SALES / MARKETING ª OPERATIONS MANAGEMENT
Analysis u Strategic Planning u Business Development u New Product Launches u Finance u P&L
Controls u Metrics u Quality Assurance u Project Management u Organizational Change u Best Practices u Information Systems u Hiring u Training u Team Building u Retention
DYNAMIC, SELF-DRIVEN AND RESULTS FOCUSED BUSINESS LEADER WITH MBA IN INTERNATIONAL BUSINESS AND 15+ YEARS OF EXPERIENCE EXCEEDING EXPECTATIONS. OFFER EXPERTISE IN FINANCE AND EXCEPTIONAL ACUMEN. ADAPT QUICKLY TO CHANGING MARKET CONDITIONS. ASTUTE ANALYST, STRATEGIC THINKER AND CREATIVE PROBLEM SOLVER. ARTICULATE AND PERSUASIVE; CONSUMMATE RELATIONSHIP MANAGER AND GIFTED TRAINER.
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CAREER TRACK
ACCOUNT EXECUTIVE MANAGER 2010 ? Present
GOLDLINE INTERNATIONAL Los Angeles, California
Train, lead, mentor and support a direct to consumer outbound call focused sales organization through pro-active Socratic management techniques to profitably grow and develop portfolio diversification using precious metals. Create and maintain personal base of production while developing and growing mid-tier and lower tier producers using personal training programs.
? Created 20 sales training modules to standardize the new hire process reducing training times by 10%.
? Top producer of 200 for IRA sales and #1 of 7 Account Executive Managers in personal production; recognized by the Chairman and President as the ?go-to? person for IRA training for new and veteran producers.
? Initiated a call coaching and training program that standardized feedback for entire sales group.
SENIOR VICE PRESIDENT, SALES 2009 ? 2010
TABLE BAY FINANCIAL Los Angeles, California
Profitably grew the America?s IRA Centers? distribution network nationally through multiple sales channels and strategies. Create and implement marketing programs and custom strategies for each Managing Director designed to create uncontested market space and render the competition irrelevant. Recruit, train, and implement selling strategies via a newly created, national wholesaling force.
? Stabilized sales and expanded the America?s IRA Centers ? licensee network by 40%.
? Streamlined operations and created scalable marketing programs, resulting in a 30% increase in utilization.
? Sourced and presented private equity funding solutions to venture capital, investment banking, and angel investment firms.
VICE PRESIDENT, REGIONAL SALES OPERATIONS / INSTITUTIONAL MARKETING 2001 ? 2009
JACKSON NATIONAL Denver, Colorado
Delivered energy, insight, expertise and organizational leadership required to achieve key performance objectives for 5 divisions supporting institutional and regional broker-dealers across the US for this financial firm with $82 Billion+ in assets. Drove marketing / sales programs, created new service offerings and established alliances. Managed $2.4 Million in annual operating expense. Recruited, trained and directed a staff of 80+ internal wholesalers, sales directors and administrators.
? Promoted to Vice President of the Institutional Marketing Group and Regional Broker Dealer sales channels; added Wachovia to the sales distribution channel and ranked #1 in growth among all new partners.
- Expanded the bank wholesale business from 14 into 44 territories and grew the regional broker dealer sales channel from 24 into 30 territories.
- Supported external wholesalers servicing industry leaders that included UBS, Wachovia, Wells Fargo, 5/3rd and Linsco/Private Ledger Corp.
- Optimized efficiencies for sales desk operations; introduced processes and procedures, including a score card that increased call activity by 40% and virtual meetings by 50%.
Continued
Brian P. Lane Page 2
? Promoted to Assistant Vice President of the Seminar Systems UnitSM; originated the business plan for an award-winning seminar system.
- Hired and trained professional speakers and administrative support, tested seminars, and led efforts developing customized Salesforce system allowing double the number of projected seminars without an increase in personnel.
- Developed client facing and producer facing sales materials, and created original marketing collateral and original seminar still in use today. As a result, increased sales by 30% over previous year, and boosted top advisor retention by 25%.
? Promoted to Director, National Sales Development. Originated the business plan for a career development program that saved $350,000, reducing turnover and increasing productivity, which was adopted as a corporate model.
- Led the consolidation, project management and transfer of sales desk operations from Santa Monica to Denver office. Identified critical tasks, dates, timelines, deliverables, and responsible parties necessary to meet a four month deadline.
DIRECTOR OF OPERATIONS 1995 - 2001
UNITED STATES ARMY USA / Bosnia / Germany / Croatia / Kosovo / Serbia / Hungary
Spearheaded disbursement of $100 Million+ in yearly contract payments sustaining 10,000 military and civilian personnel on peacekeeping missions in the Balkans. Managed $30 Million in equipment, budgets and $1.5 Million daily in US and foreign fund transfers. Developed short and long-range logistical and training plans for 150 staff. Directed and supervised a financial support team of 25.
? Earned a ?Best Ever? rating for planning and financial controls; earned 3 commendations; ranked top performer among 11 directors in Bosnia and Kosovo.
- Played a key role in the development of the stored value / smart card system for the US Treasury in the Balkans.
- Processed $15 Million+ in payments for NATO activities and ensured accuracy in foreign currency exchanges and compliance with United States Treasury Department regulations.
? Modernized plans for chemical defense readiness training for 2,000 personnel in Germany; boosted readiness by 30% and slashed labor needs by 75%; introduced a Quality Assurance Program that was judged best of all units.
? Prepared and managed a $3.8 Million budget; developed a database to track over 38,000 personnel, 15,000 vehicles and 100s of support units in Bosnia.
NATIONAL SALES MANAGER Prior to 1995
COMPULINK BUSINESS SYSTEMS Westlake Village, California
? Directed an inside sales force in medical software sales; boosted sales 30% in 12 months; recognized as Sales Representative of the Year. By 2nd year, efforts accounted for 30% of company revenue.
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LEARNING CREDENTIALS
Alliant International University (formally United States International University) ? San Diego, California
MASTER OF INTERNATIONAL BUSINESS ADMINISTRATION: Strategic Management, GPA 3.8
BACHELOR OF SCIENCE IN INTERNATIONAL BUSINESS, GPA 3.8
United States Army
COMBINED ARMS & SERVICES STAFF SCHOOL
Additional courses, seminars and workshops include:
Telemasters: The Coach?s Academy ª US Army: Financial Management
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CERTIFICATES & LICENSES
Financial Industry Regulatory Authority (FINRA) Series 7, 24, 63, 65 (Inactive)
REFERENCES AND FURTHER DATA PROVIDED UPON ESTABLISHMENT OF MUTUAL INTEREST |
