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Jim’s ability to multi-task is simply daunting. As the Principal of the newly formed EA&O agency, Jim has spearheaded the new business development and client stewardship model that has already produced and retained more revenue in a few months than most agencies create in a number of years. All of this while continuing to be an active senior consultant, facilitator, and board member for Polestar. A quick look into Jim’s background explains it all:
As the EVP of Sales & Marketing, for Fleet Insurance Services, Jim managed a sales force of over sixty commercial property & casualty insurance and employee benefits producers in thirteen offices located in six states with annual revenues in excess of $75 million.
Jim was part of the leadership team that successfully integrated five insurance firms into one cohesive, successful organization inside a national bank, establishing a consistent sales and marketing strategy along with a “one company” team-based culture.
Jim orchestrated the creation and implementation of the first successful Commercial Insurance/Employee Benefits Cross-selling Strategy within a large national bank - growing sales from bank/insurance cross-selling from 0% to over 35% of annual new business in just four years. This breath-taking rate of growth was achieved through a combination of strategic and tactical actions including: effective banker training; creation of a high impact compensation plan; the launch of successful marketing initiatives; consistent sales activity management, and a host of performance development programs.
Prior to his sales/marketing leadership role, in the 1990's Jim was President of Meeker Sharkey Benefits, a leading employee benefits broker/consultant. Under his leadership Jim repositioned the company from a small account, “product centric” sales shop to a middle market focused, “client centric” benefits consulting company.
Jim is a regular speaker at industry events on topics ranging from commercial insurance and employee benefits market trends to successful cross-selling strategies in multi-discipline organizations.
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BIOGRAPHY:
