Kevin E. Brosmith, CRPC

Providence, RI • 508-***-**** • ad0r67@r.postjobfree.com • linkedin.com/in/kevin-brosmith

SENIOR SALES LEADERSHIP EXECUTIVE

Sales Organization Leadership • Strategic Planning & Execution • Growth Agent

Built billions of dollars in assets under management during two economic downturns and tenures of five CEOs.

Architected, built, and successfully led turnaround initiatives across sales organizations to consistently exceed market share, sales, and revenue goals in addition to coaching contributors to outperform goals and up level professional sales skills.

Harness analytics to develop and drive effective, strategies, performance measures, compensation plans, goal setting, empower team performance, and increase market share.

New Asset Acquisition

Sales Systems and Process Development

Product Development

Alternative Investments

Listening, Communication and Story Selling

Influential Communications

Retirement Plans

Cross-functional Collaboration

Servant Leadership

ETF, SMA, MLP, MF, TAMP

Agility and Flexibility

Vast Financial Market Expertise

Combined Analytical and Critical Thinking

Diverse Sales Team Building, Training, Coaching, Development, & Mobilization

Senior RIA, BD, HNW, Family Office, Institutional Relationships

CAREER EXPERIENCE AND CONTRIBUTIONS

Highland Financial Group – Equitable Wellesley, MA 2021-Current

Head of Advisor Engagement and Growth

Develop, implement, coach, and support proven business best practices for leaders, teams, and individuals. Oversee coaching program, including content creation, measurement metrics, implementation strategies including train the trainer programs to drive growth.

Work closely with EVP to ensure that coaching and development closely aligns with firm strategies and goals. Work with experienced advisors to identify blind spots, pursue untapped business opportunities with their current business, foster symbiotic delegation and teaming, create excitement around education and development. Develop and deploy training for new financial advisors focused on client communication, building trust, disciplined prospecting efforts, and client service models. Help advisors build their brand based on their personal unique skills, goals, and attributes, creating a sustainable and leverageable business.

Prudential Hartford, CT 2019 – April 2020

Director – Head of Retirement Counseling Group

Awarded change leadership role focused on redesigning, redefining, and rebuilding the organization and its 40 sales professionals. Developed the overall strategic focus of Prudential Retirement’s full-service solutions/individual segment solutions business lines and broader enterprise strategies while remaining attentive to financial wellness initiatives.

Selected based on a history of fostering an inclusive and diverse collaborative culture, developing growth and delivery strategies, and exceeding individual and team goals. Leveraged strong knowledge of the qualified plan, individual retirement business, retirement plan structures, and investment products including ETFs, SMAs, Mutual Funds, Stable Value products, and Annuities to ensure success.

Led collaborative effort to rebuild the IRA, Retirement business across client engagement, end-to-end business processes, KPI analysis, service standards, product positioning, and lead generation/management.

−Showcased individual segment solutions and business value proposition at client and internal meetings.

−Partnered with IT team to build out and refine CRM to qualify, capture, identify, and manage client targets.

−Established goals, designed and introduced performance-based compensation, and fostered a healthy competitive culture promoting diversity, collaboration, contribution beyond job description, and individual empowerment.

Delivered double-digit growth in 2019 vs. 2018

−17% growth in 401(k) assets.

−34% increase in IRA sales.

−22% improvement in IRA recapture rate.

Produced sales of $3.2B in partnership with a direct-report team of 3 and a complete organization of 40.

−Drove multibillion-dollar sales forward by leading an organization located across multiple sites, recruiting, and developing top talent, and setting clear growth targets, close ratios, and service standard objectives.

−Enhanced consultants’ productivity by developing and deploying sales and communication training programs.

−Worked with senior partners across product, client services, operations, and marketing to ideate, create, and launch competitive offerings, modern distribution models and end-to-end solutions.

Safe Harbor Financial Philadelphia, PA 2018 – 2019

Managing Partner

Embraced opportunity to build and launch a third-party distribution organization focused on delivering investment, annuity, and insurance products through institutional platforms, family offices, intermediary markets. Negotiated distribution relationships and contracts with annuity and investment product strategic partners, built and led all distribution efforts through intermediary channels, formed marketing direction, and created a strategic methodology for product distribution and market penetration.

Defined goals and metrics used to measure success and evaluate results. Implemented data analytics to drive better decisions regarding RIA, B/D and advisor selection and geographic focus. Recruited, led, and coached internal and external wholesalers. Charged with building support technology platform including CRM, website, and social media presence. Controlled P&L and hired and coached a direct-report team composed of 15 sales executives.

Personal Hiatus during One-Year Non-Compete 2017

Volunteered, completed private pilot (IFR complex), collected and raced cars on amateur racing circuit, pursued near-coastal-boating captain’s license, and helped Natick Service Council, an organization dedicated to serving economically disadvantaged community members, improve efficiency and outreach.

OppenheimerFunds New York, NY 1992 – 2016

Senior Vice President – Northeast Division Sales Manager (2000 – 2016)

Head all retail business lines (ETF, SMA, Mutual Funds MLP) in the region. Lead, coach, and mentor 20-member sales organization in Product Distribution via internal and external sales teams. Owned P&L, $5M budget, marketing coordination, initiatives, and alignment with nationwide strategy. Define territories, established broker-dealer strategies, develop and deploy wholesaler training, design compensation plans, and KPIs. Develop BD, RIA leadership relationships to increase product positioning and adoption. 2016 volume was $2.2B.

Used analytics/big data to inform fact-based sales strategy and operations decisions key to improving top- and bottom-line results.

−Strengthened efficiencies by eliminating channel structure from sales teams after capturing approval from president; rolled out initiative across the northeast as proof of concept with structure ultimately adopted companywide.

−Improved accuracy of distribution goal setting by utilizing zip code, broker/dealer, and asset class measures in retail and defined contribution businesses leading to data-intelligence group’s redesign of the data analysis process used to create dashboards, sales reporting, and KPIs.

Exceeded market share every year through collaborative relationships.

−Outperformed firm’s 2015 market share in more than 80% of strategic account relationships, including Merrill Lynch, Morgan Stanley, Wells Fargo, and LPL.

−Exceeded market share in 2016 by as much as 4.11 points in each key asset class/segment (retirement plans, municipal bond, short-term bond, bank loan, and diversified emerging markets).

−Captured and retained OppenheimerFunds’ presence by elevating visibility on Broker/Dealer platforms.

Sustained growth trajectory through adversity by developing staff/leaders with solid relationship and business-building acumen.

−Trained future leaders and strengthened employee engagement with tailored career path planning and development; 11 members received promotions and 6 earned additional promotions—3 to SVP level.

−Outperformed firm consistently; successfully led through 2 market crashes and the loss of HQ in the World Trade Center. Navigated the region through 5 CEO changes and the introduction of ETFs (passively managed products).

Senior Vice President – Western Division Sales Manager (1999 – 2000)

Promoted to increase penetration within all distribution outlets of the financial advisor channel, including retirement offerings. Owned P&L for $3.8B division. Scope included wholesalers and internal team. Set and achieved performance and budget goals. Built senior relationships with regional broker/dealer firms and negotiated financial agreements. 25 direct/indirect reports.

Generated double-digit YOY growth in mature market by making a data-based shift in strategy to increase platform penetration and re-align resources.

−Grew sales 37% and 28% YOY for 1999 and 2000 respectively by penetrating existing platforms, providing best-in-class business consulting, and educating financial advisors about retirement plan options.

−Ensured region’s ongoing success in response to increased product commoditization by leading a culture shift to prioritize client centric decisions, communication and service standards.

Vice President – National Sales Director, Retirement Plans (1997 – 1999)

Designed and implemented business transformation, upgrading retirement plan wholesalers from technical support to sales professionals generating profitable sales volumes. Devised all territories, compensation plans, KPIs, and sales operations.

Built team from 2 to 37 and developed retirement unit into its own LOB.

−Delivered double-digit growth annually—18%, 17%, and 26% in 1997, 1998, and 1999, respectively.

−Collaborated across functions to design and launch proprietary offerings, including bundled product, stable value fund, distributive record-keeping, third-party administration alliance, and SIMPLE plans.

ADDITIONAL HIGHLIGHTS

Education

Bachelor of Arts – Economics • Syracuse University • Syracuse, NY

Licensure

FINRA Series 7, 63, and 24 • Massachusetts Life and Health

Professional Development

Columbia University Executive Program • Certified Retirement Plan Consultant (CRPC)

Fusion • Sequoia • Personalysis • DISC • Richardson Sales Consulting

Sales Strategy Impact

Sales Team Leadership

Strategy Development

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