M. R.

Gilbert Resume Page 1 of 2

Michael Randy Gilbert, MBA

East Dundee, IL 60018 (847) 922-7018
Michael_R_Gilbert1@msn.com
www.linkedin.com/in/gilbertrandy

SALES LEADERSHIP SUMMARY

Results-generating sales executive with a proven track record of penetrating new markets, increasing sales
and profits, and providing exemplary service to customers. Progressive experience in property / casualty
insurance, credit, life, and health insurance, employee benefits, and finance solutions. Top performer
consistently exceeding sales quotas. Managed sales territories and developed solid leadership, negotiation,
and communication skills. Recognized for cultivating positive team environments and building a solid
rapport with major client accounts. Hired and train new sales team members, presenting strategies and
product solutions. Targeting regional, district, and senior sales manager positions using exceptional
relationship building skills tailoring solutions to clients.


LEADERSHIP ACCOMPLISHMENTS

Management: Hired and trained highly motivated sales professionals on effective sales strategies.
Mentored and empowered sales team to increase revenue, drive profit growth, and achieve goals.
Insurance / Finance Sales: Developed expertise in property/casualty and credit insurance, employee
benefits, and finance products.
Marketing: Developed strategic marketing plans, special sales incentive programs, service and product
presentations, and test marketing pilot programs with a history of sustainable success.
Customer Service: Cultivated respected business relationships with C-level executives at large and
medium-sized companies, tailoring solutions to meet their needs and exceed expectations.
Agency Accounting: Served as a complex problem solver to resolve agency issues regarding
underwriting, process coverage adjustments, audit and billing disputes.
Interpersonal Qualities: Sharpened communication skills and developed problem solving techniques.
Motivated to pursue new sales challenges with a focus on achieving great results.

EXPERIENCE

Sales Team Leader Ace Insurance Agency
Ace Hardware Corporation, Oak Brook, IL, 2012 - 2014
Sold property and casualty insurance to Ace Hardware retailers throughout the United States. Built and
maintained relationships with these retailers to grow the book of business.
Sold over $1 million in new business last year by prospecting new Ace Hardware stores and building
relationships.
Marketed solutions to Ace Retailers to gain interest in the insurance program while meeting sales
objectives.
Maintained a $3.75 million book of business with 350 Ace Hardware stores.
Renewed over 97% of accounts by building strong relationships with my clients.
Established first year renewal programs resulting in 99% renewal of first year accounts.
Managed, trained, and supported a staff of 2 team members through product and sales training.

Euler Hermes American Credit Indemnity (Member of Allianz Group), Lisle, IL, 2000 - 2011

Assistant Vice President, 2006 - 2011

M. R. Gilbert Resume Page 2 of 2

Marketed services to senior executives, having sold credit insurance for $2.66B company with 40%
nationwide market share. Built and retained respected relationships with C-level executives.
Renewed credit insurance contracts with existing client base throughout a six-state Midwest territory to
maintain a $4 million book of business.
Earned consistent top 20% for sales performance ranking, renewing over 90% of existing book of
business, winning sales incentive contests every year.
Resolved customers' challenges including credit terms and conditions, claims, and underwriting issues.
Trained sales agents in product knowledge and proper positioning for the sale.

Senior Sales Agent, 2000 - 2006
Sold credit insurance to protect clients' accounts receivables against bad debt losses, bankruptcy,
political risk, slow payment.
Increased book of business by 200% and renewed 90% of existing account base through prospecting,
cold calling, and building relationships.
Earned Presidents Club award in 2003 for exceeding sales quotas and being one of top 10% in sales
force.

Regional Sales Manager, 2000
Associates Insurance Company, Dallas, TX, 1995 - 1998 and 2000 (Recruited to return to Associates)
Managed seven professional agents in selling property and casualty insurance for $92M insurance
division of Fortune 500 company.
Generated revenues of $1.5M, increasing sales production 150%. Earned promotion within six
months.
Marketed services to senior level executives, working with equipment dealers and trucking companies.
Developed and implemented new Dealership Insurance Program. Conducted training for sales agents.
Resolved customer problems regarding claims, underwriting, loss control, rating, audits, and billings.

Area Account Executive
Navistar Financial Corporation, Rolling Meadows, IL, 1998 to 1999
Developed and maintained respected business relationships with truck and trailer dealers by designing
marketing programs and providing exemplary customer service.
Secured $60 million new finance business in 1999 and $50 million in 1998.
Consistently honored with sales incentive awards for creating the company's largest producing
territory.
Negotiated finance terms, interest rates, and agreement structure to obtain large volume fleet sales.
Conducted financing/leasing workshops to educate dealer reps.
Rebuilt declining territory by establishing new dealer sales incentive programs.
Motivated, trained, and supported International Finance and Insurance Managers.


EDUCATION, LICENSING, AND PROFESSIONAL DEVELOPMENT

Master of Business Administration, Double Major in Finance and Marketing
DePaul University, Chicago, IL

Bachelor of Science in Business Eastern Illinois University, Charleston, IL, Double Major in Finance and
Management, Business Honor Society

Illinois Property/Casualty Insurance License
Illinois Life/Health Insurance License

Completed professional sales seminars in conceptual selling, strategic selling, counselor selling, versatile
salesperson, integrity selling, Sandler Sales System, Negotiate to Win, managing goal achievement, Miller
Heiman