Aaron E. Otte

About Aaron E. Otte

Senior leader with extensive experience leading diverse groups of people, processes and initiatives. Highly accomplished professional who utilizes a collaborative leadership style which focuses upon a disciplined approach to achieving business objectives. Recognized for possessing highly developed skills in team building, organizational structure and cultural change management. Demonstrated competencies:Operations Management• Revenue Planning• Customer Service• Budgeting | Expense Management• Process Improvement• Workforce Management• Regulatory CompliancePerformance Management• KPI Management• Workflow Development• 360 Reviews• Dashboards• Quality Audit• Reporting/CRM SoftwareLeadership & Development• Human Resource Partnership• Talent Acquisition | Management • Standard Operating Procedures• Cross-Functional Partnership• Organizational Design• Career Pathways

Experience

1. Senior Sales Manager

   The General

   Dec 2019 — Present · Cleveland/Akron, OH, US

   Manage day-to-day sales operations for 80+ remote call center employees with operations ongoing 7 days a week. High-level responsibilities include revenue planning and projections, customer experience, process and project management, regulatory compliance, licensing and budget planning / reconciliation. Responsible for driving over $315 million in gross sales premium in just 3 years and report to the Vice President of Contact Center Operations.• Implemented a “peak performance” continuous improvement coaching and development program for all sales staff. The program includes a regular cadence of agent roundtables, staff call calibrations, team and one on one meetings, as well as performance read outs. • Partnered with Product and Revenue Optimization to introduce and manage both purchase lead and lead recapture sales efforts. • Cultivated cross functional partnerships with key internal and external groups for the introduction of major Sales initiatives such as the Alternative Auto program, User Based Insurance application and Speech Analytics. • Developed and designed documentation for employee quality audit (QA) guidelines and forms.• Designed and implemented comprehensive sales training materials and content.• Partnered with WFM to evaluate staffing gaps, resulting in the introduction of a bi-annual agent shift bid.• Helped design and implement detailed, real-time Tableau and telephony system reporting capturing critical KPI’s. Reporting advances led to KPI and overall performance improvement as follows: 5% overall sales to call improvement. Gross premium generation $62 million over target against the 3 year projection. 3% decrease in signature cancellations as well as applied policy uprates. 11% sales to call increase in lead recapture efforts. 6% increase in agent QA performance. 4% increase in agent schedule adherence.

Education

• Cleveland State University - Cleveland-Marshall College of Law

  J.D., Law

  2000 — 2004

• Bowling Green State University

  BA, Philosophy

  2000

Skills

• Claims Handling
• General Insurance
• Property
• Casualty
• Homeowners
• Casualty Insurance
• Subrogation
• Claims Management
• Insurance
• Xactimate
• Litigation Management
• Property
• Claims Investigations
• Insurance Adjusting
• Claim
• Claim Investigation
• Property Damage
• Property & Casualty Insurance
• Legal Liability
• Claims Resolution
• Liability
• Property Claims
• Commercial Insurance