Mark Shults

Supporter
DISC Type : s

Head of Sales & Distribution, Middle & Large Commercial at The Hartford

Dallas, Texas, United States

Overview

Mark leads sales and distribution for Middle & Large Business at The Hartford, overseeing over 500 professionals nationwide. With over 30 years of experience, he focuses on driving profitable growth and managing key national broker relationships. He holds a Bachelors degree from Texas A&M University.

He appears passionate about philanthropy and making a difference in local communities, expressing gratitude for the industrys support of worthy causes. Mark also actively celebrates the career achievements and successes of his colleagues and industry partners, frequently congratulating them on promotions and accomplishments.

Personality Overview

Social Proof Driven

Procedural

Calm

They are unlikely to become strong champions as they don't prefer pushing other people.  Their decisions are defined by the possible value that they can bring to the organization.
 They get along well with all people.

Topics They Care About

Sales Leadership
Leads a team of over 500 professionals, focusing on building high-performance teams and fostering a culture of customer-centricity to drive profitable growth.
Broker Relationships
His role involves developing and executing strategies for managing and strengthening relationships with national insurance brokers across the United States.
Community Impact
He has publicly expressed gratitude for the insurance industry's charitable efforts and its positive impact on communities.

Media Appearances

The Hartford Names Mark Shults To Lead Middle Market Central Division Field Sales And Underwriting. Featured in The Hartford Newsroom

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Shults tapped to head The Hartford's Central Division. Featured in Insurance Business Magazine

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Work History

11-2019
Head of Sales & Distribution, Middle & Large Commercial at The Hartford
5-2016 - 11-2019
Division Executive, Central Division at The Hartford
Senior Vice President at Zurich North America
Vice President at McGriff, Siebels & Williams
Vice President, Client Advocate at Willis

Education

Bachelor of Environmental Design from Texas A&M University

More Information

Social Presence :

Prographics :

Exp : 9 Location : Dallas, Texas, United States Job Level : Mid-senior Designation : Head of Sales & Distribution, Middle & Large Commercial at The Hartford
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Insights For Selling To Mark

During A Call Or A Meeting

DO's

  • Focus your pitch on the impact that you could help them have on their organization
  • Engage other key stakeholders on their side and leverage if they approve of your product
  • Pause and ask them if they have any questions

DONT's

  • Don’t keep pushing them for a straight answer, just make your own conclusions
  • Don’t don the salesperson avatar, be the friendly advisor instead
  • Avoid saying anything that sounds like a risky proposition

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Mark is

  • Low-risk, go-ahead from other stakeholders and successful evaluation as per process matter the most to them.
  • Will you ever get a clear answer from Mark

  • They don’t say no very often, and can take you around in circles sometimes.

Insights For Deal Planning

    How fast (or slow) will Mark move?

  • They do not like to rush and can be quite slow in their decision making.

  • Can Mark take some risk or not?

  • They rarely take risks and prefer making decisions supported by others.

You And Mark

Personality Compatibility


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