June 2008
- State University of New York (SUNY) Scholarship Committee, Member, April 2006- April 2008
- KeyBank Education Resources National Conference, Chairperson, 2006
- KeyBank, Mentor, 2006
Certification
- GBDS
- VBS
- MHFA
Timeline
Department Manager, Enterprise Accounts
Lawley Insurance
02.2021 - Current
Vice President, Producer, Employee Benefits Department
USI Insurance Services
08.2019 - 02.2021
Assistant Vice President and Bank Officer, Commercial Employee Benefits Department
Evans Bank
02.2012 - 08.2019
Managing Producer, Account Executive
Bene-Care Agency LLC
07.2009 - 03.2013
Insurance and Health Benefit Consultant
Independent Health Association
08.2008 - 07.2009
Relationship Manager II/ Banking Officer
M & T Bank, NA
03.2006 - 07.2008
Relationship Manager I / Banking Officer
KeyBank, NA
05.2004 - 03.2006
Master of Arts - Integrated Marketing Communication
St. Bonaventure University
Bachelor of Arts - Communication Studies- Concentration in Marketing/Public Relations
Canisius College
New York State Brokers License (10-55) Life, Accident and Health Insurance -
- GBDS
- VBS
- MHFA
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