Arlington, VA *****
Tel: 561-***-****
Email:
****.*.*******@*****.***
Alan D. Briskin
SUMMARY
Proven Sales Professional with broad experience in the delivery and
administration of multiple successful sales efforts. Solid planning and
organizational skills tested in both crisis and startup conditions. Strong
communicator, motivated to overcome internal silos. Recognized by peers
and superiors as "THE" go to person, to get things done.
Strengths:
. Strategic Planner - Skilled practitioner of planning discipline:
facilitating interested parties, analyzing conditions, proposing
achievable milestones and tracking progress.
. Business Planner - Professional strategist skilled at critically
assessing business wants and needs and representing them in a formal
planning document.
. Expert Communicator - Quickly connecting with internal and external
audiences.
. Sales Professional - Adept at all aspects of sales process: business
development, relationship management, communication, organization,
administration, education and prioritization.
. Trainer, Mentor, Leader - highly regarded colleague, nominated for
leadership by peers, sought out by associates for professional advice,
and recommended by managers to guide staff.
EXPERIENCE
INDEPENDENT INSURANCE AGENT
2004 - Present
Independent Agent
. Top 10-15% producer.
. Senior Market Specialist. Agency's expert on Florida Medicare
products. Trained agents and provided guidance on coverage levels and
sales strategies.
. Conducted 20 seminars comprised of 20 to 100 prospects each, during
Medicare open enrollment season, to educate eligible candidates in
very confusing, but very important healthcare decision.
. Developed systematized approach for following up with all seminar
attendees. By building proprietary client profiles, weekly
personalized contact was maintained for a 2 month period.
. Converted up to 30% of attendees.
MORGAN STANLEY
1998 - 2004
Financial Advisor - Fernandez Novacek Group
Hired by Branch Manager into 2 year management training program. In 2001,
recruited by one of Morgan Stanley's top performing groups in Boca Raton to
help reduce eroding client base due to looming crises in financial markets.
Reversed 45% shrinkage in client base.
. Converted $175 million portfolio (1400 retail clients) from 75%
transactional (short term, high risk) to 85% fee based (long term
managed) relationship.
. After conversion, client portfolios grew at steady, average annual
rate of 12.5%.
. Constructed Client Relationship Management system (CRM) where none had
existed previously, centralizing extensive client profile information.
. Systematized and tracked regular client contact and client feedback
. Developed individualized Asset Allocation models based on investor
tolerance for risk, a financial analysis model that became a standard
Morgan Stanley branch management tool.
. Client retention rebuilt to a rate of 90%, up from a low point of 55%.
BOSTON PORTFOLIO ADVISORS 1995 -
1998
Director - BP Secondary Market Advisors
Recruited from Lennar to develop an inside sales and support unit to
complement traditional BPA due diligence practice. BPA was one of the
premier portfolio due diligence providers in the USA.
. Created internal business plan with monthly performance milestones
. Performed market analysis to identify opportunities. For example,
uncovered
$75 million auto loan portfolio which closed in 3 weeks and yielded a
$250,000 total commission to BPA.
. New secondary market activity was directly responsible for adding
gains in traditional due diligence revenue (+15% year one; +20% year
two).
. Extended revenue by identifying fee income opportunities within each
client engagement.
. Instilled accountability and reporting at each step in the process
from portfolio identification through sale.
LENNAR CORPORATION
1993 - 1995
Director, Loan Analysis
Hired by Director of Secondary Markets as loan analyst for fifth largest
homebuilder in US. Rose to Director in 2 years
. As Director:
o Improved efficiency and productivity of loan analysis teams,
yielding a 25% increase in portfolios reviewed.
o Tactics included: Floater Analysts assigned to multiple teams
based on need, daily team strategy meetings, data collection
process reengineering (reduced data input time by 20% per loan)
and individual performance standards and accountability.
. As Team Leader:
o Introduced new compensation plan, incentivizing production
goals, accuracy and efficiency for 10 direct report Loan
Analysts.
ALLENBY CORPORATION
1989 - 1993
President
Start up company designed to provide debt and/or equity for small to medium
sized, privately held companies looking to expand, provide for succession,
retire high interest debt or sell.
. Wrote business plans to create guidelines for operations, milestones
to measure progress and goals to maintain focus on the future.
. Formula included projections and actions to drive business from
current status to goal: marketing & financial projections with SMART
goals (specific, measurable, attainable, reachable and trackable).
Interviewed principals.
. Demonstrated superior organizational skills: discipline, self
direction, focused task orientation, duplicatable process and
unrelenting follow up.
EDUCATION
MBA, Marketing & Finance, Boston University, Boston, MA
BA, English & Biology, Lafayette College, Easton, PA
COMMUNITY ACTIVITIES
The NETwork: Founding President of volunteer group of established and
emerging professionals supporting Boca Raton Educational Television (BRET)
BAM: Founding President of volunteer group of established and emerging
professionals supporting
The Boca Raton Museum of Art
FATHERS CLUB OF PINE CREST SCHOOL: President of Boca Raton Campus
PINE CREST SCHOOL: Trustee, Board of Directors, Boca Raton Campus
PITTSFIELD, MA FOOD COOPERATIVE: President