Sales Manager
Resume:
HEATHER W. McKEE
Chesterfield, VA 23236
abnla5@r.postjobfree.com
SUMMARY
Proven Financial Service Relationship Manager with nine years of experience concentrated in Financial Services, Brokerage and
Consumer Banking, specifically: financial advisors, brokerage & banking leaders, business professionals, new business
development, high net worth clients and retail branches. Demonstrated ability to build effective relationships with strategic
partners by driving initiatives and accountability to implement customer-focused solutions. Repeated ability to plan and deliver
internal and external sales, marketing, and training to enhance production. Proficient in leading and completing multiple projects
involving cross-functional teams to establish process improvements. Experienced project manager leading cross-functional teams
with tight deadlines to develop and launch products, implement firms, develop new marketing materials and industry standard
forms.
PROFESSIONAL EXPERIENCE
BANK OF AMERICA – CENTERALIZED SALES, Richmond VA 2009 - Present
Mortgage Loan Officer (March 2009 – Present)
• Provides financial solutions through lending with companion products and pricing that result in sales and responsible
lending.
• Delivers exceptional customer service by maintaining a thorough knowledge of Conventional, Making Home Affordable
and FHA lending programs, policies, procedures and regulatory requirements, demonstrating a commitment to
professional ethics, complying with all Federal and State compliance policies and adhering to HMDA requirements.
GENWORTH FINANCIAL – RETIREMENT & PROTECTION, Richmond, VA 2005 – 2009
Manager, Internal Sales (2007 – 2009)
• Drove sales of Genworth annuities in concert with external & internal wholesalers within the Wire/Regional channel
resulting in exceeding 2007 4Q & YTD goal by 133% resulting in $517MM in sales in 2007.
• Key relationship liaison between focus firm back office contacts, key account partners, and internal service and product
managers to drive sales and deliver the firm’s consumer wanted & distributor preferred goals.
• Managed and mentored eleven associates to meet and exceed all metric and production goals by providing coaching, call
quality feedback, profiling & sales ideas.
• Responsible for staffing; including hire, annual performance reviews, performance plans, annual training, shift patterns
and scheduling.
• Awarded Genworth Financial Incentive Trip as a result of reaching overall annual production goal for 2005 & 2007
Account Manager, Bank Channel (2005 – 2007)
• Led and completed three successful fixed annuity product redesigns at key distribution firms while implementing two new
distribution firms, allowing the bank channel to obtain additional western distribution exposure, gaining share and rank.
• Developed business continuity plans and producer communications to address product, system and legal entity changes in
a collaborative manner, enabling Genworth to strengthen and create a true partnership exchange of ideas and solutions
with key distribution partners and producers.
• Organized and created firm orientation, order entry, data mining, training and materials for the bank channel sales team.
Provided education and support resources for 300+ wholesalers. Represented the bank channel on the Blue Frog Order
Entry and Laser App implementation team.
• Supported key tier 3 distributor relationships while Senior Relationship Manager was not in place or on Vacation; as
needed conducted sales desk trainings and firm operational visits in place of Senior Relationship partner.
• Organized and executed the coordination of key firm meetings and events. Strengthened the future working relationships
with distribution partners, gained deeper understanding of distributor culture, policy, procedures, campaigns and sales
opportunities. Achieved Internal Relationship Manger of the Year 2006.
HEATHER W. McKEE
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WACHOVIA SECURITIES, LLC – PACKAGED PRODUCTS DIVISION – Richmond VA 2004 - 2005
Associate Vice President Annuity Marketing Manager
• Drove $800MM+ production across all Wachovia distribution channels.
• Developed sales and marketing materials to the Financial Advisors through the creation of 2004 Annuities at A Glance,
Split Ticket ideas, product education tools on annuity features and distributed various vendor ideas for internal
publications.
• Advisor & speaker for the annuity marketing effort at vendor and internal “Closer Look” Financial Advisor meetings.
• Led the AnnuityNet implementation effort by coordinating efforts between operations, technology, sales compliance and
Finetre/AnnuityNet. Drove process improvements and enhancements across various departments to coordinate resources
and resolve outstanding issues.
GE INSURANCE – GE FINANCIAL ASSURANCE DIVISION – Richmond, VA 2002 - 2004
Business Development Coach, Retirement Income Company (2003 – 2004)
Internal Wholesaler, Wealth & Income Management (2002 – 2003)
• Assisted financial consultants in meeting the income needs of their clients while staying ahead of emerging income and
protection market.
• Delivered an unparalleled level of sales support helping consultants shift their business from accumulation to income
planning. Provided excellent customer service and follow up to firm and consultant relationships.
• Managed a top tier territory utilizing a streamlined process quantifying the opportunity for the consultant, creating a
business plan and assisting in the close.
• Managed pro-active sales communications and facilitated actions with key financial consultants regarding product
launches, updates, sales ideas, product positioning and GE product training. Excellent in problem resolution and process
management skills.
• Led Territory Management Six Sigma quality project resulting in a documented repeatable process to manage and
effectively touch producers, reaching annual production goals and winning two incentive awards for both territories
managed in 2002.
QUICK & REILLY – FLEET SECURITIES DIVISION – Richmond, VA 1999 – 2002
SUNTRUST – SECURITIES DIVISION – Richmond, VA (1999 -2001)
Financial Consultant, Securities Division
• Built & maintained relationship with bank and securities customers while providing suitable financial solutions to reach
annual production goals. Presented financial solutions to clients such as annuities, mutual funds, individual stocks and
bonds. Experience with 401K management, IRA, Life Insurance, LTC and Section 529’s.
• Built solid relationships and product understanding with branch representatives to identify customers who would benefit
from investment solutions. Built and maintained client book that produced 15K to 20K on a monthly average.
COBB OFFICE TECHNOLOGIES – Richmond, VA 1998 – 1999
Account Manager, Sales and Marketing Division
• Proven account executive with outside sale experience in digital office solutions.
• Identified prospective clients by identifying their printer and copier needs based on productivity and cost efficiency.
• Presented recommendations to key decision makers with effective and persuasive communication skills. Sales
Recognition Awarded in 1998 for Succeeding Fourth Quarter goal by 120%.
EDUCATION, LICENSES & PROFESSIONAL DEVELOPMENT
Pursuing Masters Certificate in Project Management – Villanova University
Bachelor of Science Degree in Psychology – Radford University, Radford VA
Certifications:
Series 7, 63 and Life/Health Licenses Certified Six Sigma Green Belt Series 26 Principal License
Professional Development:
“Six Sigma ‘Quality’” “Negotiation Skills” “Change Agent Process” “Sequoia System – Sales Desk Manager
Certification” “Fusion Presentation Trained”
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