Petar Germanski
Toronto,ON
Summary
Accomplished professional with extensive experience in Business Development and Risk Management, demonstrating a proven history of accelerating operational growth and enhancing revenue streams. Recognized for adeptly identifying market potentials, fortifying sales channels, and implementing strategic negotiation tactics to elevate profitability and broaden market reach. Skilled in nurturing and sustaining relationships with critical stakeholders, clients, and partners. Proficient in client acquisition and skilled in contract negotiations, supported by robust interpersonal abilities, relationship-building acumen, and adept team leadership.
Overview
22
22
years of professional experience
Work History
Sr. Manager – Business Development & Partnerships
Onlia Insurance / Fairfax Financial
01.2022 - Current
- · Managing the creation, execution, and supervision of strategic partnerships and group Insurance programs. This encompasses strategic planning, handling negotiations and relationships with vendors, overseeing program operations, and managing risks and compliance.
- Accountable for contributing 22.7% to overall Direct Written Premium (DWP), equating to 25.1% of total sales attributed to Onlia's expansion in 2023
- Directed initiative to broaden Onlia's sales channels by incorporating a hybrid sales model that includes both digital online sales and broker market, integrating fixed and variable rate sales models and pricing strategies
- Established third-party call center specifically for recapturing potential revenue losses from Onlia's retail funnel, focusing on leads that were not initially converted through paid channels
- Led cross-functional teams to identify and secure new business opportunities, resulting in key partnerships
- Negotiated and closed high-value contracts with major clients in both B2B and B2C sales, driving substantial revenue growth and enhancing the company's market position
- Established and maintained strategic relationships with key industry stakeholders, resulting in improved brand visibility and market penetration
- Created targeted campaigns and promotional strategies in both paid search and social, resulting in increased brand awareness and lead generation
- Coordinated with actuarial team to identify industry trends and opportunities, providing valuable insights for strategic decision-making and establish strategic rate filing for Onlia
- Cultivated robust partnerships, comprehending their requirements, and providing customized solutions, leading to 87% retention rate
- Collaborated with data team to comprehend client lifecycle and identify profitable clients for Onlia, ensuring growth aligns with profitability
- Formulating budget forecasts and plans across diverse marketing channels to maintain overall Cost Per Acquisition (CPA) within company's projected targets
- Collaborated with strategic partners and marketing team to enhance Onlia's SEO standing, focusing on keyword optimization, content collaboration, improving mobile usability, and developing backlink strategies.
Business Development Manager
RAI GRANT INSURANCE BROKERS
04.2014 - 01.2022
- Supervised group (affinity) insurance programs and handled retail house accounts across 13 insurance markets
- Led a team of five account managers, managing accounts that collectively represented $11 million in personal lines business premiums and $1.5 million in commercial group accounts
- Created interactive, application-level training programs, boosting new sales
- Collaborating with marketing teams to develop and implement marketing campaigns that effectively communicate the value proposition of personal insurance products to target audiences
- Achieved a $900,000 increase in group sales volume within the first year by implementing strategies to enhance sales profitability, utilizing pipelines, CRM tools, and focused education
- Identifying and pursuing opportunities to expand sales channels, including digital platforms, broker networks, and direct sales
- Enhancing distribution strategies to reach a wider audience and improve sales efficiency
- Explored and pinpointed opportunities for account expansion, deeper market penetration, and market growth
- Managed full-cycle accounting tasks
- Completed the annual planning process and conducted monthly forecasts
- Buildt and maintained strong relationships with key partners, including insuring markets, in house brokers, and third-party vendors, to enhance product distribution and market penetration
- Negotiated partnerships and alliances that drove profitable growth
- Supplied analytical and strategic insights on risks, opportunities, and KPIs to support optimal decision-making
- Assessed return on investment for marketing initiatives, analyzing the impact of pricing strategies on the brand's profit and loss, and evaluated revenue growth management tactics to maximize revenue
- Responsibilities included budgeting, forecasting, and maintaining digital marketing efforts through social media, SEO, newsletters, blogs, and video content
- Undertook market research, analyzed customer behavior data, and identified new market opportunities.
Senior PL Underwriter/ Business Development Manager
INTACT INSURANCE / NOVEX GROUP
05.2006 - 04.2014
- Assessed the risk associated with insuring individuals and determining appropriate premiums based on risk level
- This involves analyzing detailed personal information, claims history, and other relevant data to make informed decisions
- Enhanced the organization's operational efficiency by applying underwriting expertise and judgement to assess risks, mitigate exposure, establish rating guidelines, and determine appropriate policy terms and conditions in line with the company’s standards for automobile and home insurance
- Spearheaded the underwriting process for Group insurance, managing a portfolio worth over $15 million, achieving a 14% growth in profitability over 3 years
- Led a team of four underwriters, enhancing their skills through targeted training and development, resulting in a 25% increase in team efficiency
- Worked closely with agents and brokers to provide guidance on policy offerings, clarify underwriting decisions, and support the sales process by ensuring that clients receive appropriate coverage options
- Negotiated complex accounts with brokers, securing profitable deals and expanding the company’s market share in Group insurance offerings
- Oversaw a portfolio of personal insurance policies, monitoring performance, and making necessary adjustments to minimize losses and maximize profitability
- Engaged in direct sales activities, including upselling and cross-selling of property and casualty insurance products to staff and partner groups throughout Canada
- Oversaw a specific underwriting region to monitor business trends, ensure profitability, and strengthen relationships with agencies.
Business Analyst
BANK OF NOVA SCOTIA
08.2002 - 05.2006
- Made judicious decisions by conducting thorough analyses of submitted documents, including credit histories, employment backgrounds, and current financial situations
- During the underwriting process, scrutinized credit reports, income statements, compliance, and title documents, as well as appraisals
- Engaged in discussions with customers, agents, and brokers to finalize coverage, pricing, and service agreements
- Designated specific brokers to foster robust company relationships, acting as the direct contact for transaction submissions and as a consultant to address any inquiries regarding underwriting standards for loan processes and applications
- Executed competitive analyses to gauge performance benchmarks and identify optimal practices, leading to enhancements in marketing expenditures and the execution of IT projects
- Undertook comprehensive business process evaluations to pinpoint improvement opportunities, which resulted in heightened operational efficiency and cost reductions
- Directed the initial phase of requirements collection and analysis for projects, guaranteeing that stakeholder expectations were fulfilled and that projects concluded successfully within the allocated time and budget
- Verified documents against underwriting checklists to confirm compliance with all required stipulations.
Education
BCom – Marketing - Marketing
Ryerson University
Toronto, ONDiploma in Marketing -
Centennial College
CRM Designation (Risk Management) -
University of Toronto
Professional leadership and management course -
University of Toronto
Skills
- Strategic sales planning and execution
- Data analysis
- Business process modeling
- Rate filing and portfolio segmentation
- Problem solving
- Partnership development and management
- Contract negotiation and closing
- Market analysis and opportunity identification
Languages
English
Native or Bilingual
Croatian
Professional Working
Timeline
Sr. Manager – Business Development & Partnerships
Onlia Insurance / Fairfax Financial
01.2022 - Current
Business Development Manager
RAI GRANT INSURANCE BROKERS
04.2014 - 01.2022
Senior PL Underwriter/ Business Development Manager
INTACT INSURANCE / NOVEX GROUP
05.2006 - 04.2014
Business Analyst
BANK OF NOVA SCOTIA
08.2002 - 05.2006
BCom – Marketing - Marketing
Ryerson University
Diploma in Marketing -
Centennial College
CRM Designation (Risk Management) -
University of Toronto
Professional leadership and management course -
University of Toronto
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