Senior Director, Analytical Services
A versatile performance-driven financial professional with 20 years of progressively increasing responsibilities in meeting and exceeding revenue generation goals in highly competitive executive benefit businesses. Areas of specialty have been in sales, implementation and administration of non-qualified executive benefit programs for Fortune 500 clients.
Expertise includes outstanding skills in client relationship building and maintenance, financial modeling and analysis, and management. A personable achiever who thrives on challenge and opportunity.
Prudential Insurance Company of America, MullinTBG, Los Angeles, California 2003-2009
Senior Director, Analytical Services (2007-2009)
Personally maintained client relations with three major clients covering sales, implementation and maintenance for a leading retirement benefits subsidiary of a Fortune 500 insurance company. Managed the Analytical Services Department with ten benefit plan design analysts supporting 15-20 sales consultants nationwide.
Created an asset/liability financial model that identified funding short falls in client non-qualified benefit plans, which resulted in an additional premium of $1.5 million annually.
Developed and published plan review reports that showed how to enhance benefit options and provide more cost effective funding for company clients. This resulted in an additional $475,000 in sales revenue.
Increasing revenues through coordinating new business with the Client Services Team as well as Underwriting, Design and Account Managers.
Assisted clients in the creation of plan documents, benefit security trusts, enrollment brochures and service agreements.
Created and developed financial reports and benefit statements that were in total compliance with corporate standards.
Utilized metrics and analytics from the company’s data warehouse to finalize funds, NAV sources and historical performance for a seamless transition to a customized administered system.
Managing Associate, Analytical Services (2003-2007)
Managed a team of design analysts that provided technical support for 20 sales executives nationwide, generating $10 million in sales revenue annually. Oversaw the creation of 20 proposals per month.
Reduced proposal delivery turnaround times by two weeks by designing and implementing a sales support process.
Designed and implemented a fund mapping model that identified fund allocation deficiencies between the participants and corporate fund allocations, resulting in an additional $425,000 annual saving in its first year.
Initiated departmental initiatives directed towards the integration and merger of two departments as a result of the MullinTBG Financial merger.
Clark/Bardes Consulting, Inc., Los Angeles, California 1998-2003
Consultant, Executive Benefit Planning (one-year contract assignment)
Partnered with company consultants to market customized group life insurance and executive carve-out plans specifically priced to meet client needs for an executive benefits company with 30 consultants nationwide, generating $2 million in sales annually.
Coordinated with the insurance carrier marketing department to identify target prospects of its general agents.
Conducted offsite training, educating sales agents on how to present and administer customized plans.
Continued to manage ten clients acquired prior to the merger of the Executive Compensation Group into Clark/Bardes. Notably, these accounts generated $750,000 in sales annually.
Vice President, Marketing, Executive Compensation Group, Inc., (purchased by Clark/Bardes Consulting, Inc. in 2002) Los Angeles, California (1998-2002)
Designed and marketed individually-owned insurance products that re-aligned insurance benefit programs to expand coverage while reducing expenses for a small regional executive benefits plan.
Advised and assisted consultants nationwide on how to market the company’s exclusive individually-owned products, resulting in the sale of four major plans to utility companies, generating $2.5 million in sales annually.
Worked with client risk managers of major utility companies in the design and implementation of executive benefits plans for senior executives and middle management.
Corporate Compensation Plans, Inc., Los Angeles, California 1989-1998
Director of Marketing Services
Provided sales support to consultants nationwide to market group/individual life insurance products to major law firms.
Assisted multiple insurance carriers in the design of group/individual life insurance products specially priced to meet the needs of top level and middle management employees.
Implemented and administered custom premium list-bill programs for existing clients, which was comprised of 30 of the top law firms in the country. Premiums generated $2 million in sales revenue annually.
Designed custom enrollment illustration packages for enrollers, which modeled historic and projected financial impact of non-qualified benefit plans, generating 30% of additional contribution per enrollee.
Monitored and analyzed enrollment history, which was used to enhance enrollers’ performance.
Management Compensation Group, Los Angeles, California 1987-1989
Provided technical support to consultants for the sale of non-qualified executive retirement plans.
California State University, Northridge, Northridge, California
Bachelor of Science, Business Administration and Finance
Other Courses: Life and Disability Insurances
Series 6 and 63 for variable life insurance sales