PATRICK J.

KEARNEY
5367 Baypointe Drive * Powell, OH 43065 * C: 614.329.9497 * pk4e3db2@westp
ost.net

PROFESSIONAL SUMMARY
A highly effective Sales and Management Executive with a proven, consistent hist
ory of success in outperforming the competition, capturing key accounts and pene
trating critical markets. Critically involved in the development of a business f
rom initiation to $8MM in sales. Able to focus simultaneously on vision and exec
ution: leading multiple functions and implementation strategies, while retaining
focus on long-term sales goals and critical business objectives. Excel at ident
ifying and capturing emerging opportunities to meet customer demand while penetr
ating new markets and delivering multimillion dollar revenue growth. Highly succ
essful at orchestrating the entire sales process from opportuni
ty identification through customer capture and retention, to product and service
delivery.
CAREER DEVELOPMENT
PUTNAM TRANSPORTATION INSURANCE AGENCY - DUBLIN, OH 1984 - PRESENT
Vice President
Putnam Transportation Insurance Agency is a specialized insurance corporation pr
oviding liability, physical damage, cargo and non-trucking liability coverage to
the transportation industry.
Accomplishments
* Directly involved in the development of the organization from a $250,000 per y
ear division of another agency, to an $8,000,000 per year independent firm.
* Instrumental in growth from 25 to 800+ policy holders.
* Maintained a 90%+ client retention ratio.
* Kept agency-wide loss ratio below 60%; more than 30% lower than the industry a
verage.
* Expanded insurance carrier relationships from one to over fifteen of the indus
try's best. Went from having to seek carriers to place business with, to having
carriers compete for Putnam's business.
* Developed a loyal customer base that routinely recommends Putnam's services to
others.
* Built a reputation for tremendous knowledge, first rate service and integrity
in the business. Did all of this while maintaining uncompromising ethics.
Responsibilities
Sales:
* Identify, contact and make initial contact with potential clients.
* Call on prospective clients received by referral.
* Conduct reviews of all prospects operations and prepare insurance solutions ba
sed on needs.
* Meet face-to-face with decision makers to make sales presentations.
* Travel in a tri-state area to meet with potential clients.
* Build relationships, provide consultation even when prospect does not become c
lient in the first sales cycle.
Strategic Planning:
* Determine which clients fit which of Putnam's markets best
* Protect markets and improve efficiency by constantly upgrading client base
* Seek out and gain better markets for agency
Management:
* Plan annual budget from payroll, benefits, capital expenses.
* Responsible for personnel decisions, including addition/review/deletion of sta
ff.
* Determine market direction in terms of selecting insurance companies Putnam wi
ll place business with.
* Target potential clients and decide what types of prospects will be pursued, w
hat ones will be declined.
* Research and select operational tools, such as computer systems, information m
anagement systems, premium finance company relationships.

Customer Service:
* Build and maintain relationships with customers to better serve them
* Strive to make agency a consultant to customers operations, not just their ins
urance agent
* Continually ensure that agency is meeting all customers needs in timely, profe
ssional manner
* Introduce and implement all safety related materials we have available to clie
nt
* Strive to make superior service an integral part of the clients operation

R J KATZ & CO. - ROCHESTER, NY 1981 - 1984

Account Executive
* Sold, serviced and administrated credit life and credit accident and health pr
oducts to financial institutions in the western half of New York.
* During a time of shrinking numbers of financial institutions due to merger, ac
quisition and failure, was able to increase company's market share by 25%.
EDUCATION / CERTIFICATION

WITTENBERG UNIVERSITY
* Bachelor of Science degree in Political Science and History
SOCIETY OF CERTIFIED INSURANCE COUNSELORS
* Certified Insurance Counselor

PROFESSIONAL DEVELOPMENT

SOCIETY OF CERTIFIED INSURANCE COUNSELORS

* Complete 40 hours of continuing education annually, to maintain certification.

COMMUNITY SERVICE

Have partnered with charitable organizations throughout career, including:

* Special Olympics
* Mothers Against Drunk Driving
* Upward Basketball
* Dublin Youth Athletics
* American Cancer Society