CHARLES KRISTOPHER NORTON
14397 Salem Drive West • Carmel, IN 46033
(317) 753-0275 • krisnor10@gmail.com
REVENUE-GENERATING SALES MANAGER WITH EXTENSIVE EXPERIENCE IN
THE INSURANCE INDUSTRY
Marketing • Major Medical, Life, Annuity & Voluntary Sales • Personnel Management
Business-savvy leader with proven track record of fostering effective relationships with key industry professionals and
driving sales in the competitive marketplace. Versatile problem-solver with proficiency in all employee benefit areas,
including: Consumer Driven Health Plans, Health Savings Accounts, Health Reimbursement Arrangements, Fully
Insured, Self-funded, Voluntary and Ancillary offerings. High-performance manager with history of optimizing
expansive territories and developing top-performing agents. Motivated supervisor with successful career in the
Indiana insurance industry with long list of contacts and appreciable reputation.
Core Competencies
Strategic Planning • Product Positioning • Revenue Generation • Territory Management • Underwriting • Prospecting
Presenting • Recruiting • Market Penetration • CRM • Reimbursements • Negotiating
PROFESSIONAL EXPERIENCE
ALLSTATE BENEFITS, CARMEL, IN
2008 to 2012
Industry-leading provider of life, health and voluntary insurance.
Regional Sales Manager, Indiana
Supervised expansive territory that included the entire state of Indiana. Oversaw all sales, services and strategic
planning for Allstate voluntary products. Collaborated with executive management on creating and achieving
aggressive goals on annual basis; analyzed sales numbers and developed plans to acquire new customers and expand
services to existing accounts.
 Successfully recruited and motivated Allstate leaders and independent group benefits insurance brokers to
expand sales of voluntary products.
 Developed and executed effective strategies to optimize the competitive marketplace.
 Routinely expanded sales, despite pressures of challenging territory and economic downturn; leveraged previous
experiences and contacts in Indiana to further penetrate the local insurance industry.
 Increased annual sales over 3-year period; exceeded national sales targets, achieving rare profitable status
among regional sales managers throughout the United States.
 Produced 230% of 2010 sales total.
 Impressed upper management with dedication to revenue generation; received new roles with enhanced
responsibilities.
 Built reliable network of independent insurance agents and brokerages, fostering profitable relationships with
key gatekeepers and stakeholders.
 Adapted sales strategies to better service insurance agencies of different sizes, from mom and pop
establishments to larger brokerages.
 Consistently prospected for new leads and secured substantial deals on voluntary medical insurance; convinced
agencies to sell unique insurance plans on top of their standard options.
CHARLES KRISTOPHER NORTON • krisnor10@gmail.com • (317) 753-0275
TIME INSURANCE / ASSURANT HEALTH, MILWAUKEE, WI
Page 2
2002 to 2008
Respected company offering variety of health insurance products to consumers.
Regional Sales Director, Indiana & Ohio
Mentored and assisted insurance agents in Indiana and Ohio, helping them maximize sales of individual medical,
short-term medical, health savings accounts, health reimbursements and voluntary products.
 Increased insurance sales in Indiana and eventually moved into competitive Ohio marketplace.
 Developed valuable training seminars to properly educate all insurance agents in the territory; ensured they had
the correct tools and information to properly position products/services in their challenging sales environment.
 Continued to leverage contacts from previous years in the Indiana insurance industry; built credible reputation.
 Expanded distribution channels for company’s products to include internet sales companies, brokerages,
marketing organizations and personal producing general agents.
 Became expert in voluntary products, leading to eventual move to Allstate Benefits.
UNICARE, BOLINGBROOK, IL
1997 to 2002
Affordable health insurance and health care plan provider; worked in division for Wellpoint Inc.
Regional Sales Manager, Indiana
Spearheaded sales and operations for brand-new Indiana branch. Appointed more than 1K agents; produced 1,800
individual medical policies, 1K small group employees and 900 senior medical policies on annual basis.
 Earned coveted status as company’s top recruiter; achieved annual goals for health sales, small group
production and first-year agent production.
 Built network of sales leads by utilizing cold calling, networking and client relationship management skills.
 Grew territory in unprecedented time, earning $3M in individual sales in a couple of years.
 Recruited, fostered and retained quality agents with maximum potential to execute deals and drive revenue.
EDUCATION & PROFESSIONAL DEVELOPMENT
Bachelor of Science, Focus: Marketing, Indiana University, Bloomington, IN
Professional Affiliations: Indiana Health Underwriters • RHU • FLMI