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Work experience

19952009

Vice President

Wausau Signature Agency

Managed overall operations for 6 offices and 90 associates generating over $120 million of premium. Built, motivated, and led a high performing team of Sales, Customer Service, and Marketing Managers. Negotiated contract details, built relationships with key clients, and resolved problems with major accounts.

  • Led a 9 member, cross-functional task force that transformed the structure, policies and procedures and moved the company from a direct sales organization to an agency distributing the products of over 20 carriers.
  • Executed a strategic plan that changed structure, policies, procedures and corporate culture. This resulted in 35% of total revenue coming from products provided by added carriers.
  • Created the Non-Profit New York Workers Compensation and Harley-Davidson Dealership Programs to increase the marketplace and provide new products to the sales force. The New York Program became a model for writing non-profit business throughout the country. The Dealers Program generated a 25% penetration rate and over $14 million of premium.
  • Reorganized business units to align resources with the client and prospect base in a cost efficient manner. The change resulted in moving from 10 to 6 offices, reducing costs by 20%, and at the same time increasing client retention rate by 5%.
  • Recruited, hired, trained, and mentored the Director of Sales who managed the leading Unit in new business production 4 of the last 5 years.
19851995

Director of Sales

Recruited, selected, motivated, and maintained a successful sales staff. Worked closely with agents and carriers to deliver exceptional products, services and value to large commercial clients.

  • Transformed 2 underperforming sales units into regional sales leaders by hiring, training, and coaching sales representatives.
  • Hired and developed 15 new agents in the underperforming units to achieve "Sales Leadership" recognition during the first 2 years of the transformation through training, planning, monitoring results, and making necessary modifications.
  • Formally recognized with "Sales Leadership Award" during 8 of 10 years as a Sales Director by leading people to consistently exceed goals.
  • Enlisted the hard work and sales skills of agents and negotiated with underwriting to consistently exceed annual sales goals.  This resulted in 300% territory expansion to include New York, New Jersey, and Pennsylvania.
19801985

Account Representative

Generated new revenue through selling commercial insurance, employee benefits, surety, and risk management products. Worked closely with clients, carriers, and service organizations to meet insurance and risk management needs of clients in an effective and cost efficient manner.

  • Consistently exceeded annual activity and sales goals each of the 5 years as Account Representative through consultative selling and developing relationships with buyers.
  • Ranked in top 20% each year of all 40 account representatives in sales region for new business production and revenue growth through building relationships, meeting client needs, consistent professionalism.
  • Developed an entirely new market by successfully introducing surety products to construction companies in Southern Tier of New York through strategic networking within the construction industry.
19781980

Claims Representative

Performed field investigations on workers compensation, property, auto, and liability claims. Worked closely with medical care providers on workers compensation claims to facilitate quality cost effective medical care and return the injured back to work. Negotiated liability, auto, and property claim settlements with claimants and plaintiff attorneys.

  • Produced a high quality work product that reduced cost of claims. This allowed me to assume additional responsibility of formally mentoring new claims representatives while continuing normal job duties.
  • Earned reputation throughout all functions of organization as client focused, creating career opportunities in both Claims Management and Sales.

Education

B.A.

State University of New York at Binghamton

References

Jim Merkel

"Dan is an outstanding leader and I have relied on his advice and innovative thinking. I consulted with him regularly, and consider my affiliation with him to have made a great positive impact on my career and results. Dan has been a mentor to me and many others. He possesses quite simply, infectious enthusiasm. He inspires greatness in those that he interacts with. Dan is an intelligent, highly-driven, articulate and a very passionate focused executive. Dan's ability to engage a workforce, maintain high morale, and drive results through people is outstanding. If there is a need for a strong leader, one who leads with integrity, and can produce tangible bottom line results, Dan is an outstanding candidate.  His leadership will take any organization to the next level of performance. Working for Dan has had a profound and everlasting affect on my career and I'm honored to have worked on his management team."

Donna Bryk

"Dan hired me 20 years ago.  As long as I've know him, he's been dedicated and commits his heart and soul to the group he leads.   He's always willing to help and has excellent skills in developing people.  He's a dynamic communicator and well grounded leader whom I've considered my true mentor for years.   Whenever there's uncertainty, I've always called on Dan for his opinion. Dan leads with tremendous integrity while producing profitable results.   His leadership and mentorship has greatly enhanced my professional growth and success.  He will be a terrific asset to the organization he joins."

Paul Quinn

"I have been in the insurance business for 32 years as an Underwriter, Underwriting Manager, Regional Director, and National Marketing Director.  I have had many bosses and Dan Glover is "head and shoulders" above any of them. He made the job fun and has genuine concern about doing things the right way and more importantly his staff."

Ron Clarke

"I worked for Dan Glover for nine years, beginning in late 2000. I should say I worked with Dan, because the entire time I worked for him, he always made me feel part of the process, allowing me to make decisions on my own and supporting them. I never felt been over-ruled, but rather through our discussions felt that we had mutually arrived at a better alternative. I ran the most successful sales unit in the company for nine years, and it was Dan's leadership and ability to listen, then share thoughts and advice that allowed me to learn, grow, and  my unit to prosper.  Dan had an ability to motivate and inspire that brought the best out in me. Whether it was dealing with challenging sales personnel or recalcitrant underwriters, what I learned from Dan about people and people skills serve me to this very day. Dan helped me to succeed, and his mentoring then continues to help me succeed today."

Mark Steinberg

"I have known and worked closely with Dan for nearly 20 years. Athough he was my direct report for all those years, I recognized early on that his positive and enthusiastic attitude, tireless work ethic, intelligence and creativity would leave a lasting impression that would better the organization we served. Dan never backed down from a challenge and would always draw the best from those he worked with, including me. Dan's skill sets make him an ideal candidate for any company that wants to succeed."

Certifications

New York Life, Accident, and Health License

New York Insurance Department

New York Property and Casualty License

New York Insurance Department

Associate in Risk Management

Insurance Institute of America

Charter Property and Casualty Underwriter

American Institute for Property and Liability Underwriters

Resume

Summary

SENIOR MANAGEMENT EXECUTIVE / STAFF DEVELOPMENT / CHANGE MANAGEMENT

Results-driven leader with 14 years experience as an executive officer for a Fortune 100 company.  Proven ability to increase revenue, expand markets, improve cash flow, and reduce costs by recruiting and developing high performance teams.  Strong visionary able to translate ideas into results through strategic planning, operational improvement, and the management of change.  Expert command of high tech tools for effective and impactful communications. Known for inspiring the trust and confidence of associates and clients.

  • High-performance Team Building
  • New Business Development
  • Top Talent Cultivation and Coaching
  • Enthusiasm and Energy Catalyst
  • Tested Organizational Leadership
  • Major Contract Negotiations

Development

Leadership Development Program

The Niagara Institute

World Business Forum

HSM Americas

Strategic Selling

Miller Heiman

Professional Selling Skills

Achieve Global

Consultative Selling

Negotiation Skills

American Management Association