Financial services marketing professional with 14 years experience. Expert at crafting strategic vision for retirement businesses and executing profitable national and local branch marketing and sales programs. Extensive experience in retail product development, competitive analysis, strategic partnerships, and sales force outreach.
Vice President, Retail Retirement Strategy
March 2003 - Present | Princeton, NJ
Develop and implement retirement marketing strategies and programs. Manage $3.5M budget and cross-functional team of 10.
¤ Crafted strategic “new retirement” marketing platform to accelerate business growth in Baby Boomer client segment by 10% annually.
¤ Led landmark New Retirement initiative on Boomer attitudes and motivations that shaped strategic framework for multi-year organic growth and client acquisition plans. Program elements include sales training and support, online tools, seminars, PR.
¤ Wrote retirement segmentation and acquisition strategy for $2B incremental gross sales. Led implementation with IRA rollover cross-sell, and outreach to baby boomer prospects.
¤ Created marketing strategy and materials for Transition Services program to retain 401(k) assets. Booked 40% retention rate & $1.5 billion in saved assets—a 7.5% annual improvement.
¤ Marketing lead for branch training and business development program capturing $250M IRA rollover assets annually.
October 2001- March 2003 | New York, NY
Operated financial and business services strategy consulting business.
¤ Led strategy, P&L analysis, and implementation plan for global customer relationship management software product that generated $15M in annual revenue. Managed 13-person global client team
¤ Identified field sales force “best practices” for international consulting firm. Recommended specific and actionable strategies for regional markets to improve business results, team morale, and field-to-home office relationships..
¤ Built and maintained B2B sales and marketing websites for Georgeson Shareholder and Source One Communications.
¤ Wrote sales strategy and presentation for intellectual property start-up company.
Vice President, Marketing
Morgan Stanley Dean Witter
February 2000 - May 2001 | New York, NY
Developed and implemented trading and information services for 5M brokerage customers and 14k FAs. Managed $8M budget and staff of 5.
¤ Website generated over $250M annually in commissions/fees and won “Top Full Service Broker Website for Customer Confidence.
¤ Internal strategy consultant on 401(k), IRA rollover and small business online services.
¤ Marketed “IRA Rollover Month” campaign that generated over $1B in asset conversions.
¤ Consulted with FAs to build “FA home pages”, enabling 14k FAs to create websites supporting their entrepreneurial marketing..
¤ Saved $1.4 million/year by insourcing telephone calls and e-mail support to existing call center, working closely with senior call center management to assure seamless transition and quality.
¤ Developed client website enhancements including Dow Jones real-time news feed, Big Charts stock screener, and OFX download capability for Quicken and Microsoft Money.
Vice President , Product Development
Prudential Retirement Services
1997-2000 | Newark, NJ
Directed product design and marketing of interactive systems for 401(k) and 403(b) plans, including two websites, a voice response system, a sales-tool CD-ROM and a wireless account access system for use by plan participants, sponsors and sales & distribution partners.¤ Managed $3 million annual budget, 3 product managers and 13-member cross-functional team
¤ Developed product and upgrade strategies based on customer and market research
¤ Presented to senior management of prospective clients as key member of institutional sales presentation team
¤ Led engagement with systems, operations and internal control clients to build systems architecture and detailed product and process specifications
¤ Developed marketing strategy and supporting product materials
¤ Trained and updated institutional and brokerage sales force on new products
¤ Managed relationship and product development with outside partners, including agency.com, Palm Computing and Intuit
¤ NASD-Licensed Investment Company Representative (Series 6)
¤ Prudential Choice Award (1999) "For Exceptional Efforts and Commitment"
Prudential Promotion History:
¤ Director, April 1999-February 2000
¤ Product Manager, November 1998-April 1999
¤ Marketing Manager, January 1997-November 1998
ICMA Retirement Corporation
1993 - 1996 | Washington, DC
Built transactional website for $8 billion not-for-profit 401(k) and 457 retirement plan provider. Editor and publisher of 16-page quarterly newsletter. Also led communication of product conversion and launches to clients.¤ Planned and executed all aspects of communicating major product conversion and numerous product introductions with participants and employers.
¤ Designed and coded ICMA's public and transactional client websites.
¤ Designed and published 16-page full-color quarterly newsletter, brochures and other publications for 250,000 retirement plan participants and 4,500 sponsoring employers
¤ Wrote, edited, designed, desktop published and bought print for newsletters
¤ President's High Achievement Award (1995)
Excellence in Service Awards:
¤ Best Individual Exemplary Effort (1995)
¤ Best Team Effort for Web site (1995) and Model Portfolios product (1994)
¤ Best Cost Savings Idea (saving over $20,000 annually, 1993)
Instructor, George Washington University
1995 | Washington, DC
Taught Introduction to Desktop Publishing Press Assistant, United States Senator Barbara A. Mikulski (D-MD),
1992 | Washington, DC
Wrote press releases and initiated contact with Maryland and national media; created and updated position papers on over 40 issues; wrote bi-weekly column. News Editor, Student Life, Washington University in St. Louis
1992 | St. Louis, MO
Managed all aspects of producing news section of semi-weekly independent student-run newspaper at Washington University.
EDUCATION: Washington University
1987-1991 St. Louis, MO
PRESENTATIONS AND ARTICLES: Morgan Stanley Internet Strategy, Multi-Cultural Business Exchange, Chicago, IL October 2000.
From Revolution to Evolution: Plan Sponsors on the Internet, Mid-Sized Pension Conference, San Francisco, CA, March 1999.
Wired Retirement Plans, Mid-Sized Pension Conference, San Francisco, CA, March 1998.
Is Your Retirement Plan Wired?, Profiting from Growth in the Retirement Market, Chicago, IL, February 1998.
"Wired Retirement Plans," Investment Industry News, Prudential Investments, Jan. 1997.