“A One Stop Life Insurance Resource.”

Professional Talent

Steven J. Hurley

Steven J. Hurley

Phone: 617-378-8993

EXECUTIVE SUMMARY

Experienced sales and relationship management leader with extensive background in insurance, risk management and employee benefits. Looking for a role that will utilize my breadth/depth of experience in product and business development efforts along with a wealth of skill in results driven sales team development and the client relationship management arena.  Effective change manager with a successful track record in setting and adapting strategy in rapidly changing environments.  Bringing innovative go-to-market perspective representing customer and distribution interests in the development and launch of new products for the employer market; including background in infrastructure builds, marketing campaigns, and sales and launch strategies.

PROFESSIONAL EXPERIENCE

AssuriCare LLC                                                           October 2016 – March 2019

Vice President of Sales & Account Development

  • Joined SaaS company as first VP of sales & account management to create new business development strategy and establish a proven account and relationship management structure for existing accounts.
  • Established relationship management protocols that deepened client satisfaction leading to increases in client programs with the company, which generated increased revenue and higher levels of client loyalty.
  • Managed team responsible for gathering and analyzing data that fed the tiered risk management algorithm.  The risk management protocol is what drove the ROI engine for the client programs administered and was a critical component of the company’s overall value proposition.

 

Genworth Financial, Inc.                            November 2010 – September 2016

Group LTC Business Leader and Vice President of Group LTC Sales

  • Acted as stabilizing interim business leader during period of significant change for the GLTC business.  Assumed responsibility for account development function and business-line leadership, in addition to sales.
  • Led sales architecture and team alignment for start-up GLTC sales team.  Built and led team to a 1st  year sales growth rate (cases sold) of 175% and a 2nd year growth rate of 60% – quadrupling the overall client count and adding nearly $55MM in annual premium to GLTC block in under 5 years.
  • Successfully managed team through years of industry and organizational strategy shifts while maintaining high levels of productivity and morale.
  • Partnered with case implementation leadership (as they shifted roles) to successfully install hundreds of custom cases while earning high customer satisfaction rates.
  • Acted as the “Face of Genworth” working closely with key distribution partners and industry organizations to promote Genworth’s thought leading perspectives as an industry leader through time of significant market volatility and apathy.
  • Developed sales & distribution strategy for new product portfolio – directing market research efforts with distributors and integrating market knowledge into product development and commercial go-to-market strategies.
  • Assumed responsibility for efficiently managing suspension strategy for the multi-life product line – developing wholesaling strategy and managing sales teams through temporary exit from market; continuing as internal SME on multi-life market.
  • Successfully developed, honed, and implemented a variety of sales compensation plans to drive profitable results.

John Hancock Financial Services, Inc.                  March 1990 – October 2010

National Sales Director and Product Manager, Group LTC

  • Partnered with actuarial and risk management leaders to develop product and compensation structures to meet needs of a new market.  Successfully developed strategy, distribution concepts, and resultant infrastructure to support the launch of new product to channels that had not traditionally embraced the sales of group based products.
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