Sales Manager

Tel.: 201-***-****

GERARD P. HOURIHAN

*** *** ****** ****: 201-***-****

Ridgewood, New Jersey 07450 E-mail: *********@***.***

Business Manager, Client Sales and Service, and Relationship Management

Profile and Qualifications

Professional with 30 years extensive experience in the investment, administration, review and analysis

of institutional investment programs. Significant expertise in guiding and implementing strategies

designed to ensure their growth and investment objectives are realized. Keen understanding of client

service and business activities relating to strong sales achievements. Rare blend of diversified talents,

including consulting experience. Strong, organized leader with excellent managerial and

communications skills, and accomplishments throughout a well-established career.

Focus

Client Services & Consultative Sales…Relationship Management…Business Development

Pension Plans…401 (k) Plans …Institutional Funds Asset Management

Master Trust & Custody…Global Custody…Securities Lending…Fiduciary Leadership

Corporate Market…Public Funds…Endowments & Foundations…Taft/Hartley

Business Leadership and Planning…Project Management…Communications…Financial Analysis

Developed Career Skills

Responsible for developing and managing day to day activities for several client service, and relationship

management teams. Assisted senior management in developing business plans for client service functions and

directed staff in execution of these plans. Ensured delivery of expected client service and satisfaction as defined

in product specifications and contract/service agreements. Ensured minimization of risk through contractual

arrangements, service levels, controls, and quality assurance. Ultimate responsibility for the management of

client services and expectations. Managed the relationship with several leading clients, including the City of

New York. Have acted as the primary liaison with internal (sales, operations, and information technology) and

external peer organizations, industry associations, exchanges, and government and regulatory bodies.

Maximized business development and expansion of markets in a wide array of institutional investment and

custodial products.

PROFESSIONAL EXPERIENCE

NetJets Services, Inc. @Teterboro Airport, Teterboro, N.J. (April, 2007 – April, 2008)

Guest Services Representative

NetJets is the largest provider of fractional ownership in the private aircraft industry providing services to

extremely diverse, high profile clientele, composed of wealthy VIP’s, including very influential business

leaders, and celebrities from the entertainment and sports world.

Primary role of the Representative is to promote and coordinate highest quality customer service to ‘Owners’

who have arranged departing and arriving flights throughout the active NetJets system. Vital skills include sales

and service acumen, multi-tasking, negotiations, business strategy and implementation, innovation, executive

judgment, communications/ inter-personal abilities, influence management, and relationship management.

THE GERSON LEHRMAN GROUP, New York, NY (2005 –2006)

Consultant – Council Member, Financial Services & Business Services Solutions

Two year affiliation with Consulting Consortium. GLG clients are referred to me as an expert in the Asset

Management, Securities & Custody industries to formally address queries and participate in projects designed

by decision-makers at investment firms, corporations, and non-profit organizations to better understand the

products, services, companies, issues and industries on which they focus as investors.

THE BANK OF NEW YORK, New York, NY ( 2002 – 2004)

Consultant – Vice President, Public Funds Relationships

Retained as an expert in the development and servicing of accounts. Served as Sales/Relationship Manager for

Public Funds Group. Primary new business target of the organization was the City of New York. Developed

project plans in coordination with Sales, Client Services, Operations, and Information Systems on approach to

the City’s Request for Proposals (RFP’s) and, through a series of formal and informal meetings, introduced

Bank’s key executives to the primary decision-makers at NYC. Key pre-sales strategies were implemented prior

to extremely competitive proposal and presentation stages with outstanding results achieved.

Directed the Bank’s overall effort that won the City of New York Deferred Compensation Plan (457

Plan) as a client through the auspices of the Office of Labor Relations. Plan has $5 billion in assets and

delivers over $1 million in annual revenue. Negotiated the Global/Master Custody and Securities

Lending Agreements, oversaw the account transition project, cross-sold BNY Asset Management

products, as well as BNY Brokerage portfolio transition and designated broker services.

Similarly directed project which replaced Citibank, N.A. as primary provider of services to $100 billion

City of New York Retirement Systems. The relationship, by way of the NYC Comptroller’s Office,

delivers an annual revenue stream of $15 million to BNY, and represents their largest client to date in

Plan Sponsor Services (Master Custody, Global Custody, Securities Lending, and Investment

Management Products).

CITIBANK, N.A., New York, NY (1989 – 2001)

Vice President and Team Leader, Sales/Relationship Management, Worldwide Securities Services Group

Senior Account Executive for funds totaling over $150 billion in assets, which generated revenues greater than

$25 million per annum. Personally maintained ultra-high profile client, United Technologies, as special project

for Bank’s Chairman, John S. Reed. Supervised 5 other Sales/Relationship Managers in sector Team.

Public Funds: State of Florida, State Treasurer of California, South Dakota Investment Council, State of

Michigan, City of St. Petersburg, Fl.

Grew annual revenues from Citibank’s most critical and prestigious client, the City of New York, by

600% over 14 year assignment. ($2.5 mil to $15 mil).

Successfully cross-sold related components of investment management and custody products, and built

a more robust service relationship with all facets of the largest municipal retirement fund in the world.

Drove efforts that led to the first client signing on to Citibank’s new Endowment Fund sector, with a

value of $15 billion in assets. (Texas Permanent School Fund)

BANKERS TRUST COMPANY, New York, NY (1972 – 1988)

Vice President, Business Manager – Sales and Client Services Manager (1980 – 1988)

Formed and firmly established the Master Custody Services Group. Extended services to strategic growth

markets. Role expanded to include management of the Investment Manager Services Group and the Pension

Disbursement Group. At this time Bankers Trust Company was recognized as “the best” provider of services.

Significant, successful corporate client relationships have included: Johnson & Johnson, General

Motors, Boeing, Consolidated Freightways, P.S.E. &G., Hughes Corporation, National Starch, Dana

Corporation, and Hershey Foods.

Public Funds: City & County of San Francisco, City of Los Angeles Fire & Police, Ohio Police & Fire,

Minneapolis Employees Retirement Fund.

Endowment Funds: Yale University, University of California, and Connecticut College.

Foundations: Robert Wood Johnson, Charles F. Kettering, Getty Foundations.

The startup of the Master Custody Group resulted in awards of over $100 billion in new assets, covering 80

clients and generating $25 million in annual earnings, with sustained growth rate of 20% per year.

Recruited/trained staff, created infrastructure and systems, and managed the on-going definition of product

line, client service and support, new business support, and operations. Supervised 100 professionals.

EDUCATION

B.A., Economics, Fairfield University, Fairfield, Ct. (Magna cum laude)

Post –Grad, MBA Studies in Finance, New York University Graduate School of Business, New York, NY

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