1. Patrick A. Clifford
20 Philips Farm Road, Marshfield, MA 02050
Phone: 617-680-5651 E-Mail: pkclifford@msn.com
LinkedIn: www.linkedin.com/in/patrickclifford
SUMMARY
National Relationship Management Executive who develops and maintains strongalliances with distribution
partners and key decision makers atlargeindependent broker-dealers and banks. Uncovers needs of clientor
prospect; delivers customized solutions which factor in all products,processes,and functions. Uses knowledge of
how clients and employers make money to develop cost-effective strategies that benefit both sides. Conversant
on spectrum of financial serviceofferings such as annuities;mutual funds;lifeinsurance; linked benefits;
retirement/ 401(k) plans;separateaccounts;and collegesavings. Innovated a Relationship AuditProcess (RAP) to
create value. Effective at leadinga team in refiningthese skills and a frequent traveler to clienthome offices for
strategy, relationship,marketing,and cost alignmentand revenue achievement purposes.
RECENT ACCOMPLISHMENTS
* Leading the Annuity Sales Effort as Incapital Approaches $1 to $2 Million/Day in Sales
* Landed & Launched Annuity SellingAgreements with Raymond James, Cetera, BBVA & Others
* Landed B/D Distribution Agreements with RelianceStandard, Eagle Life & Western & Southern
* Grew Annuity Sales from$0 in 2012 to over $450 million in 2014 as Only EmployeeDedicated to Annuities
* Reduced channel annual budget from $1.7 million to $970,000 and maintained VA sales run rate ($1.3B)
* Initiated and managed the development and delivery of a monthly Relationship Management Newsletter
* Developed/coordinated a firm-focused Relationship Management Survey to measure/improve team
* Improved Relationship Managers' Negotiatingskills to reach better arrangements with their firms
* Led team to cross-sell VariableAnnuities,Life Insuranceand Linked Benefit Products at their firms
PROFESSIONAL EXPERIENCE
INCAPITAL, LLC. Chicago,IL & Boca Raton, FL 2011-2016
Senior Vice President – National Accounts (Annuities)
Responsiblefor all aspects of Incapital’sAnnuity Business.
* Identify, pursue and obtain agreements with Annuity Carriers and Broker-Dealers.
* Develop and ArticulateIncapital’sunique“ValueProposition”in the Annuity Marketplace.
* Develop/Implement Business Plan (Investment Required, Projected Sales,Anticipated Revenue).
* Develop/Implement Wholesalingand Sales SupportStrategy, Train Non-Annuity Wholesalers on Annuities
* CoordinatePre-Sale Operations with Product Vendors and Broker-Dealers .
* CoordinateAnnuity Business with other Incapital ProductInitiatives (UITs,Structured Products,Etc.).
* Develop/Maintain an “Awareness Campaign”for Incapital’s Annuity Business
* Lead Incapital’s Exposurewith Industry Conferences and Interviews with Trade Publications.
SUN LIFE FINANCIAL DISTRIBUTORS, INC. Boston, MA 2009-2011
Senior Vice President - Relationship Management/Independent Channel
Manage a team of 6 Relationship Managers who transitioned fromrepresenting one product (Life or Annuity) to
representing all products atthe firms they cover (Life, Annuity, Linked Benefit).
* Implemented a standardized "FIRMREVIEW & CALL/VISIT REPORT" process with action items.
* Developed and managed the Independent RM Channel OperatingBudgets for 2010 and 2011.
* Saved over $700,000 from budget without sacrificingSun Life's opportunities and exposure atkey firms.
* Developed and implemented a process for prioritizingfirms by profitability and sales growth opportunity.
* Coached Team through the process of transitioningour Lifedistributors fromBGAs to Direct.
* Developed and initiated a Relationship Manager Survey to evaluate our clients' experiences with SLF.
* Coordinated the approval process for SLF's firstFee-Based VariableAnnuity product at LPL and others.
* Initiated the "Sun Life RM of the Year" Award.

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PROFESSIONAL EXPERIENCE CONTINUED
JOHN HANCOCK FINANCIAL SERVICES (Partof ManulifeFinancial) Boston,MA 2000-2009
Vice President - National Account Manager
Developed, maintained and expanded Home OfficeRelationships with 23 Bank and Independent Broker -Dealer
Clients. Owned sales goals for:mutual funds:annuities;retirement plans;collegesavings;separateaccounts;and
lifeinsurance.
* Grew existingrelationships 240%by cross-selling;secured 8 new sellingagreements with B/Ds.
* Led a product-specific Key Account Team to win 15% sales growth per year for 8 years.
* Negotiated 14 revenue contracts with distribution clients to achieve sales goalsand lower costs.
* Collaborated with Marketing to create tailored,complementary campaigns for clients.
* Directed sales management and wholesalers to best activities and opportunities atkey firms.
* Named Key Account Manager of the Year (2008) at Huntington Investment Company
COLUMBIA FUNDS (Formerly Liberty Funds) Boston, MA 1999 - 2000
Vice President - Key Account Manager
Directed Home Officerelationshipswith key distributors in bank and financial planner channels. Uncovered cross-
sell opportunities for funds and annuities,coordinated servicesatisfaction for clients.
* Developed key accountstrategic marketing and sales plansto reach sales and market sharegoals.
* Analyzed wholesaler activity,directed wholesalers to firms with best opportunities to grow sales.
* Increased,enhanced exposure for Liberty Funds' brands within key accounts.
* Added funds to: CadaretGrant; ING; Added Annuities to LPL; Bank of America & Wells Fargo.
KEYPORT LIFE INSURANCE COMPANY (Prior to Acquisition by Sun Life Financial) Boston,MA 1986 - 1999
Director - National Accounts 1996 - 1999
* Identified new business opportunities in bank channel and pursued with sales management.
* Hired Sales Desk Manager, developed the "Relationship AuditProcess"(RAP).
Director - Institutional Sales Operations 1993 - 1995
* Managed the sales operations bank channel;Proposed,maintained $3.5 million budget.
* Developed, maintained marketing plans & activity standards for top 25 banks and TPMs.
* Developed sales management tool "Motivate/Educate/Advocate/Compensate".
Manager - Institutional Market Development 1992 - 1993
Evaluated the bank annuity market and served as projectmanager to identify and deliver products and processes
required to be an innovativeleader in the market segment.
* Coordinated implementation of new products and Installed "Remote Policy Entry" (REP) at 20 Banks.
Senior Business Analyst - Institutional Sales 1989 - 1992
Project Manager for Sales Division initiatives. Exploited competitiveadvantages; crafted new approaches.
Conducted product and industry trainingto new and existingsales and servicestaff.
Unit Coordinator - Institutional New Business 1987 - 1988
Developed, staffed and managed a team of one-stop, full servicebusinessservicerepresentatives for the bank
channel.
New Business Representative - Variable Annuities 1986 - 1987
Performed front linereview of incomingbusiness. Reviewed annuity applications for accuracy,completeness and
suitability. Initiated "Buy" orders. Resolved incomplete or inaccurateapplications.
PROFESSIONAL LICENSES
FINRA Series 6, 63 & 26
Life Insurance Producer Licensed in MA, GA, MT, NM, VA, WV
EDUCATION
Bachelor of Arts, Political Science and Economics, University of Vermont, Burlington, VT 1986