STEPHEN CARTER MBA - USA Citizen
*** ************ ******, ********, ** 11249 • Phone: 347-***-**** • E-Mail: acr173@r.postjobfree.com
STRATEGIC PLANNING, SALES MANAGEMENT, RELATIONSHIP BUILDING
Professional Profile
Internationally experienced Senior Vice President Level Executive, who has been responsible for closing $500m p.a. of business sales and managing staff.
A proven track record in exceeding sales targets, leading with energy and encouraging the best out of colleagues in a high performance culture.
Comprehensively trained over 17 years in Presentation Skills, Sales Process, Management, Capital Raisings, SMA, Investment and Insurance product sales, ensuring consistency by applying structure to exceed sales expectations.
A thought leader, formally educated by Australia’s top business school, an MBA qualified Professional, specializing in Investment Banking, M&A, Negotiations, Business and Corporate Strategy, Marketing and Brand Management.
Proven success in pitching recommendations to Boards, in 2014 ‘Queen Victoria Market’ approved recommendations pitched on a $250m rejuvenation project, produced from research conducted on consumer behavior.
Key Skills gained from MBA Program
Strategic Analysis
Advanced Negotiator
Competitive Analysis
Financial Statement Literacy
Pitching to C-level Executives
People Leadership
Professional Experience
Senior BDM – Internal & External Wholesaler 2008 – 2015
BT Financial Group
Melbourne
Lead by exceeding targets by 25%, mentored direct reports and created a winning culture
Secured and grew a client base of over 60 financial services firms incorporating over 120 advisors with $3 billion of funds invested in products
Built a sustainable growth path for clients’ businesses by assisting them develop and execute effective marketing plans, identifying and resolving business inefficiencies
Up skilled clients staff at all levels to ensure efficiency gains and profitability were realized from features and benefits of the range of superannuation, pension, and investment products
Exceeded growth targets based on net flow volumes of $200 million p.a. by targeted, high activity with prospective clients whilst further developing existing clients
Strong communication skills applied to technical training on Capital Protection and Self-Managed Super Funds, making the complex simple and compelling
Consultant – Consumer Behavior 2014
City of Melbourne – Queen Victoria Market
Melbourne
Provided critical consumer insights that assisted in decision making on how part of a $250m project was to be allocated, to achieve higher revenue
Project Managed in a very limited time-frame a successful high quality report
Executed and gained approval on a written and physically presented a proposal to the QVM Board of Directors
Applied multiple survey techniques that provided rich information and assisted in providing recommendations that were relevant and of the highest standard
Sales Consultant – External Wholesaler 2008 – 2009
BT Financial Group
Sydney
Exceeded sales targets by identifying strategic and economic benefit to both parties
Problem solved via product solutions, needs based sales
High activity coupled with targeted activity to gain results from prospects
Developed professional presentations successful in conversion
Applied effective, efficient techniques to prospecting by networking with other industry participants to identify new opportunities
Excited customers by running marketing and entertainment events
Gained word of mouth referrals by identifying win wins, growing advisers business via product usage
BDM – External Wholesaler 2007 - 2008
Centro Properties Group
Sydney
Assigned to top national dealer groups in NSW
Company representative at PD days due to proven techniques of gaining high numbers of warm leads
Trusted with meeting National capital raising requirements within required time-frames
Achieved targets for new products by identifying early adopters
Maximize new business opportunities by reducing lead time
Identified and implemented ways to improve service to investors, increasing loyalty
Implemented feedback loop, providing relevant market feedback to assist the marketing effort
Distribution Support Manager 2005 – 2007
Aviva Australia Ltd/Navigator Australia Ltd
Sydney
Strong communication skills applied to training on financial planning software and online transactions
Ensured continuity of service by aiding in portfolio construction and asset class research
High level of professional face to face adviser sales appointments
Developed and presented para-planning seminars
Created warm leads at PD days and built professional brand at industry sessions
Increased customers back office efficiency by diagnosing issues and developing solutions
Developed and executed BDM 90 day and 1 year activity plans
Clear and effective production reports resulting in action, performance tracking
Other Professional Experience
Insurance Administrator 2003 – 2005
Platform Investments & Wholesale funds administrator
Platform Unallocated Funds administrator
Wholesale Intermediary Support
Colonial First State
Sydney
Adviser and Para-planning Manager 1999 – 2003
Arlington House Financial Planning & Investments
Townsville
Accolades
Winner of State BDM of the Year 2014 – BT Financial Group
Winner National BDM of the Year 2011 – Asgard
Recommendations adopted from a Consulting report to City of Melbourne for $250m Queen Vic Market renewal project
Exceeded targets during GFC by 25% - BT Financial Group
Presented business coaching concepts to 300+ Financial Planners at the FP Association Chapter Events
Assisted in selling Navigator’s 2nd largest Investor the platform and successfully maintained the relationship over 3 years
Completed multiple transition sales totaling over $150m of new funds administered
Formal Education
Master of Business Administration – Melbourne University
Business & Corporate Strategy, M&A, Leadership, Financial Analysis
Bachelor of Business, James Cook University
Major in International Business/Management
Diploma of Financial Services (FP) PS 146 compliant
Entry Level Competencies
Risk Management
Investment Planning 1
Superannuation and Retirement Planning
Estate Planning
Professional Training & Development
Communicating Effectively - Maura Fay
Presentation Skills - Rogan
Investment & Financial Service Certificate - Kaplan
Sales Training Program - Phuel
Developing Future Leaders Program - BT Financial Group