Executive experienced in business development, marketing, operations, sales management and leadership, turnarounds, recruiting, training, compliance, streamlining existing operations and startups.
American Express Financial Advisors, 1993 – Present
I have progressed from Mentor to Coach, Manager and Vice President with complete office responsibility. I’ve led in three different locations - each with different opportunities and challenges - and taken two of them into the top 1% nationally.
Consultant/Advisor - May 2004 – January 2005:
After 5 years of developing new advisors I decided to see what I could accomplish streamlining and growing an existing $55 million business. I upgraded many clients representing millions of dollars to a four times more profitable relationship.
▪ Client service system implemented, staff realigned, workload and overhead reduced
▪ Franchise value increased 48%, and profits are up over 15%.
Field Vice President – Cincinnati, Ohio
May 2002-March 2004
Cincinnati was a turnaround situation. When I arrived the Cincinnati office was ranked 114th out of 128 offices and getting worse. The existing financial advisors were only 6% above the company minimums and in danger of being terminated. During my tenure as Field Vice President (FVP) I moved the office up to the number one spot in the Ohio Valley region and from a G4 rating (below expectations) to G2 (exceeds expectations).
As FVP I drove site level growth and results through development of people – interview, hiring, training, and occasionally terminating financial advisors. As their leader I provided candid constructive feedback and focused on fundamental selling and business management skills. I trained on emotional competence, marketing, compliance, product opportunities and issues and introduced a wide variety of products so effective solutions could be presented to clients. Since we ran the market group on a fiscally prudent budget and were tight for resources I provided face to face field coverage until such time as advisors were deemed ready. This involved many late evenings and weekend work.
As of January 2004 the following had been achieved (Regional and National):
▪ Highest new client acquisition at 134% of goal – 2nd highest nationally
▪ Highest fee based plan sales at 126% of goal - 8th highest nationally
▪ Proprietary sales index increased 51%
▪ Largest growth ‘net gain’ in advisors 2003 (regionally)
▪ Mentored and trained a new manager and developed several coaches.
Manager – Walnut Creek, California
January 2000 – May 2002
My career as a Manager in Walnut Creek finished with my ‘district’ at 220% of sales pace and 197% of plan pace. My group of 12 was in the top two nationwide and I was rated a G1 (far exceeds expectations) on company scorecard.
▪ Responsible for advanced training, fast starts and business planning
▪ Interim site leader directly and indirectly managing the complete affairs of the office
▪ Team included a staff of five, two other managers and several coaches
▪ Multi-office responsibility – I spent one day per week in our San Francisco office
▪ Developed measures that became part of our national activity tracking system
▪ Built training programs that balanced the basics of the business and advanced issues.
Training Manager - San Francisco, California
1999
Lead coach in our San Francisco office. Working directly with two separate site leaders (with a big gaps as leaders came and went) we recruited 10 advisors, retained 8 of them and we finished 1999 250% of goal versus a nationwide average of 130%.
▪ Top office in the top region nationwide (by a 20% margin)
▪ Roles included weekly feedback meetings with advisors, field coverage, product/sales
skills training, phone work, business development sessions, and long-term planning
▪ Maintained a client base of close to 300 on one day per week.
1993 – 2000 – Financial Advisor, Pleasanton, CA
▪ Attained Silver Team (top 20%) after 1.75 years in the business
▪ Grew practice to over 300 clients in five years with high client satisfaction
▪ Perfect compliance record (no complaints filed in my 12 years with AEFA).
ABELSoft – Burlington, Ontario
Director of Sales 1989-1992
ABEL is Canada’s leading supplier of software solutions to physicians and dentists.
I was hired as a marketing assistant and my role grew to include domestic and international sales, marketing, advertising, trade show coordination and other projects. I worked with our salespeople across Canada and internationally. I left ABEL to head to California as a ‘trailing spouse’.
▪ Honors Commerce, 1987, McMaster University, Hamilton Ontario
▪ Born July 21st 1963,
▪ Married with two daughters
▪ Series 7, 63, 24 and insurance licensed
▪ Certified Financial Planner |
