Matthew Totero
Director National Accounts at The IMA Group- Claim this Profile
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Bio
Credentials
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FINRA Series 63 - Uniform Securities Agent State Law Examination
FINRAMay, 2008- Sep, 2024 -
FINRA Series 7 - General Securities Representative
FINRAMay, 2008- Sep, 2024
Experience
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The IMA Group
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United States
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Hospitals and Health Care
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200 - 300 Employee
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Director National Accounts
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Aug 2022 - Present
• Create, build and maintain relationships with senior client representatives• Identify, develop and close new business opportunities with existing clients and prospects• Negotiate contracts with key customers to ensure their business needs are met• Coordinate the development of new products and services to meet changing customer needs• Analyze market trends to identify opportunities for new business• Develop operational and product skills and knowledge through training and coaching• Effectively manage relationships with senior management across the organization, including compliance, finance, and technology• Present account performance reviews as requested for clients, executive leadership• Act as the primary contact for regulators and internal and external audits delivering high-quality outcomes Show less
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Vice President
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Jun 2016 - Present
• Introduced regular account reviews with c-level contacts, identifying relevant data points, analytical and deliverables through dashboards showcasing added value opportunities• Introduced a formal sales and marketing blueprint to gain new revenue from existing accounts through CRM, sales tools, and analytics• Successfully created marketplace outreach program, gained supplier approval, conducted marketing campaigns• Led fulfillment uplift on critical aspects of customer cycle – reduced turn around time 2X by increasing provider network • Identified the need for an incident reporting program to manage customer complaints. Successfully implemented across Payer Services, resulting in faster response time, better addressing of customer issues, and future loss of sales • Restructured payer services organization to better align with revised sales and client needs• Led contract negotiations with several Tier 1 clients, both new and existing• Spearheaded adherence to 27 individual state compliance requirements Show less
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Nomura Securities
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United States
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Investment Banking
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1 - 100 Employee
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Senior Vice President, Investment Grade Credit Sales
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Jun 2012 - Jun 2014
• Solely responsible for 30+ West Coast Investment Grade focused accounts • Managed 5 global investment firms • Surpassed monthly sales targets, across multiple product platforms 100% of the time • Seamlessly transitioned senior sales person’s account base to my oversight • Solely responsible for 30+ West Coast Investment Grade focused accounts • Managed 5 global investment firms • Surpassed monthly sales targets, across multiple product platforms 100% of the time • Seamlessly transitioned senior sales person’s account base to my oversight
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The Seaport Group
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Canada
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Transportation, Logistics and Storage
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1 - 100 Employee
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Vice President, Investment Grade Credit Sales
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Oct 2009 - Oct 2011
• Responsible for 20 credit-focused accounts and handled other accounts as necessary/requested • Exceeded quarterly sales targets, resulting in $1.5mm+ net revenue for desk • Translated complex financial products to account base, resulting in increased revenue • Partnered with other sales force members with their client queries and trade executions • Responsible for 20 credit-focused accounts and handled other accounts as necessary/requested • Exceeded quarterly sales targets, resulting in $1.5mm+ net revenue for desk • Translated complex financial products to account base, resulting in increased revenue • Partnered with other sales force members with their client queries and trade executions
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Royal Bank of Scotland
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Banking
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1 - 100 Employee
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Vice President, Credit Markets Sales
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May 2008 - May 2010
• Covered over 50 accounts, including broker dealers, fund of funds, hedge funds, insurance companies and investment advisors• Consistently exceeded monthly revenue/sales targets• Developed and documented end-to-end Front Office responsibilities, including process flow, hand-offs, reporting, controls and exception resolution
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Vice President, Credit Derivative Operations
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Oct 2002 - May 2008
• Ensured timely validation and affirmation of all inventory trades• Responsible for the integrity of all curve data, trade booking, trade maintenance and appropriatereconciliations, including system P&L to flash P&L• Contributed to the documentation of all new products or structures relating to the group•Selected North America Liaison by senior bank management to oversee global creditplatform development and implementation• Chosen from a field of thousands for Royal Bank of Scotland’s Global Times inaugural piece Getting to Know You which showcased the bank’s top talent• Aided group in establishing and maintaining close working relationships, at all levels, with both Front Officeand Support Staff (e.g., Credit, Finance, Market Risk, Legal and IT)• Successfully managed and developed a team of 25 credit analysts, each of whom moved on to successfulsenior banking positions Show less
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Allen Capital Management
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United States
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Private Placement Specialist
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Sep 2000 - Oct 2002
• Coordinated the Operations Group: assisted on all trades, negotiated and documented all deal closings, reviewed all incoming/outgoing confirmations • Handled Equity, Bonds, Derivatives/Structured Notes, and Private Equity transactions on a retail and institutional level • Coordinated the Operations Group: assisted on all trades, negotiated and documented all deal closings, reviewed all incoming/outgoing confirmations • Handled Equity, Bonds, Derivatives/Structured Notes, and Private Equity transactions on a retail and institutional level
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Education
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1996 - 2000
Hobart College
Bachelor’s Degree, Political Science and Government -
1992 - 1996
The Hackley School
Community
