T OBY F OUCH Woodinville, WA tfgrizz@gmail.

com (425)420-8989

DIRECTOR OF SALES
MANAGEMENT / AFFILIATE PROGRAMS / STRATEGIC ALLIANCES
FORWARD-THINKING SALES LEADER with a strong record in identifying and developing new channel/partnership
opportunities and quickly achieving market growth. A real hunter with C-Level presentation experience. Skilled in
creating needs assessments, value propositions, demonstrating ROI, and negotiating sales contracts with Fortune 500
companies across various channels. Proven career performance in developing strategic plans, territory turnarounds,
national account development, and managing explosive growth.

_________________________________PROFESSIONAL EXPERIENCE_________________________________
LifeMap Assurance (A Cambia Health Solutions Company) Seattle, WA 2011 – present
Director of Business Development, Product and Marketing (2015 – 2018)
 Oversaw small group sales, exchange and platform business, voluntary sales, and individual markets
 Management responsibility for over $10 million in Top Line Sales
 Individually responsible for $3 million in Top Line Sales
 Developed new quoting procedures and led delivery of small group products to marketplace
 Created trust, association, and innovative new platform process for new business unit
 Developed a General Agency infrastructure for growth in this dynamic new marketplace
 Established enrollment benchmarks for ideal voluntary sales within groups
 Lead all geographic expansion
 Grew Voluntary Sales unit to $7M in 5 years
 Expanded product suite in the individual marketplace
Sales Manager of Washington/Idaho/Alaska (2012 – 2015)
 Lead unit providing regional group insurance plans
 Capably managed 2 senior sales reps., 1 sales executives, 1 account manager and a sales specialist
 Finished 2013 at 113% over goal and 2014 at 105% over goal. 1st and 2nd time in company history for region to exceed this goal
 Grew Territory from $3 million to $5.2 in one year, over $6 million in year two
 Sold $2.4 million in individual Top Line Sales
Manager of Voluntary Sales (2012 – 2015)
 Implemented new enrollment platform “Rules of Engagement” for sales team matrix
 Ended 2011 at 35%+ over previous year’s production
 Closed out 2012 at 115% of goal, a 20% increase over 2011
 Met or exceeded all major categories of benchmarks through Q2 2012
 Implemented “myStro” enrollment platform into large voluntary only platform in Q2. Resulted in increased
production from producer 175% YTD over previous 2 years
 Streamlined communication elements of enrollment platform to be more in line with group product platform structure
 Implemented first “Trustnode” character project, an educational tool to help employees understand their benefits
Senior Sales Executive (2011)
 Cross sold voluntary benefits to existing LifeMap groups who currently had employer-paid products
 Trained group reps on how to identify and implement voluntary opportunities
 Rolled out “myStro” enrollment platform in Washington and Idaho
 Produced over $1M in voluntary premium utilizing “myStro” in Q4

Colonial Life, Seattle, WA 2008 – 2011

Territory Sales Manager
 Transformed failing territory division by building sales across multiple channels, recruiting new District
Managers, and developing beneficial broker partnerships throughout territory
 Grew annual premium 5% over previous year (2009) while managing in an economic downturn
 Increased sales team in Washington from 3 to 9 District Managers’ offices by year’s end
 Generated $213K+ territory sales by developing broker partnerships with 4 major Northwest brokers
 Achieved largest recorded single week of production ever in territory, $200K+ in December of 2009
 Finished Q4 2010 with $1M+ in production for the 1st time in territory history
T OBY F OUCH Tfgrizz@gmail.com (425)420-8989 Page 2 of 2

 Created seamless flow of reporting, acquisition requests, and field personnel training resulting in greater access
to territory office
 Re-structured Washington/Alaska territory to reflect marketplace partnerships better and provide improved
marketing capabilities

ClearPoint, LP, Seattle, WA 2006 – 2008

Director of Voluntary Benefits
 Handled marketing approach, along with building an operations platform to facilitate high and profitable growth
 Capably led business development, driving sales growth by cultivating strategic partnerships with current
clients and prospects
 Adeptly managed sales process to reach corporate goals
 Developed product suite for employers that were supported by leading life and disability benefit carriers
 Applied, negotiated, and implemented carrier appointment process successfully. Secured top appointments such
as Safeco, Travelers, Hartford, MetLife, Colonial, ING, UNUM, and Allstate
 Partnered with carrier, enrollment companies, and employers to prepare on-point product solutions for
company employees
 Designed and collaborated on communication pieces to inform and educate employees about company benefits

State Farm Mutual Insurance Companies, Seattle, WA 2005 – 2006

Agency Field Development
 Oversaw marketing property, casualty, life, health, and retirement products for existing agencies
 Consulted with agency owners on staffing, recruitment, and marketing
 Developed comprehensive marketing plans for agencies
 Exceeded all production goals set up by management to qualify for agency program

____________________________________EARLIER ROLES________________________________________
Forethought Financial Services, Inc.
West Zone Regional Manager
Account Executive/Team Leader – Mountain Team
Sales and Marketing Representative, Key Accounts
Rainier Companies
Senior Account Manager
_____________________________________EDUCATION__________________________________________
BA, Interpersonal Communication & Organizational Management  University of Montana, Missoula, MT

_______________________________PROFESSIONAL DEVELOPMENT________________________________
Insurance Licensed – Life, Disability, Property and Casualty
S.P.I.N. Selling (Huthwaite) – Denver, CO
Principles of Centered Leadership – Sacramento, CA
The Leadership Engine – Hillenbrand Industries
Policy Deployment Training – Hillenbrand Industries
Business Systems Training – Hillenbrand Industries
Continuous Improvement Coaching – Hillenbrand Industries
Dimensions of Professional Selling – Hillenbrand Industries

__________________________________AWARDS & HONORS______________________________________

 Masters Club Award 1999  Account Executive of the Year 2000
 Regional Zone Manager 2004
_________________________________SERVICE & AFFILIATIONS___________________________________
National Association of Health Underwriters
National Association of Insurance and Financial Advisors