Ronnie ODell
Simi Valley,CA
Summary
Results-driven Vice President with forward-thinking approach centered on company success and competitive growth. Demonstrated record of success in building successful teams and managing profitable operations.
Overview
29
29
years of professional experience
Work History
Vice President of Distribution
Kinetic Insurance
Los Angeles, CA
10.2021 - Current
- As Distribution leader for Kinetic Insurance (a division of tech company Kinetic), successfully launched new start up workers' comp Insure-Tech MGU growing from $0 to $45M in force premiums within 18 months.
- Rapidly recruited, appointed and activated 30 Top 100 commercial brokerages within first 90 days by tapping into my broker network.
- Exceeding Year 1 growth targets by 160%.
- Collaborate with leadership on growth strategy and execution to support expansion initiatives.
- Track key trading partner performance indicators to measure progress and identify areas of improvement.
- Manage business development team to consistently achieve growth and hit sales targets.
- Manage field underwriting of middle to large accounts, price negotiation, and perform large account point of sale (POS) presentations.
- Monitor new sales, retention, rate-adequacy, and commission metrics monthly to ensure premium plan goal achievement.
- Represent company at conferences, broker meetings, association presentations and trade shows.
- Gain deep understanding of regional distribution opportunities and challenges, inform underwriting team and develop strategies to successfully sell programs.
Vice President of Business Development
Paragon Insurance Holdings
San Diego, CA
04.2021 - 09.2021
- Maintained budgets, costs, and budget goals in accordance with annual premium writings
- Evaluated appointments with extensive analysis of rankings, hit ratios, and loss ratios.
- Developed and executed strategic initiatives to implement key changes and improvements in business development and sales programs.
- Identified and pursued valuable business opportunities to generate new company revenue and improve bottom line profit.
- Created vision and provided leadership for targeting larger prospects.
- Identified revenue opportunities by collaborating with distribution partners.
- Developed and executed strategic initiatives to implement key changes and improvements in business development and sales programs
Vice President of Business Development
Copperpoint Insurance Company
Westlake Village, CA
11.2014 - 10.2020
- Top 20 in country Super regional workers’ compensation insurance carrier ($650M) helping large national and regional agencies prospect, sell, win, and service middle to large accounts within targeted sectors and marketplaces
- Reporting to the President as an, , directed overall strategy, development, and implementation of business development & distribution pursuits
- Led team of 7 Director of Business Development and Inside Sales professionals, managed through network of approximately 70 trading partners and 2,000 commercial producers
- Managed $3M department annual budget in addition to special project budgets.
- Developed and executed strategic initiatives to implement key changes and improvements in business development and sales programs.
- Created vision and provided leadership for targeting larger prospects.
- Planned marketing initiatives and leveraged referral networks to promote business development.
- Contributed to industry organization and trade shows to gather competitive and industry intelligence.
- Investigated and addressed business development challenges to proactively mitigate problems.
- Enhanced revenues in several programs by implementing creative sales training techniques for staff.
- Implemented innovative business development strategies to increase customer base and expand market share
- Identified and pursued valuable business opportunities to generate new company revenue and improve bottom line profit
Manager of Business Development and Sales
Atlas General Insurance Services
San Diego, CA
01.2011 - 12.2012
- Launched integrated high hazard workers’ compensation program from ground up
- Developed agency/producer relationships
- Directed distribution and field underwriting efforts while developing new business opportunities
- Developed successful Point of Sales (POS) practice; acted as program expert co-selling insureds with trading partner(s)
- Service national program administrator that offers wide range of insurance solutions
- Company has expertise in developing and underwriting specialty programs with variety of insurance carrier partners.
- Collaborated with sales, marketing and other internal teams to meet shared goals.
- Built diverse sales pipeline to exceed quota targets.
- Met and exceeded weekly and monthly performance metrics by [Action].
- Achieved sales goals and service targets by cultivating and securing new customer relationships.
- Collaborated with upper management to implement continuous improvements and exceed team goals.
Program Manager
Pride Risk Solutions
Los Angeles, CA
01.2009 - 01.2011
- Manager that recruits highly qualified Managing General Agents (MGAs), large Retail Firms and other Wholesalers of workers’ compensation insurance.
- Coached team members on productivity strategies, policy updates and performance improvement plans to accomplish challenging goals.
- Interacted with customers and clients to identify business needs and requirements.
- Orchestrated smooth and efficient program development by collaborating cross-functionally across departments.
Sales Consultant
Paychex Inc
Ventura, CA
01.2007 - 01.2009
- Fortune 1000 (#700) leader in the payroll, human resource, and benefits outsourcing industry.
- Used consultative sales approach to understand customer needs and recommend relevant offerings.
- Followed up with existing customers to provide additional support and address concerns.
- Applied knowledge of market and full range of innovative and unique products to meet customer needs, expanding company's customer base.
- Increased sales by fostering relationships with customers, implementing business strategies and suggesting areas for improvement.
- Created detailed sales presentations to communicate product features and market data.
- Conducted on-site product demonstrations to highlight features, answer customer questions and redirect concerns toward positive aspects.
Business Development Manager
Euler Hermes (Allianz Group)
Woodland Hills, CA
01.2004 - 01.2007
- World’s largest insurance carrier specializing in Global commercial trade credit insurance helping businesses be prepared by predicting trade and credit risks and protecting cash flow.
- Established relationships with key decision-makers within customer's organization to promote growth and retention.
- Reached out to potential customers via telephone, email and in-person inquiries.
- Negotiated and closed long-term agreements with new clients in assigned territory.
- Performed research to uncover potential target areas, markets and industries.
- Generated new business with marketing initiatives and strategic plans.
- Collected data and performed customer needs analysis.
Director of Channel Sales
ELive!
Lake Forest, CA
01.2000 - 01.2004
- Venture capital funded start up technology company providing video conferencing, screen sharing and messaging across any device.
- Developed solutions with partners to aid in winning new business.
- Improved business processes to increase productivity and align channel sales department with organization.
- Met and exceeded targets and growth metrics within assigned partner accounts resulting in [Result].
- Led solution development efforts to address end-user needs while coordinating involvement of company and partner personnel.
- Forecasted growth and presented trends based on previous buying behavior.
- Built relationships with customers and community to establish long-term business growth.
- Achieved sales goals and service targets by cultivating and securing new customer relationships.
Account Manager, Sales
Kurt Salmon Associates (Now Accenture Strategy)
Westwood, CA
01.1997 - 01.1999
- Global professional services company with leading capabilities in ERM, Financial Audit, and Process Improvement.
- Educated clients on new [Product or service] and updated account information to maintain high standards of client service.
- Engaged with customers to effectively build rapport and lasting relationships.
- Delivered engaging and polished presentations to highlight products and draw favorable competitor comparisons.
- Oversaw new business development and customer servicing.
Area District Manager, Sales
Adp- Automated Data Processing
Woodland Hills, CA
01.1995 - 01.1997
- Fortune 500 Comprehensive global provider of cloud-based human capital management (HCM) solutions that unite HR, payroll, talent, time, tax and benefits administration, and a leader in business outsourcing services, analytics, and compliance expertise.
- Solved customer challenges by offering relevant products and services.
- Boosted sales by conferring with customers to evaluate purchase requirements and recommend best-fit company offerings.
- Developed, marketed and sold full range of products and support services.
Education
MBA - Management
Pepperdine University
Malibu, CA05.1999
Master of Arts - Political Science
San Francisco State University
San Francisco, CA05.1995
Bachelor of Arts - History
California State University
Northridge05.1993
Skills
- Market Research
- Industry Expertise
- Operational Analysis
- Negotiation and Persuasion
- Annual Planning
- Partnerships and Affiliations
- Critical Thinking
- Executive Leadership
- Process Improvement
- Budget Oversight
- Data Analysis
- Strategic Planning
Accomplishments
· Developed innovative insurance carrier distribution strategy aligned with future growth, built business development cadence and intelligent marketing resources including defined business development and high-level conversation training for trading partners, and enhanced performance metrics plans with C-Suite trading partners. These efforts leveraged advocacy, produced 89% (9k to 17k) more new opportunities, double digit quote to submit and bind boost.
· Transformed insurance carrier business development department from an administrative/relational role to a service “value add” organization with a mission to support both internal and external constituents, strengthened internal relationships with underwriting, loss control, claims, bulling, and audit departments, and solidified external relationships involved in pipeline management which produced double digit growth, underwriting profit, and boosted in force premium growth from $65M to $190M in workers’ compensation premiums between 2015-2019.
· Engaged high level cross functional teams to reimagine and design regional processes, methodologies, practices, and technologies to create a high performing culture, aligned strategies and implementation plans to meet future state business development and distribution needs, and built a centralized shared services organization which defined and communicated consistent distribution practices, established agency management approach, clarified imminent changes, and raised confidence.
· Doubled MGU distribution network from 200 to over 400 partners consisting of over 1000 branch locations whiling pruning over 50 poor performing partners. Written premiums grew from $45M to over $135M for the period. The average policy size increased from $28,000 to $45,000 as quote to bind ratio experienced a lift from 18% to nearly 25%.
Additional Information
- Licenses , California Department of Insurance P&C & Life/Health Licenses (expire Oct 2022)
Training
High-Payoff Selling for Sales and Marketing | Polestar Performance Programs, Inc. | High-Payoff Selling for Underwriting | Strategic Selling | Miller Heiman Sales System | Conceptual Selling | Miller Heiman | Large Account Management Process | SPIN Selling | Huthwaite, Inc. | Sales Advantage | Dale Carnegie Training | ADP
Timeline
Vice President of Distribution
Kinetic Insurance
10.2021 - Current
Vice President of Business Development
Paragon Insurance Holdings
04.2021 - 09.2021
Vice President of Business Development
Copperpoint Insurance Company
11.2014 - 10.2020
Manager of Business Development and Sales
Atlas General Insurance Services
01.2011 - 12.2012
Program Manager
Pride Risk Solutions
01.2009 - 01.2011
Sales Consultant
Paychex Inc
01.2007 - 01.2009
Business Development Manager
Euler Hermes (Allianz Group)
01.2004 - 01.2007
Director of Channel Sales
ELive!
01.2000 - 01.2004
Account Manager, Sales
Kurt Salmon Associates (Now Accenture Strategy)
01.1997 - 01.1999
Area District Manager, Sales
Adp- Automated Data Processing
01.1995 - 01.1997
MBA - Management
Pepperdine University
Master of Arts - Political Science
San Francisco State University
Bachelor of Arts - History
California State University
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