CHARLES R. ROBERTS, CFP
3808 Indigo Run Drive
Richmond, VA 23233
Home: (804) 270-4180
Office: (804) 839-3293
Email: crobertsrichmond@aol.com
Objective: To obtain a position as a Branch Manager, Complex Manager, Complex/District Sales Manager, or Complex/District Administrative/Business/Operations Manager in Financial Services/Wealth Management.
Selected Achievements:
*Consistent, proven positive results on revenue, productivity, and profitability growth
*Successful experience in difficult economic cycles and turnaround situations
*Excellent sales, sales management, and team-building skills
*Superior recruiting skills, experience, and results
*Active FINRA licenses including Series 7, 9, 10, 24, 63, 65, ROP, and MSRB Principal
*Substantial multi-branch experience as a Regional Manager and Director of Branches and Sales
*Branch Manager of the Year two years in a row (Prudential Securities)
*Proven leadership skills and communication ability, written or verbal
*Extensive experience in public speaking and training
*Effective in restructuring, strategic planning, initiating and implementing new compensation programs, productivity strategies, exploring merger partners, merger transition, expense reduction, back-office system conversions, managing information technologies and facilities management, highly proficient Microsoft Office and back-office system skills such as BETA
*Significant product development experience with numerous successful product launches
*Strong administrative, organizational, and operational capabilities
*Certified Financial Planner with Wealth Management experience
*Pristine compliance record
*Have been actively involved in regulatory matters: NASD/FINRA District 7 Committee and Consultative Committee
*Experience leading a bank brokerage operation, asset manager, and trust company
Professional Summary:
2006 - 2007
Thompson, Davis & Company
Richmond, Virginia
Chief Operating Officer, Chief Compliance Officer
Responsible for managing all aspects of a relatively young broker dealer and newly-formed advisory firm to bring it to the next level, including finance, sales management, research, compliance, management of correspondent relationships, recruiting, operations, information technology, and facilities management. Some highlights include:
*Developed and implemented a strategic plan to reduce expenses, increase profitability, recruit revenue producers and administrative staff, restructure operations and information technology, originate an advisory firm, strengthen the compliance posture, and improve marketing efforts.
*Completely restructured and re-staffed all support staff.
*Oversaw and managed the regulatory filing to start an investment advisory firm.
*Dramatically reduced expenses which resulted in an increase of pre-tax operating margin from 11% to 20%.
*Recruited Director of Business Development for Thompson Davis Asset Management.
*Completely revamped I.T. effort, including I.T. provider.
*Revamped entire marketing effort, including a branding campaign.
2003 - 2005
Middleburg Financial Corporation
Richmond, Virginia
Chairman, Wealth Management Services
Managed three operating divisions including broker dealer operation, Tredegar Trust Company, and Gilkison Patterson Investment Advisors. In addition served as a Board Member of BI Investments, a newly formed broker dealer. Other responsibilities included serving on the firm's Executive Committee, Strategic Planning Committee, Tredegar Trust Company Board of Directors, Tredegar Trust Company Investment Committee, and Chairman, Middleburg Financial 401 (k) Investment Committee.
* Analyzed and completed due diligence and negotiated clearing contract for the broker dealer subsidiary
* Developed strategic plan to dramatically grow and further integrate all three operating subsidiaries
* Successfully changed compensation practices for broker dealer subsidiary
* Responsible for approximately 1.3 billion in assets under management
* Grew trust company to record asset and fee levels through aggressive recruiting and business development
* Recruited Financial Consultants and administrative support for securities subsidiary
1997 - 2002
Branch Cabell & Co.
Richmond, Virginia
President & CEO (2000 - 2002)
Led turnaround of a regional broker dealer from negative growth and low operating profit margins to high growth and high profit margins. After restructuring, initiating a strategic planning process, implementing new compensation plans, implementing productivity strategies, aggressive recruiting, and exploring merger partners, the firm was successfully sold at a valuation very favorable to shareholders, while offering more capability to clients. Managed all daily operations of Retail Sales, Capital Markets, Research, Legal & Compliance, Asset Management, Human Resources, Accounting, external/internal communications, and Operations. Coordinated merger discussions with prospective partner.
* Analyzed and completed due diligence of potential merger partners, completing merger with approximate valuation 1 x revenues, 5 x book value and 8 x earnings
* Developed and implemented integration plan, producing merger cost savings in first year of $1 million and operating efficiencies in second year totaling $2 million
* Initiated Virginia public finance strategy producing a co-managed transaction of $79 million
* Co-managed launch of wealth management product offerings, enhancing investment research capabilities and investment banking opportunities
* Designed and implemented streamlined management organization structure, improving definition of reporting relationships, and increasing managers' accountabilities
* Implemented firm-wide recognition and promotion program, improving employee retention and fostering performance-oriented employee environment
* Initiated Branch Cabell University, a management development program increasing internal communication, synergy of vision, accountability through setting goals and objectives
* Created Marketing Services Department supporting brand/image development, producing new media relations, Internet strategy, and successful statewide seminar program
Managing Director of Branches and Sales, PRIVATE CLIENT GROUP (1997 - 2000)
Managed branch operations and marketing and delivery of client services to private client market throughout Virginia and in newly opened Winston-Salem office. Directed staff recruiting and development, sales promotion, marketing, product development and management of technology strategy with operations enhancements.
*Served on three-person Operating Committee with Chairman and President and member of Board of Directors.
*Served on Compensation Committee which implemented new Investment Consultant compensation program, improving staff productivity and recurring fee business
* Implemented branch manager compensation program, improving focus on revenues and profitability while integrating MBO program with strategic directives
* Implemented enhanced regulatory compliance program, including hiring of additional staff, significantly improving regulatory audit quality
* Implemented Investment Consultant recruiting/training program, generating three-year annual compounded revenue growth of 20.8% and 48% increase in profitability while increasing operating margin from 7.48% to 14.3%
1994 - 1997
First of Michigan
Detroit, Michigan
Senior Vice President, Director of Sales and Branches
Managed retail broker dealer operations with 300 financial consultants in 33 offices in 2 Regions. Directed staff recruiting, training, product management, and compliance. Served as chair of Employee Stock Ownership Plan. Served on Executive and Due Diligence Committees. Accountable for $50 million operating budget. Directly supervised two Regional Vice Presidents, Director of Training, three Regional Training Managers, Product Coordinator and Branch Administrator.
* Recruited more than $10 million in production, opened new branch, increasing revenues by 37% and net income by 146% in two year period
* Launched major restructuring of financial consultant training program, significantly improving productivity and motivation of financial consultants
* Initiated comprehensive improvement in recruiting, training, product management and compliance programs, achieving dramatic turnaround in revenues and earnings
PROFESSIONAL TRAINING, CERTIFICATIONS AND ASSOCIATIONS
NASD Consultative Committee
NASD District 7 Committee
PaineWebber- Management Development Program
Current FINRA Registrations: Series 4, 7, 9, 10, 24, 63, 65, MSRB Principal
EDUCATION
BA with Honors, Economics
Pennsylvania State University
Wharton Business School- Securities Industry Institute
College of Financial Planning-Certified Financial Planner (CFP) |
