Experience

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  Salis Consulting

  • Consultant and Advisor

    • Oct 2021 - Apr 2024

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  Digital Federal Credit Union

  • Massachusetts, United States

  • Interim VP Marketing

    • Dec 2021 - Nov 2022
    • Massachusetts, United States

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  Alliant Credit Union

  • SVP - Chief Banking Officer

    • Oct 2012 - Nov 2020

    - Created the strategic plan and led the transition from a traditional branch based Credit Union to a digital only national financial institution - Over a 5 year period, increased annual net customer growth from 2% average to sustained 10%+ through product design, earned media marketing and PR while simultaneously closing all branches and eliminating proprietary ATMs.- Shifted focus and resources to investment in building digital assets and modernizing core banking infrastructure: proprietary Mobile and On-line banking apps, digital marketing capabilities, creation of Member Experience and Deposit Product Management disciplines, upgrading to cloud-based call center, RPA implementation- Continuously earned multiple awards: “Best Bank for On-Line Experience”, “Best Checking and High Rate Savings” from NerdWallet, and “Best High Yield Savings” from CNBC and Wallethub - Responsibilities included leading staff of 180 in Digital Channels (On-line Banking & Mobile), Member Experience, Call Center and Digital Member Care, Deposit Product Management & Pricing, Marketing, Business Development, and Banking Operations

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  MetLife

  • United States
  • Insurance
  • 700 & Above Employee

  • Vice President Marketing

    • Jan 2009 - Jun 2012

    Vice-President, Business Intelligence & Group Insurance Consumer Marketing, US Business (2009 – 2012)Led a staff of 70 in several marketing disciplines, including:Direct Mail & Digital Marketing:- Managed Direct Response Group Insurance Consumer Marketing and Consumer lead generation programs for Group and Individual channels generating $180MM in premium (Group Auto/Home, Group/Individual Life, Group Dental) and $900K in Annuity Deposits.- Introduced “Test & Learn” direct response discipline focused on format, creative and timing, resulting in 5% annual cost savings and 9% incremental response in first year of adoption.- Shifted marketing mix from 100% traditional direct mail to include Web, E-Mail, Personalized URL (PURL) marketing and on-line enrollment, improving marketing ROI by 44%.Market Development and Segmentation:- Developed business plan to expand into the Association/ Affinity segment and created a new direct marketing organization, generating $89MM in new product premium and 21,000 new Auto policies in startup year.Research & Competitive Intelligence:- Reduced Research expenses by 23% through in-sourcing and study design changes- Led the Voice of Customer (VoC) initiative, working with line of business leaders to integrate Net Promoter metrics into VoC initiatives and identify improvement opportunities.

  • Vice President Marketing

    • Jan 2004 - Dec 2008

    Vice-President, Consumer Marketing, Individual Business (2004 – 2009)Managed a staff of 58, providing targeted marketing and sales support to MetLife’s 8,000 career agents. Specific areas included: Lead Generation & Cross-Selling:- Created a multi-channel direct marketing cross-selling program to 5+ million existing customers that generates $40MM in annual sales commission.- Generated over 500,000 new and existing customer leads from call center, MetLife.com, Corporate 800# and marketing events, resulting in $122MM in annual commissions.- Increased lead generation by 28% by adding predictive data modeling to call center prompting technology- Increased lead-to-sales conversion rate to all time high by implementing performance-based lead routingCustomer Retention:- Stemmed customer attrition, “saving” over 40,000 clients, $420MM in Annuity balances and $26MM in life premium in a 12-month period, in inbound and outbound call center programs.Segment Marketing & Sales Support:- Developed a Multicultural Marketing plan and produced award-winning TV commercials focused on the Chinese, South Asian and Hispanic markets as well as print ads, in-language sales materials and MetLife’s first in-language web sites.- Introduced a new e-mail relationship management platform for use by MetLife reps to efficiently communicate with their clients creating referral, cross-sell and retention opportunities.

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  Marsh & McLennan Companies

  • New York

  • Managing Director

    • Feb 2001 - Jun 2003
    • New York

    Managing Director, Private Client ServicesCreated and managed the marketing, strategic planning, financial reporting and sales tracking functions for a consumer Property & Casualty Insurance brokerage business targeted at affluent individuals and distributed by a sales force of 200+ professional insurance brokers in 33 offices nationwide. - Developed strategic business plan to deliver 22% CAGR over 3 years focusing on geographic expansion, acquisitions, and training & development. - Delivered $2.7MM in annual savings by migrating redundant non-customer value-added functions to a centralized back office.

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  Chase

  • SVP

    • Jan 1987 - Feb 2001

    Senior Vice President, Chase Insurance Group (1996-2001)Responsible for sales management, product management, marketing, and strategy development for Life, Health, Property & Casualty, Credit Life, Annuities and supplemental insurance products sold through Internet, direct response and face-to-face channels generating $130MM in annual earnings. - Consistently delivered / exceeded business revenue targets of 25% growth per year through new product introductions, continual improvements in target marketing, and managing product/vendor mix.- Achieved a 145% increase in revenue per dedicated agent over a 2 year period through the development and implementation of a comprehensive segmentation strategy and the utilization of predictive modeling.- Led the development and sourcing of “simple issue / simple application” life products suitable for distribution by bank employees.- Implemented use of inbound bank service calls as a source of low cost leads for Term Life and Auto Insurance sales, resulting in 60% cost reduction verses traditional lead sources.Vice President, Consumer Banking Division (1989-1996)Managed Sales, Service and Operations with complete P&L responsibility for as many as 31 Bank Branches with $1 - $2 Billion in deposits and up to 450 employees. Vice President, Product Management (1987-1989)Responsible for marketing, pricing, fees and rates for $13 billion deposit products portfolio.

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  American Express

  • New York

  • Director

    • Feb 1984 - Jan 1987
    • New York

    Corporate Card Marketing Acquisition & Retention