Vice President Business Development

JOE BLACK, CRC®, CMFC®

Dublin, OH 614-***-**** ***************@*****.***

INFLUENTIAL BUSINESS DEVELOPMENT EXECUTIVE SELF-MOTIVATED RELATIONSHIP & DISTRIBUTION LEADER PERCEPTIVE & DYNAMIC PRESENTER INNOVATIVE REVENUE DRIVER PROFESSIONAL EXPERIENCE

LION STREET, AN INTEGRITY COMPANY DALLAS, TX

Vice President, Wealth Solutions, August 2023 - January 2025 Developed new revenue streams for Lion Street through marketing allowances, a new IMO, override agreements for Registered Index Linked Annuities, and an OID offering, driving business growth and expanding market reach.

● Achieved a revenue increase from $2.1 million to $3.7 million in 2024, driving substantial growth and exceeding targets.

● Generated over $1 million in annual revenue by developing Lion Street IMO to market new fixed, indexed, and SPIA products.

● Hired and developed a team to support the build-out and marketing efforts for fixed, indexed, SPIA, registered index-linked, variable, and advisory annuities.

● Doubled Marketing Allowance Agreements, resulting in an annual revenue of over $600,000.

● Built and secured 12 new override agreements for advisory annuity sales by leveraging professional networking and negotiation skills.

● Established a new revenue stream by developing an Outsourced Insurance Desk to market to RIAs.

● Developed and secured 7 new Registered Index Linked Annuities Override Agreements through strategic distribution arrangements, enhancing product offerings, and expanding market reach.

● Increased annuity sales by 45% in 2024 by coaching and mentoring the team on case design and new sales opportunities.

● Exceeded annual revenue goal by 56%, driving substantial growth and surpassing performance targets. WENTWORTH MANAGEMENT SERVICES ALBANY, NY

Vice President, Business Development - National Accounts, October 2019 - June 2023 Managed a team of five annuity and life wholesalers, driving annuity and life sales for Purshe Kaplan Securities, Cabot Lodge Securities, World Equity Group, and Wentworth Financial Partners IMO, while marketing exclusive distribution contracts, fixed and index annuities, and all available life products.

● Generated new annual revenue streams totaling $5 million from marketing allowances, annuity and life overrides, and successful revenue-sharing agreements with IMOs.

● Added a significant new revenue stream of over $2 million by successfully establishing a new marketing allowance program for all three brokerage firms.

● Secured the first-ever distribution agreement for registered Variable, Registered index-linked annuities, and no-fee annuities with Nationwide in the U.S. while securing exclusive distribution rights with other major industry players, such as Athene, Mass Mutual Ascend, Global Atlantic, and Trustage.

● Grew market share from 0% to 25% in annuity and life sales within organizations by establishing new contracts with insurance companies for Wentworth Financial Partners IMO.

● Established new IMO relationships by partnering with two banks, facilitating the distribution of Nationwide annuities and other fixed and index annuity contracts with other carriers. NATIONAL WESTERN LIFE Austin, TX

Vice President and Head of Bank (Bank, Independent Broker-Dealers, Wirehouse), January 2018 - January 2019 Led the new business development of relationships for annuity and life products across Bank, Broker-Dealer, and Independent Channels, driving growth and expansion within the financial services industry.

● Established over 25 new firm relationships, including with Ameriprise and Raymond James, for the successful distribution of annuity and life products.

● Exceeded annual life sales by 40% by leveraging existing relationships, driving substantial growth, and expanding market reach through close collaboration with National Marketing Organizations. VOYA FINANCIAL Des Moines, IA

Vice President, Business Development (Bank, Independent Broker-Dealers, Wirehouse), September 2015 - January 2018 Led a six National Key Account Managers team while spearheading new firm relationship development for annuity products, driving growth and success.

● Generated over $250 million in sales within 12 months of launching two new competitive index products by working closely with product and marketing teams on development, demonstrating exceptional market adaptation and product innovation tailored for all firms.

● Doubled annuity sales by establishing over 35 new firm relationships for annuity distribution, working closely with senior management for direct and IMO distribution to address the firms' needs.

● Recouped $750,000 in marketing allowance payments by skillfully negotiating directly with firms. PROTECTIVE INSURANCE Birmingham, AL

Divisional Vice President (Bank, Independent Broker-Dealers, Wirehouse, Edward Jones), February 2009 - August 2015 Territory: Northeast U.S.

Led a team of 11 Divisional Sales Directors in marketing annuity products while driving cross-selling opportunities for life insurance products.

● Produced over 50% of total sales for the firm as one of four territories, contributing to the company's success.

● Boosted annuity territory sales from $250 million to $1 billion by applying a proven consultative approach and fostering relationships with key centers of influence.

● Ranked #1 territory in index and variable annuity sales, demonstrating exceptional year-over-year performance. NATIONWIDE INSURANCE Columbus, OH

Divisional Vice President (Independent Broker-Dealers), August 2006 - February 2009 Territory: Central U.S.

Led a team of ten Regional Vice Presidents in marketing mutual funds, annuity, life, 401(k), and advisory services products. Provided quarterly coaching to each team member on effectively meeting client needs with annuity products while also identifying and capitalizing on cross-selling opportunities for other product lines

● Revitalized an underperforming territory, transforming it into a high-achieving region that exceeds its annuity sales goals.

● Expanded territory annuity sales from $800 million to $1.7 billion by skillfully managing a team of wholesalers and offering personalized coaching to capitalize on each individual's strengths.

● Led the largest percentage increase (46%) in VA production within the IBD channel for 2006, accomplishing it even without a National Sales Manager for five months during that year.

● Handpicked by senior management to launch Nationwide's Retirement Institute, successfully introducing it to wholesalers across all channels within the Nationwide network. Vice President - Relationship Manager (Bank, Regional, Wirehouse), February 1998 - August 2006 Led a team of five National Account Managers in developing senior management relationships for numerous firms while promoting annuity, mutual fund, life, and 401(k) products.

● Surpassed annual annuity sales goals YoY through collaboration with the sales management team, wholesalers, and key centers of influence, including the home office, driving consistent growth and success.

● Doubled annuity sales within the first 24 months by employing customized marketing strategies tailored to individual firms, highlighting remarkable growth and performance.

● Secured over $500 million in annuity production by fostering a new relationship between Nationwide and Merrill Lynch.

● Spearheaded the development of the wirehouse/regional channel, rapidly establishing a distinguished reputation as one of the industry's most esteemed and highly productive relationship managers. EDUCATION

Bachelor of Science degree in Business Administration (BSBA), Concentration in Finance, The Ohio State University LICENSES & CERTIFICATION

Securities Licenses - FINRA Series 7, 24, 6, 26, 63 Certified Retirement Counselor® (CRC®)

Chartered Mutual Fund Counselor (CMFC®)

Life Insurance Licence, State of Ohio

Contact this candidate