April Gilcreast (Moderator)

April Gilcreast (Moderator)

Skyward Specialty

Director – Underwriting, Allied Health

Summary of Qualifications
Dynamic Insurance leader with 16 years Property & Casualty experience. My background uniquely combines distribution & sales leadership, product expertise, technical & underwriting acumen. A strategic thought partner, with proven track record of collaborative engagement with underwriting, product and operational leadership to assess business need, market opportunity, and formulate strategy(s) to optimize outcomes, achieve growth goals & product mix targets.

Employment
Westchester, a Chubb Company
Vice President, Business Development – Northeast Region
May 2018 – Present
Responsible for development & execution of Northeast Region Distribution Strategy. Lead business development managers in support of achieving growth & product mix goals. In conjunction with Distribution SVP & Underwriting Leaders, develop financial plans for the region, and own the execution & management of those plans. Foster and maintain relationships with trading partners in support of mutual success, and increased relevancy.

Key Priorities & Accomplishments

  • Northeast Region: $460M GWP
    • 2020 +7.5% GWP / +5% NB
    • 2019 +16% GWP / +11% NB
  • Manage, coach and develop Northeast Business Development Managers (4) on execution of key priorities across 7 Business Units and 75 Product Lines
  • Prepare salary and expense budget. Manages and executes daily business objectives with reference to budget, customer service, production, and business plan objectives
  • In collaboration with Underwriting, developed & implemented Target Account Initiative with Top 20 Brokers generating $1.2M NB / 62 Bound Accounts.
  • Partnered Underwriting Leadership & Marketing to develop digital marketing strategy driving increased awareness of high margin / low touch products resulting in +24.6% New Bound Policies

The Hanover Insurance Group, Worcester MA
Assistant Vice President, National Business Development – Medical Professional Liability
March 2016 – May 2018
Authored National Healthcare Distribution Strategy in partnership with Healthcare Product Leaders. Lead business development team in the identification of opportunity consistent with business objectives and execution of sales tactics to achieve profitable growth goals. Through facilitative leadership, collaborated with field leaders and underwriters to assure alignment in strategy, approach with agents, and execution of key priorities.

Key Priorities & Accomplishments:

  • Healthcare business doubled in size over 4yr tenure, and consistently achieved/exceeded target returns
  • Lead staff on alternative approaches to engage field leadership/agents to achieve mutually beneficial outcomes consistent with business unit’s strategy.
  • Identified access to market challenge in target growth territory. Partnered with Regional Vice President, Small Commercial, Distribution Analytics, and Marketing to develop a pull strategy initiative, resulting in appointment of New Agents.
  • Partnered with internal stakeholders to develop innovative solution for an Agency Partners business challenge, leading to deployment of a new, more efficient capability for our agent and greater share of profitable market segment, $1.2M NB premium 1st year.
  • Presented at several agent/broker healthcare summits, and policyholder events driving enhanced brand recognition and showcasing expertise in a complex sector.

Director, National Business Development – Medical Professional Liability
March 2014 – March 2016
Success in role achieved through facilitative leadership in highly matrixed organization, thoughtful distribution analysis, underwriting/technical acumen, and project management skills. Promoted to AVP after 24mo in role.

Key Priorities & Accomplishments:

  • Developed Territorial Business Plans inclusive of market analysis, distribution alignment, and white space opportunity resulting in enhanced synergy with Field & Underwriting stakeholders and execution of business unit strategy
  • Successfully executed sales plan and tactics: pipelining, consolidations, and cross-sell
    • 2015 +29% GWP / 2014 +25% GWP

Small Commercial Sales Manager
October 2011 – March 2014
Achieve territory business plan by developing deep, meaningful agency partnerships through a consistent, responsive and consultative sales approach. Leverage franchise value and incorporate partnership strategy to achieve mutually beneficial result.

Key Priorities & Accomplishments:

  • Achieved 103% of New Business Goal including +22% NB Growth and +19% GWP Growth
  • Book Acquisitions accounted for 28% of New Business from Consolidations

Regional Account Manager – Customer Service Center
Jan 2011- Oct. 2011
Cultivate existing relationships through consultative sales approach and service center implementation. Round out value proposition and solidify partnerships with winning agents.

Key Priorities & Accomplishments:

  • Partner with Field Leadership & Sales to secure new service center contracts with agency partners.
  • Converted $1M premium new service center agents & $3M Increased participation with existing agents.

S.H. Smith & Company, Needham MA
Assistant Divisional Underwriting Manager – Small Accounts
July 2007 – Jan. 2011
Underwriting/Binding Authority with 9 E&S Carriers. Strengthen and maintain relationships with carrier partners by leading underwriting team with emphasis on writing profitable business, development of new products, and expansion of appetite. Establish and grow new agency appointments as well as service existing relationships.

Key Priorities & Accomplishments:

  • $2M profitable production during first 12 months.
  • Manage team of 6 Underwriters New & Renewal
  • Promoted from Underwriter to Assistant Divisional Manager within 24 months.

The Richardson Group, Dover NH
Commercial Insurance Sales, Account Analyst
May 2006- July 2007

Key Priorities & Accomplishments:

  • Assistant Producer for Recreational Insurance Program.
  • Program Development: Operationalized workflow flows, and organized comprehensive Ski Program Manual to include program summary, loss analysis spreadsheets, and evaluation of competitors products

Meadowbrook/TPA Associates, Andover MA
Customer Service Representative/Underwriting Assistant
Aug. 2004- Mar 2006

Key Priorities & Accomplishments:

  • Serviced $71 million-dollar Workers Compensation.
  • Promoted within the Underwriting Department 3 times over the course of 1 year. Trained & Developed 15% of office staff.

Education
University of New Hampshire, 2001 – 2005
B.A. Communication Arts, Summa Cum Laude

Certified Risk Manager, 2017 – Present

Certified Insurance Counselor, 2010 – Present

MA/NH Licensed Property & Casualty Producer, 2005 – Present

Awards
Hanover President Service Award Recipient, June 2015
Healthcare Management Team Awarded the company’s highest honor for industry leading approach to Healthcare Product Development, Sales, Integrated Claims and Risk Management offering unparalleled value to distributors, policyholders, and stakeholders.

2011 Hanover President Service Award Nominee, June 2011
Nominated for involvement in successful $12.5M acquisition deal with Top Broker.

Underwriter Excellence, September 2010
Recognized as top performing underwriter on the basis of production and profitability.