Experience

Kestra Financial

• United States
• Financial Services
• 200 - 300 Employee

• Vice President Of Business Development

  • Nov 2021 - Present

  Austin, TX



Lincoln Financial Distributors

• United States
• Financial Services
• 400 - 500 Employee

• Director - Business Development

  • Jan 2013 - Oct 2020

  Radnor, Pennsylvania, United States Managed a team of advanced Variable Annuity Internal Wholesalers solely focused on acquiring new producers, converting fallen-angels into active producers, and increasing one-hit-wonders into multi-producing advocates. Led team in strategic planning and daily job functionality including sales scripting, opportunity tracking, call follow-up and delivering powerful webinar presentations. Created and managed call, email, and webinar campaigns. Coached employees to excellence through annual… Show more Managed a team of advanced Variable Annuity Internal Wholesalers solely focused on acquiring new producers, converting fallen-angels into active producers, and increasing one-hit-wonders into multi-producing advocates. Led team in strategic planning and daily job functionality including sales scripting, opportunity tracking, call follow-up and delivering powerful webinar presentations. Created and managed call, email, and webinar campaigns. Coached employees to excellence through annual planning, quarterly benchmarking, monthly call reviews and development sessions. • Lead team of nine to $1 billion in sales in 1-year period. • Exceeded annual sales goals for 8 consecutive years averaging 28% annually. • Averaged 1100+ New Producers per year, each exceeding 2 tickets & $200k premium, for 8 consecutive years. • Inspired team through individualized coaching helping 5 achieve promotions. • Improved individual productivity annually by 8.33% for 8 consecutive years. • Lead team of 5 to average annual sales of $550 million over 3-year timeframe. • Launched business development sales team to successfully drive business growth opportunities. • Identified new opportunities solely from non-producers, fallen-angels, and one-hit-wonders. • Engineered sales and activity matrices for a roadmap to reach the annual goal. • Tracked potential sales through the creation of CRM reports and excel pipeline files. • Built sales and commissions reporting structure. • Partnered with national and divisional sales managers for consistent messaging and focus. • Strategized with senior leadership to provide customer-centric solutions. • Aligned with key accounts to create targeted firm campaigns. • Scripted sales campaigns and call progression. • Amplified exposure by creating blast email campaigns. • Enhanced team’s effectiveness through webinar training and monitoring ensuring an optimal workforce. • Restructured division after 4 years to meet the changing demands of the organization.

• Director of Internal Sales - Defined Contributions

  • Mar 2010 - Dec 2012

  Radnor, Pennsylvania, United States Managed a team of Defined Contribution Internal Wholesalers in strategic planning and daily job functionality. Partnered with upper management and business relations to strategize focus. Created and managed call campaigns and contests. Met Frederick John Kufta (610) 241- 0765 Page 2 with key players at partner firms to strengthen relationships and educate on products. Coached employees to excellence through call reviews, development sessions, and team meetings… Show more Managed a team of Defined Contribution Internal Wholesalers in strategic planning and daily job functionality. Partnered with upper management and business relations to strategize focus. Created and managed call campaigns and contests. Met Frederick John Kufta (610) 241- 0765 Page 2 with key players at partner firms to strengthen relationships and educate on products. Coached employees to excellence through call reviews, development sessions, and team meetings. Led conference calls with advisors and conducted group presentations. • Headed new hire recruiting effort. • Doubled the size of the Internal Wholesaling Team from 7 to 14. • Strengthened new hire training through the creation of a detailed training manual. • Impacted professional development leading all 14 direct reports to earn AIF designation. • Traveled to key relationships to increase sales and exposure. • Delivered in-person and conference call training to our strategic partner firms. • Constructed call monitoring worksheet. • Transformed call review process. • Motivated team through creation and execution of call campaigns and sales contests.



ING Nederland

• Netherlands
• Banking
• 700 & Above Employee

• Sales Desk Manager

  • 2001 - 2009

  Established the newly formed sales team. Created matrix for measurement of all employee’s performance. Lead team to improve Call Quantity and Call Quality year over year. Managesd Sales Force across all channels of business, Bank, Independent, and Wirehouse/Regional Promoted team atmosphere and idea sharing Mentored 20+ employees to promotions in last five years

• Director of Sales Training

  • 2000 - 2001

  Created sales training program for entire ING Variable Annuities Sales force. Authored Training Manual used for Internal and External Wholesaler’s product, systems, and presentation knowledge. Taught select employees to assist in training new hires

• Key Accounts Manager

  • 1998 - 2000

  Increased sales in Key Account relationships from $98 million to $425 million in two years. Partnered with strategic relations to promote firm mandated sales initiatives. Composed and monitored call campaigns for Internal Wholesales to increase sales and market share.