James Papazian
Plymouth, MA,MA
Summary
Highly successful and motivated financial services professional with over twenty five years of industry experience specializing in the distribution of investment ideas, execution of B/D, RIA, and Bank Trust strategy, portfolio construction, research, investment guidance, team leadership, relationship management, practice management and institutional consultative sales utilizing a unique combination of business and investment acumen.
Overview
29
29
years of professional experience
Work History
Vice President/Player Development Coach
Fidelity Investments
05.2016 - 05.2025
- Co-manage a team of 14 associates comprising Business Development Consultants, Business Development Associates, and Platform Source Consultants in providing custodial services for the Registered Investment Advisors and Broker Dealer Marketplace. The team caters to financial firms at $250M below, with a 2025 sales goal of $6.3B.
- The role encompasses two distinct responsibilities: 1) Managing an inbound team responsible for managing lead volume for Fidelity Institutional, and 2) also managing a book of business in retaining assets on the Fidelity Custodial Platform by changing their existing business model.
- The Inbound Team qualified 440 leads in 2024 for a total AUM of $186B.
- Retention assets equated to$2.14B in net flows for 2024 equating to 423% of goal (Ranked #1)
- Formulated and implemented a new approach in managing enormous lead volume by enlisting an outside business unit comprising sales desks in TX & RI in qualifying leads and creating scalability without any additional costs. This innovative business model resulted in 61 qualified leads for 2024 totaling $35B leading to 10 won leads for $3.5B.
- Created a multitude of reports, to include Quarterly and Weekly Reviews as well as a weekly "Pain Points" Report that is shared with all of Fidelity Institutional. Such reports created competitive advantages for our Sales and Relationship Manager Associates.
- Worked closely on complex sales/retention deals with our legal team in protecting Fidelity's assets and brand.
Sales Effectiveness Manager
Fidelity Investments
06.2014 - 04.2016
- Provide individualized coaching to sales associates across six distribution channels to include Broker Dealer, RIA/Bank Trusts, DCIO, Institutional Insurance and Liquidity components.Coached, mentored, and trained team members in order to improve their job performance, as well as enhancing the client experience, with a focus on the sales process, consistent messaging, thought leadership, and tool usage.
- Partner with business units for special projects, process enhancements, and drive results from business initiatives.
- Deliver executive summaries on client insights and associate perspectives.
Account Executive
Fidelity Investments
11.2013 - 05.2014
- Responsible and accountable for building productive relationships with Fidelity’s Mass Affluent investor base with greater than $250K in investable assets. Primary role serves clients by offering a single point of contact for all investment, planning and guiding needs. Includes working directly with clients on retirement, non-retirement, brokerage and cash management accounts.
Senior Regional Investment Consultant/Relationship Manager
Fidelity Investments
01.2003 - 10.2013
- Working as part of a team of internal and external sales partners, responsible for the distribution of investment ideas, practice management and multiple product lines comprising Fidelity Mutual Funds, Fidelity Advisor 401K, and the Fidelity Personal Retirement Annuity (FPRA) to Registered Investment Advisors (RIA) and Bank Trust Professionals in the North Central, South Central and Great Plains (Hybrid ‘11) regions comprising twelve states. Also, provide investment professionals with timely capital market commentary and promote sales through the execution of a strategic business plan utilizing various technological resources such as World Class, Institutional Wealth Services (IWS) CRM, Discovery Data, and Morningstar Workstation. Continually assist clients with portfolio construction techniques.
Adjunct Professor
Western New England College
01.1996 - 07.1999
- Taught security courses, providing instruction to undergraduate/graduate students.
- Built relationships with students, mentoring on personal, professional and academic goals while providing coaching on effective study habits.
- Graded quizzes, tests, homework, and projects to provide students with timely academic progress information and feedback.
- Boosted class participation rates by fostering a positive and collaborative learning environment.
Education
MBA - Management
Suffolk University
Boston, MA01-2003
Bachelor of Science - Criminal Justice
St. Anselm College
Manchester, NH05-1983
Master of Science - Criminal Justice/Security Administration
Northeastern University
Boston, MA01-1991
Skills
- Team Management
- Strategic Relationship Development
- Informed Decision-Making
- Logical Reasoning Skills
Accomplishments
- United States Army 82nd Airborne Division and 8th Infantry Division - Paratrooper assigned to a Rapid Deployment Force (RDF), in role of Squad Leader. Honorably discharged with rank of Sergeant (1984-1988).
- Bishop Feehan High School Athletic Hall of Fame (Basketball), Attleboro, MA - Inducted May, 2010
- Georgetown University - International Security Management Association (ISMA) - One-year course focused on strategic planning from a senior level management perspective (2001).
- Author “Ethics and the Question of Security”, Readings in Ethics for Hospitality, (Educational Institute, 1992).
- Dana Faber Marathon Challenge - Veteran runner of four completed Boston Marathon's.
- Dana Farber Cancer Institute - Former Platelet Donor of the Year.
Timeline
Vice President/Player Development Coach
Fidelity Investments
05.2016 - 05.2025
Sales Effectiveness Manager
Fidelity Investments
06.2014 - 04.2016
Account Executive
Fidelity Investments
11.2013 - 05.2014
Senior Regional Investment Consultant/Relationship Manager
Fidelity Investments
01.2003 - 10.2013
Adjunct Professor
Western New England College
01.1996 - 07.1999
MBA - Management
Suffolk University
Bachelor of Science - Criminal Justice
St. Anselm College
Master of Science - Criminal Justice/Security Administration
Northeastern University
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