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Sales Customer Service

Location:
Indianapolis, Indiana, 46219, United States
Posted:
May 30, 2010

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******* *****

** ***** ****** ****** *********: (317) ***-****

Indianapolis, IN 46219 E-Mail: **********@*****.***

SALES & RELATIONSHIP MANAGEMENT

> Built Midwest territory from zero base to $40 million book of business,

ranking #1 or #2 on team.

> Identified untapped market, developed and implemented sales strategy,

then produced $30 million book of business.

> Achieve virtually 100% exclusivity with accounts while maintaining

retention rate as high as 98% in highly competitive markets.

> Skilled at prospecting and generating referrals, plus established

outstanding reputation in 3-state territory, resulting in unsolicited

calls from organizations to establish business relationship.

> Conducted over 1500 presentations during career, with audiences including

Presidents, Boards of Directors, and groups ranging to 200 people.

An accomplished sales and relationship-management professional skilled at

accessing key decision makers and closing business. Adept at creating

presentations targeted to needs of prospective and existing clients.

Recognized for strengths in consultative sales, selling in fast-paced,

rapidly changing markets, winning business at accounts previously dominated

by the competition, and developing long-term relationships built on trust

and exceptional service.

EXPERIENCE

OneAmerica, Indianapolis, IN. 2008 - Present

Designer and provider of a wide array of retirement plans.

Transition Consultant - New Business & Transition Services

Advise company on plan design for add-on, new, and compliance-related

business.

. Plan and conduct conference calls to train over 40 sales personnel a

month located in 26 regional offices nationwide. Also train 12 internal

wholesalers and 2 Directors of Sales. Training addresses registered

business as well as product knowledge, prospecting, qualifying, and

closing techniques.

. Grew sales in registered market 30% in 2009 despite poor economy, also

ahead of goal.

. Support brokers and sales team through explaining highly technical and

complex plan design features and potential compliance implications.

. Work with accounts in transition and conversion of accounts to

OneAmerica.

Publix Super Markets, Lakeland, FL. 2007 - 2008

1,000+ unit, employee-owned supermarket chain in southeastern U.S., with

150,000 employees.

Manager - Retirement Programs

. Managed the Customer Service Call Center as well as the 401K plan and

the world's largest Employee Stock Ownership Plan, overseeing 80

employees through 2 supervisors.

TIAA-CREF (Teachers Insurance and Annuity Association - College Retirement

Equities Fund), Indianapolis, IN. 1999 - 2007

Founded by Andrew Carnegie in 1919, TIAA-CREF is one of the largest

financial services companies in the United States, with over $400 billion

in assets under management. The organization helps meet the retirement

needs of 3.6 million individuals and 15,000 institutions, including

universities, museums, teaching hospitals, libraries as well as attorney

and physician groups.

Director of Institutional Client Services

Developed sales strategies for each institution based on their yearly

plans, with responsibility for sales in Indiana, Missouri, and Kansas

calling on University Presidents, Boards of Trustees, union

representatives, attorneys, and physicians. Planned and conducted over 1500

presentations, including sales calls, seminars, workshops, Webinars, and in-

service training, addressing groups of up to 200, with 50 attendees the

average.

. Developed $40 million book of business from zero base while managing $1

billion in assets.

. Create sales and marketing strategies to generate new business, plus

expand business with existing accounts.

******* *****

Page 2

. Managed all large, public institutions in the Midwest region, including

Indiana University, Purdue, Ball State, Indiana State, and University of

Kansas.

. Consistently ranked #1 or #2 out of 15-person sales team.

. Landed leading accounts, including Indiana University, Radiology

Associates, and Indiana University Physician's Group.

. Developed new business through prospecting, generating referrals, as

well as being contacted by organizations due to outstanding reputation

in the marketplace.

. Identified untapped kindergarten-to-12th grade market, performed

extensive cold calling and development of referrals, then generated $30

million in new business, including designing the plan components.

. Retained 98% of Ivy Tech Community College's business after it was let

for competitive bid. Activities included creating competitive PowerPoint

presentations, presenting at each of the colleges' 30 campuses, and

providing/overseeing 2 consultants who traveled the state for a month to

perform counseling.

. Developed and conducted financial seminars for college Presidents,

Boards of Trustees, union officials, as well as for new entrants into

plans.

. Key member of healthcare initiative team that explored healthcare plan

funding as people approach retirement age. Spoke at special college

seminar in Washington, DC, with participants including Cornell,

Wellesley, Bryn Mawr, Vassar, Skidmore, and Williams.

. Planned and organized special events, including creating and organizing

health benefits fairs at DePauw University and Wabash University as well

as Retirement Day (an annual event) at Purdue University.

. Created PowerPoint presentations first used for internal training

purposes, then made available to universities.

. Designed benefit programs tailored to needs of each institution as part

of sales strategy.

. Introduced train-the-trainer sessions, and trained 50 people regionally.

Previous experience includes Employee Benefits Trust Officer, Old National

Trust Company, Terre Haute, IN; Account Administrator, Mercantile Safe

Deposits, Baltimore, MD; Divisional Merchandise Manager, May Co., St.

Louis, MO.

EDUCATION & ADVANCED TRAINING

B.S., Florida State University, Tallahassee, FL.

Paralegal Degree in Employee Benefits, The Philadelphia

Institute, Philadelphia, PA.

Certified Employee Benefits Specialist (CEBS), The Wharton School of

Business, University of Pennsylvania, Philadelphia, PA.

PROFESSIONAL ASSOCIATIONS

Toastmaster's International - Gold Designation and

Competent Leader Designation

Past President, Area Governor 2003 - 2010

Pursuing Distinguished Toast Master Designation



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