Producer Marketing Optimization Center of Excellence - Senior Business October 4, 2011

Producer Marketing Optimization Center of Excellence As a result of the most recent Marketing reorganization, we have established a centralized Producer Marketing Optimization Center of Excellence. The goal of this team is not to create and execute every single producer communication across the organization, but rather to act as a hub to provide consistency of communications across all business units and markets. This team is developing an enterprise-wide strategy and roadmap to transform the producer communications experience.  The team will make recommendations and implement strategic producer communications initiatives that ensure all producer communications align with the roadmap strategy.  Marketing Managers on the team are assigned to specific markets and business segments and are responsible for working with those dedicated business units and marketing teams to implement the producer communications roadmap strategy.   Chad Barkman – Team Lead/Director responsible for developing and driving overall strategy Sue Indelicato – Enterprise-wide initiatives (all markets, all segments), HCR, Commercial-East Amy Robinson – Commercial-Central & West Cheryl Kessler – Consumer-Individual (all markets) Melody Gary – Consumer-Senior (all markets) Kevin Lavoie – Commercial-National 9/21/2018

Senior Business Producer Marketing Optimization Manager (Melody Gary) Responsibilities: Producer Optimization Senior Marketing Lead Generation Senior Sales Proactively identify new Senior producer communication opportunities and methods of delivery to create value, reduce costs and drive efficiency Lead Collaborate Work with Senior business partners to prioritize broker communications projects across the business Develop, manage and maintain the Producer Communications Experience Roadmap. Use as a guideline for understanding all Senior Producer touch points Act as the lead for certain enterprise-wide Senior producer communication projects as assigned Collaborate – Act as SME Drive producer email collection, management and use across the enterprise Oversight of Producer Online News, ensure timely and accurate information. Develop and manage the process for Senior market producer communications (includes copywriting for online news articles and eblasts) Own Ensure all Senior Producer communications adhere to CMS guidelines and receive proper approvals Serve as a single point of contact on Senior Producer communication issues and their resolution. Develop a Senior Producer communications calendar (including timing) and maintain an inventory of Senior Producer communications 9/21/2018

Responsibilities aligned with Senior Business Sales (Erin’s Team) Senior Sales Senior Marketing Lead Generation Producer Optimization Broker recruitment Lead Communication support Producer compensation, bonus programs Collateral support Analysis of sales activity (production reports, sales contests) Own Producer meetings and events PowerPoint presentations for specific producer meetings Collaborate Producer continuing education, training Determine best methods to increase broker utilization as well as improve CPL/CPS Works with director of business development to help build market-specific plans Assists in regional sales channel assessment as well as help with recommendations Manages all research assignments, strategy and objectives Broker database analytics and reporting 9/21/2018

Responsibilities aligned with Consumer Marketing (Marketing – Sandy’s Team; Lead Gen. - Jacquie) Senior Marketing Lead Generation Senior Sales Producer Optimization Member-facing sales collateral for local product initiatives includes broker co-op collateral, including FMO & PPA/MGA includes brokers submitting their own marketing materials for review/compliance submission. Lead Collaborate – Act as SME Communication support Broker co-op strategy Lead - develop strategy, content, creative, etc. Act as SME manage micro-market level strategy, vendor relationship sand co-op funding Member lead generation including broker co-op programs and direct marketing Collaborate Advertising Web portals support Own - support all content on broker portals (transactional websites) 9/21/2018