Lawrence Cloos is a highly motivated and driven sales and marketing professional with a proven record in growing busines...
LAWRENCE G. CLOOS, MBA Highlands Ranch, Colorado 80126 303.888.4262
[email protected]
http://www.linkedin.com/in/larrycloos TERRITORY MANAGER Business Development ~ Sales / Marketing Leadership ~ Client Relationship Management Strategic Planning ~ Communication / Presentations ~ Producer Management ~ Negotiations Underwriting Execution ~ Best Practices ~ Pricing Practices ~ Risk Assessment / Control Turn- Around ~ Problem Resolution ~ Training / Mentoring / Coaching ~ Sales Team Development
Highly motivated and driven sales and marketing professional with a proven record in growing business and managing, developing, coaching, and motivating teams. Solid background in business development and operations. Demonstrated ability to take on challenging endeavors, try new approaches, and formulate alternative solutions.
Excellent communication skills with a reputation for thinking “outside-of-the-box”. Key skills in critical thinking, analyzing operations, creating possibilities, selecting successful solutions, and implementing and executing to plan. Known for articulating vision and achieving short and long-term goals.
Demonstrated success in collaborating with all levels of management and sales teams to gain competitive advantage. Solid background in creating “best practices” to increase productivity and overall customer satisfaction. Known for building long-term relationships between clients and stakeholders.
MBA, Global Business Management, University of Phoenix, Denver, Colorado. B.S., Information Systems, University of Phoenix, Denver, Colorado. A.A., Computer Science, Red Rocks Community College, Denver, Colorado.
KEY ACHIEVEMENTS
Responsible for profitable growth and new business production goals within an assigned territory of agents by developing and delivering value solutions. Developed business, quota pipeline, profitability and retention plans to drive premium volume and ensure achievement of financial objectives for the territory. Led the expansion of five territories by developing a new customer base. Received the President’s Award and achieved Profit Sharing Status. Created and launched an Incentive Program for writing new business. Product sales increased 100% from quarter to quarter. This IPAD II Incentive Program was then launched in all six states. Designed the “Quoting Blitz Program”, which added 1,000 new accounts for a $450K increase in premium during a one-month period. Responsible for developing an effective marketing strategy to differentiate the company from the competition using several marketing incentives. Company became the Top 3 carrier in Arizona and Utah. Turned around underperforming agencies by discovering what motivates an agency to place business with various vendors, which increased customer satisfaction by 68% and reduced agency visits. Created a Denver Bronco Game Incentive. Place $150K of new business and win a trip to Denver for a game. Competition between produces increased and the producers wrote $300K to win the incentive. Developed a SalesForce.com report in SFDC to identify all agencies under 80% retention. Identified each account, agency, and SIC codes. Established new company procedures regarding billing and reinstatements. Increased retention 7% within six months and trending to be 80% by year-end. Created the “Next Generation of Agents” meeting, targeting the younger “Rock Star Producers”. Production increased an average of $100K per producer. Managed a $3.6M book of business, increased new business by 39%, achieved an 86% retention rate, and generated a 32% loss ratio over three years within an 11 state region. Responsible for handling all Department of Insurance complaints and filings.
LAWRENCE G. CLOOS, MBA
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(Key Achievements Cont’d.)
Identified that a once “elite” agency was in jeopardy of being terminated. Conducted a lunch and learn with the agency and determined that CSRs were placing business and the field marketing person was only visiting with the producers monthly. Implemented a CSR Incentive Program and improved field marketing. Agency will make Profit Sharing Incentive for the first time in five years. Monitored marketplace, pricing and service offerings, as well as demographic trends and reported any changes and developed mitigation plans when required. Owned and managed a full service agency licensed for Fire, Auto, SEC, Life, Commercial and Worker’s Compensation.
CERTIFICATIONS / TRAINING / AWARDS Certificate in General Insurance Insurance Institute of America CIC (Incomplete) Insurance Institute of America Personal Risk Management, Insurance & Financial Planning Commercial Property, Business Income, Commercial Crime, Inland Marine Finance for Risk Management and Insurance Professionals Commercial Property & Casualty Principles Corporate Training Coursework President’s Award
TECHNICAL SKILLS SalesForce.com, MS Office Suite
ASSOCIATIONS Board of Trustees Bonfils Blood Center, Denver, Colorado
Board of Director Department of Health, Colorado Governors Council for Physical Fitness, Denver, Colorado
MILITARY EXPERIENCE U.S. Navy Inactive Ready Reserve Seabees Tactical Movement Team Operation Iraqi Freedom Fort Carson, Colorado
CAREER SUMMARY Marketing, Utah & Arizona ~Colorado Casualty Insurance, Centennial, Colorado~
Marketing / Multi-Lines Commercial Underwriter ~Travelers Insurance, Greenwood Village, Colorado~
Producer / Agency Owner ~Farmers Insurance Group, Denver, Colorado~
Marketing / Systems Engineering ~Lucent Technologies, Highlands Ranch, Colorado~
