Brian F. Cooper 413-***-****
Westfield, MA
******@*******.***
EXECUTIVE SUMMARY
Results oriented sales executive with highly developed sales leadership, project
management and communication skills emphasizing sales force and sales management
development, growth and productivity including:
Sales Force Distribution Strategy People Development
Management Sales Productivity Sales Training
Sales Strategy Worksite Marketing Sales Coaching
Recruiting and Strategic Alliances Leadership Development
Selection New Market Penetration Succession Planning
Sales Goal Achievement
Performance Management
ACCOMPLISHMENTS
Lead effort that resulted in $2.5 Million in annual savings and was the primary
contributor to improving new agent four-year retention from 11% to 21%.
Improved sales activity by over 50% via coaching to sales office heads and sales
managers on business, recruiting, retention and sales issues.
Improved sales manager validation from 65% to 80+%.
Lead creation of strategy and plan for sales region resulting in region leading
all regions in most metrics.
PROFESSIONAL EXPERIENCE
FLEMING INDUSTRIES-IRON DUCK, Chicopee, MA
Vice President of Sales (2013- 2014) - Sell manufactured products through
distribution network and directly with large accounts. Responsible for overall
sales plan and efforts.
Sales Force Management: Restored damaged distributor relationships and recruited
new distributors resulting in increased quotes and purchase orders. Created and
implemented several initiatives to make it easy to do business with company and
communicate company value proposition.
Selling: Generated new revenue via direct sales to large accounts. Gained
referrals within account and to new accounts.
MASSMUTUAL FINANCIAL GROUP, Springfield, MA
Director of Sales Development (2009 -2013) - Implementation of sales force
development, marketing and performance management tools and systems through
Sales Managers and Sales office heads.
Strategy and Planning: Lead creation of strategy and plan for sales region
resulting in region leading all regions in most metrics.
Agency Marketing: Introduced agent-level market planning to multiple field
organizations that include segmenting, targeting and planning. Provide coaching
to field office marketing directors and sales managers.
Executive Coaching: Improved sales activity by over 50% by providing coaching to
sales office heads and sales managers on business, recruiting, retention and
sales issues. Created and implemented assessment process of agency recruiting
and sales training and development systems that enlists General Agents in the
transformation process.
Sales Training: Created and implemented process to assess sales skills and
processes and develop local training curriculum and accountability systems for
salespeople and sales management resulting in consistent increased sales skills
and overall sales productivity. Implement company via blending local needs and
tools with company programs.
Assistant Vice President (2003-2009) - Responsible for developing all first and
second line sales management, plus implementation and administration of new
sales manager compensation and new producer financing plans.
Pipeline Development: Created pipeline from successful newer producer through
four specific management phases leading to General Agent. Designed and
successfully implemented talent evaluation process, individual and group
development plans, schools and seminars, e-learning programs, and coached
individuals through personal transformation into front line leaders. Program
graduates regularly win agency growth awards.
General Agent Development: Developed programs including leadership, marketing
and performance management; provided sales management executive coaching; and
created and implemented onboarding plans for newly appointed sales office heads.
Sales Manager Champion: Responsible for all aspects of sales manager
compensation plan, administration, recognition and development. Effectively
managed administration team and designed and implemented sales manager selection
and development program. Improved sales manager validation from 65% to 80+%.
Created national Sales Manager conference for top 100 sales managers, quarterly
sales manager publication for best practice sharing and ongoing recognition;
national sales manager teleconferences; sales manager advisory board; audio and
video best practices podcasts.
New Agent Financing Plan: Lead effort that resulted in $2.5 Million in annual
savings and was the primary contributor to improving new agent four year
retention from 11% to 21%.
Agency Director (1999-2003) - Managed group of nine sales offices with 250+
sales associates.
Successfully developed and monitored business plans and accountability systems.
Moved successful sales office heads to the next tier and transitioned leadership
of those who were unsuccessful.
CAST MANAGEMENT CONSULTANTS, Los Angeles, CA (1998 to 1999)
Senior Consultant - Lead various marketing and distribution projects and project
teams. Sample engagements include:
Sales Growth: Created sales strategy and plan to recover market share for a life
insurance company that distributed formerly leading edge equity indexed products
through a brokerage general agency system.
Sales Force Development: Evaluated national sales force training system and
processes, and made recommendations for improvement for a major career agency
life insurance company.
EASTBRIDGE CONSULTING GROUP, Avon, CT
(1994 to 1998)
Senior Consultant - Responsible for business development, customer relationship
management, and leading and managing various marketing, distribution and field
force training projects for life insurers. Sample engagements include:
Worksite Marketing: Lead various worksite marketing consulting and training
projects including: creating market entry strategy and viability evaluation for
multiple life insurers considering expanding sales through worksite marketing;
leading creation of account level and enrollment sales marketing and point of
sales materials; lead development of sales scripts and sales training modules;
and delivering sales training live.
Sales Strategy: Created sales plan and lead creation of marketing, training and
point of sale tools for major life insurance company to take full advantage of
an endorsement of their disability income product by a large national
organization.
Sales Training: Lead numerous training design and development projects, lead
project teams in design, creation and delivery of training.
MASSMUTUAL FINANCIAL GROUP, Springfield, MA (1987-1994)
Director of Sales Manager and Agent Development
Agent and Sales Manager Schools: Developed and managed numerous training schools
and programs. Created overall design and lesson plans. Conducted and
facilitated training.
Training Development: Managed numerous training development projects in various
formats including text, video and interactive video.
EDUCATION, DESIGNATIONS AND REGISTRATIONS
MSM, The American College, Bryn Mawr, PA
BA Sociology, West Chester University of Pennsylvania, West Chester, PA
Chartered Life Underwriter,
Chartered Financial Consultant
FINRA Series 7 and 24