Mac Winchester
Asset Management Distribution And Consulting Professional
102 Simms Drive, Annapolis,MD
Summary
Proactive consultant providing Financial Advisors with actionable ideas to help them win prospects, deepen relationships with existing clients, and simplify processes to sleep better at night. Offering proven ability to apply industry and investment expertise to solidify high-value clients and expand number of relationships in new and diverse markets.
Overview
13
13
years of professional experience
Work History
Senior Director of Mid-Atlantic and SMB Advisory
Principal Asset Management
01.2024 - Current
- Enhanced role and leadership responsibilities of a four person wholesaling team covering advisors from Eastern PA to Virginia and $1 billion + sales target.
- Built the SMB Advisory role to enable distribution and key accounts teams with tools and resources for advisors and home offices around exit planning.
- Spearheading distribution of new product lines in liquid and illiquid markets - ETF and Private Real Estate.
Senior Regional Director
Principal Funds
01.2021 - 12.2023
- Took over retiring wholesaler's stagnant business and began renewed brand engagement activities
- Immediate impact on territory sales by growing marketshare from 1.17% to 1.84% (January '21-December '23)
- Expanded producer count $10,000+ sales 12%, $100,000+ sales 9%, $500,000+ sales 14%, $1,000,000+ sales 6.7%
- Began product diversification efforts to guide asset flows from top heavy two products into ETF, alternative and other specialized investment managers.
Regional Manager
Lord Abbett & Co. LLC
06.2018 - 12.2020
- Elevated territory marketshare from 4.7% to 6.5% (June 2018- March 2020)
- Grew sales 42% year-over-year from $608,000,000 in Fiscal Year 2018 to $861,000,000 in Fiscal Year 2019.
- Expanded producing Financial Advisors of $10,000+ by 18% and $100,000+ by 21% (Fiscal Year '18 and '19).
- Brought the Orange County territory to it's first $1 billion + year in gross sales ever.
- Monitored customer buying trends, market conditions and competitor actions to adjust strategies and achieve sales goals.
- Partnered with strategic sales team members to drive effective retail marketing strategies to increase brand awareness.
- Launched alternative capabilities and was one of the first selling credit interval strategies at the firm.
Regional Manager
AllianceBernstein
07.2016 - 06.2018
- Year over year sales growth for 2017 of 66%, #1 of 43 wholesalers for percentage growth.
- Developed new business and focused on asset retention in territory with $450,000,000 under management.
- Engaged clients and prospects across all channels with diverse investment capabilities including high conviction equity solutions, global core fixed income, municipal fixed income, liquid alternatives, and private credit (fund, privates & SMA).
- Served as specialist on the AllianceBernstein Advisor Institute practice management consulting team.
Regional Consultant
AllianceBernstein
03.2013 - 06.2016
- Tasked with proactively expanding business development efforts in territory while aligned with external partner.
- Developed prospecting, servicing and segmentation models to refine a high touch process which contributed to 50% year over year sales growth.
- Raised and maintained assets in a multi-channel territory; including high conviction equity solutions, global core fixed income, municipal fixed income, liquid alternatives, private credit (funds, SMA, privates)
- Selected as one of three Global Retail participants in Bernstein Advisor Training Program (ATP), a comprehensive portfolio and sales training school.
- Elected as founding member of AB Advisor Institute Specialist Group, a practice management think tank that provides coaching for financial advisors.
Government Affairs and Communications Intern
Deutsche Bank
05.2012 - 08.2012
- Supported head of Global Government Affairs by attending Senate hearings and executing campaigns for bank initiatives.
- Developed and managed social media and company intranet sites.
- Wrote regular news briefings that were published to the entire company via Global Government Affairs Blog.
College Campus Ambassador Intern
Northwestern Mutual, Guinan Financial Network
09.2011 - 02.2012
- Organized meetings at Penn State to raise awareness of company internship program.
- Aided the recruiting team by conducting prospective intern interviews.
- Assisted the recruiting team at all University career fair events.
Financial Representative Intern
Northwestern Mutual, Guinan Financial Network
05.2011 - 02.2012
- Evaluated and assessed financial planning needs of potential clients.
- Conducted individual client "factfinders" to position the sale of life, health and long term care insurance products.
- Developed prospecting skills via telephoning and face to face meeting with prospects and referral.
Education
Bachelor of Arts - Communication Arts and Sciences with Minors in History, Business, Dispute Management and Resolution
The Pennsylvania State University
University Park, PA Aug 2009 - 2013
Additional Information
Certified Exit Planning Advisor, CEPA®
Chartered Mutual Fund Counselor, CMFC®
Accredited Portfolio Management Advisor, APMA®
CFA Society Certificate of ESG Investing Microcredential
Series 7, Series 66
PA Life Accident and Health
Athletic Experience
Penn State University Varsity and Club Ice Hockey 09/2009 to 05/2013
Timeline
Senior Director of Mid-Atlantic and SMB Advisory
Principal Asset Management
01.2024 - Current
Senior Regional Director
Principal Funds
01.2021 - 12.2023
Regional Manager
Lord Abbett & Co. LLC
06.2018 - 12.2020
Regional Manager
AllianceBernstein
07.2016 - 06.2018
Regional Consultant
AllianceBernstein
03.2013 - 06.2016
Government Affairs and Communications Intern
Deutsche Bank
05.2012 - 08.2012
College Campus Ambassador Intern
Northwestern Mutual, Guinan Financial Network
09.2011 - 02.2012
Financial Representative Intern
Northwestern Mutual, Guinan Financial Network
05.2011 - 02.2012
Bachelor of Arts - Communication Arts and Sciences with Minors in History, Business, Dispute Management and Resolution
The Pennsylvania State University
Aug 2009 - 2013
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