Richard A. Grotto Email & Phone Number

Cupertino, Ca, Us

Congruent Solutions is the specialist partner that the Retirement Industry trusts to be ready for tomorrow. We offer modern, cloud-based technology solutions, outsourcing services and technology services that help retirement providers grow, solve their business challenges and be Ready for Tomorrow!

Radnor, Pa, Us

At eMoney Advisor, I led the enterprise sales initiatives with a keen focus on high-value FinTech solutions, driving growth and enhancing customer engagement. I mentored our Enterprise Sales team, fostering professional growth and performance improvement.

Jacksonville, Fl, Us

Head of sales & account management teams.- Responsible for expanding wallet share for existing clients, signing new logos and managing a $60M TCV quota (2022). - Eclipsed 2022 sales goal by 86%, 2020 by 33%, 2019 and 2018 by 12%. Achieved President’s Club 5 out of 6 years.- 73% of sales rep typically exceeded annual sales quotas under my leadership.Team retained 100% of Key Accounts in 2019, and 98% in 2020. - Led sales efforts for retirement’s top 3 years of sales, plus grew annual sales revenue by 27% over 4 years as manager. FIS' Retirement team is the leading FinTech provider of software, outsourcing and managed services for employee benefit professionals (banks, asset managers, recordkeepers, advisors, TPAs, etc.) who manage recordkeeping, administration, compliance, document generation, testing and reporting of retirement and health benefit plans, as well as IRA products.

Jacksonville, Fl, Us

Senior Sales executive and relationship manager of accounts which generate $7 million in annual revenue. -Responsible for new client sales of Relius solutions with a $1.535 million annual revenue quota. -Exceeded 2015 quota by 55%; Top external Sales Executive in 2015 and 2016. -Top Sales Executive in 2014 quota while only in production for 6 months. -Manage C-level relationships for “top tier” client-base, including client retention efforts and new business opportunities.

New York, Ny, Us

As a Relationship Manager/Business Development leader I was responsible for strategically managing and growing enterprise relationships of key, high-revenue clients, including regional and national broker-dealers and banks, independent broker-dealers, trust companies, insurance firms and asset managers. My client-base generated $20 million in annual revenue. • Marketed B2B technology solutions including web-based interface, middle-office platform and professional services.• Proactively identified growth opportunities for prospects and clients that increased revenue.• Consulted with clients and prospects to develop and execute annual strategic roadmaps that managed and deepened the relationship.• Led "solutioning" efforts with internal Product teams to build custom solutions that solved for client and prospect needs.• Client-advocate on Product Planning and Marketing Committees charged with implementing marketing initiatives and annual marketing plans.• Partnered with BNY colleagues, successfully cross-selling BNY services.• Researched and analyzed competition and industry trends to enhance firm’s market intelligence.• Developed and nurtured new business pipelines that grew revenue.• Crafted, facilitated and presented prospect and client presentations and product demonstrations.• Facilitated contract negotiations and renewals.

As Director, Business Development I was responsible for driving revenue and building new enterprise relationships with regional and national broker-dealers and banks, independent broker-dealers, trust companies, insurance firms and asset managers. • Marketed B2B technology solutions including web-based interface, middle-office platform and professional services.• Successfully prospected and drove new sales opportunities at the business-to-business level.• Consulted and sold technology, investment and operational services to prospects. • Prepared and implemented both short and long term business plans to identify specific target markets and prospects.• Followed up on new leads and referrals resulting from field activity. • Identified and contacted sales prospects and other accounts as assigned. • Prepared presentations, proposals, RFPs and sales contracts. • Established, grew and managed client and potential client relationships. • Prepared and negotiated contracts. • Participated in marketing events such as seminars, conferences and trade shows.

Worked with the Head of Product Management to manage the overall advisory product offering, and led marketing efforts for an advisory firm with $100 billion in assets under administration.• Developed and implemented strategic product and marketing roadmaps, growing assets 20% year-over-year. • Served as the subject matter expert for the relationship management, enterprise sales and wholesaling teams.• Established and implemented strategic product and marketing initiatives.• Responsible for writing, design, packaging and presentation of advisor development and practice management tools. -- Built a robust suite of materials for investment advisors, enterprise sales and executive team. Collateral included brochures, presentations, white papers, product sheets and newsletters. -- Authored numerous marketing white papers and practice management tools that increased advisor productivity. -- Constructed advisory education modules, including advisor “boot camp” training, tutorials, presentations, marketing collateral and strategic marketing plans. -- Led project to re-write and redesign the marketing website. -- Built core presentation modules to be used for prospect and client meetings. -- Oversaw industry conference strategy for business line.• Led firm-wide rebranding project including new brand identity, website redesign, marketing collateral and advertising.• Developed and hosted Media Seminar and Industry Roundtable events that were instrumental in increasing firm’s brand identity, market reputation and public awareness.

Led firm’s B2B sales and product efforts for technology-based retirement solutions.• Developed and implemented strategic sales and marketing goals which led to a 62% 3-year CAGR. • Strategic relationship manager for key accounts and plan sponsors, responsible for managing ongoing relationships, growing existing revenue and resolving client issues.• Directed firm’s retirement product offering, as well as Product Development, Marketing and Technology efforts.• Developed and implemented strategic product, marketing and technology goals which dramatically increased assets under administration.• Created firm’s marketing department and collateral which increased market awareness and led to increased sales. Collateral included websites, brochures, proposals, presentations, advertising and press releases.• Successfully led several key projects including creation of sales and CRM database, developed online proposal system and developed online Sales Process Guide to assist advisors in sales process and drive assets. • Conducted industry research and client surveys to evaluate product features, market positioning and price.

Oaks, Pa, Us

Product Manager for the Defined Contribution Products, representing over $15 billion in assets under management.• Formulated and implemented strategic technology and product roadmaps to evolve the product offering and grow revenue.• Provided sales support for internal sales department, relationship managers and independent investment advisors.• Performed market and competitive analysis through conferences, third party studies, RFP’s and Internet research.• Conducted quarterly presentations/training at advisor forums sponsored by SEI.• Managed the vendor relationships with PFPC, Emplanet, State Street and Epic Advisors.• Successfully led the implementation of +10 projects to enhance the product and grow assets.

Dresher, Pa, Us

• Supervised a staff of 11 employees in the Premier New Business Department• Team achieved a 99 percent conversion rate and an average 97% Client Survey Score (out of 5 points)• Promoted to Premier Conversions Team Leader in ten months and promoted to Supervisor within 15 months of hire• Two-time winner of the “Step-Up Applause” Award and Recipient of the “Make a Difference” recognition award for demonstrating excellent leadership skills and dedication to making a difference in our environment and our service• Aided in the development, testing and implementation of new conversion software programs and tools• Formulated, implemented and documented conversion procedures.• Developed and conducted training sessions for new and existing employees• Developed, implemented and documented quality control procedures to ensure an accurate conversion

Wayne, Pennsylvania, Us

• Project leader for quarterly management reporting package.• Analyzed and predicted mortgage data trends.• Provided statistical analysis of mortgage insurance data.• Prepared statistical reports and briefs.• Developed and implemented procedures for database extraction.

Mba, Technology Management

Bs, Applied Mathematics