Results-driven Sales Manager bringing 15+ years of experience in product development, promotion and optimization. Skilled in developing lasting client rapport based on knowledgeable support and consistent service. Proficient in developing and applying advanced marketing, prospecting and merchandising strategies to accomplish promotional goals. Demonstrated success in building networks and supporting branding objectives.
Hi, I’m
Mark Kuban
Boulder,CO
Summary
Overview
15
years of professional experience
Work History
Compass Healthcare MarketersDenver, CO
Director of Sales
02.2020 - Current
Job overview
- Built relationships with customers and industry professionals to establish long-term business growth.
- Pursued sales deals by qualifying clients, building individualized proposals and preparing final contracts.
- Researched competitors and stayed on top of current market conditions to survey landscape and anticipate roadblocks.
- Facilitated and delivered presentations for account-specific meetings and conference calls.
- Maintained active sales contacts with assigned accounts to keep communication open and capture consistent revenue.
- Developed and recommended product positioning, packaging and pricing strategies to produce highest possible long-term market share.
- Successfully improved employment turnover through creating incentive and training programs.
- Estimated sales volume and profit for current and new products.
- Coached, developed and motivated team to achieve revenue goals.
- Led sales planning, development and account management to grow existing accounts and establish new sales accounts.
- Collaborated with marketing department personnel to optimize strategic initiatives.
Cherokee Insurance BrokersBoulder, CO
Insurance Broker Consultant
01.2008 - Current
Job overview
- Responded to inquiries and explained product features and service advantages to potential customers.
- Rewrote and reinstated insurance policies, following underwriting and business rules.
- Strategized long-term business objectives by assessing customer feedback for direction on process improvements.
- Facilitated continuing service by processing changes in beneficiaries and analyzing policy loan applications.
- Met with division leaders and consultants to discuss strategies to increase sales.
- Interviewed prospective clients to obtain data about financial resources and needs.
- Conducted in-home and group presentations to provide detailed explanations of policy guidelines and benefits to clients and families.
- Increased sales through consultative sales approach and focused relationship building with new and existing policy holders.
- Upsold products to policyholders and potential new clients.
- Offered policy guidance and management to promote asset protection.
- Interviewed prospective clients to gather information on financial needs and discuss existing coverage.
- Provided leadership and training for new agents regarding industry best practices and company policies.
- Explained coverage options to potential policyholders, answering questions or concerns.
- Monitored clients' insurance coverages to ensure changing needs were met.
- Developed appropriate quotes based on risk information.
- Sought out new clients and developed clientele by networking to find new customers.
- Counseled prospects and policyholders on coverage, limits and regulations.
- Remained current on latest industry trends by gaining comprehensive knowledge of financial and insurance products, services and best practices.
- Leveraged industry trends to shape solutions and approaches.
RevolutionInsureDenver, Colorado
Executive Vice President of Sales
01.2017 - 01.2020
Job overview
- Met assigned targets for profitable sales volume, market share and key financial performance objectives.
- Aligned sales objectives with business initiatives using strategic development, forecasting and budgeting.
- Represented company at various community and business events to promote awareness, network with potential clients and penetrate new markets.
- Led learning and development initiatives to educate sales personnel on new products and services.
- Analyzed competitive environment and customer procurement trends to support growth strategies.
- Designed cohesive and effective sales organization.
- Overhauled internal operating budget consisting of sales and marketing expenditures, identifying wasteful spending.
- Cultivated strong professional relationships with suppliers and key clients to drive long-term business development.
- Coached, developed and motivated team to achieve revenue goals.
- Supported sales team members to drive growth and development.
- Built sales forecasts and schedules to reflect desired productivity targets.
- Conducted market research and reported on competitors.
- Led sales planning, development and account management to grow existing accounts and establish new sales accounts.
- Oversaw regional and local sales managers and staff.
- Met with sales and design departments to determine project road maps and create unique products to drive profitability and champion brand.
CNO FinancialDenver, CO
National Director of Field Sales
04.2014 - 04.2017
Job overview
- Analyzed customer needs and provided best options, upselling products and services.
- Engaged customers and provided high level of service by carefully explaining details about documents.
- Researched insurance plans to find good options for clients' needs.
- Serviced existing portfolios, assisting members with coverage questions and accurately processing policy endorsements.
- Received underwriting approvals after accurately completing applications for insurance coverage.
- Delivered individualized support and broad knowledge of company products to bring targeted services to individuals with varying needs.
- Developed coordinated protection plans by calculating and quoting rates for immediate coverage action and long-term strategy implementation.
- RECRUITED 6 NEW NATIONAL PARTNERSHIPS, 27 STATE PARTNERS, AND TRAINED THEIR PRODUCERS FOR WORKSITE AND CORE ENROLLMENT SALES PRODUCTION.
- WORKED WITH HOME OFFICE IN THE DEVELOPMENT OF STREAMLINED PRACTICES FOR COORDINATION OF UNDERWRITING AND CASE MANAGEMENT TO INCREASE SALES.
- CREATED NATIONAL PARTNERSHIP’S FOR SELF ENROLLMENT, SCREEN SHARE, AND WELLNESS PLANS THAT PROVIDED AN INCREASE IN WORKSITE PRODUCTION.
- QUOTED SALES FOR WORKSITE INCREASED IN AREA FROM LESS THAN $300K TO +$2.4 MILLION SOLD WORKSITE DURING MY TENURE CURRENTLY
Sun Life FinancialSt. Louis, MO
Practice Leader
01.2012 - 04.2014
Job overview
- Aided senior leadership in authoring data capturing reports to identify issues and determine solutions.
- Trained over 12 assistant managers on best practices and protocol.
- Supervised Voluntary Practice Leaders to ensure optimal productivity while training staff on best practices and protocol.
- DEVELOPED NEW CONSUMER-CENTRIC ENROLLMENT PLATFORM UTILIZING DECISION MAKING SOFTWARE •
- DEVELOPED WITH PRODUCT DIVISION NEW CRITICAL ILLNESS/CANCER, CRITICAL ILLNESS/CANCER STOP-LOSS RIDER, & ACCIDENT PLANS.
- •PARTICIPATED IN THE DEVELOPMENT OF ENROLLMENT STRATEGIES ,UW, NATIONAL ACCOUNTS AND FINALIST PRESENTATIONS
- Quoted in February Rough Notes Article on US Voluntary Market
Colonial Life & Accidental InsuranceSt. Louis, MO
National Broker Market Director
01.2008 - 01.2012
Job overview
- Oversaw daily operations in Brokerage with 65-strong team.
- Introduced new marketing software and hardware to improve operational efficiencies.
- Tracked monthly sales to generate reports for business development planning.
- Maintained professional network of potential clients and business opportunities.
- Created and maintained sales environment to support business objectives.
- Established new accounts and serviced existing accounts maintaining professional relationships.
- Developed and implemented new sales strategies to update product lines.
- Reduced process gaps by hiring, supervising and coaching employees on sales strategies and protocols, optimizing performance, growth and profitability.
- Built partnerships and strategic alliances to extend organization's brand and increase avenues of support.
- Researched and capitalized on emerging opportunities to build business and expand customer base.
- Developed comprehensive business development plan to achieve sustainability and annual budget goals.
- Mentored team members to create clear paths toward career goals.
- Managed production and distribution of collateral materials to support development and marketing goals.
- Oversaw management and implementation of new revenue strategies, sales initiatives and customer engagement tactics to increase market share.
- Created call scripts, prospecting emails and other resources to drive consistency of messaging.
- Generated sales by executing complete sales cycle process and break-even rate-tracking through contract negotiations and close.
- Organized and deployed team resources to support department and company strategies.
- Co-developed quota and compensation plan to motivate and reward sales staff.
- Formulated sustainability strategies to drive financial viability of programs and services.
- Authored Broker Level II Training Closings, Handling Objections, The Healthcare Reform Presentation, 1- minute Broker Survey script for the national broker field sales force.
- C.E. Certified • 2009 brought production up $5,676,989 • Quota 2010 - $27,800,000 Annualized Broker Influenced Premium.
- Colonial Life started with $18.7 million in the Midwest, upon my Tenure I have increased their sales to $31.7 in 2010 and we finished at $30.9 Million in 2011.
Education
Harvard Business School Executive SeriesRemote
from AI Software For Enrollment of Employee Benefits
01.2018
University Overview
Webster UniversitySt Louis, MO
Associate of Arts from Jazz Studies
University Overview
Skills
- Sales leadership and training
- Channel development
- Social media marketing
- Supplier sourcing
- Complex project negotiations
- Sales process
- National account management
- Key account development
- Consultative and relationship selling
- Brand-building strategies
- Sales tracking
- Rapport and relationship building
- Sales territory growth
- Multidisciplinary team leadership
- Sales process engineering
- Market and competitive analysis
- Market intelligence
- Recruiting and hiring
- Compelling leadership skills
- Profit and revenue-generating strategies
- Promotional sales events
- Well-versed in contract law
- Cross-cultural sales background
Affiliations
Affiliations
- Member, Alumni Association National Health Underwriters
- Certified Enrollment Specialist
- Licensed Health, Life, Accident, and Annuity
- Certified Trust and Financial Advisor
Timeline
Director of Sales
Compass Healthcare Marketers
02.2020 - Current
Executive Vice President of Sales
RevolutionInsure
01.2017 - 01.2020
National Director of Field Sales
CNO Financial
04.2014 - 04.2017
Practice Leader
Sun Life Financial
01.2012 - 04.2014
Insurance Broker Consultant
Cherokee Insurance Brokers
01.2008 - Current
National Broker Market Director
Colonial Life & Accidental Insurance
01.2008 - 01.2012
Harvard Business School Executive Series
from AI Software For Enrollment of Employee Benefits
Webster University
Associate of Arts from Jazz Studies