Tom Smith Email & Phone Number

Louisville, Kentucky, United States

• Provide leadership for the Key Accounts and National Accounts teams representing all Principal Global Investor (PGI) and Principal Financial Group (PFG) capabilities for Institutional, DCIO/IO, Retail Funds, Full.
• Build on successes, best practices, shared resources and leveraging relationships (top-down and bottom-up) to give the team the greatest opportunity to cross-sell and unleash the full power of Principal products and.
• Developed a global cross-divisional coverage model.
• Accountable for oversight of the global client relationship, penetrating the C-suite, engaging key decision makers and facilitating a best-in-class client experience.
• Leverage the holistic view of firm to firm relationships.

• Led 45 offices, 150 plus sales reps, 50 plus internal wholesalers, and a team of five regional vice presidents and product specialists for institutional sales defined benefit, not for profit, non-qualified and third.
• Provided leadership that contributed to the achievement if both AUM and revenue targets for small, midsize, large and jumbo plan sizes.
• Directed the day-to-day management activities and long-term growth initiatives including sales, marketing and business
• Led or served as a member of several strategic committees including Retirement and Investment Operating Committee, Finance Committee, Distribution and Marketing Committee, Product Committee and Investment Solutions.
• Contributed to the evolution into several new distribution channels that today account for over 50% of sales including wirehouses, regional B/D’s, RIA firms, payroll companies, TPA’s and the Taft-Hartley market.
• Developed and trained the sales presentation team that played an integral role is selling over $10 billion in new business.

• Provided leadership and direction to multiple PFG sales offices in the Southeast and Northeast Regions
• Led 11 offices in the Northeast Region for sales goals including P&L and total retirement suite of products.
• Responsible for PFG defined benefit and not for profit national results.
• Led 13 offices in the northeast region.
• Created and implemented the “Why Do Business with Principal?” presentation, a comprehensive guide for presenting the PFG story in a way that benefits the advisor the client and their employees.

Greater Atlanta Area

• Led sales, service and support staff selling the total retirement suite of PFG products for one of the five tier 1 regions.
• Implemented an advisor development and growth strategy. Led the team in every stage acquiring new business and retention. From the presentation prep, implementation and ongoing education.
• Increased national ranking of the Atlanta region from #37 to #1 within two years.
• Named PFG’s inaugural “Impact Player of the Year” in 2003 for significantly impacting leadership, change, growth and development.

Greater Seattle Area

• Sole ONA employee chosen to lead a PFG office.
• Took over leadership of an office with a national ranking of 36 and within a year the office had reached number one measured by new plan count.