Gregory Kearsley
Waltham,MA
Summary
Dedicated Financial Professional with 30 years of proven track record in sales and sales management as well as a relationship management background. Developed and implemented various training and organizational policies that led to double digit sales growth. Successfully built and managed several teams within the financial industry. Recipient of several awards for significant contributions to the organization. Skilled in working under pressure and adapting to new situations and challenges to best enhance the organizational brand.
Overview
34
34
years of professional experience
Work History
Director, PFS Consolidation and Enrollment
John Hancock
01.2018 - Current
- Restructured team to add Plan level services like M&A, Simple Conversions, C&E campaigns that generate over $360 million in yearly consolidations
- Increased overall Consolidations from $1 billion year (2018) to over $2 billion year (2020) and growing (2.5 billion in 2021 high water mark)
- Partner closely with Retirement sales to ensure every opportunity is taken advantage of
- Expanded services to include Sales Presentations, Retention Services, and Broker/TPA Meetings
- Developed our Onboarding campaign with Marketing and Data Analytics to improve financial health of our plans
- Maintain yearly 77 NPS for PFS Consolidations
- Customized Salesforce for tracking opportunities at the rep / plan level as well as automated emails to our participants notifying them of what step they are at during the consolidation
- Successfully hired and retained top talent for the company, currently 3 of the 5 ISC Directors came through my team.
Manager, Consolidation and Enrollment Services
John Hancock
01.2014 - Current
- Managed both Enrollment team as well as a Consolidation team simultaneously
- Instrumental in Hiring, Training, and Managing our remote location in Atlanta, GA
- Built and managed our OA Consolidation team when N.Y
- Life was acquired
- Redesigned roles and responsibilities allowing for clear job progression and increased accountability
- Established a strong working culture between departments.
- Managed and motivated employees to be productive and engaged in work.
- Accomplished multiple tasks within established timeframes.
Director/National Manager
Hartford Life
01.2002 - 01.2011
- Managed $5.93 million budget along w/a team of 36 Regional Education Specialists resulting in the attainment of sales objectives while operating under budget
- Restructured team nationally to create a highly productive team structure that enhanced service levels
- Grew team from 12 to 36 Regional Education Specialist from 2004 to 2011
- Expanded services to include Sales Presentations, Retention Services, and Broker/TPA Meetings
- Speaker at 2006 ASPPA Conference in Washington, DC
- Qualified for National Honors Conference (Sales) every year eligible (6 yrs).
Education Specialist
Hartford Life
01.2000 - 01.2002
- Developed key relationships with Plan Administrators, Brokers, and TPA’s
- Initiated a sales team mentality that dramatically changed model of cost center to profit center while increasing awareness of product availability
- Educated employees on plan provisions, basic 401(k) concepts, investment options, and required forms
- Provided portfolio investment reviews with the plan sponsor
- Led nation in sales revenue in 2001.
Manager, New Business
John Hancock Signature Services
01.1999 - 01.2000
- Interviewed, Hired, and Trained new associates
- Performed performance reviews and salary increases
- Managed a group of ten individuals in the conversion and implementation of 401(k) plans
- Restructured the workflow process of the department by creating specialized functions.
Retirement Plan Coordinator
John Hancock Signature Services
01.1998 - 01.1999
- Client contact for our full service 401(k) plans
- Explained and monitored company documents relating their plan
- Collaborated extensively with brokers, officers and plan sponsors and third party administrators
- Successfully implemented several projects including Year-End Testing and helped develop a skill profile for plan coordinators.
Plan Administrator
Putnam Investments
01.1997 - 01.1998
- Explained and monitored compliance regulations to the clients to ensure the plans stay in a qualified status
- Interpreted the plan document and all related documents pertaining to the 401(k) plan
- Nominated to several committees to help problem solve areas of concern for our clients and internal procedures.
District Manager / Sales Executive
Fortis Investors / DFC
01.1994 - 01.1997
- Recognized for top individual and top group sales within Fortis / DFC
- Successfully created client base of over 150 personal clients
- Developed a team of eight registered representatives covering New England that consistently achieved sales objectives
- Recruited and trained employees on the investment regulations enabling them to obtain required licensing, earning company recognition as a highly effective coach and teacher
- Supervised and trained staff pertaining to building client base and designing proposals.
Sales / Transportation Manager
M&M Marketing
01.1990 - 01.1994
- Bought and Sold supermarket commodities
- Negotiated contracts with transportation companies
- Monitored performance of employees within the department.
Education
Master of Science - Management Science
Lesley University
Cambridge, MABachelor of Science - Business Management
Bridgewater State College
Bridgewater, MaAssociate of Science - Computer Information Systems
Mass Bay Community College
Wellesley, MASkills
- Management; successfully managed several teams in Sales, Education Services, and New Business
- Sales; won several awards for personal production as well as team production
- Account Relationships; dedicated to high quality service and customer satisfaction
- Communication; comprehensive presentation and training skills
- Investments; solid understanding of Investments and Investment Products
- Career Advancement; Coached team members to build a pipeline of talent to facilitate internal mobility
- Strategic Planning
- Verbal and written communication
- People Management
- Operations Management
- Team Management
- Organizational Development
Security Licenses
- Series 7
- 63
- 24
- Mass. Life & VA License
Timeline
Director, PFS Consolidation and Enrollment
John Hancock
01.2018 - Current
Manager, Consolidation and Enrollment Services
John Hancock
01.2014 - Current
Director/National Manager
Hartford Life
01.2002 - 01.2011
Education Specialist
Hartford Life
01.2000 - 01.2002
Manager, New Business
John Hancock Signature Services
01.1999 - 01.2000
Retirement Plan Coordinator
John Hancock Signature Services
01.1998 - 01.1999
Plan Administrator
Putnam Investments
01.1997 - 01.1998
District Manager / Sales Executive
Fortis Investors / DFC
01.1994 - 01.1997
Sales / Transportation Manager
M&M Marketing
01.1990 - 01.1994
Master of Science - Management Science
Lesley University
Bachelor of Science - Business Management
Bridgewater State College
Associate of Science - Computer Information Systems
Mass Bay Community College
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