STEVEN COURTLAND
1367 East Winding Hill Road
C
Ridgewood, NJ 07450
212-555-3500 (Off.)
C
201-555-8479 (Cell)
C
201-555-9114 (Res.)
C
scourtland222@aol.com
NATIONAL SALES EXECUTIVE – FINANCIAL
SERVICES
Senior Sales & Marketing Executive
successful at leading world-class sales
teams and distributing investment products
and services through all 3 channels:
independent, warehouse and regional
brokers/dealers. Proven record recruiting,
developing and retaining top-notch sales
professionals, while cultivating strong
relationships with senior executive
leadership and major distribution
partners. Expert at identifying the most
critical gaps slowing sales growth and
implementing the strategies, processes and
changes required to remedy the situation.
Core qualifications include:
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·
Developing/Implementing Unified
Sales Processes |
·
Territory Management & Revitalizing
Stagnate Sales |
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·
Building/Managing World-Class
National Sales Teams |
·
New Product Introduction & Marketing
Campaigns |
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·
Financial Wholesaler & Advisor
Training Programs |
·
Cross-Selling Multiple Investment
Products |
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·
Establishing Sales Performance &
Financial Metrics |
·
National Sales Administration &
General Operations |
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·
Income Distribution & Retirement
Strategies |
·
Major Account Relationship Building
& Retention |
Master of Business Administration
C
Executive Management
C
Columbia University
C
3.9/4.0
Bachelor of
Science
C
Marketing & Business Administration
C
Old Dominion University
C
Magna Cum Laude
PROFESSIONAL EXPERIENCE
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NORTH AMERICAN FINANCIAL SERVICES,
INC., New York, NY |
1997 to
Present |
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Vice President, National Sales
Manager - Wirehouse/Regional Firms
(2005 to Present)
Accountable for $2.3 billion in
cumulative sales for variable
annuities, pensions, life insurance
and mutual funds for the
distribution channel. Develop/lead the
sales team, initiate field sales
processes, coordinate product goals
and establish sales goals for 41
territories nationwide. Manage 38
external wholesalers, 3 divisional
vice presidents and 5 support
personnel, while collaborating with
key account managers, senior
distribution partners, members of
the senior executive team and all
other key centers of influence.
Control a $14 million operating and
commissions budget. |
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· |
Reorganized the field sales team,
growing variable annuity sales by
60% (from $1 billion to $1.6
billion), improving
market share (ranking) from #12 to
the #7 position, increasing average
wholesaler productivity by 79.6%
(from $27
million to $48.5 million) per annum
and growing cumulative sales for all
products by 34%. |
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· |
Executed a Merrill
Lynch strategy that
grew variable
annuity sales from
$62 million to $400+
million, while
increasing North American’s market
share (ranking) at Merrill Lynch
from #12 to the #6 position. |
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· |
Revitalized a Morgan
Stanley strategy,
increasing sales by
33% (from $300
million to $400
million) per annum
and
improving market share (ranking)
from #6 to the #3 spot while
challenging 4 larger and stronger
competitors. |
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· |
Reversed a 3-year
decline at Waddell &
Reed, increasing
variable annuity
market share from
50% to 70% and
generating $386 million in annual
revenues. Led a focused
marketing campaign to cross-sell
life and pension products,
achieving the #1 market share
position for life and increasing
pension sales by 20% ($678 million). |
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· |
Played a key role in
formulating and
leading a
corporate-wide sales
process initiative,
becoming the only
channel to
attain
the firm’s sales goals and overall
product objectives for variable
annuities in CY2007. Delivered
North American’s highest
percentage of variable annuity sales
to goal (83%) in CY2008. |
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Strengthened
cross-sell
opportunities,
increasing life and
pension sales 33.8%
(from $59 million to
$79 million) and
29.6% (from $613 million to $795
million) respectively, while
delivering 86% of all mutual fund
sales for this start-
up
area of business. |
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Divisional Vice-President,
Independent Channel
(2000 to 2005)
Directed the sales of variable
annuities, pensions, life insurance
and mutual funds, with
accountability for recruiting,
coaching, motivating and retaining
13 field wholesalers, 1 key account
representative and 1 support
assistant. Participated in the
development/launch of new variable
annuity products, established
metrics, collaborated with marketing
and represented the firm at
broker/dealer conferences. Reported
to Vice-President, National Sales
Manager. |
-
Revitalized the
13-person field sales
team, increasing
variable annuity sales
by 25% (from $800
million to $1+ billion)
within the first year
and an additional $248
million in the 2nd year.
-
Spearheaded the
development and launch
of an Extended IRA
Program, maintaining
industry market share
(ranking) against more
than 20 top competitors
in a difficult and
saturated market.
-
Organized
highly-productive
regional educational
conferences that focused
on best practice
solutions, strategies,
products and services,
allowing the division to
maintain its market
share (ranking) despite
an inferior product.
-
Achieved the company’s
top position for
variable annuity sales
($1+ billion), as well
as life, pension,
separately managed
accounts and mutual fund
products that
cumulatively generated
an additional $2 billion
annually.
-
Played a pivotal role in
the launch of a
separately managed
account and mutual fund
initiative and led the
sales team that
consistently generated
66% ($40 million) of the
firm’s total business.
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Regional Vice President, New York
City and Long Island, Independent
Channel
(1997 to 2000)
Accountable for more than $200
million in variable annuity sales
with cross-sell responsibilities for
both life and pension products.
Established/maintained relationships
in a territory consisting of 2,000+
financial advisors. Initiated key
account relationships with local
broker/dealers and served as the
company’s presenter at major
conferences. |
-
Reached the #3
market share
(ranking) position
within both North
American and the
industry, despite
strong competition
from competitors
with superior
products in a highly
saturated market.
-
Built a zone and
rotation strategy
and developed a
sales plan with the
top 100 independent
financial advisors
who cumulatively
produced 80% ($400+
million) of the
total business.
-
Cross-sold life and
pension products,
achieving the top
position and the #2
position
respectively in the
firm. Received
broker/dealer high
marks for conference
presentations that
focused on
charitable remainder
trusts.
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PHILADELPHIA MUTUAL LIFE INSURANCE
COMPANY, Philadelphia, PA |
1989 to 1997 |
|
Regional Vice President, New York
City, Long Island and New Jersey,
Independent Channel
Directed the sales of variable
annuities with cross-sell
responsibilities for both life
brokerage and pension products for
this start-up operation. Trained
career agents and executed marketing
campaigns. Functioned as the key
account manager for all
broker/dealers in the New York City,
Long Island and New Jersey
Independent and Bank channel. |
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Executed nearly 20
selling agreements,
3 of which became
Philadelphia
Mutual’s top
broker/dealers for
variable annuities.
Achieved #1 selling
status for a
start-up mutual fund
company
(Independence
Capital).
-
Grew sales from
start-up to more
than $80 million
annually, while
achieving #1
wholesale sales
status for variable
annuities in 8 out
of 9 years of
employment tenure.
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WALL STREET FUNDS, New York,
NY |
1985 to 1989 |
|
Manager, Internal Wholesalers
(1987 to 1989)
Managed 12 internal wholesalers with
a focus on the sales of mutual
funds. Reported to the Senior Vice
President. |
-
Upgraded and aligned
the internal
wholesalers with the
external
wholesalers,
increasing outgoing
calls by 40%.
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Internal Wholesaler
(1985 to 1987)
Managed mutual fund sales in Florida
and maintained external wholesaler
relationships with 1,800 financial
advisors. |
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Initiated a focused campaign for
the top 50 advisors, generating
a 20% sales increase in a very
difficult market.
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