Sales Marketing
Resume:
James A. Higgins
Bridgewater, NJ 08807
Office: 908-***-**** Cell: 917-***-**** ************@*****.***
Executive Summary
Highly Experienced National Sales Executive
Proven ability to develop sales plans and strategies that exceed company sales goals
Ability to develop a culture of success and goal achievement
Facilitate prospecting and identify new distribution opportunities.
Experience developing Sales Department Budget and managing P&L
Expertise developing sales force structure; recruiting, training and developing sales staff
Developed sales compensation and incentive programs that motivate the sales team
Extensive knowledge of consumer/markets product segmentation and distribution channels
Expert managing and leading cross functional sales and sales support /teams.
Professional Experience
Sr. Executive Consultant
Somerset Business Advisors, LLC, Bridgewater, NJ (3/15 to present)
Spearheading projects that facilitate marketing, sales and distribution in new sales channels.
Senior Executive Director - Affinity Business Development
Fairmont Specialty Group ; Eatontown, NJ (9/12 to 1/15)
Developed sales team for new distribution channels, marketing through affinity partners. The program has grown from startup to generating over $20m in revenue in 2 years.
Provided growth initiative and market segmentation for voluntary product marketing.
Recruiting and management of sales team focused on broker and bank distribution.
Lead development of partner solutions which includes development of new distribution channels
Manage affinity division budget and P&L.
Senior Director - Strategic Planning
Samsung USA, Ltd., US Representative Office, Ridgefield Park, NJ (5/10 to 5/12)
Working with outside investment bankers, provided the CEO and executive team with comprehensive company assessments of M&A opportunities in the US market
Directed the development of strategic initiatives which included evaluating and refining sales and marketing operations in South Korea, China and Indonesian markets.
Spearheaded the evaluation of distribution segments and recommended product and sales practice revisions to increase sales opportunities, market penetration and product retention.
Executive Vice President
Somerset Financial Services Group, Bridgewater, NJ (5/05 to Present)
Financial Services software development company focused on creating solutions for distribution in financial institutions. Developed product specifications and recruited, trained and managed national sales force. Program went from startup to $10m in sales in 3 years.
Recruited, trained and managed field sales teams and sales support staff.
Created distribution partnerships through banks and broker/dealers
Managed all developer and vendor relationship management.
Complete Budget and P&L responsibility.
Senior Vice President, Group Director, National Sales Manager
HSBC Bank USA, New York, NY (1/02-1/05)
Developed and managed all facets of US insurance marketing and sales strategy. Developed turnaround strategy for unprofitable division. The new strategy created the fastest growing division in the bank, producing $85m in revenue by the 3rd year.
Managed six Regional Vice Presidents and approximately 120 sales wholesalers and sales support personnel. Supervised two retain support call centers.
Worked with broker/dealer and private bank management to create opportunities for sales through established banking relationships.
Developed multi-product offers for mass market distribution through retail branchs, Credit Card marketing and Mortgage bank distribution channels
Recruited and managed sales team for the Private Bank markets in Central and South/America.
Managed all vendor relationships, contract negotiations and product selection.
Complete P&L responsibility for division.
Vice President – Business Development
JP Morgan Chase & Co., New York, NY (2/98-1/02)
Developed integrated product and marketing strategies for Chase. Created sales strategies for products marketed through JPMorgan, Chase retail bank, private bank and direct to consumer channels.
Direct management of seven Regional VP’s and 200 sales specialists
Managed all vendor relationships, contracting, product selection and training.
Developed compensation program that aligned incentive compensation with division profitability metrics.
Designed, developed and launched proprietary portfolio for distribution through financial advisers and bank branches in 2001
Division produced over $450m in gross revenue in 2001 .
Vice President- Corporate Marketing
USLife Corporation, New York, NY (1/89-12-97)
Facilitated the development of product marketing strategies for all subsidiary companies. Developed go-to-market strategies, sales training materials, product marketing campaigns and evaluated program effectiveness and growth.
Direct oversight of all subsidiary marketing programs, wholesaling staff and wholesaler incentive programs.
Developed comprehensive marketing programs/campaigns for multiple distribution channels
Management of external vendors in delivering creative programs & collateral.
Led cross functional project/teams including actuarial, marketing, underwriting and sales
Responsible management of all dedicated external life insurance wholesalers
Produced over $250 million of revenue annually.
Education
Bachelor of Science - Business Administration (Marketing/Finance)
Nova Southeastern University, Ft. Lauderdale, FL
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