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Sales Manager

Location:
Westfield, MA
Salary:
A lot
Posted:
March 31, 2014

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Resume:

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



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