William Collins

William Collins

Work History

Work History
Jun 2008 - Sep 2008

National Internal Sales Director, Americas Distribution Group

Merill Lynch
  • Managed 57 Internal Sales Specialists and 5 Internal Sales Managers responsible for internal sales and distribution of Trust and Estate, Wealth Management, Annuity and Retirement products and services.
  • Initiated pilot to integrate the Retirement and Annuity internal sales desks resulting in an estimated savings of 11 sales people to be reallocated to proactive sales roles.
  • Initiated transition of a reactive internal sales model to a proactive revenue-generating model -conducted over 7,000 outbound prospecting conversations with Financial Advisors (FAs) centered on Merrill Lynch’s (ML’s) national Summer Outreach campaign.
May 2004 - May 2008

National Sales Manager, Retirement Group

Merrill Lynch
  • Managed 30 Sales Representatives and one Divisional Sales Manager responsible for sales and distribution of Individual Retirement Accounts, 529 and Retirement Plans in the $0 to $5 million-plan space through ML FAs.
  • Delivered $986.9 million of incremental revenue over a period of three and one half years.
  • Fully transformed reactive sales force into one of the most highly regarded proactive wholesaling teams within the industry.  Increased ML Financial Advisor survey ratings from an average score of 3.8 out of 5 points to 4.6.
  • Integrated an IRA sales force with a qualified Retirement Plan sales force to drive sales more effectively through Advisory Group.
  • Instrumental in driving new business acquisition results by instituting Syndication of Goals program for coordinating and leveraging fund partners’ resources and FA training capabilities.
  • Implemented Focus Region initiative to fully integrate Retirement Group into ML Advisory Regional business plans.
  • Instituted and integrated salesforce.com as sales specialist’s contact management tool, enabling monitoring of training, seminar opportunities secured and close ratio for effectiveness reviews.
  • Developed compensation model and business plans in order to strategically and tactically align Retirement Plan Consultant objectives with those of Advisory and the Retirement Group.
Feb 1996 - Apr 2004

Senior Vice President, Retirement Solutions

  • Initiated and developed the retirement sales territory in the Central Region, centered around selling IRA, 529, Employer Plans and Investment Only products through Financial Advisors of National and Regional Broker/Dealers, Independents and Banks.
  • Partnered with fund wholesalers, bundled retirement plan providers, Third Party Administrators and FA sales management to target and secure large retirement producers.
  • Grew the Central Region into the largest retirement-producing sales territory - $15 million to $525 million in a four-year period.
  • Only Retirement Specialist to be named Senior Vice President.
  • Promoted to Player Coach role to assist the National Sales Manager in management and mentoring of 11 Sales Representatives.

        Sales Record:      Within the top three for all eight years.        Sales Leader:     Invited to Century Club in 1997, 1999, 2000, 2002 and 2003.

Education

Education
Sep 1983 - Jun 1987

Bachelor of Arts

Skills

Skills

Core Competencies

Strategic Business Planning, People Leadership, Focused Team Player, New Business Development, Expert Negotiation Skills, Strategic Alliances, Process/Team Reengineering, General Management, Creative/Strategic Selling and Relationship Management

Defined Contribution IO Study

Interest

Coaching, cooking, reading, running, sailing, skiing and squash

Objective

To secure consulting work or a full time position in sales management, product development or marketing in the investment management space.

Introduction

Nineteen years of progressive advancement in sales and sales management with three industry leaders in the employee benefits and retirement services industry.  Innovative, insightful and decisive leader with expert negotiation and C-suite relationship skills that work together to produce strong results in both new and turnaround situations.  Possess expert leadership skills that develop highly effective teams and a positive, employee-centered culture, leading to greater customer satisfaction and improved bottom line.  Highly regarded for consistently producing exceptional results by exceeding sales goals.

Core Competencies:

Strategic Business Planning, People Leadership, Focused Team Player, New Business Development                Expert Negotiation Skills, Strategic Alliances, Process/Team Reengineering, General Management,             Creative/Strategic Selling and Relationship Management

Certifications

Certifications

FINRA(NASD)

Series