Lance K. Carlson Email & Phone Number

Chicago, IL, US

Achaean Financial partners with insurers, asset managers and record keepers to develop and market innovative lifetime income products and tools. Achaean has answered the strong demand for advanced retirement income solutions by introducing its patented lifetime income guarantee product Income Plus+.Achaean has brought together an alliance of.

Chicago, Illinois, US

Named by Fast Company as the top 10 most innovative FinTech companies, Halo Investing is the first multi-issuer global technology platform for protective investment strategies. Based in Chicago, with offices in Zurich, UAE and Singapore, Halo Investing gives financial advisors, wealth managers and RIA’s access to structured notes, buffered ETFs, and.

Greenwood Village, CO, US

• Head of Sales Distribution (Nov 2017 – Dec 2019)
• Leading GWF’s annuity and life sales efforts in the Third Party (TP) Broker/Dealer wholesaled channels as well as the RIA direct business. 75+ person team’s sales growth top of industry.
• Annuity sales up 82% to over 900M in 2018 as product and distribution continue to expand.Vice President, Divisional Sales Manager (April 2016 – Nov 2017)
• Brought in to help build out TP Distribution for life and annuity products. Managed 15 annuity wholesalers along with 3 life specialists throughout eastern US. Sales up 86% in 2017.

• Led national distribution of annuity solutions via 800+ unaffiliated broker/dealers. Channels included national wirehouses, regional broker/dealers, banks, and independent advisors.
• Pursued parallel growth strategy, rebuilding external sales force from a low of 45 wholesalers up to 75 while increasing effectiveness of existing team with new training and support.
• Increased sales over 38% in 2015 to $5B+ despite negative 10% growth in industry.
• Managed team of 220+ covering all aspects of business including internal sales support, strategic relationship management, training, education, IT, communication, and reporting.
• Designed and implemented 5 year plan to successfully re-enter annuity market after several years of strategically resizing the business.
• Introduced Challenger Sales process and training programs to reestablish sales force relevance as valued partners in financial planning process, repairing damaged relationships in market.

New York, NY, US

• Served as one of two executives asked to lead major reorganization combining annuity and life distribution businesses, creating a 70% reduction in fixed distribution costs.
• Led team of 80 annuity and life wholesalers dedicated to all distribution channels.
• Effectively managed increasingly complex relationships – including home office, external, and internal - through significant continuing strategic reductions in both sales and headcount.

New York, NY, US

• Doubled sales and led team to dominant market share by a wide margin with 28% penetration and sales growth from $2B to over $4B in 2011 within wirehouse channel.
• Strategically built out external wholesaling force to 42 wholesalers, solely dedicated to trusted revenue partnerships with top 3 firms (Merrill Lynch, Morgan Stanley, UBS).
• Established position as #1 partner to all 3, in one case selling $1.9B annually compared to $600M for their second place vendor.
• Honored as Annuity Partner of the Year in 2011 with all top firms.
• Pioneered differentiation strategy as a valued consultant and partner to clients - a unique approach in annuity marketplace vs. being focused solely on product features.
• Wirehouse channel became “model” replicated and envied within firm and industry-wide. Cross-trained other channels to similarly elevate their effectiveness.

New York, NY, US

• Managed Western Division wirehouse distribution, the largest division by sales in the company averaging just under $1B annually in new gross sales revenue.
• Increased sales 30% YOY and expanded from 16 to 22 wholesalers.
• Introduced new territory planning model that improved effectiveness and account penetration by instituting more structured and intentional territory management.
• Led team of 22 wholesalers focused solely on key distribution companies (ML, MS, UBS).

Paris, FR, FR

• Managed Western Division of the wirehouse and regional broker/dealer distribution channel, leading team of 18 covering largest geographic territory in company.
• Improved market penetration from 5th place to 1st based on sales by rebuilding sales team.
• Recruited “A” Players from the market to replace 60% of team.
• Promoted to SVP because of demonstrated overall impact with the wirehouse channel and across the firm introducing creative sales practices replicated company-wide.

Paris, FR, FR

• Led company in sales and growth, with $1.3B in 2007 sales and 70% growth over 2 years.
• Created more effective model to run distribution channel that was rolled out to all other channels in the organization, significantly improving overall sales.

Newark, New Jersey, US

• Brought in to reinvigorate sales in dormant national wirehouse channel with zero focused sales effort and only one large account.
• Tripled market potential by driving executed sales agreements with Merrill Lynch and MSSB.
• Hired and trained external and internal staff, doubling external sales force and building-out internal support group including wire account management.

• Grew Division’s sales from $45M to $3.4B in just six years, leading the national team.
• Expanded outside wholesaling staff from 6 to 24 people, building most effective representative sales team in the industry measured by territory and by individual producers.
• Dramatically increased sales YOY, delivering 146% growth rate over 3 years despite negative 8% industry growth rate over same period.
• Introduced life products via annuity wholesale distribution to target securities-based advisors.
• Pioneered direct delivery of Continuing Education to advisors, improving product knowledge and building deeper relationships.
• Introduced first-in-industry multiple insurance company delivery platform to offer broadest spectrum of annuity products to existing financial advisor market place, increasing penetration.

• Wholesaled for SALD throughout the Midwest and Eastern United States.
• Grew territory sales from $10M to $45M in 1997, then $45M to $105M in 1998, and $75M to $150M in 1999. Led company in growth two of three years (2nd other year).
• Grew territory’s percentage of overall sales from 5.7% to 11.5% despite geography cuts.
• Transitioned from pharmaceutical sales to financial services sales over 9 month period working with 401K plans, mutual funds, and money market funds before moving to annuities.

La Vergne, TN, US

• Supported 6 Area Managers and 4 Inside Sales Managers who led 100 member sales force.
• Developed creative new tools to monitor and manage key accounts and track sales representative performance, including implementing new compensation plan.

La Vergne, TN, US

• Successfully introduced Major to Northeast market by recruiting and training outside sales force.
• Managed 6 sales representatives and 10 office personnel in 20,000ft2 distribution facility.
• Dramatically grew sales during tenure, finishing 108% and 121% to plan.

Deerfield, Illinois, US

• Drove distributor sales throughout New England and New York, achieving 70% YOY sales growth – best in all regions.
• Interfaced with and trained key distributor representatives from 12 distributing companies.

Deerfield, Illinois, US

• Designed policies controlling shipping, receiving, purchasing, and inventory.
• Budgeted and assisted in design and development of marketing efforts.
• Led to the selection of Sartorius as Vendor of the Year in both 1988 and 1989.

• Managed 35-person staff including performers, stage crew, and concession personnel.
• Successfully executed 45-city tour while organizing banking, transportation, payroll, lodging, and communications in each city. Balanced box-office receipts totaling more than $12M.

• Spent 15 months travelling throughout Hong Kong, Thailand, Malaysia, Indonesia, Singapore, Australia, New Zealand and Hawaii. Self-financed all travel by working in various countries.