Kenneth Florian

Drive achievement of sales, margin, and profit, and Likely to Recommend (LTR) goals for an assigned district area by providing oversight to a team of In Home Consultants (IHC). Provide direction for all install sales programs within an assigned district area to ensure the achievement of sales, margin, close rate, and profitability goals. Recruit, hire and retain In Home Consultants (IHC). Manage the relationship and performance of the service provider network through direct interaction with the service providers and indirect interaction with Service Support. Oversee all service quality issues through regular interaction including site inspections, service provider meetings, and reviewing customer satisfaction metrics to ensure Lowe's quality standards are met. Support Installed Sales performance by identifying training and talent gaps, developing action plans in partnership with the Store Leadership team to mitigate gaps, role plays with PSEs on selling behaviors and providing feedback to Store Leadership with specific action plans to improve performance. Obtain and hold licenses on Lowe’s behalf as required. Drive compliance with all Lowe’s policies and procedures pertaining to permit, lead safe processes and regulatory requirements across the installation life cycle. Oversee the installation project quote process for accuracy based on customer product selection, independent PROvider measurements, permit requirements and environmental assessments. Review execution by IHCs for compliance with Lowe’s policies, including for lead safe practices and contract.

Impact & Results:

• Consistently ranked in the top 10 TSMs in Lowe's specialty outside sales
• One of a small percentage of TSMs to exceed sales goals despite having one of the lowest lead pipeline company wide
• Increased team's close rate by 20% since taking over the team
• Dramatically decreased team selling errors and expenses through proper training and accountability
• Trained and managed the # 4 and number # 6 sales people in the company
• Consistently one of the top two teams in the country for self generated leads

Growth Development/Market Manager/Hiring Manager/Business Development Director/Director Sales & Service Training Lead a diverse team of Territory Representatives and Installation Technicians in AL, FL, NC, SC, GA, VA, MS. Created job postings, interviewed, managed DISC assessment evaluations, was responsible for hiring and onboarding, conducting sales and installation training, territory management training, invoicing and AR resolution. Conducted Salesforce and Quickbooks training for employees. Opened new markets for company expansion. Introduced new products and services to grow customer wallet-share. Developed and closed large Fast, Casual, and Fine Dining National and Regional Corporate Accounts as well as large Franchise Groups to be serviced by Territory Representatives. Member of Leadership Team - leading role in helping company remain operational through Covid pandemic and emerging stronger than ever before. Additional company growth through franchise channels. Troubleshooting liaison between Territory Managers and Manufacturing Plant.

Impact & Results:

• Ranked #1 Territory Manager in the company for sales and new accounts
• Grew revenue from almost $0 during pandemic to over $2 million (highest in company history)
• Quadrupled the size of Territory Representative Sales Team
• Successfully closed first franchise in company history and created subsequent training and support process

Compliance, Legal, and Risk Responsible for completing certain supervisory tasks on a daily basis. Great emphasis placed upon completing tasks according to the established Service Level Agreements and at high level of quality and reviewed to best interest standards. Review and approval of account documentation, securities transactions via trade blotter, manual back-end reports, brokerage alerts via OSJ Review Tool, advisory account alerts, non-electronic correspondence, Work within team environment to identify sales practice concerns or fiduciary standards violations. Provide consultative support to clients.

Manage an 18 member team of licensed representatives accountable for specific sales, service and assist in regulatory, legal, and compliance issues. The team operated within $700 million book of business across all 50 states. Grow wallet-share by increasing sales of products and services to clients across several lines of business. Play a leading role in financial and sales performance including expense management.

Impact & Results:

• Ranked #1 Sales Manager in the firm (out of 22) for sales of new voice verification offering in 2017.
• Developed best practice for team coaching and tracking that was later adopted firm-wide.
• Initiated site-wide (11 teams) sales training for all representatives (200) on positioning, presenting, and closing skills for various products and services. On-going coaching, training, and team member evaluations.
• Responsible for Team Regulatory Compliance including trade reviews, margin calls, and trade blotter reviews. Audit reviews including phone calls. Manage team budget and sales account.
• Comprehensive process around building lifelong relationships with clients by identifying needs and goals of advice-seeking investors, providing value added advice and education related to growing and protecting investable assets.
• Demonstrated an unwavering commitment to customer service, adding new customers while maintaining premium service levels with existing accounts - tracking CEI.
• Weekly sales meetings to communicate information and strategy to team. Manage cross-company partnerships designed to drive business opportunities.

Lead sales team of 50 Financial Advisors and 150 licensed Sales Representatives in 75 branch locations across Missouri, Illinois and Iowa. Recruit, hire and train new Sales Representatives. Establish branch and individual sales goals. Cross-selling B2B, lending, bank products, insurance and investments. Ongoing evaluation and training of Sales Representatives to assist them in meeting their goals. Lead employees in 65 branches to generate referrals and cross-sell opportunities. Collaborate and coordinate with competing department heads to resolve conflicts and minimize internal competition. Drive platform partnerships to raise revenue and lower expenses. Assist in rollout of new products.

Impact and Results:

• Lead Region from 20% of sales goal in 2003 to over 120% of sales goal in 2005
• Doubled the number of registered Sales Representatives from 2003 to 2005
• Able to virtually eliminate compliance issues in 2004 - 2005; compliance audits were best ever received by company in 2004 – 2005
• Created training courses and designed curriculum to meet both current and future training needs; helped create mentor program for new Sales Representatives
• Second highest YOY revenue increase in company 2003 – 2004
• Prepared manuals and handouts to aid in sales and operations training
• Top producing Divisional Manager in company
• Spearheaded cross-departmental team to investigate, design and implement needs based training process across company footprint
• Drove most fee-based accounts opened 2003
• Able to bridge gap between sales and non-sales groups to drive common goals
• Achieved highest level of cross-selling between bank personnel and Sales Representatives