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Sales & Marketing Leader

Key Strengths

Organizational Leadership / Consultative Sales Methodologies / Team Building & Recruiting  / Relationship Building / Strategic Planning & Tactical Execution / Presentation & Public Speaking Abilities /  Client Stewardship

A solid record of accomplishment and an unblemished background of leadership have helped me build an impeccable reputation in the financial services industry. Through responsiveness, creativity, hard work, and practical experience I strive to become a trusted advisor to my clients in all areas of employee benefit services and insurance products marketed to benefit plan sponsors and individuals at the work-site.

My experiences in the employee benefit space have allowed me to be recognized as a change agent in the development and execution of successful employee benefit marketing strategies, recruiting highly talented sales-sales management and service teams, and consistently delivering exceptional top and bottom-line results.

My qualifications include more than 25 years' experience in the employee benefit arena including product development, marketing, sales, and plan administration. Industry education includes certifications in project and quality management, employee benefit plan design, consumer driven healthcare, wellness, and teamwork development. Additionally, all required state insurance licenses are maintained in property-casualty, life, accident & health.

Core competencies include:

  • Personal Sales Abilities
  • New Business & Sales Channel Development
  • C-Level Negotiations
  • Key Client Retention
  • Service Model Development & Delivery
  • Exemplary Communicator
  • Marketing Campaign Development & Execution
  • Team Building & Recruiting
  • Sales Mentoring
  • Creativity & Change Agent
  • Organizational Leadership
  • New Territory Development

LinkedIn Recommendations

Glen Bernstein

“Tom was a very diligent and knowledgeable director. I was fortunate to have worked for him. Tom would prove an asset to any company.”

John Augustine

“Tom was incredibly receptive as the Director of Sales and Marketing. He always took the time to truly understand the needs of the sales reps, like myself. When higher level knowledge was needed, Tom's experience afforded him the opportunity to answer virtually every question that arose. He was always a leader, one that would consistently take the initiative to get things done. He was always very efficient and followed up on everything that he said he would do. All in all, I would recommend Tom to anyone that was seeking a high level, experienced individual to lead a firms marketing or sales operation.”

Scott Buchholz

“I had the privilege to work with Tom McKellar; he is extremely knowledgeable both on the carrier, sales and marketing role aspects. He was responsible for the marketing development of the branding process of Brokerage Concepts, Inc. and the direction that it has steered towards. Truly glad to have had the opportunity to work for Tom and I highly recommend him professionally.

Kevin Chapman

“Tom is a visionary and an agent of change. Tom faced serious challenges when he joined a very stagnant organization. His vision and leadership was directly responsible for the implementation of new ideas and new approaches that had positive impact and results. Tom is extremely intelligent, charismatic, and energetic. It was a pleasure working with Tom and I strongly endorse him for any senior level Sales or Marketing position.”

Laura Bracale

“Tom was wonderful to work with. He offered many innovative ideas for sales and marketing. He is very knowledgeable and professional.”

Chris Moyer

“Tom is an incredibly energetic, results oriented, team player. His creativity was key in developing several new processes at Brokerage Concepts. He has tremendous industry knowledge and contacts through out the country.”

Angela Chickilly

“Tom is a very driven individual. He is energetic and positive. I would consider Tom a high level strategist and marketer. When surrounded by a team who can execute and deliver his ideas, he will always produce a successful and ultimately profitable outcome. I would work with Tom again if given the opportunity.”

Natalie Bair

“I had the pleasure of working with Tom McKellar at Brokerage Concepts, and would highly recommend him as a professional and a leader. In my interactions with him, Tom always demonstrated his deep knowledge of the benefits industry from his years of experience. In addition, he is a veritable font of energy and new ideas, and I enjoyed being on the same team with such a hard-working and dynamic person.”

John Kohanek"Tom is a great manager and leader. I worked with and for him for many years at Mutual of Omaha, and experienced many skills from sales and product development management to being the best flat-out large case salesman I have ever seen. I highly recommend Tom in any sales and sales management capacity, and am happy to discuss my experiences with Tom to anyone who would contact me."

Education & Professional Affiliations


Bucks County Community College - Newtown, PA & Pennridge High School - Perkasie, PA

US Army Veteran - Artillery Combat Leadership Instructor

Licensed Life, Health, & Property-Casualty Insurance Agent in PA, NJ,  MD, DE, NY

Professional Development Courses & Certifications:

Chartered Benefit Consultant (CBC), Consumer Driven Healthcare (CDHC), & Wellness Certifications

Achieve Global - Professional Selling Skills

Senn-Delaney - Teamwork Development

Crosby Quality College - Leadership through Quality

Professional Affiliations:

International Foundation of Employee Benefit Plans, PENJERDEL Employee Benefits & Compensation Association

Society of Professional Benefit Administrators

Work experience

Jun 2009Present

Vice President & Client Executive

Marsh Global Consumer

My role with Marsh as a Client Executive includes being responsible for our growing number of voluntary benefit client relationships in the Northeast. On a daily basis,I work with our clients in a consulting, brokerage, and advisory capacity to determine the best products, insurance companies, and services to meet their employee benefit needs.

My responsibilities include product analysis, selection, sales, marketing, communication, and implementation while helping to deliver industry leading service levels. I also support our clients in their benefit delivery roles by conducting employee meetings, formulating plan communication strategies, and providing ongoing information to help keep them up to date on the latest developments in employee benefit design and delivery.

May 2007Jun 2009

Regional Sales Executive

Ameritas Group, a UNIFI Company

Responsibilities include the establishment of Ameritas as a first level provider of group dental and eye care products through sales with major employee benefit firms. Products are distributed through retail employee benefit producers in the Greater Philadelphia and Southern New Jersey marketplace and directly to employers.  Products include group-underwritten dental and vision plans designed for employer and employee paid (voluntary) accounts in all market size segments. The primary targets are employers having from 100 to 2,500 covered participants, association sponsors, and affinity groups.

  • Identified and contracted numerous new production sources,
  • Introduced Ameritas to major Philadelphia Regional brokerage firms through personal presentations, lunch and learn sessions, and seminars,
  • Developed and implemented a target marketing program for over 300 potential producers.
May 2005Apr 2007

Director of Sales & Marketing

Senior member of Brokerage Concept’s (BCI) management team.  The owner-founder of BCI created position as he moved into a role of Chief Executive Officer.  Duties included sales leadership, executive contact with key clients and producers, and redevelopment of BCI’s brand image while developing a marketing and sales team to support the growth of self-funded medical sales and fully insured employee benefit products.

BCI long enjoyed a position as one of the largest independently owned employee benefit firms in the US employing over 350 fulltime employees. Brokerage Concepts was purchased in late 2006 by HealthNow New York, a holding company operating Blue Cross plans across New York. 

  • Developed a new marketing and brand image based on consumer driven healthcare and voluntary employee benefit products,
  • Conducted weekly presentations to high potential brokerage firms, large existing and prospective clients, plus regularly conducted joint field calls with sales team,
  • Revamped the sales and service model of fully insured products resulting in 23% revenue growth over 12 month period,
  • Directed a twelve person sales team (plus administrative & marketing support) dedicated to the expansion of fully insured products through production sources new to company,
  • Led team that developed and successfully launched a new website, promotional materials, and redesigned proposals to brand company and invigorate sales of self-funded and insured employee benefit products.
Apr 2000Apr 2005

National Sales Vice President

Responsible for all sales, service, and business development functions including key account management, customer relationships, and national partner contract negotiations in general agency channel. Senior executive responsible for a network of regional general agency relationship managers working with general agents and regional marketing organizations located throughout the U.S.

Directed the development of the field sales operation in the Eastern United States.  Designed and implemented sales plans and award programs for product distribution through insurance brokerage firms, general agencies, and alternative distribution sources.

Selected Achievements:

  • Instrumental in reorganization of field sales and service representatives that delivered dramatically increased sales of group employee benefit products while increasing retention of profitable accounts.
  • Established and maintained relationships with employee benefit firms, regional brokers, national general agency partners, and developed contractual relationships with national marketing organizations.
  • Increased total premium revenue by 15% or more during each year of management while exceeding persistency and profitability targets.
  • Region’s sales, persistency, and profitability results earned AIG’s GMD Master’s Gold Level Award  (Gold, Silver, and Bronze level awards may be earned) presented to AIG’s leading producers internationally.
Nov 1985Apr 2000

Regional Vice President, Group Benefit Services

Mutual of Omaha Companies

Initially joined company as a group field office manager with responsibility for opening a regional office in Philadelphia, personal sales (national sales leader and convention qualifier), and building a local support team.  Rapidly progressed through a series of Field and Home Office positions with steadily increasing levels of authority. Operational responsibilities included opening field sales offices, recruiting, revamping the Home Office product management process, developing and leading a national account sales and service team, and spearheading Mutual of Omaha’s expansion in non-medical products nationally.

Selected Achievements:

  • Initiated and managed Companies’ emphasis on ancillary products which delivered substantial premium growth while exceeding persistency and profitability targets,
  • Established and maintained relationships with leading insurance agencies and brokerage firms nationally,
  • Increased National Account Business from $65 million to $202 million in two years,
  • Maintained a leadership role in the development of new products and services from initial concept to market delivery.