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