Summary
Overview
Work History
Education
Skills
Certification
Timeline
Licenses
Generic
STEVEN CARAPELLA

STEVEN CARAPELLA

Lake Ariel,PA

Summary

Professional sales leader with strong record of driving revenue growth and expanding market presence. Skilled in strategic planning, team leadership, and customer relationship management. Known for adaptability in dynamic environments and delivering consistent results. Proficient in leveraging data-driven insights and collaborative approaches to exceed targets.

Overview

29
29
years of professional experience
1
1
Certification

Work History

Regional Sales Director

Definiti LLC
09.2024 - Current
  • Led a high-performing sales team, providing coaching and mentoring to achieve ambitious targets.
  • Managed sales team of [Number] employees.
  • Developed and executed sales plans for consistent growth in revenue and profitability.
  • Provided accurate forecasts based on comprehensive data analysis which informed decision-making across various departments within the company.
  • Expanded market share by identifying new business opportunities and cultivating partnerships with key stakeholders.
  • Exceeded quarterly and annual sales goals consistently by closely monitoring team performance and adjusting strategies accordingly.
  • Coordinated full sales operations within assigned region.
  • Drove customer acquisition efforts by leveraging extensive industry network and employing effective cold-calling techniques.
  • Delivered exceptional customer service, resulting in increased retention rates, referrals, and repeat business from satisfied clients.
  • Built and managed sales funnel using metrics to forecast achievements and measure goals.
  • Implemented effective training programs for new hires as well as ongoing professional development initiatives for existing staff members.
  • Oversaw the development of compelling sales presentations that effectively communicated the value proposition to potential clients, leading to increased conversions.
  • Boosted regional sales by implementing targeted marketing strategies and fostering strong client relationships.
  • Established ambitious sales targets, managed deployment strategies, and developed go-to-market plans to capitalize on every revenue opportunity.
  • Collaborated with upper management to implement continuous improvements and exceed team goals.
  • Recruited, interviewed and hired employees and implemented mentoring program to promote positive feedback and engagement.
  • Aligned company goals with customer outcomes and increased satisfaction by automating contact management systems.
  • Boosted marketing, reviewed pricing strategies and expanded distribution channels to increase sales revenue.

Retirement Plan Wholesaler, RVP

Equitable Distributors, LLC
01.2017 - Current
  • Company Overview: Leading financial protection company and premier provider of life insurance, annuity & investment products/services
  • Responsible for selling bundled and unbundled retirement plans through advisors and through proprietary and 3rd Party firms for this leading provider of multiple financial products in GA, AL, TN, & MS.
  • President’s Trophy Winner for Top Producing Wholesaler in 2021 and on pace to repeat in 2023
  • Outperformed the region’s historical sales in my first year and on pace to exceed goal in year 2 based on active pipeline
  • Conduct meetings, seminars, and training workshops to current and prospective representatives to increase knowledge of Equitable’s 401k Platform, describe our value proposition and present our offering as a sales ideas and consultative solutions for their clients and prospects.
  • Partner with my Internal Wholesaler to develop leads generated from broker/dealer firms and cultivate into sales.
  • Present competitive intelligence to sales and product management on a regular basis, as well as, reporting and managing contacts (face to face meetings)

Business Development Lead Manager

Equitable Distributors, LLC
01.2015 - 11.2017
  • Company Overview: Leading financial protection company and premier provider of life insurance, annuity & investment products/services
  • Senior management position empowered to construct marketing and business development programs to attract and retain a national base of 401k producers. Create and institute a growing series of sales best practices as part of the continuous training and development of Internal and External sales teams, Sales Managers, Key Account Managers, Retirement Plan Accountants, and the associates within all supporting departments.
  • Consult with Key Account personnel at top focus firms to determine business needs, opportunities and support.
  • Build and enact annual wholesaler business plans tailored to the 401k sales cycle with automated tracking systems.
  • Create a series of 401k wholesaling “best practices” by organizing focus groups and conducting different gap analysis programs and documenting all the attributes of a great wholesaling team.
  • Model and initiate regional and national sales campaigns to prospect for new relationships and opportunities.
  • Design and manage all digital media efforts to increase brand and individual recognition within assigned territories.
  • Mentored junior team members, contributing to their professional development and overall team success.
  • Implemented data-driven strategies for better prospect identification and engagement.
  • Streamlined internal processes, improving efficiency and productivity within the team.
  • Optimized sales pipeline management, resulting in improved conversion rates and deal closures.

Retirement Plan Sales National Sales Desk Manager

Equitable Distributors, LLC
01.2012 - 01.2015
  • Company Overview: Leading financial protection company and premier provider of life insurance, annuity & investment products/services
  • High-profile leadership position managing and developing a national inside sales force. Tasked with driving new business by creating sales and marketing campaigns within the 401(k)-distribution channel. Responsible for the training and development of all sales and support personnel.
  • Recruited to transform an inbound service desk into a world-class initiative-taking internal sales team
  • Increased sales metrics initially by 150%, and have maintained 12-16% increases each year
  • Contributed to year over year sales growth of 53%, total plans sold up 38%, & average total sale of 14%.
  • Design comprehensive performance metrics to drive both team and individual growth.
  • Create and implement launch plans for new 401k products, features, and benefits.

National Sales Director

Positive Promotions Inc.
01.2008 - 01.2009
  • Company Overview: Established in 1944 – Company specializes in turnkey marketing solutions for promotional, educational, health & wellness industries and ranked in the top 40 Catalog & Mail-Order Houses in the industry – 800+ employees with $75 million in annual sales.
  • Senior leadership position directing National Sales Reps and Account Managers. Tasked with developing target marketing campaigns (print, catalogs, event & internet marketing) within multiple channels and challenged with building top-tier sales team able to revitalize dormant accounts, recapture lost accounts and penetrate new target markets.
  • Recruited to hire, train and develop a 40-person sales force to maintain and grow key accounts within the targeted markets
  • Created high-impact, multi-tiered channel specific training programs that drove immediate and long-term revenue growth.
  • Grew government & corporate bids contracts by 20% and increased overall sales by 40% ($13.5M to $19M) during tenure; stayed under budget and increased unit sale profitability.
  • Managed large-scale trade shows and events, showcasing company offerings to potential buyers in various industries.
  • Negotiated and closed agreements with large customers and monitored and analyzed performance metrics.
  • Developed and implemented effective sales strategies and led nationwide sales team members to achieve sales targets.
  • Remained responsive to changing targets by preparing monthly, quarterly and annual sales reports and forecasts.

Sales & Training Manager

Guardian Life Insurance Company
01.2007 - 01.2009

Financial Advisor

MetLife
01.2006 - 01.2007

Director of Training, AVP

AXA/EQUITABLE LIFE INSURANCE COMPANY
08.2000 - 02.2006
  • Company Overview: Leading financial protection company and premier provider of life insurance, annuity & investment products/services
  • Recruited to create, deliver, and direct sales & product training for all External-Internal Wholesalers, Key Account Managers and Registered Representatives at AXA’s partner firms across the US; Wire Houses, Banks, Broker-Dealers, etc. Promoted in 2005 for outstanding performance. Managed wholesaler’s variable annuity marketing campaigns and successfully presented investment solutions to financial professionals.
  • Trained sales reps, managers, key account executives, and channel distributors in the areas of technical proficiencies, selling skills, and account management techniques.
  • Created high-impact, high-yield sales training programs that accelerated field immersion, career development across all departments and drove immediate and long-term sales growth.
  • Conceptualized, designed, and implemented a multi-departmental on-line learning management center that hosted all curriculum, career path tracking, document libraries, and sales management tools.
  • Assessed skill gaps for employees and developed training courses to meet identified needs.
  • Collaborated with legal and compliance teams to review paperwork, obtain feedback, and procure available information for new training processes.
  • Established a successful mentorship program to foster professional growth and development.
  • Championed an ongoing professional development culture within the organization that encouraged continuous learning opportunities for staff members.
  • Evaluated training effectiveness by analyzing feedback and adjusting content accordingly for optimal results.
  • Optimized budget allocation by diligently tracking expenses for all training events and resources.
  • Conducted in-depth needs assessments to identify skill gaps and develop targeted training initiatives.
  • Continuously updated knowledge of industry trends and best practices in adult learning theory, incorporating new methodologies into existing programs as needed.
  • Streamlined onboarding processes for new hires, ensuring a smooth integration into the company culture.
  • Implemented a robust system for tracking employee progress throughout various stages of their career, identifying opportunities for further growth or skill enhancement when necessary.
  • Led the creation of engaging e-learning modules, offering employees flexible learning options.
  • Partnered with external vendors to source relevant industry expertise for specialized workshops and seminars.
  • Negotiated contracts with external providers, securing high-quality services at competitive rates for the organization.
  • Collaborated with company leadership to align training goals with organizational objectives.
  • Developed customized training materials for various departments, improving overall productivity.
  • Managed a team of trainers, providing guidance and support to enhance their instructional abilities.
  • Coordinated cross-functional efforts to address unique challenges faced by different departments through tailored training solutions.
  • Managed new employee orientation training process for more than 75 employees each year.
  • Trained staff during demonstrations, meetings, conferences, and workshops.
  • Streamlined HR efficiencies, coordinated new hire orientations and provided onboarding and training for new employees.
  • Trained new hires to perform cross-training exercises with experienced workers.
  • Analyzed effectiveness of training programs at all levels and recommended updates.
  • Reviewed and edited all training materials for accuracy and company policy compliance.
  • Organized and edited training manuals, multimedia visual aids, and other educational materials.
  • Managed all exempt employee coaching, training, and performance improvement actions.
  • Directed training programs and development paths for managers and supervisors.
  • Researched and obtained relevant course materials to achieve training objectives.
  • Conducted training courses and prepared videos for long-term use.
  • Created in-depth training manual for all employees.
  • Drove departmental performance and achievement of service levels through focused team operational reviews, structured coaching, and managing to enterprise targets.
  • Successfully managed change within the organization, ensuring smooth transitions during periods of restructuring or process improvements.
  • Analyzed data to identify areas of improvement, implementing changes that resulted in greater operational efficiency.
  • Negotiated contracts with suppliers, securing favorable terms and conditions for the company''s benefit.
  • Established and directed successful programs focused on technical proficiency, sales skills, & best practices.
  • Observed each employee's individual strengths and initiated mentoring program to improve areas of weakness.

Sr. Financial Consultant

Dreyfus Mutual Fund Company
01.1999 - 01.2000

Investment Consultant

David Lerner Associates
01.1997 - 01.1999

Education

BA - Business

SUNY Stony Brook
Stony Brook, NY

Skills

  • Sales Initiatives
  • Leadership and Strategic Planning
  • Cost/Benefit Analysis
  • Business Development
  • Sales Culture
  • Account Management
  • C Level Presentations
  • Competitive Analysis
  • Fiscal Accountability
  • Metrics Design & Analysis
  • Relationship Building
  • Sales Cycle Management
  • Performance Metrics
  • Negotiation Skills
  • Territory Management
  • Key account management
  • Managing quotas
  • Customer relationship management
  • Goal setting
  • Sales training
  • Revenue growth
  • Territory management
  • Sales training and leadership
  • Sales team training
  • Pipeline development
  • Cold calling
  • Sales funnel management
  • Sales coaching
  • Sales leadership and training
  • Marketing campaign analysis
  • Time management
  • Problem-solving abilities
  • Solution selling
  • Customer acquisition

Certification

  • Certified [Job Title], [Company Name] - [Timeframe]

Timeline

Regional Sales Director

Definiti LLC
09.2024 - Current

Retirement Plan Wholesaler, RVP

Equitable Distributors, LLC
01.2017 - Current

Business Development Lead Manager

Equitable Distributors, LLC
01.2015 - 11.2017

Retirement Plan Sales National Sales Desk Manager

Equitable Distributors, LLC
01.2012 - 01.2015

National Sales Director

Positive Promotions Inc.
01.2008 - 01.2009

Sales & Training Manager

Guardian Life Insurance Company
01.2007 - 01.2009

Financial Advisor

MetLife
01.2006 - 01.2007

Director of Training, AVP

AXA/EQUITABLE LIFE INSURANCE COMPANY
08.2000 - 02.2006

Sr. Financial Consultant

Dreyfus Mutual Fund Company
01.1999 - 01.2000

Investment Consultant

David Lerner Associates
01.1997 - 01.1999

BA - Business

SUNY Stony Brook

Licenses

Series 7, 63, 26

Life, Health, & Annuity


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