Sales Executive
Resume:
FRED JURI KOTOWITZ
West Hartford CT 06119 ****.********@*****.***
SUMMARY
Financial services executive with broad experience in relationship management, point of sale and business development. Effectively manages people, time and territory to achieve business plan goals. Easily develops sound relationships and communicates with a wide variety of people in a number of different functions. Quickly adapts to new concepts, procedures, and products. Strong independent thinker initiates, develops and manages projects. Appreciates the fresh ideas and environment that working as part of a team offers. Clear and efficient communicator. Core competencies in:
• Needs Based Selling • Consultative Selling • Sales Force CRM
• Presentation Training • Client Relationships • Retail & Wholesale Market
• Continual Process Improvement • Distribution Channel Management • Territory and Expense Management
PROFESSIONAL EXPERIENCE
THE PHOENIX COMPANIES, Hartford, CT 2005 – 2009
Regional Vice President, External Wholesaler, Annuity Distribution (2007 – 2009)
Increased, managed and enhanced distribution channel relationships in the Northeast (VT, NH, ME, CT, NY metro and northern NJ). Extended the reach of products and services manufactured by Phoenix using creative marketing and presentation strategies. Enhanced the relationships and knowledge of business partners including individual agents, local and regional senior management. Translate the technical aspects of products into easily understood and compelling stories to increase sales.
• 2007 increased sales 100% over 2006.
• 2008 increased sales 30% over 2007 despite economic conditions.
• Among peers, #2 in country for target market penetration providing a deep client base.
• Developed a diverse client base protecting revenue flow during unpredictable events.
Internal Sales Consultant, Annuity Distribution (2005 – 2007)
Introduced Phoenix and the annuity products to financial advisors and insurance agents. Counseled advisors on products and proper placement to meet client's individual wants, needs and concerns. Worked with field sales partners to build rapport with producers and increase repeat business, built solutions for clients via fact finding with producers and constructed illustrations to build solid sales presentations. Reinvigorated inactive producers through better support, new product offerings and sales ideas.
• Trained agents and advisors on the basic positioning of variable annuities in books of business (responsible for advisors in states: OR, WA, CA, ID, MT and NY).
• Consistently one of the top internal wholesalers, quickly builds a rapport and maintains producer loyalty. Consistently received monthly incentive awards for solid production and territory growth.
• Translated complex products into language producer used candidly and comfortably with clients.
ING USA ANNUITY AND LIFE INSURANCE COMPANY, Hartford, CT
Customer Service, Annuity 2003 – 2005
Managed internal and external customer requests for service regarding product and procedural information for fixed and variable annuity products. Resolved complex/escalated customer issues. Researched and resolved discrepancies relating to all aspects of processing including new business, account transactions, death claims, as well as compliance and regulatory issues.
• Initiated focus groups to increase operational efficiency and customer satisfaction.
• Mentored new associates on protocol and lessons learned increasing productivity by decreasing escalated calls and wasted research time.
• Received incentive awards for exceptional customer satisfaction rates via post-call surveys.
KOTO-EOD CONSULTING, Hackensack, NJ - West Hartford, CT
Consultant, Owner 2001 – 2003
Performed threat analysis and technical assessment of user requirements in the Improvised Explosive Device (IED) and Unexploded Ordnance (UXO) areas. Led comprehensive design of training facilities and infrastructure for operational EOD teams. Provided VIP protection and physical security assessment using proper positive identification of UXO, followed by risk based resolution/mitigation. Business focus was on a foundation that integrates a variety of industry specific technologies supported by standard operating procedures and proven quality assurance (QA).
• Provided post 9/11 support for technical expertise requests.
• Offered classes on awareness level understanding of UXO/IED; situational awareness, relevance and implications.
• Led formal classes on bomb threat/bomb search management and ordnance identification for local agencies and corporate clients.
GIBRALTAR SECURITIES, A DIVISION OF TUCKER ANTHONY INC., Florham Park, NJ
Financial Advisor 2000 – 2001
Conducted in-depth reviews of clients' financial circumstances and future goals. Assisted clients in making informed decisions by translating industry jargon into more easily understood concepts. Negotiated with product suppliers for the best possible prices/rates. Reviewed accounts on a regular basis to ensure compliance with internal and external policies, guidelines, rules, and regulations. Created, implemented, and continually reviewed a business plan that includes client goals, assets under management and revenue targets and integrate lessons learned for future efficiencies. Devised and executed business development strategies to attract and acquire new clients.
• Made 200-300 cold calls daily to build business.
• Managed $20 Million dollar book of business focused on institutional CD/Muni-bond sales.
• Achieved 100% client retention during tenure.
UNITED STATES ARMY, 760TH E.O.D. DETACHMENT, Fort Dix, NJ
Explosive Ordnance Disposal Technician 1996 – 2000
Render safe all types of ordnance both conventional and unconventional, chemical, biological, and nuclear to include Improvised Explosive Devices (IEDs) and Weapons of Mass Destruction (WMD). Performed location, identification, render-safe, and recovery (or disposal) of foreign and domestic ordnance. Regularly called upon to support federal, state and local law enforcement agencies.
• Administration: Managed the unit’s annual budget. Purchased and maintained accountability on equipment valued over $1.6 Million.
• Training: Formulated training plans and instructed bomb threat/bomb search techniques to civilians and law enforcement personnel. Developed and implemented training for a multinational military audience on ordnance recognition and Improvised Explosive Device procedures.
• Protection Service: Provided explosives detection support to the U.S. Secret Service and U.S. Department of State on VIP protection missions. Responded to emergency incidents throughout the Northeast where over 2,000 pieces of hazardous explosives were rendered safe.
• Granted Top Secret (TS) security clearance, Single Scope Background Investigation (SSBI) with SCI relative to CNWDI when necessary. (TS/SCI)
LICENSES
Series 7: Registered Representative (CRD#4170441)
Series 66: Blue Sky/Registered Investment Advisor
EDUCATION
BA General Studies/Law & Society; University of Connecticut Storrs, CT (enrolled)
AAS Criminal Justice; Bergen Community College Paramus, NJ
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