Sales Management

Objective

Sales Representative leveraging ten years success selling securities

clearing, custody, and wealth management solutions to a variety of

institutional and retail clients that will parlay demonstrated

consultative sales proficiency, thorough understanding of technology,

and stellar track record cultivating relationships over an 18 financial

services career.

Profile

Self-starter, with strong interpersonal skills and positive attitude.

Professional presence, adept at creating, maintaining and strengthening

client relationships. Intelligent and analytic - demonstrated ability to

grasp and articulate complex topics. Experienced and educated, with broad

and deep financial industry knowledge. Has repeatedly achieved high

performance levels in the institutional sales environment. Accustomed to

consistently achieving sales goals. Proven ability to navigate complex

sales situations, identify quality prospects, and close new business.

Innovative, with a high level of integrity.

Efficient and organized - excellent at business planning, and sales

reporting. Poised and competent with demonstrated ability to easily

overcome sales hurdles. Thrives in a performance-driven environment.

Excellent team-building skills.

Skills Summary

Strategic Sales Prospect Management Complex Sales Situations

Business Development Effective Communication Practice Management

Territory Management Trade Show Representation

Sales Reporting Technology Solutions Professional Presentations

Brokerage Operations

Professional Experience

INSTITUTIONAL brokerage sales

o ESTABLISHED AND MANAGED RELATIONSHIPS WITH INSTITUTIONAL CLIENTS WHILE

CAPTURING ASSETS FOR INDUSTRY LEADING FINANCIAL SERVICES CUSTODY AND

EXECUTION PLATFORMS.

o Gained understanding of the each sales opportunity by performing a

thorough business needs analysis.

o Presented focused, value-added, strategic sales solutions and managed

sales cycle.

o Developed customized solutions for a wide variety of institutional

clients

o Performed profitability analysis and negotiated terms of new client

relationships.

o Conducted small-group sessions on proprietary technology platform and

practice management issues.

o Maintained high industry profile leveraging industry associations,

study groups, and networking.

o Created and executed comprehensive business development strategies.

o Worked effectively with all brokerage business units to ensure world

class service standards for platform clients.

territory & Client MANAGEMENT

o MANAGED TERRITORIES EFFECTIVELY AND WITH TRANSPARENCY:

o Submitted all reports timely and accurately.

o Developed and executed strategic business plans:

o Defined by senior management with respect to specific

business unit goals.

o Lead market penetration within territory; strategies included

leveraging trade show attendance, prospect meetings,

telephone calls, letters and competitive gap analysis.

o Consistently exceeded designated business goals:

o Doubled territory assets five straight years.

o Constantly achieved specific revenue goals throughout tenure.

o Surpassed management defined profitability measures

regularly.

Professional Experience, continued

sales process management

o INDEPENDENTLY PROSPECTED FOR AND CLOSED NEW BUSINESS WITH

INSTITUTIONAL CLIENTS :

o Contacted and qualified prospective new clients.

o Completely managed sales process from cold call to close.

o Established prospect profiles based on needs analysis.

o Focused on products and services specific to profiled needs.

o Presented solutions to meet needs of key decision makers.

Employment History

WELLS fARGO ADVISORS, LLC - San Diego, CA

Financial Advisor, 2008 to Present

REILLY FINANCIAL ADVISORS, LLC - La Mesa, CA

Vice President, Client Relations, 2005 to 2007

lpl FINANCIAL SERVICES - San Diego, CA

Director, National Accounts - Independent Advisors Group, 2003 to 2005

TD Waterhouse institutional services/Jack white & co. - San Diego, CA

Vice President - Sales, Pacific District, 1995 to 2003

Licenses/Designations/Training

FINRA SERIES 7, 66, 31

COLLEGE FOR FINANCIAL PLANNING - Chartered Retirement Planning Counselor

(CRPC)

miller heiman - Strategic Selling; Managers Coaching for Strategic

Selling

american management association - Fundamentals of Sales Management

achieve global - Professional Sales Skills (PSS)

Education

UNIVERSITY OF REDLANDS - REDLANDS, CA

B. S. BUSINESS AND MANAGEMENT MAJOR

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