Barbara J Frantz
Overview
Over 25 years of increasingly responsible positions in sales, sales management, marketing, strategic planning and program development with three major insurance companies. Expertise in “needs based” sales, business development, sales team development, business to business relationship management, marketing and insurance.
Business Experience
Senior Vice President, Sales, ▪ 10/1999 to 7/2013
Republic Insured Credit Services, Inc. (a division of Old Republic Insurance Company) ▪ Chicago IL
Responsible for sales development and profitability management of several large nationally based lender client and prospect relationships. Managed a regional field force of 6 sales vice presidents and 2 marketing specialists, focused on needs based selling of credit enhancement programs to lending institutions throughout the United States. Duties involved client, prospect and trade show product presentations, sales team and budget management, development and implementation of product use training programs, management of program marketing materials and development of corporate website, implementation of profitability recommendations. Proven sales record with monthly premium growth from under $1mm in 1999 to over $6mm
in 2008.
Vice President, Sales ▪ 1/1995 to 7/1999
GE Capital Financial Institution Services ▪ Chicago IL
Responsible for managing a national Managing General Agent (MGA) field force in marketing insurance products for financial institutions. Duties involved negotiating pricing framework; implementation of company developed proposal
support system, new business installation, facilitation of new product filing and compliance approval, managing creation of marketing materials. Recommended and coordinated profitability actions with MGA clients, including program restructuring, compensation adjustments and relationship discontinuance. Structured and organized annual MGA Sales Meetings. Responsible for the MGA and Special Markets
budget. Directed the activities of a professional staff of two. Achieved over 17% premium growth, for three consecutive years, including all profitability actions, added 7 new MGA relationships and terminated 6 unprofitable MGA relationships within two marketing years. Managed over $77mm of financial institution insurance premium annually.
Account Manager ▪ 3/1990 to 12/1994
AON Direct Group ▪ Trevose, PA
Managed all aspects of several association sponsored insurance programs, including: Professional Liability, Major Medical, Life, Disability and Long Term Care Programs. Responsibilities included managing an underwriting department of 7, provided quarterly client
performance reviews, convention and sales conference product representation, development of product sales support marketing materials, management of national inventory and sales material distribution activity. Achieved significant program growth, doubling the insured portfolio in two major
professional liability clients, implemented geographically segmented product rate adjustments for several association programs to meet program stability objectives and added profitable cross marketing opportunities in several association programs.
Marketing Manager ▪ 6/1983 to 2/1990
AON Direct Group ▪ Chicago, IL
Directed the marketing programs of six Association insurance programs; including direct response and national advertising scheduling, creative campaign development, list market segmentation, campaign analysis, client profitability reporting, telemarketing support, print and media purchasing. Designed annual marketing budgets, edited and designed client newsletters, coordinated and participated in sales convention representation and hospitality activity. Achieved four merit promotions to positions of increasing responsibility, achieved 30% premium growth of a national association client’s major medical program with tele-sales involvement, responsible for a direct response budget in excess of $600,000.
SKILLS
§ Active full lines license for property/casualty and life/health insurance agent sales
§ PC Environment includes Microsoft Word, Excel, PowerPoint, Outlook; STARS Client/Prospect contact management, and several other proprietary corporate computer systems.
§ Past member of the Consumer Bankers Association, American Credit Union Mortgage Association, Illinois Bankers Association, Bucks County Life Underwriters Association, Chicago and Philadelphia Direct Marketing Association
§ Published author in Life Insurance Sales
§ Experienced speaker at multiple trade association conferences.
EDUCATION
Northern Illinois University – Bachelor of Science and Graduate Studies, DeKalb, IL
1976-1982 ▪ Double Major/Biology & Environmental Science, Minor/Chemistry
REFERENCES
Available Upon Request