Stephen C.

Morris
Ludlow, MA 01056
413 589 1994 H. 413 265 1458 C.
scmorris@charter.net

SALES/MARKETING EXECUTIVE
Dynamic leader with 10+ years of experience and a proven track record of building sales, marketing,
operations and personnel at a local, regional and corporate level for new and established companies.
Recognized for developing and maintaining strong client relationships. Core Competencies include:

♦ Sales Management ♦ Six-Sigma Black Belt Certified

♦ Strategic Management/Planning ♦ Project Management
♦ Cross-Functional Management ♦ Consultative Sales / Training

PROFESSIONAL EXPERIENCE

Straight Line Performance Solutions, LLC, Ithaca, NY 2009 – Pres

Vice President Sales & Distribution
♦ Responsible for building and implementing the sales strategy for a new proprietary software
product which was launched in January 2010.
♦ Partnered with marketing team to design and build effective communication of new product.
♦ Managed existing client relationships in order to cross sell other Straight Line offerings.
♦ Hired and managed commissioned sales representatives.
♦ Trained new reps on software skills as well as target marketing and cold calling.
♦ Partnered with regional business development contractors in consulting on new sales
opportunities.
♦ Designed and implemented pricing structure and sales commission structure for new software
launch.

MassMutual Financial Group, Springfield, MA 2003 – 2009

Director of Sales Eastern Region, Brokerage Sales, USIG (2007 – 2009)
♦ Managed brokerage sales and marketing activities and results in 20 agencies from Boston, MA
to San Juan, PR.
♦ Functioned as Sales Leader in sales growth or results to goal for three consecutive years for a
territory generating between $30-$40 million annual sales premiums.
♦ Managed within a distribution responsible for 25-30% of division’s sales annually.
♦ Coordinated monthly reviews with business partners and senior management to discuss results,
activities and any local developments that may impact success.
♦ Trained General Agents on how best to leverage the development of brokerage business to grow
agency business
♦ Consulted with local General Agents on the hiring of new Brokerage Director Candidates.
♦ Trained and developed new Brokerage Directors by working with them on utilizing best practices
as well as existing MassMutual Home Office tools and resources.
♦ Partnered with key stakeholders in product areas which resulted in new marketing tools and
initiatives to support brokerage distribution.
♦ Functioned as Project Manager for annual Brokerage Director meeting with responsibility for
managing the submission of presentations for compliance review and editing.
Agency & Brokerage Marketing, Springfield, MA (2006 – 2007)
Regional Marketing Director
♦ Provided marketing knowledge and support to MassMutual general agencies.
♦ Training provided to both Agents and Sales Managers on all areas of local marketing, with
primary focus on 1-4 year Agents.
♦ Reviewed and consulted in the building of marketing plans for new and experienced agents.
♦ Partnered with AVP and regional AD’s in order to help build agencies marketing capacity.
♦ Educated and trained agency Marketing Coordinators on available tools, as well as the most
effective ways to implement them.

Disability Income, Enfield, CT 2003-2006

CAS Program Manager (2006)
♦ Re-defined, re-built and implemented a new DI Specialist program throughout the MM Career
Agency system.
♦ Established a cross-functional DI Specialist Advisory Committee.
♦ Implemented a sales initiative with Retail Brokerage division which resulted in a 10% sales
growth in 2006.

Director Producer Development (2005)

♦ Designed producer development model which resulted in a 15% increase in new Disability
Income insurance producers
♦ Partnered with Regional Sales Consultants and DI Sales Offices to build and execute producer
development plans throughout nine cities.
♦ Led development and design of a dashboard to monitor and trend producer development results.
♦ Mentoring relationship with a member of the Internal Wholesaling Team in order to develop them
for a field assignment. Once deployed the territory grew 450% in 2005.

Sales Manager – DI Masters Unit (2003-2005)

♦ Managed relationships with MassMutual Disability Income’s elite producers. This group
represents 40% of company’s annual DI revenue.
♦ Performed regular monitoring, managing and trending of DI Masters sales, persistency and
morbidity results.
♦ Acted as home office liaison on behalf of DI Masters in working with Risk Management to gain
clarity or negotiate offers for individual as well as multi-life offers.
♦ Transformed this exclusive program to split the DI Masters population into two distinct producer
groups which resulted in a retention rate of 80% and 53 new DI Masters members for 2005.
♦ Designed and implemented a DI Masters program for MM Brokerage Directors. Worked cross-
functionally with a team of people from Sales, Retail Brokerage and Risk Management.
♦ Teamed with DI Chief Underwriter to offer a program to select DI Masters to enhance issue and
participation limits for certain medical occupation classes.
♦ Trained all Wholesalers and Brokerage Directors on best way to communicate the features and
benefits of the DI Masters program in order to help them grow their sales
♦ Coordinated seven recognition events across various locations. Handled all details from concept
to implementation.
♦ Led the rebuilding of a relationship with a key MassMutual Brokerage Director. This initiative
resulted in increased production for a total of over $700,000 of DI premium in 2004.
General Electric Corporation, Richmond, VA 1999-2003
General Electric Financial Assurance
Regional Vice President-Long Term Care (2001-2003)
♦ Managed relationships across five partner firms in three states.
♦ Placed in excess of $1 million of LTC premium in 2002.
♦ Increased territory production by $450,000 in 2002.
♦ Increased new producer participation by 300%.
♦ Achieved and maintained 75% placement rate.
♦ Provided LTC product training to assigned brokers and their staff, including best ways to market
LTC to their existing customer base.

Six-Sigma Black Belt – Long Term Care Sales (2000-2001)

♦ Led major cross-functional project to build a new LTC sales model for a key client which resulted
in incremental revenue of $4 million in pilot region.
♦ Designed and implemented reporting system and developed metrics for Wholesaling force in
order to measure impact and penetration. Resulted in raising penetration in key firms by four
percent.
♦ Partnered with a cross-functional team to design and deliver an LTC training curriculum and then
delivered training to the LTC internal and external wholesaling staff.
♦ Led project in conjunction with key stakeholders to build an Internal Wholesaling desk for LTC.
♦ Improved Bank distribution model with key client bank that resulted in increased revenue of over
$800,000 in LTC product sales in 2001.

General Electric Card Services - Stamford, CT (1999)

Six-Sigma Black Belt – CRM Division
♦ Led major cross-functional team to increase private label credit card activity for four key clients
which increased revenue by a projected $200 million.
♦ Base lined activities and implemented improvements for a new application process that improved
cycle time by five days. Implemented dashboards for continuous monitoring of processes.

Con-Way Central Express 1994-1999

Account Executive – Albany, NY
♦ Led New England Region in Outbound LTL Freight Sales for three consecutive years
♦ Leveraged key relationships with existing customers to gain referrals to other Shipping
Supervisors in region.
♦ Responsible for negotiating pricing with assigned accounts
♦ Partnered with National Account Executive to service and grow national accounts.

EDUCATION
Masters Business Administration – Marketing
Nichols College, Dudley, MA
Bachelor of Science: Business Administration
Nichols College, Dudley, MA

LICENSES
Series 6 – Registered Representative
CERTIFCATIONS
Six-Sigma Black Belt