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 Service, NQ, Annuities, etc., including firms in Consulting, Insurance, Broker Dealer (Wires), Bank Trust, Bank BD’s, RIA’s, Specialist Firms, Platforms, Independents, and TAMP’s (Turn Key Asset Management Programs).• 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 services.• 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 party administration.• 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 Committee that are focused on development and execution of strategic business plans.• 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. • Collaborated with internal and external partners to develop and implement the “play book” for executing corporate initiatives and the local level. • Worked with CIMB-Principal in Malaysia to implement business and sales strategy.

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.