Experience

LIMRA

• United States
• Financial Services
• 200 - 300 Employee

• SVP, Head of Insurance Member Relations & Sales

  • Sep 2020 - Present

  Our goal is to be indispensable to members by improving their “Membership Experience” and ensuring retention through greater awareness and utilization of member-benefit services, networking opportunities and other solutions. I am responsible for driving these efforts through leadership of a team of senior sales and relationship managers and product specialists working in partnership with our Marketing and Research colleagues to bring the full benefits of membership to bear in helping members… Show more Our goal is to be indispensable to members by improving their “Membership Experience” and ensuring retention through greater awareness and utilization of member-benefit services, networking opportunities and other solutions. I am responsible for driving these efforts through leadership of a team of senior sales and relationship managers and product specialists working in partnership with our Marketing and Research colleagues to bring the full benefits of membership to bear in helping members drive growth, solve problems and innovate in their businesses. Show less



Epoch Investment Partners, Inc.

• United States
• Investment Management
• 1 - 100 Employee

• Managing Director, Intermediary Client Relations

  • 2017 - 2019

  New York City Forged strategy and business direction as an Executive Leadership Team member; devised and executed business plan to improve client coverage, deepen engagement with client’s field sales teams, and drive business growth, achieving 35% increase in activity with largest client and inclusion in 2 major marketing campaigns. Installed a formal operating model backed by enhanced business planning, sales and activity reporting, and key metrics, uncovering opportunities to improve sales support and… Show more Forged strategy and business direction as an Executive Leadership Team member; devised and executed business plan to improve client coverage, deepen engagement with client’s field sales teams, and drive business growth, achieving 35% increase in activity with largest client and inclusion in 2 major marketing campaigns. Installed a formal operating model backed by enhanced business planning, sales and activity reporting, and key metrics, uncovering opportunities to improve sales support and driving 30% YOY increase in client activity. Redefined a distribution support model for $30B AUM business with clients in 3 countries (US, Canada, Australia) by reclassifying assets, clients, personnel, and other resources to better support existing sub-advisory partners in national broker-dealer channels. Initiated a program to place Portfolio Specialists representing Epoch investment strategies into the field to support client sales teams in local efforts around the US with existing and prospective Financial Advisors. Refined client support model for home office-to-home office relationship management, delivering a consistent and seamless customer experience for clients through a more proactive, data-driven approach. Show less



Allianz Global Investors

• Financial Services
• 700 & Above Employee

• President, Allianz Global Investors Distributors (AGID) LLC, Managing Director, Head of U.S. Retail

  • 2011 - 2016

  New York, NY As CEO of AGID, a limited purpose broker dealer, had ultimate responsibility for the financial, compliance, regulatory, and operational aspects of the regulated distribution company. As Head of U.S. Retail, responsible for the core business operating model, strategy, and sales results; Led External/Internal Sales and National Accounts teams in the placement/distribution of the full range of products offered through broker dealers, RIAs, Retirement/DC platforms, and insurance… Show more As CEO of AGID, a limited purpose broker dealer, had ultimate responsibility for the financial, compliance, regulatory, and operational aspects of the regulated distribution company. As Head of U.S. Retail, responsible for the core business operating model, strategy, and sales results; Led External/Internal Sales and National Accounts teams in the placement/distribution of the full range of products offered through broker dealers, RIAs, Retirement/DC platforms, and insurance sub-advisors. o Redefined the strategic direction of the organization away from “legacy” products to a leaner, more consultative, and data-based organization with ~100 employees focused on driving sales in new/strategic products and distribution firms through product introductions, changes in compensation, and greater use of data and analytics. o Post PIMCO split, built the new distribution organization, including redefining external/internal sales territories and support model; reassigned the National Accounts team; built-out product offerings as coordinated creation of new legal, finance, and operations teamso Implemented a new compensation structure, restructured Retail Management Team, created a new Sales and Analytics team. o Strategic Products realized $2.3B in net positive cash flow, a 62% growth rate since 2014, and significantly expanded product offerings in national distributors. o Reduced the external sales team by 20% resulting in a $1.8M reduction in annual expenses.

• Chief Operating Officer AGI Distributors

  • 2008 - 2011

  New York, NY Partnered with AGI CEO on driving strategic initiatives through the financial crisis. Was a member of the U.S. Executive Committee and served as Head of Client Experience, Head of Advisory National Accounts, Head of Business Strategy, culminating in the COO role with responsibility for revenue projections, expense management, and overall budget of this ~$500M in revenue and $175M in pre-tax earnings organization. • Led project team responsible for separation of Allianz Global Investors… Show more Partnered with AGI CEO on driving strategic initiatives through the financial crisis. Was a member of the U.S. Executive Committee and served as Head of Client Experience, Head of Advisory National Accounts, Head of Business Strategy, culminating in the COO role with responsibility for revenue projections, expense management, and overall budget of this ~$500M in revenue and $175M in pre-tax earnings organization. • Led project team responsible for separation of Allianz Global Investors Distributors into two separate and distinct broker dealers in the U.S.: AGI Distributors and PIMCO Investments. o This initiative included the full separation of all departments, ongoing global communication, working in close partnership with AGI and PIMCO senior management, and organization-wide “selling” of the new structure to Allianz employees. • Led the Wirehouse National Accounts team to grow sales and improve product offerings through a significant growth cycle. • Developed and implemented a “Client Experience” program to bring meaningful cultural change through sales infrastructure improvements to improve interactions and relationships with distribution partners. o Utilized “Voice of the Customer” feedback to define and prioritize key initiatives around compensation, client reporting and operational processes, wholesaler training, distributor payments, and driving changes to CRM for better client management. • Delivered improved sales infrastructure including CRM enhancements, sales reporting, commissions schedules, and compensation plans. • Assumed responsibility for the eSolutions and Technology teams to drive the execution of several major development projects, including a new Data Warehouse and an internal, online marketing material delivery system.



Merrill Lynch, Pierce, Fenner & Smith, Inc.

• Managing Director, Co-Head Merrill Lynch Insurance Group/Head of Distribution

  • 2005 - 2008

  Co-Head of ML Insurance Group (MLIG) with shared responsibility for day-to-day management of the business unit, full P&L management, strategic planning, and representing the Insurance business both internally and externally. MLIG was one of only four P&Ls inside of MLPF&S, with more than 300 employees, $800M in revenue and $250M in pre-tax earnings from both manufactured and distributed products. • As Head of Distribution, managed an internal sales organization of 130 people supporting all… Show more Co-Head of ML Insurance Group (MLIG) with shared responsibility for day-to-day management of the business unit, full P&L management, strategic planning, and representing the Insurance business both internally and externally. MLIG was one of only four P&Ls inside of MLPF&S, with more than 300 employees, $800M in revenue and $250M in pre-tax earnings from both manufactured and distributed products. • As Head of Distribution, managed an internal sales organization of 130 people supporting all life insurance and annuity sales within the ML retail system: internal sales reps, sales desks, and a relationship management team covering all insurance carriers in system. • Delivered a 40% increase in ML insurance business unit revenue and a 45% increase in annuity sales. • Core member of Senior Deal Team for the sale of Merrill Lynch Life Insurance Company to AEGON USA for $1.3B.

• Head of Sales Operations & Relationship Management, Global Investments & Wealth Management Group

  • 2003 - 2005

  Designed and implemented a new Sales Operations group across all investment products that focused on two key areas: 1) relationship management with partner firms across the investment product spectrum and 2) execution of a "Client Experience" program involving key initiatives and the implementation of process improvements, client feedback, and measurement using Six Sigma methodology and a “Voice of the Customer” mindset. • Redesigned, centralized, and expanded relationship management… Show more Designed and implemented a new Sales Operations group across all investment products that focused on two key areas: 1) relationship management with partner firms across the investment product spectrum and 2) execution of a "Client Experience" program involving key initiatives and the implementation of process improvements, client feedback, and measurement using Six Sigma methodology and a “Voice of the Customer” mindset. • Redesigned, centralized, and expanded relationship management efforts from annuities/life insurance to include mutual funds and separate accounts with the largest asset management firms in the country. • Expanded client experience success to multiple product groups and several sales infrastructure projects such as FA “Voice of the Customer” feedback program, process and service improvements across the SMA and alternatives business, and the creation and management of FA Advisory Councils in multiple business groups to ensure alignment with advisor needs. • Led a cross-functional team to design and deliver a new, widely accepted firm-wide non-cash compensation policy that directly impacted every ML advisor, branch/sales manager, product group, and outside asset management/insurance partner. This policy is still in effect today.

• Head of Client Experience, Merrill Lynch Insurance Group

  • 2001 - 2003

  Created the structure and formal mechanisms of relationship management that became a fully operational and deeply embedded part of the service model and sales success for the insurance business. • Obtained annual commitments and oversaw the use of more than $12M in marketing resources from partner firms for training and development activities. • Implemented the first “FA Experience” effort for the insurance product and sales group that included the development of feedback and survey… Show more Created the structure and formal mechanisms of relationship management that became a fully operational and deeply embedded part of the service model and sales success for the insurance business. • Obtained annual commitments and oversaw the use of more than $12M in marketing resources from partner firms for training and development activities. • Implemented the first “FA Experience” effort for the insurance product and sales group that included the development of feedback and survey processes as well as identification and prioritization of service and sales enhancement projects/initiatives. o Resulted in 50% improvement in overall satisfaction with the annuity business and a 60% increase in sales.

• District Annuity Specialist, Delaware Valley District

  • 1998 - 2001

  Responsible for wholesaling proprietary annuity products and supporting non-proprietary products in assigned territory. First to hold this position in the Delaware Valley market and ranked 2nd of 25 in proprietary sales each year, with a 35% increase in total sales while overall firm sales were relatively flat and a 45% increase in FA participation in annuities. Role required strong presentation skills and I averaged 2-3 large training/sales presentations a week.

• National Marketing Manager, Annuities

  • 1996 - 1998

  Designed and authored marketing materials and campaigns for proprietary annuity products. • Developed sales campaigns, presentations, client seminars and collateral materials as well as conducted internal sales training and client seminars throughout the country.

• Marketing Manager, Annuities

  • 1992 - 1996

• Senior Marketing Specialist, Annuity Marketing Desk

  • 1990 - 1992

• 401(k) Plan Administrator, ML Group Financial Services

  • 1988 - 1990