PROFESSIONAL SUMMARY
Senior business leader with strong background in client management and sales in diverse Wealth Management organizations. Highly successful at building client relationships and growing revenue. Thrives in entrepreneurial settings and managing changing priorities. Excels at forging highly productive cross-functional teams and actively coaching team members to achieve targeted goals. Expertise includes:
•Client Relationship Management
•Consultative Selling
•Profit & Loss Management
•Negotiating Large Dollar Contracts
•Business Process Management
•Motivating Cross-Functional Teams
•Recruiting Leading Industry Personnel
•Large Systems Implementations
•Workflows, Procedures & Training
•Front, Middle, Back Office Processes
PROFESSIONAL BACKGROUND
WEALTH MANAGMENT CONSULTING FIRM
Provides expert services to global financial services firms with domain expertise in Wealth Management, Private Banking, Trust and Custody, Broker/Dealer and Family Office.
MANAGING DIRECTOR 2003-Present
Apply Wealth Management industry experience to sell expert services including system integration, project management, application development, operations staffing, and business process management.
Business Development - Increased consulting revenue by $6mm/year.
Management Responsibility - Mentor Client Relationship team on sales and client management enabling company to triple consulting business in two years.
Client Relationships - Build long term client relationships and recruit highest quality industry personnel to support client satisfaction and long term engagements. Average client engagement is nine months.
SEI INVESTMENTS, Oaks, PA
Leading global provider of outsourced asset management, investment processing and investment operations solutions.
MANAGING DIRECTOR, Regional/Communicy 2001-2003
Managed $55mm/year P&L for 40 member sales/service team supporting 180 clients.
Cross Selling - Coached sales employees in Miller Heiman strategic selling and LAMP. Resulted in $7mm new sales events in 2002 and 2003.
Contract Negotiations - Led team who responded to RFP and presented to $2.2mm/year client. Worked through client issues and negotiated five year deal with net up of $400m/year.
Process Reengineering - Led process streamlining effort for Market Unit that increased productivity for support of 100 back office clients. Held service personnel headcount even despite adding seven new clients.
Leadership Club – Invited to SEI’s Leadership Club trip four times due to acquiring new business, achieving exemplary client satisfaction, and mentoring team.
MANAGING DIRECTOR, National 1999-2000
Managed $33mm/year P&L for 20 member sales/service team supporting six mid-market clients.
New Business - Designed and presented sales strategy for current and new clients. Increased profit 28% in 1999, 30% in 2000.
Standard Service Objectives - Coached sales and service personnel in installation of Standard Service Objectives for all Trust 3000 clients. Kept service personnel headcount flat as a result.
RELATIONSHIP MANAGER 1994-1998
Managed mid-market client relationships totaling $9mm annual revenue. All clients re-signed long term contracts.
New Client - Played key sales role in acquiring new Trust 3000 client who had not outsourced before. Client signed seven year contract for $1.7mm/year.
Standard Processes - Established Implementation Steering Committee to standardize/document processes and leverage resources across teams. Very small increase in permanent headcount to install total of six clients with total of 250,000 accounts.
Project Director - Managed project for largest Trust 3000 client to merge two large clients they recently acquired. Client successfully added 50% more accounts and $5mm revenue.
Organizational Change - Selected as one of 50 facilitators to lead new SEI cross functional teams through organizational change as result of Reinvention Process.
EDUCATION & TRAINING
MBA - Finance coursework (all but thesis) Gannon University
BS Business Administration – Accounting, English Geneva College
Miller Heiman Coach - Strategic Selling
Miller Heiman Large Account Management (LAMP)
Wharton Executive Negotiation Workshop (50 hours)
FINRA Series 24, 7, 63 (inactive) |
