Scott C.

Leeman
Spring Hill, FL 34608 (352) 346-1751 securescot@gmail.com

Top Sales Management Professional ~ Insurance / Financial Services

Progressive sales manager, motivator, team builder, and strategist with more than 20 years of experience in the insurance industry. Successful track record of developing and managing world-class sales teams in competitive markets. Developed innovative sales models and formed high-level alliances, resulting in increased sales volume, market penetration, membership base, agent performance, and overall productivity.

Areas of Expertise
Regional Sales Management & Team Building Sales Channel Development & Management Relationship Management & Alliance Development Business Development & Key Account Management Strategic Sales & Marketing Staff Training, Coaching & Mentoring Employee Engagement & Morale Building Budget Management & Forecasting

Professional Experience
UNITED HEALTHCARE, Minnetonka, MN Regional Vice President Central Sales Division Oct. 2007 June 2011 Drove revenue and profits throughout a 13-state region in the Midwest for a major insurance company specializing in Medicare Advantage, Medicare Supplement, and Medicare Part D. Provided leadership to 5 Regional Sales Directors with overall responsibility for 130-200 Sales Management Staff and Sales Representatives. Led sales force that included hundreds of captive broker agents (ICAs) and thousands of non-captive independent agents (FMO agents). Managed sales budget. Transformed an underperforming region into a top territory within one year by building and managing a first-rate sales force; catapulted the regions ranking from last place to first through progressive leadership, staff empowerment, and a more effective sales model; results included: Inherited a region that had attained 65% of plan in 2007; instituted sweeping changes in leadership style and sales philosophy to achieve 146% of plan in 2008 and 131% of plan in 2009. Increased sales volume and membership base by 58% from 2009 to 2011 (19% growth from 2009 to 2010, and 33% growth from 2010 to 2011). Ranked as the #1 region in the nation in sales volume for 2009 and 2010. Instrumental in the expansion of the ICA sales channel, which grew to 3,500+ agents nationwide. Substantially improved employee morale, as measured by internal surveys; instituted staff engagement programs designed to increase job satisfaction, individual performance, and team unity; provided employees with realistic growth and development opportunities; built a cohesive sales organization; results included: Reduced combined sales force from approximately 300 to 185 following a large-scale internal integration; improved sales despite reduction; instituted leaner sales model and eliminated duplicate functions. Provided tools, training, and resources to sales agents in preparation for open selling season. Implemented an innovative lead distribution strategy to develop stronger alliances with sales agents; provided the company with a competitive advantage by building a loyal agency force; directed management team to recruit agents, facilitate licensing, and promote loyalty; efforts resulted in greater market penetration. Regional Sales Director Feb. 2007 Oct. 2007 Selected to manage the Florida sales territory, which was the largest Medicare Advantage state in the nation. Ranked #1 out of 11 territories in total sales volume. Dramatically increased total sales volume by developing a productive multichannel sales team, strengthening the sales infrastructure, opening a new territory, and promoting close agent relationships.

Scott C. Leeman Professional Experience

UNITED HEALTHCARE (Continued): Area Sales Manager Feb. 2006 Feb. 2007

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Established a new territory with five locations in the northern Florida region. Recruited sales team and cultivated relationships to quickly build the area into a high-performing territory. Account Executive / Supervisor Feb. 2004 Feb. 2006 Played a leading role in increasing revenue, membership, and market share by redesigning and expanding the companys sales channels. Created strategic and tactical plans to develop viable channels and improve the firms competitive position. Partnered with regional and executive leadership to facilitate channel development. Spearheaded the development of the Direct Writers/ICA channel; built program from inception into a vital source of new business; helped to design a sales model that was adopted nationwide. Cultivated and strengthened the companys first FMO relationship in the nation; developed sales model and business development strategy to maximize market penetration; maintained exclusive agreement with agents; trained and coached agents in business operations to create a successful partnership. Individual Sales Representative Feb. 2001 Feb. 2004 Ranked as the #1 Sales Representative in the nation in new opportunities in 2002 and 2003 for the combined twoyear period (out of 200+ Agents). Exceeded goals in all key performance measurements.

Prior Experience
Independent Agent (Medicare Advantage) Aug. 1999 Feb. 2001 AvMed Medicare, Gainesville, FL Sales Representative (#1 Performer) Sept. 1994 Aug. 1999 Independent Sales Representative, Oregon (Medicare Supplement, Medicare Cost Plans, LTC, Annuity, and Final Expense Plans) Apr. 1985 Sept. 1994

Education & Licenses

Penn State University Licenses Life & Health Producers Licenses (all 50 States) Certification Certified Senior Advisor (CSA) Professional Development Completed numerous insurance, sales and management training programs

Awards
Attended Pinnacle Sales Events every year from 2002 to 2009 for ranking among top 1% of sales performers (Pinnacle discontinued after 2009). United Healthcare Innovations Award Winner 2006 (team award), for innovation, creativity, and customer focus in pursuit of the Public and Social Market Groups vision. Founding Member National Sales Council, 2003. References available upon request.