1. Kirby J. Kurtz Business Strategy • Sales Consulting
Organizational Effectiveness • Leadership Coaching
Schnecksville, PA 18078 ▪ 570.690.6019
kjkurtz09@gmail.com ▪ linkedin.com/in/kirbyjrichards
Strategic Business Leader • Project Manager
Senior leader with track record for catapulting revenue growth and profitability through strategic business planning and
individual sales coaching. Earned fast-track promotions for inspiring sales teams to top performance. Consistently
exceeds business objectives on a continual basis. Earned numerous awards and recognition. Business driver with keen
ability to foster culture shifts and organizational transformation. Known for clarity in communications and ability to
move leaders forward.
Key Areas of Expertise:
 Brand Building
 Strategic/Operational Marketing
 Resource Management
 Sales Team Formation
 Market Segmentation
 Organizational Development
 Market Opportunity Analysis
 Strategic Alliances
 Business Consulting
 Learning & Development
 Trend Analysis
 Sales/ Infrastructure Development
 Regulations/Compliance
 Talent Management
 Client Relationship Management
Professional Experience
MetLife, Allentown, PA 2005–Present
(Firm serving mid and eastern PA | 140+ financial advisors|400,000customers| Over $29M in Revenue)
Manager of Business Resources | 2014–Present
Serve as a chief of staff between the firm and national / regional support partners driving projects from creation to
completion. Direct and execute initiatives through a dual role: (1) building business strategy at the firm level, and (2)
sales consulting with staff advisors and leadership to develop strategies for increased results and for improved
organizational effectiveness. Create and manage highly detailed action plans, aligning and leveraging national, regional,
and local resources. Manage lead generation programs. Sole recipient in region who earned an “outstanding” rating.
Organizational Impact
 Played key role catapulting revenue: directly coached Advisors while also tapping into national and regional
resources that enabled 123% achievement of plan for 2015,which equates to an average annual production per
advisor of $203,000.
 Fostered organizational transformation with the strategic rollout and delivery of a Consultative Selling program.
Shifted the culture from a product-based sales organization to a comprehensive holistic sales model.
 Built, organized and deployed a Predictive Marketing program that generated > $700K in revenue.
 Established an advisor teaming program with 32 active advisors accounting for over 51% of the firms overall
revenue. Coaching has driven increases over prior year: 117% advisor productivity, 114% in number of applications,
and 104% in weekly productivity.
 Spearheaded lead generation programs that significantly expanded market share and wallet share:
o 2014 exceeded plan by 131%. Finished “top 5” in the country. Oversaw $2.8M program.
o 2015 exceeded plan by 142%. Ranked #2 in Region and 8th
Nationally. Oversaw $3.3M program.

2. Kirby J. Kurtz— Page 2 570.690.6019 kjkurtz09@gmail.com
Continued
Director of Practice Development | 2011–2014
Promoted to maximize leadership effectiveness in sales, practice management, and client retention by designing and
implementing business strategies and training initiatives. Coached individuals and teams on sales techniques and
systems. Created customized business and marketing plans that enhanced competitive position. Established home office
partnerships and infrastructure for new advisor development that improved organizational effectiveness.
Organizational Impact
 Delivered > $1.5M revenue after identifying 20,000+ new business opportunities through several cross sales campaigns.
 Increased new advisor productivity by 139% with onboarding process and coaching support.
 Raised client retention while adding 5700+ new client applications per year, a weekly average of 1.4 applications per
advisor. Increased advisor book of business valuation by 200%+ over prior revenue generation.
 Boosted productivity 154% over prior year for members participating in team selling. Created mission/vision,
clarified team-selling roles and responsibilities, developed marketing plans, and instituted accountability.
 Increased usage of Client Relationship Management System from 0% to 80% with 44% of advisors using on a daily
basis. Created and executed training and facilitated CRM system integration. Structured client outreach practices.
Marketing Director | 2006-2011
Handpicked to lead marketing operations and strategic planning. Analyzed revenue and budget information to maximize
financial impact. Conducted market research. Developed external brand. Built customized plans for individual advisors to
target specific markets. Highlighted in national leadership magazine several times.
Organizational Impact
 Increased productivity by 118% over prior year after developing a tiered marketing services strategy. Utilized CRM
system for tracking progress.
 Added $2.2M in revenue to firm by distributing 45,000+ client leads annually through creating a lead distribution and
management process.
 Contributed $775K in revenue by creating 10,000+ new client opportunities―working with product experts.
 Designed comprehensive marketing curriculum to train and orient advisors. Created reference tools.
 Created, promoted, and tracked 20+ sales contests that increased revenue, and encouraged unit/team collaboration.
Earlier Position: Financial Advisor | 2005–2006
Education | Training
Bachelor’s Degree, Business Administration | Concentration: Marketing • BLOOMSBURG UNIVERSITY, PA
Training: Microsoft Office Suite • CRM systems (SmartOffice) • Lotus Notes • Learning Technologies (virtual and
SmartBoards) • Web and Mobile Web Design • Certified Facilitator for Advanced, Foundational, and Coaches consultative
selling program. Licenses: Life, Accident and Health, Series 6, Series 63