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Sales Management

Location:
Chicago, Illinois, United States
Posted:
October 16, 2016

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**** ***** ******** #****

Mobile: 609-***-****

Chicago, IL 60605

Email: acw2ys@r.postjobfree.com

SALES, MARKETING, OPERATIONS, PRODUCT, RELATIONSHIP MANAGEMENT LEADER

Recognized Senior Executive with 28 years of leadership and accomplishments in the Institutional Retirement Plan, Investment Advisory, Wealth Management and Financial Services arena possessing experience across Recordkeeping, Consulting, RIA’s and Technology in Sales, Marketing, Operations, Product Development, Relationship Management and Compliance.

Delivering ROI, Revenue Growth, Margin and Profitability.

Sought after industry expert regarding Industry and Firm Visions, Strategy and Focus, Trends, Market Evolution, Regulatory Change, Sales Philosophy/ Distribution, Marketing and Branding, Operations, Practice Leadership.

Critical Thinking regarding Fiduciary Risk Mitigation and Management through Procedural and Substantive Prudence delivering Governance and Stewardship

Deep Contacts, Connections and Relationships throughout all aspects of the industry.

SKILLS

EXPERTISE

LEADERSHIP

Proven Strategic and Tactical Leadership in the Institutional Retirement Plans, Wealth Management and Investment Advisory Industry in U.S. and International Markets

Innovative Thinker who builds market leading Vision and Strategy Creation and Execution

National/ International Strategic Practice Leadership

Sales and Marketing Management/ Engineering

Team Building: Recruiting, Training, Coaching, Motivation and Mentoring

Renowned and sought after Public Speaker

Cross Pollination/ Synergy Creation/ Partnership Development

Collaboration around internal and external Alliances and Partnerships

Merger, Acquisition Expertise

Outsourcing Leadership

Strategic Revenue, Margin and Profit Growth

Deep understanding of the Recordkeeping, Consulting and Advisor arenas and the trends, challenges and opportunities within

Retirement Plans/ Wealth Management/ Asset Management/ Fiduciary Service/ RIA

Regulatory Expertise

ERISA/ SEC/ FINRA/ IRS

Non –ERISA

401(k)

Profit Sharing

New Comparability

Age Weighted

Defined Benefit

403(b)

457

Non Qualified Deferred Compensation Plans

Investment Advisory Services

Life Insurance

Annuities

Mutual Funds

CIT’s

ETF’s

IRA’s

Disability Insurance

Worksite/ Voluntary Products

Direct Feed and Screen scrapping

data aggregation pioneer

OCIO pioneer

HSA pioneer

Fintech pioneer

Establish Visions, Strategies, and Focus to grow Revenues and Profits

Creation of Sales, Forecasts, and Quotas

Data Mining and Market Analytics

Leadership of National and International Sales, Marketing, Service, and Operations

Budget Management/ P&L

Distribution and Channel Management Strategies

Market Research and Development for Trend Analysis and Innovative Solutions

Customer Engagement Programs and Campaigns

Liaison between Sales, Marketing, Operations, Compliance and IT

Procedural and Substantive Prudent Process Creation, Implementation and Execution

Cross Pollination Strategies and Initiatives

Strategic Merger and Acquisition Strategies Closure, Integration and Growth

Innovative Technology Development, Implementation and Execution

PROFESSIONAL EXPERIENCE

DiCenso Consulting 2015 - Present

Chicago, IL

President.

Management Consulting creating vision, strategy, direction and focus in the Institutional Retirement, Wealth Management, Asset Management, Financial Services, Benefits and Holistic Solutions across Sales, Marketing, Relationship Management, Product Development, Technology, Operations, M&A and Culture

Mesirow Investment Strategies 2014 - 2015

Chicago, Illinois

Managing Director – Sales, Marketing, Relationship Management, Operations and Product Development.

Strategic Leader of the Investment Strategies Division creating vision, strategy, innovation, technology and industry thought leadership partnerships with Recordkeepers, TPA’s, DCIO, and Advisors regarding Outsourced Fiduciary Solutions. Was brought onboard to restructure the organization, create change, and deliver growth and profitability

Pioneer of the Outsourced Fiduciary Business to providers in 2002

Created new Innovative visions, strategy, direction and focus for the Investment Strategies Divisions to generate partnership with clients and growth of revenues and profits

Reorganization of the Sales. Marketing and Service teams to better capture market share and deliver platinum service through value added partnership delivering:

i.Industry Thought Leadership

ii.Infographics

iii.Continuing Education Presentations

iv.Sales Engineering, Training, Support

v.New Resources

Institutional and Wealth Management Asset Growth of more than $7 Billion achieved (32% growth year over year)

Revenue Growth of more than $1.8 Million achieved (28% growth year over year)

Increased client engagements 40% year over year

Speaking engagements at industry conferences and clients national sales, service and advisor team meetings to deliver Critical Thinking and Industry Thought Leadership

Statistical Trend Analysis to deliver market leading innovation and solutions

Developed and delivered a successful new service model to the outsourced fiduciary industry focused on building partnership with providers and TPA’s to enable them to grow

DiCenso Consulting 2013 - 2014

Chicago Illinois

Executive Managing Director

Management Consulting creating vision, strategy, direction and focus in the Institutional Retirement, Wealth Management, Asset Management and Financial Services Industry across Sales, Marketing, Relationship Management, Product Development and Culture

Gallagher Retirement Services 2006 –2013

Itasca Illinois

President of Gallagher Fiduciary Advisors and National Practice Leader for the Retirement Service Division.

Sales, Marketing, Operations, Relationship Management, Compliance and Product Development Leader

Strategic Leader of the retirement services division for the 4th largest insurance brokerage firm in the world. Responsible for creating, implementing and leading the vision, strategy, direction and focus of the retirement services division in the US and International markets. Objectives; Increase recurring revenues, create and nurture organic growth, generate a pre tax profit margin of 23% annually, effectively manage the budget, mitigate corporate risk, and create consistent teams, processes, and delivery of all aspects of retirement services. Leadership responsibilities include but are not limited to:

Accomplishments:

Created, established, launched, and evangelized new vision, strategy, direction and focus to lead the national retirement services team transition from a broker model to a consulting model across Institutional Retirement, Wealth Management, Asset Management and Financial Services

Increased Assets under consulting from $4.9 Billion to $91.3 Billion dollars

Increase new annual sales revenue from $656,000 to over $9.5 Million dollars per year

Increased Total Revenues from $4.3 Million to $42.6 Million

Increase profitability (pre tax margin) from -1.3% to 23.6%

Led GRS/ GFA to become the #1 ranked Consultant in the Retirement Plan Space for:

o403(b) Plans, DC Plans between $10 Million and $200 Million of assets, Non Qualified Plans

Set all time Annuals Revenue Records in 2006, 2007, 2008, 2008, 2010, 2011, 2012 and 2013

Set all time new sales, revenue and profit revenue records in 2006, 2007, 2008, 2009, 2010, 2011, 2012, 2013

Managed Turnover to “Top Grade” the sales and service teams and improve overall depth and breadth of talent. 87% managed turn over and new hires

Created and delivered industry leading business model where subject matter experts focus in their areas of expertise and work together as a team to deliver holistic solutions

Built from scratch an lead a $50 Billion RIA

Created new Broker Dealer Structure

Created and delivered a market leading value proposition, technology and efficiencies through the “Knowledge Management Platform”

Established fiduciary policies to govern business practices and to ensure compliance with regulatory authorities such as the Office of the Comptroller of Currency (OCC) and the U.S. Department of Labor (DoL) and the Employee Benefits Security Administration (EBSA), FINRA and the SEC.

Created and delivered procedural and substantive prudence and National practice standards to manage risk and increase productivity

Led the creation of marketing materials, campaigns, websites, webcasts, over all branding and lead generation

Attained CEFEX Certification for Prudent Fiduciary Process and Procedures

Member of the Executive Committee and Fiduciary Risk Committee

Created decision support technology for Workforce Evaluation of benefits plans for plan sponsors

RSM McGladrey

Chicago Illinois 2004- 2006

Executive Vice President Sales, Marketing, Relationship Management and Product Development

Leader of sales, marketing, and product development vision, strategies and initiatives for RSM McGladrey Retirement Resources. Objective to increase top line revenue to drive bottom line profit.

Sales Management Leadership:

Strategic implementation of sales, distribution, and marketing strategies

oDaily source of coaching, guidance, management, training, and assistance to the sales team to enable growth personally and professionally

oActive evaluation and mentoring of the sales force to continually top grade the talent to increase productivity and profitability

oCreated channel distribution strategies and partnerships

oDeveloped Sales goals and initiatives

oParticipated in large sales presentations and closings

oIncrease sales results by 125%

oImplemented consultative sales process standards and accountability

oCreation of sales and marketing materials, elevator speeches, tag lines, presentations, consulting pieces

oDeveloped team philosophy and culture

oTransitions the organization from being an actuarial and administrative company to one focused on

sales and marketing

Delivery of new product, services and partnerships across Institutional Retirement, Wealth Management, Asset Management and Financial Services to lead the market in our core competencies

oUnbiased Consultative Approach

oFiduciary Liability Protection and Prudence

oEmployee Education, Communication, Guidance, and Advice

oUnique plan types and service combinations

Fifth Third Bank

Cincinnati, Ohio 2002-2004

Vice President Sales, Marketing, Relationship Management and Product Development

Senior Executive leading Sales, Marketing, Operations, Relationship Management, Product Development, Vision, Strategy and Initiatives for the Institutional Retirement Services division. Objective to increase top line revenue to drive bottom line profit.

Sales Management Leadership:

Strategic implementation of sales, distribution, and marketing strategies

oActively evaluated and mentored the sales force to continually top grade the sales talent to increase productivity and profitability

oCreated channel distribution strategies

oDeveloped Sales goals and initiatives

oIncrease sales results by 50% per year

oCreated profit margin of 25% or more annually

o$715,500,000 of new retirement plan asset sales in 2003

o$5,500,000 of new annual retirement plan revenue

oLed $1,500,000 build of Branding and Participant Education process

oLed outsourcing initiative for Recordkeeping and Administration to decrease expenses by $9,000,000

Product Development Leadership

Delivery of new product, services and partnerships in our areas of focus to lead the market in our core competencies

oIndustries First Outsourced Fiduciary Process via a provider (OCIO)

oFiduciary Liability Protection and Prudence

oPlan Participant Education, Communication, Guidance, and Advice

oDelivery of our products and service in the time frame and format that our customers desired. High touch through technology

DiCenso Consulting

Jamison, PA 2000-2002

Managing Director

Sales and Marketing consulting for the financial service and technology industries. Consulting Small, Mid, and Large financial service, corporate retirements, insurance, healthcare, and high tech companies. Developed overall sales strategies, distribution strategies, recruiting, and training of sales teams to increase growth, revenues, and profitability.

Distribution Vision, Strategy, Core Competencies, and Direction

Sales and Marketing Management/ Sales Force Management/ Business

Development/ Recruiting/ Training/ Mentoring of Inside and outside sales teams

Sales growth created for many different companies in the Financial Services arena. Some from start up to $7,000,000” of revenue in the first year

Pan-American Life

New Orleans, LA 1996-2000

Chief Operating Officer

Leader of U.S. and International sales, marketing, relationship management, product developments and operations for all product lines; Retirement Plans, Individual Life Insurance, Disability Insurance, Worksite Products, IRA’s and Mutual Funds. Transitioned company focus from administrative and actuarial to sales, marketing, and technology orientation. Management of 500 direct reports, 5 Vice Presidents, and 25 offices in the US and Latin America

Leadership

Created and implemented successful sales strategies for all business lines

Nurtured synergistic environment across all business units. (TEAM environment) True cross selling culture

Successfully led integration of 9 business divisions into one team

Created Distribution Strategies across all channels; Retail, Institutional, Bank, Insurance Companies, Brokerage Firms, Wirehouses, Broker Dealers, and Consulting firms

Created National and Regional Alliances and Selling Agreements

Sales Management/Leadership

Strategically hired, trained, mentored, motivated, and coached sales teams across the multiple product lines.

Strategically expanded sales offices to achieve greater growth and profitability.

Achieved sales growth in the retirement plan division of 2500% over 4 year period. Total revenue of $6,000,000. Retirement plan division sold for $20,000,000.

Achieved 50+% sales growth of Life Insurance products per year

Created worksite-marketing distribution. Went from Start up to $10,000,000 revenue in the first year.

Actively managed the expansion of sales offices and sales growth

Managed the turnover of the existing team to topgrade the quality

Created Cross selling disciplines

Product Development Leadership

Delivered Market leading products and services to the industry:

-First internet Account Aggregation functionality

-First Paperless 401(k) product

-First Paperless Rollover IRA

-First Fiduciary process for evaluating, selecting, and monitoring funds to be offered to plan participants

-First Interactive Decisions Support Internet Investment Advice vehicle

-First Internet rules based paperless submission process for underwriting, submission, and issuance of all policies in all product lines

-Policies enacted resulted in LIMRA #1, #2, #3 Ranked Retirement Plan company, by % growth

-Delivered Pan-American as the #1 Ranked Retirement Plan Product Company by Search401K

-Delivered Pan-American as the #1 ranked Whole Life contract in the industry

Minnesota Mutual Life

Minneapolis, MN 1994-1996

Vice President – National Sales and Marketing Manager

Senior Sales Executive providing sales, marketing, and product development vision, leadership, and management of 12 pension sales offices nationwide for the Retirement Plan Services Division with 18 sales representatives and 16 service representatives.

Catapulted new sales 50% per year by topgrading the sales team and promoting best practices

Annual Sales revenue of more than $14,000,000 per year

Launched the first virtual offices for the company

Created and implemented new distributions channels; brokers, CPA's, wirehouses, payroll companies, ERISA Attorneys, and Consultants

Created the first moves into technology for the organization

Orchestrated and directed all sales training meetings

Transamerica Pension Services

Chicago, IL 1992-1994

Senior Pension Consultant

Worked with insurance agents, stockbrokers, accountants and attorneys in every aspect of marketing, sales, plan design consultation, and investments of corporate sponsored retirement plans.

Recognized as the #1 Wholesaler in the nation for case count sales

Recognized as the #3 Wholesaler in the nation for assets and revenue

Qualified for Presidents Club in first year

Designed the Sales Proposal Presentation that became the standard for the Chicago Office

Principal Financial Group

Chicago, IL 1986 -1992

Group and Pension Sales Consultant

Worked with insurance agents, stockbrokers, accountants and attorneys in every aspect of marketing, sales, plan design consultation, and investments of corporate sponsored retirement plans.

Exceeded sales quotas all years

Recognized as the #1 Wholesaler in Retirement Plan sales in the Chicago Office for assets and revenue

Recognized as the #5 Wholesaler Nationwide in New Business all years for assets and revenue

EDUCATION

LLIF Designation, LIMRA Leadership Institute Fellowship. Four course curriculum: Sales, Marketing, Finance, and Leadership.

Babson College, Wellesley, MA.

Bachelor of Science and Business Administration, Marketing and Management (Double Major)

Missouri Southern State University, Joplin, MO

ADDITIONAL ACCOMPLISHMENTS

Named to 401kWire “100 Most Influential” List in 2009,2010,2011,2013, 2014

LLIF – LIMRA Leadership Institute Fellow

PRP Designation ( Plan Sponsor Retirement Professional )

AIF ( Accredited Investment Fiduciary )

Junior Achievement Enterprise Course Leader

Retirement Advisory Council

New York Life Broker Consultant Advisory Council

Merrill Lynch advisor Board

Ibbotson Advisory Board

Standard and Poor’s Advisory Board INRECO Board of Directors ( International Reinsurance Company )

LIMRA Retirement and Investment Service Committee

E-HMO Board of Directors

Retirement Advisory Council

AgentTree.com Advisory Board

FinaConnect Board of Directors

USCG Licensed Captain

Savings Reimagined Board

PUBLIC SPEAKING/ QUOTED/ INTERVIEWED

Quoted in CFO, Treasure and Risk Management, Defined Contribution News, Broker World, Pension and investments, and City Business News, United Airlines In-flight video, 401kWire, Plan Sponsor Magazine, Consejero.com, Plan Adviser Magazine, AdvisorOne, Chicago Sun Times and the Chicago Tribune

FPA Conference LIMRA Committee meeting on Account Aggregation

North Carolina Association of Insurance Professionals Annual Meeting keynote Speaker (800 attendees)

Pan-American Life US and International Producers Conferences

2007 Ranked by 401kWire as one of the “Most Influential People in the 401(k) Industry”

2007 Presented at the Center for Due Diligence Conference

2007 Presented at the Plan Sponsor 403b Conference

2008 Keynote Speaker IWIL – Illinois Women in Leadership

2008 Ranked by 401kWire as one of the 100 “Most Influential Person in the 401(k) Industry”

2008 Presented at the Plan Sponsor Plan Design Conference

2008 Presented at the Plan Sponsor 403b Conference

2008 Presented at the Center for Due Diligence Conference

2008 Presented at the Plan Advisor Conference

2009 Presented at the 401kWire Most Influential Conference Spoke on Mid Market Strategies

2009 Spoke at the FI 360 National Conference on Successful Business Practice Models

2009 Keynote Speaker at the Center For Due Diligence Conference

2009 Presented at the ASHHRA Conference

2009 Presented at the ICEBS National Conference on Fiduciary Duties

2009 Presented at Plan Sponsor Plan Design Conference on Fiduciary Risk Mitigation

2009 Ranked by 401kWire as one of the 100 “Most Influential Person in the 401(k) Industry”

2010 ASPPA Summit Agenda Committee

2010 Nominated for Morningstar – ASPPA 401(k) Advisor Leadership Award

2010 Presented at the NAPFA Mid Atlantic Working Group Conference

2010 Presented at the ASPPA Sales Summit

2010 Presented at the FI 360 Conference

2010 Presented at the National Conference on Public Employee Retirement Systems

2010 Ranked by 401kWire as one of the 100 “Most Influential Person in the 401(k) Industry”

2011 Plan Sponsor National Conference

2011 Quoted in 401k Wire 23 times

2011 Presented at the Diocesan Fiscal Management Conference

2011 Presented at the Plan Advisor National Conference

2011 Presented at the NACPA Conference

2012 Presented at the Religious Convocation Conference

2012 Quoted in 401k Wire 11 Times

2012 Quoted in Plan Sponsor Magazine 1 time

2012 Quoted in Plan Advisor Magazine 3 times

2012 Quoted in AdvisorOne 2 times

2012 Presented at the Financial Planning Association Conference

2013 Quoted on 401k wire 6 times

2013 Quoted in Plan Sponsor Magazine 3 times

2013 Quoted in the Book “Transforming Tomorrow” 3 Times

2013 Presented at Gallagher Healthcare Niche Meeting

2013 Presented at Gallagher Higher Ed Niche

2013 Presented at NASDAQ OMX Plan Sponsor Conference

2013 Interviewed in 401k Wire

2014 Interviewed in Investment News Magazine

2014 Presented at NAPA National Conference

2014 Presented at One America Conference

2014 Quoted in the highly acclaimed book “Transform Tomorrow”

2015 Quoted in 401kwire

2015 Quoted in Investment News

2105 Quoted in P&I

2015 Presented at the ADP Client Service Conference

2015 Presented at Spark Conference

2015 Presented at One America Advisor Forum

2015 Presented at Mutual of Omaha Conference

2015 Presented at Aspire National Sales Conference

2015 Presented at Ameritas Advisor Conference

2015 Presented at Ascensus Conference

2015 Presented at Fidelity Regional Meeting

2016 Keynote at FolioDynamix/ Ziegler Conference

2016 Speaker at QBI Advisor Conference



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