Rachel M. Duncan
Easton,MD
Summary
Accomplished and motivated strategic leader with a proven track record in relationship management and client retention. Adept at driving innovation and collaboration within high-performing teams. Expertise in fostering a culture of purpose and belonging, ensuring team members are engaged and aligned with organizational goals. Results-focused visionary entrusted with the development and execution of critical initiatives that propel organizational success. Committed to delivering exceptional outcomes through strategic planning and effective leadership.
Overview
24
24
years of professional experience
1
1
Certification
Work History
Vice President, Institutional Relationship Management/Retirement Plan Consultant Group
Lincoln Financial Group
07.2022 - Current
- Lead all institutional relationship management and plan design consulting group functions for retirement plan services. Responsible for overall client retention, client satisfaction, maintaining overall profitability of the book, leading and executing strategic initiatives, and maintaining high performing teams with a focus on culture and purpose.
- Achieved record level 99% retention and 99% client satisfaction results since assuming role
- Exceeded profitable actions target goal by 45%
- Consistently engage with team and seek feedback to help identify areas of need to ensure roadblocks for success are eliminated
- Develop deep partnerships across the organization to help ensure overall company success
- Designed and implementing a strategic partnership with our group benefits division
- Responsible for developing and managing strategy for in-force solution adoption
- Report and present on key strategic initiatives to Presidents of workplace and retirement
- Founded and continue chairing the annual Client Forum and RPS Client Advisory Council
- Developed and serve an active role within our Executive Sponsorship Program
- Attend and present at firm meetings and serve as executive sponsor at sales finals
- Nominated and serve as mentor for our corporate Diversity, Equity, and Inclusion program
- Co-leading pilot program around Collaborative for Equitable Retirement
Assistant Vice President, Institutional Relationship Management
Lincoln Financial Group
01.2018 - 07.2022
- Led the west region large market institutional relationship management team responsible for the largest and most significant book of business for Lincoln.
- Responsible for creating and executing the regional business strategy
- Recruiting an almost entirely new team within first two years of assuming role while achieving record-level retention and exceeding profitability goals
- Developed and instituted our rebuild readiness program designed around proactive relationship management and deepening relationships with key decision makers
- Attended plan reviews, sales finals, and provided team effective coaching and motivation
- Received RM Director of the year award from Lincoln senior leadership 3 out of 4 years
Senior Relationship Manager, Lincoln Financial Group
Lincoln Financial Group
01.2006 - 01.2018
- Oversaw the largest book of business and most complex plans at Lincoln covering all tax codes and industry segments including MEP and PEOs.
- Responsible for client retention, satisfaction, and profitability growth within book
- Developed and delivered a consultative and proactive approach to strategic relationship management through annual business and goal planning with each of my clients.
- Achieved 98% retention and consistently high plan sponsor survey results
- Received seven awards of excellence from Lincoln senior leadership
Senior Retirement Consultant, Lincoln Financial Group
Lincoln Financial Group
10.2001 - 01.2006
- Top Retirement Consultant for four years in a row, accelerating participant enrollment in a multi-vendor environment.
- Responsible for participant service within DC retirement plans across all tax codes in the region.
- Helped develop territory by assisting with sales finals
- Responsible for training new hire retirement consultants on ancillary products
- Led educational workshops on retirement planning, increasing client engagement and understanding of options.
- Developed customized retirement plans aligning with client financial goals and risk tolerance.
Education
BA - Elementary and Special ED
Duquesne University
Pittsburgh, PA01.2000
Skills
- Strategic leadership skills
- Inspiring and nurturing leader
- Proficient in strategic problem solving
- Strong execution capabilities
- Strategic analytical thinker
- Inquisitive team contributor
- Proficient presenter
Accomplishments
Key Qualifications:
- Strategic Leadership: Led the Common Client Initiative, driving Lincoln’s Workplace Solutions cross-selling strategy and generating $51M in premium within 24 months.
- Retention & Service Excellence: Designed a proactive service model, sustaining 98%+ retention over five years for 210 plans and $40B in assets, while elevating client satisfaction to 4.97/5.
- Innovation & Efficiency: Implemented tiered service models and virtual teams, achieving $2.3M in expense efficiencies and leveraging data and AI for risk mitigation and profitability.
- Revenue Growth: Developed strategies for stable value risk mitigation, force-out IRA, advisor-managed accounts, and in-plan income, resulting in significant earnings and rapid adoption across 962 plans.
- C-Suite Engagement: Established and led the annual Client Forum and Advisory Council for twelve years, deepening executive relationships and shaping strategic initiatives.
- Culture & Talent Development: Fostered a culture of care and recognition, built career path models, mentored emerging leaders, and retained 100% of talent through transformational change.
- Industry Influence: Active contributor to LIMRA, SPARK Institute, NAPA, ASHHRA, and DCIIA, sharing insights to advance industry best practices.
I excel in environments where innovation, collaboration, and measurable outcomes drive success and I am eager to bring my energy and expertise to a new organization.
Affiliations
- LIMRA Workplace Benefits Committee
- SPARK Retirement Income Committee
- Signature Leaders Alumni
- WIPN Member
Certification
- Series 6, 63, 24
- Life and Health
- AIF
Timeline
Vice President, Institutional Relationship Management/Retirement Plan Consultant Group
Lincoln Financial Group
07.2022 - Current
Assistant Vice President, Institutional Relationship Management
Lincoln Financial Group
01.2018 - 07.2022
Senior Relationship Manager, Lincoln Financial Group
Lincoln Financial Group
01.2006 - 01.2018
Senior Retirement Consultant, Lincoln Financial Group
Lincoln Financial Group
10.2001 - 01.2006
BA - Elementary and Special ED
Duquesne University
ACHIEVEMENTS
SPARK Rising Star Award: 2022, RM Director of the Year: 2021, 2020, 2018, RM of the Year: 2016, 2014, 2012, 2007, Client Service Team Award: 2016, 2013, 2012
Leadership Traits
- Brené Brown
- Tony Robbins