Free Memorandum in Support of Motion - District Court of Connecticut - Connecticut

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BARRY L. BULAKITES
Denver, CO
(303) 898 — 0148
[email protected]
CAREER OBJECTIVE: Seeking a senior level Marketing/Sales Management position in the
financial services industry I
( PROFESSIONAL EXPERIENCE
JACKSON NATIONAL LIFE 1997 — Present
Senior Vice President, National Sales Development 2001 — Present
_ RESPONSIBILITIES:
• Direct the following business units: National Sales Desk, National Personnel Training, Sales
Development, including the Seminar/Road Show Unit and Sales Concepts Development Group, .
Advanced Markets, National Recruiting, and National Events Planning.
• Run the National Sales Desk of l 10 Internal Wholesalers representing 3 distribution channels, Deal
Direct, JNLD, and Regional Broker Dealer
• Manage the annuity support unit that wrote over $2 million in new business and saved over $59
million in business under threat of exchange.
ACCOMPLISHMENTS:
• Launched the National Sales Desk by hiring 78 new Internal Wholesalers in 3 weeks and transitioning
the internal sales support personnel from eighteen regional offices into one consolidated arena.
• Integrated all key functional areas of NSD through two major company-wide re—organizations and a
complete NSD unit move from Los Angeles, CA to Denver, CO.
• Launched .lNL’s first VIP (Very Important Producer) meetings 4 four proprietary Broker-Dealers.
• Launched INL’s first Intem Development program which hosts six interns.
• Architected, designed, and opened a state—of—the—art national training center.
• Designed and implemented a sales-based compensation structure for Internal Wholesalers.
• Authored a periodic development review program to track lntemal Wholesaler progress.
• Ran a “Newly Appointed Producers” contest that lead to appointing 2,4 l 7 new producers who
proceeded to write over $34 million in sales. '
• In its inaugural year, the national sales desk appointed over 15,000 new producers, scheduled over
85,000 appointments, and processed over I million calls.
• Promoted I4 Internal Wholesalers to External Wholesalers in 2002. l
• Wrote the business plan for and launched the sales concepts development group who conceived,
drafted, and released over 200 sales pieces including.
· - • Wrote the business plan for and launched the Seminar Business Unit who conceived, drafted, and
released 36 presentations, for continuing education, client audiences, and producers
• Conceptualized and created .lNL’s first drip marketing campaign called "Comer the Market."
• Established the national recruiting team in 2002. In its first year, hired 162 people, representing a
total of $8.1 million in payroll, and consequently saved JNL $1.6 million.
• Through National Events Planning, executed 26 regional meetings for all six distribution channels;
over 200 road shows; an updated and the national sales meeting.
Vice President Resource Development 1998 — 2001
• Responsible for the Training, Professional Development and Skill Sets of all External and Intemal
Wholesalers, including presentation skills, one on one interview skills and territory management. _
• Responsible for the leadership and professional training and development of internal JNL personnel.
• Directly responsible for CEO special projects across JNL, spanning all business units.

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Vice President Sales 1997 - 1998
RESPONSIBILITIES:
• Managed 19 Regional Marketing Offices (RMOs), including 19 Regional Managers and 189
External and Internal wholesalers for the Deal Direct distribution channel
• Handled all hiring, recruiting, skill development and customer service issues related to 19 Rb/[Os-
ACCOMPLISHMENTS:
• Increased sales from $1.46 Million in 1996 to $1.78 Million in 1997.
• Successfully reorganized the Deal Direct channel into a more effective and efficient organization.
LINCOLN NATIONAL 1995 — 1997
Regional CEO A
RESPONSIBILITIES:
• Directed New England territory for the (then) 1 lm largest insurance and financial services company
• Ran all regional activities including sales, distribution, facilities, property management, investments,
and Broker/Dealer relations.
• Responsible for all hiring, recruiting, training and development of over 300 agents.
ACCOMPLISHMENTS:
• Implemented a comprehensive training program and an innovative compensation plan
• Developed and implemented a comprehensive budget to assure a retum to profitability
• Successfully turned around operation resulting in monthly record increases in productivity and
profitability and a 200% increase in sales.
• Coordinated negotiations with the UAW to enhance the benefits package for a medium sized
manufacturing client. Negotiations averted the strike, and saved the company $350,000.
JOSHUA ADAMS INC. (Consulting firm) 1993 — 1995
Principal
RESPOSIBILITIES:
• Co-founded a $1.2 Billion business venture specializing in Third Party Administration of retirement
plans, investment management, and benefits consulting.
• Responsible for all business development and contracting
ACOMPLISHMENTS:
• Grew the business from a start up to over $1 Billion in assets under management
• Attracted and maintained extensive clientele including United Jersey Bank, Long Island Lighting,
United Technologies, Key Foods, Lillian Vernon, Oprah Winfrey, andthe Cleveland Browns.
PROVIDENT MUTUAL 1989 — 1993
Agency Manager, Connecticut
RESPONSIBILITIES
• Responsible for 60 career field agents and over 400 Brokers in Connecticut and Massachusetts
• Responsible for all hiring, recruiting, training and development of sales force and support staff
ACCOMPLISHMENTS:
• Created a financial planning seminar series for WABC, WELI, and WALK radio stations that focused
on wealth creation and preservation. Business from the seminars generated over $550,000 in comp.
• Developed a program to market Insurance and Annuities through one ofthe country’s leading banks.
Partnership resulted in over $500,000 in commissions and $20 Million in monthly annuity sales.
• Negotiated a $3 Million employee stock ownership loan with major New Jersey bank to enable the
successful transfer of a small company from proprietorship to corporation.
MASS MUTUAL I 1987 — 1989
General Agent, New York and Connecticut
RESPONSIBILITIES:

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_ • Responsible for 250 field representatives and over 1,000 Brokers for New York and Connecticut
• Responsible for all hiring, recruiting, training and development of all sales forces
ACCOMPLISHMENTS:
• #1 recruiting General Agent in Mass Mutual 1988 -- 1989
• Increased premium 250% both years 1978-1988 and 1988-1989
• Took the General Agency from last place in pension sales to iirst place for all Mass Mutual
MONY 19851- 1987
Agency Manager, Territory — Connecticut
• Responsible for all hiring, recruiting, and sales development for distribution in Connecticut
• Increased ranking from 96/100 agencies within MONY to #2 of 100 within 2 years
EQUIT ABLE LIFE 1977 — 1985
District Manager `
• Responsible for supervision, recruiting, training and development of a 40 sales agent unit.
• Started as an agent and worked way up to Senior District Manager
EDUCATION:
Bachelor of Science in Marketing Management, Western New England College, Springfield, MA
CERTIFICATIONS:
NASD Series I, 6, 63 and Registered Principal Series 26
References Furnished Upon Request