Tom Pfingstag

Balancer
DISC Type : S

Sr. Vice President - Business Development at Sedgwick

Germantown, Tennessee, United States

Overview

Tom is a seasoned insurance executive with over 20 years of experience, currently leading business development at Sedgwick. He drives market share expansion and was recently appointed zone leader for the Southeast. People often describe him as a detail-oriented, relatable, and a great listener. He holds a BS from UNC Charlotte Belk College of Business.

Outside of his extensive professional life, Tom likely maintains ties to his alma maters community in North Carolina. His time in Charlotte suggests a possible interest in the regions vibrant sports culture and following local teams.

He has a proven track record of rising through the ranks, having held multiple senior vice president roles at Sedgwick over his career.

Personality Overview

Process-Oriented

Empathetic

Risk-Averse

They are comfortable taking long term decisions.  They like following the process even if it takes time to reach any conclusion. They are courteous and respectful but practical.

Topics They Care About

Regional Sales Strategy
He was recently appointed as Sedgwick's regional zone leader for the Southeast, responsible for casualty services in that market.
Business Development
As Senior VP of Business Development, he is responsible for creating and executing strategies to expand Sedgwick's market share and revenue.
Risk & Claims Management
His 20+ year career in the insurance industry, with a leader in claims administration, showcases his deep expertise in risk solutions.

Media Appearances

Sedgwick strengthens growth capabilities with strategic sales team reorganization. Featured in PR Newswire

See Now

Work History

11-2020
Sr. Vice President - Business Development at Sedgwick
2-2020 - 10-2020
Executive Vice President - Risk Consulting at Fairly Group
7-2002 - 2-2020
Sr. Vice President - Client Services at Sedgwick CMS
Director of Claims at InServe/Guarantee/iCorp

Education

1984 - 1989
BS from UNC Charlotte Belk College of Business

More Information

Social Presence :

Prographics :

Exp : 23 Location : Germantown, Tennessee, United States Job Level : Leadership Designation : Sr. Vice President - Business Development at Sedgwick
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Insights For Selling To Tom

During A Call Or A Meeting

DO's

  • Be very observant about how they perceive the risk in the decision
  • Be personal and polite and slightly formal
  • Actively address their concerns around change, risk, and acceptance by users

DONT's

  • Do not sound very transactional, make extra effort to be genuinely interested
  • Skip mentioning details that are confusing
  • Don’t push them for a no, take the lack of yes as a no after a certain point

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Tom is

  • Low-risk, adoption by others and strong collaterals matter the most to them.
  • Will you ever get a clear answer from Tom

  • They never refuse directly, they push out the decisions or just go quiet.

Insights For Deal Planning

    How fast (or slow) will Tom move?

  • They can be some of the slowest decision makers.
  • Can Tom take some risk or not?

  • They have no risk-appetite and prefer to take safe decisions.

You And Tom

Personality Compatibility


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