John Kubeika is an accomplished change agent and business development strategist with unique agency management experienc...
J
OHN J. KUBEIKA
VICE-PRESIDENT BUSINESS DEVELOPMENT MANAGER Visionary ~ Business Development ~ Due Diligence ~ Change Agent
Accomplished change agent and business development strategist with unique agency management experience as the executive in charge of Pennsylvania’s independent insurance agencies and as an independent agency principal. Innovative executive with extensive business development and capture management experience within highly competitive markets. Analytical leader skilled in successfully navigating corporations large and small through periods of accelerated growth, and successfully achieving sales and profitability goals for aggressive business models. Collaborative communicator continually focused on building relationships and promoting synergy across business lines to drive positive change and improve process efficiency. Effective change agent able to establish a clear business vision for the future, make the tough decisions, and lead towards a common goal with persistence. Enthusiastic leader of character committed to building teams dedicated to integrity and exceeding customer expectations. Areas of Expertise include:
Compliance Capture Management Business Development Budgeting Negotiation
Team Leadership Risk Management Relationship Building Training & Development Strategic Planning & Forecasting
Revenue & Profit Acceleration Turn-Around Management Communication Channels Problem Resolution Cross-Industry Knowledge
E XPERIENCE & N OTABLE C ONTRIBUTIONS INDUSTRIAL APPRAISAL COMPANY Pittsburgh, PA 2012-Present REGIONAL SALES MANAGER Accomplish regional sales goals by recruiting, training and directing successful teams dedicated to achieving aggressive market share expansion. Oversee the direction of all sales, marketing and communication channels for the mid-Atlantic region. CONTRIBUTIONS & PROCESS DEVELOPMENT: Conduct market research to establish pricing models and customized contracts designed to meet the needs and
requirements of each client. Develop forecasting requirements for the region, preparing annual budgets and monitoring expenditures and sales to take corrective actions when variances occur. Maintain knowledge of current events, valuation methodologies and industry changes that may affect future sales,
recommending new products and services to meet the changing environment and specific customer needs. KEY ACCOMPLISHMENTS: Manage the annual revaluation services for 1,175 clients, conducting negotiations to expand new business and
upsell current client base. Achieved a 30% increase in revenue by initiating critical changes in focus & process. Facilitate quarterly focus group and sales training meetings, planning the events and itinerary, designing the
materials, and leading the meetings to ensure the topics are understood by personnel at all levels and skill sets. THE DRYFOOS GROUP Milton, PA 2003-2012 PRESIDENT OF THE INSURANCE SHOP, LLC (A SUBSIDIARY OF THE DRYFOOS GROUP) Oversaw all aspects of the operations, developing forecasting and making strategic long-term and short-term plans to achieve aggressive sales goals for property, casualty, life, accident and health insurance policies. CONTRIBUTIONS & PROCESS DEVELOPMENT: Identified and utilized company talent, directing efforts to increase sales through effective marketing, underwriting, account management and creating customer satisfaction. Established sales and marketing plans for agency products, researching the potential target clients, rolling out advertising, and evaluating successes and failures to implement changes. KEY ACCOMPLISHMENTS: Successfully led the company to achieve a profitable growth to gain a client base worth $6Million. Built a goal-oriented sales team that achieved every set target during the nine-year company growth, and maintained 93% client retention. Reviewed process workflows, identifying areas of improvement, and implementing streamlining changes that resulted in an increase of $14,000 in revenue per employee. Earned Elite Agency status with St. Paul-Travelers, Super-Achiever status with State Auto, and President’s Council representation with Selective. Exceeded individual sales goals for nine consecutive years while directly counseling 31% of the agency client base.
Enola, PA 17025
717-329-3993
[email protected]
E XPERIENCE & N OTABLE C ONTRIBUTIONS ZURICH FINANCIAL SERVICES GROUP Baltimore, MD 1984-2003 PENNSYLVANIA STATE EXECUTIVE Developed complex business strategies for Pennsylvania’s independent agency distribution system, managing the implementation of all strategies, and evaluating the performances of each agency based upon goals and targets. KEY ACCOMPLISHMENTS: Negotiated contracts with and managed over 200 independent insurance agencies located within Pennsylvania, which included a corporate staff of over 40 team members and six regional agency managers. Established an aggressive corporate growth plan based upon profitability and agency development goals. Spearheaded discussions between agency advisory councils and the company to change compensation metrics, increase profit sharing, identify areas of potential for new products and pricing plans, and develop marketing initiatives to increase brand awareness. Responsible for a $77 Million increase in written premium and corresponding 11.3% reduction in combined ratio over a four-year period.
ZURICH COMMERCIAL INSURANCE Baltimore, MD 1984-2003 COMMERCIAL P&C UNDERWRITER Reviewed and evaluated new business opportunities, conducting extensive research on commercial companies, identifying structures, equipment and properties, determining the value associated with each. Calculated potential losses for new and existing clients, establishing appropriate premiums based upon predictive modeling and company policies to achieve profitability benchmarks.
LARGE ACCOUNT EXECUTIVE Maintained an account base of key clients, establishing close business relationships with external company contacts, and customizing service plans to meet the unique needs and requirements of each client.
UNDERWRITING SUPERVISOR Managed daily operations of an insurance underwriting profit center, overseeing the analytics and performance of eight commercial insurance underwriters. Recruited and trained staff members, evaluating their performance to ensure regulatory compliance and adherence to all company policies and procedures.
ASSISTANT VICE PRESIDENT OF COMMERCIAL SALES & MARKETING Developed marketing strategies to support and expand critical mass market share, creating new business by introducing new services and strengthening the company brand and product awareness. Established corporate benchmarks designed to increase sales, reduce expenses and improve profitability.
E DUCATION & H ONORS Bachelor of Science, Business Management UNIVERSITY OF SCRANTON President’s Business Council, University of Scranton, 2013 Certified School Risk Manager, 2011 Chamber of Commerce Business & Education Board of Directors, 2010 President’s Council Member, Travelers Insurance, 2008 President’s Council Member, Selective Insurance, 2006 East Pennsboro Board of School Directors, 2004 Executive Development Program, Farmer’s Group, Inc., 2002 Management Excellence Award, Farmer’s Group, Inc., 2001
Enola, PA 17025
717-329-3993
[email protected]
