Thomas Viola
Denver,CO
Summary
Dynamic leader with a proven track record at BlackRock, adept in sales strategy implementation and relationship building. Excelled in growing key relationships into multi-billion dollar clients, enhancing sales team performance, and spearheading successful product launches and partner firm activations. Specializes in motivating sales teams, coaching around sales skills and territory management and helping the team to foster significant client relationships.
Overview
19
19
years of professional experience
Work History
Divisional Sales Manager - IShares West
BlackRock
2021.01 - Current
- Managed a team of sales professionals focused on the commercialization of the broader BlackRock investment platform, focusing on iShares ETFs, but also including SMAs, Model Portfolios, and Alternatives
- Provided coaching, skill building, and feedback to the team through co-travel and and one on one meetings
- Drove execution of key firm initiatives through the West Division
- Contributed to LPL, UBS, and Well Fargo partner firm commercialization strategy, and helped build and execute our RIA strategy
- Supported new product launches through training initiatives with the sales team
Market Leader - RIA Channel
BlackRock
2010.01 - 2020.12
- Responsible for driving sales results across iShares ETFs, BlackRock Mutual Funds, SMAs, and Alternatives with RIAs across the Mountain and Midwest region
- Established, developed, managed and ultimately commercialized relationships with 5 of the largest 10 RIAs in the country
- Mentored and coached team members, both desk and field based
- Grew 5 relationships into multi-billion dollar clients from zero
Internal Wholesaler - RIA Channel
BlackRock
2006.10 - 2010.01
- Supported field based wholesaler covering RIAs from Maine to Maryland through proactive outbound phone calls, emails, and meeting follow up
- Fielded and resolved client inquiries on BlackRock products
- Prospected new potential clients, profiling their business for product fit
Internal Wholesaler - New England Wires
BlackRock
2005.10 - 2006.10
- Supported field based wholesaler covering wirehouses in New England through proactive outbound phone calls, emails, and meeting follow up
- Fielded and resolved client inquiries on BlackRock products
- Prospected new potential clients, profiling their business for product fit
Education
Bachelor of Arts - Political Science
Boston University
Boston, MASkills
- Sales team motivation
- Key account growth
- Sales Strategy Implementation
- Sales process
- Territory Management
- Relationship Building
- Solution selling
- Decision-Making
Timeline
Divisional Sales Manager - IShares West
BlackRock
2021.01 - Current
Market Leader - RIA Channel
BlackRock
2010.01 - 2020.12
Internal Wholesaler - RIA Channel
BlackRock
2006.10 - 2010.01
Internal Wholesaler - New England Wires
BlackRock
2005.10 - 2006.10
Bachelor of Arts - Political Science
Boston University
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