J

OHN J. KUBEIKA

VICE-PRESIDENT BUSINESS DEVELOPMENT MANAGER

Visionary ~ Business Development ~ Due Diligence ~ Change Agent

Accomplished change agent and business development strategist with unique agency management experience as the
executive in charge of Pennsylvanias independent insurance agencies and as an independent agency principal.
Innovative executive with extensive business development and capture management experience within highly
competitive markets. Analytical leader skilled in successfully navigating corporations large and small through periods of
accelerated growth, and successfully achieving sales and profitability goals for aggressive business models. Collaborative
communicator continually focused on building relationships and promoting synergy across business lines to drive
positive change and improve process efficiency. Effective change agent able to establish a clear business vision for the
future, make the tough decisions, and lead towards a common goal with persistence. Enthusiastic leader of character
committed to building teams dedicated to integrity and exceeding customer expectations. Areas of Expertise include:

Compliance
Capture Management
Business Development
Budgeting
Negotiation

Team Leadership
Risk Management
Relationship Building
Training & Development
Strategic Planning & Forecasting

Revenue & Profit Acceleration

Turn-Around Management
Communication Channels
Problem Resolution
Cross-Industry Knowledge

E XPERIENCE & N OTABLE C ONTRIBUTIONS

INDUSTRIAL APPRAISAL COMPANY Pittsburgh, PA 2012-Present
REGIONAL SALES MANAGER
Accomplish regional sales goals by recruiting, training and directing successful teams dedicated to achieving aggressive
market share expansion. Oversee the direction of all sales, marketing and communication channels for the mid-Atlantic
region.
CONTRIBUTIONS & PROCESS DEVELOPMENT:
Conduct market research to establish pricing models and customized contracts designed to meet the needs and

requirements of each client.

Develop forecasting requirements for the region, preparing annual budgets and monitoring expenditures and sales to take
corrective actions when variances occur.
Maintain knowledge of current events, valuation methodologies and industry changes that may affect future sales,

recommending new products and services to meet the changing environment and specific customer needs.
KEY ACCOMPLISHMENTS:
Manage the annual revaluation services for 1,175 clients, conducting negotiations to expand new business and

upsell current client base. Achieved a 30% increase in revenue by initiating critical changes in focus & process.
Facilitate quarterly focus group and sales training meetings, planning the events and itinerary, designing the

materials, and leading the meetings to ensure the topics are understood by personnel at all levels and skill sets.
THE DRYFOOS GROUP Milton, PA 2003-2012
PRESIDENT OF THE INSURANCE SHOP, LLC (A SUBSIDIARY OF THE DRYFOOS GROUP)
Oversaw all aspects of the operations, developing forecasting and making strategic long-term and short-term plans to
achieve aggressive sales goals for property, casualty, life, accident and health insurance policies.
CONTRIBUTIONS & PROCESS DEVELOPMENT:
Identified and utilized company talent, directing efforts to increase sales through effective marketing, underwriting,
account management and creating customer satisfaction.
Established sales and marketing plans for agency products, researching the potential target clients, rolling out advertising,
and evaluating successes and failures to implement changes.
KEY ACCOMPLISHMENTS:
Successfully led the company to achieve a profitable growth to gain a client base worth $6Million.
Built a goal-oriented sales team that achieved every set target during the nine-year company growth, and maintained 93%
client retention.
Reviewed process workflows, identifying areas of improvement, and implementing streamlining changes that resulted in
an increase of $14,000 in revenue per employee.
Earned Elite Agency status with St. Paul-Travelers, Super-Achiever status with State Auto, and Presidents Council
representation with Selective.
Exceeded individual sales goals for nine consecutive years while directly counseling 31% of the agency client base.

Enola, PA 17025

717-329-3993

jkubeika@aol.com

E XPERIENCE & N OTABLE C ONTRIBUTIONS

ZURICH FINANCIAL SERVICES GROUP Baltimore, MD 1984-2003
PENNSYLVANIA STATE EXECUTIVE
Developed complex business strategies for Pennsylvanias independent agency distribution system, managing the
implementation of all strategies, and evaluating the performances of each agency based upon goals and targets.
KEY ACCOMPLISHMENTS:
Negotiated contracts with and managed over 200 independent insurance agencies located within Pennsylvania, which
included a corporate staff of over 40 team members and six regional agency managers.
Established an aggressive corporate growth plan based upon profitability and agency development goals.
Spearheaded discussions between agency advisory councils and the company to change compensation metrics, increase
profit sharing, identify areas of potential for new products and pricing plans, and develop marketing initiatives to increase
brand awareness.
Responsible for a $77 Million increase in written premium and corresponding 11.3% reduction in combined ratio over a
four-year period.

ZURICH COMMERCIAL INSURANCE Baltimore, MD 1984-2003

COMMERCIAL P&C UNDERWRITER
Reviewed and evaluated new business opportunities, conducting extensive research on commercial companies, identifying
structures, equipment and properties, determining the value associated with each. Calculated potential losses for new and existing
clients, establishing appropriate premiums based upon predictive modeling and company policies to achieve profitability
benchmarks.

LARGE ACCOUNT EXECUTIVE

Maintained an account base of key clients, establishing close business relationships with external company contacts, and
customizing service plans to meet the unique needs and requirements of each client.

UNDERWRITING SUPERVISOR
Managed daily operations of an insurance underwriting profit center, overseeing the analytics and performance of eight
commercial insurance underwriters. Recruited and trained staff members, evaluating their performance to ensure regulatory
compliance and adherence to all company policies and procedures.

ASSISTANT VICE PRESIDENT OF COMMERCIAL SALES & MARKETING

Developed marketing strategies to support and expand critical mass market share, creating new business by introducing new
services and strengthening the company brand and product awareness. Established corporate benchmarks designed to increase
sales, reduce expenses and improve profitability.

E DUCATION & H ONORS

Bachelor of Science, Business Management
UNIVERSITY OF SCRANTON
Presidents Business Council, University of Scranton, 2013
Certified School Risk Manager, 2011
Chamber of Commerce Business & Education Board of Directors, 2010
Presidents Council Member, Travelers Insurance, 2008
Presidents Council Member, Selective Insurance, 2006
East Pennsboro Board of School Directors, 2004
Executive Development Program, Farmers Group, Inc., 2002
Management Excellence Award, Farmers Group, Inc., 2001

Enola, PA 17025

717-329-3993

jkubeika@aol.com