Broadridge Financial Solutions, Inc.
Company: Broadridge Financial Solutions, Inc., Lake Success, NY
Company Description: Broadridge is a global provider of technology-based outsourcing solutions to the financial services industry. Our systems and services include investor communication, securities processing, and clearing and outsourcing solutions.
Nomination Category: Sales Department Categories
Nomination Sub Category: Sales Department of the Year - Services
Nomination Title: Broadridge's Sales Department
1. Tell the story about what this nominated department achieved since the beginning of July last year (up to 500 words). Focus on specific accomplishments, and relate these accomplishments to past performance or industry norms. Be sure to mention obstacles overcome, innovations or discoveries made, and outcomes:
In the time period from July 1, 2007 to July 1, 2008, the sales team at
Broadridge Financial Solutions, Inc. increased sales 19.1%. Considering that
the majority of Broadridge's clients are the brokerage and other financial
firms that have been at the core of recent financial market volatility, and
that this was the team's first full fiscal year after spinning off from ADP, a
double digit increase is a most astounding accomplishment. A solid solution
set is no doubt part of the formula, but it is also the client-centric focus,
perseverance, team-orientation and remarkable leadership of the Broadridge
sales team that resulted in surpassing the fiscal year 2008 sales plan by 6%.
The 140-person team that makes up the Sales and Marketing organization markets
and sells approximately 70 products and services into 4 customer verticals.
Broadridge's solutions are diverse, and with tremendous cross-selling
opportunities, its sales team members are challenged with obtaining a deep
understanding of the variety of products and their unique value propositions.
But, growth and learning is a priority in sales. Each associate is required
to complete a minimum of 40 hours of training each year, a directive well
supported in the last 16 months by the creation and expansion of the
Broadridge Division Sales Training group.
The team is spread around the world, but is united for team building and idea
sharing regularly by its leader, J. Peter Benzie, Global Chief Sales and
Marketing Officer. Since his arrival in 2005, he has led global sales, sales
operations, sales training and marketing on a successful journey easily
measured by key indicators including a 62% increase in sales in 4 years.
The unique "R2P2 Revenue doubled Professionalism doubled" philosophy that
Peter impressed on his team in his first days with Broadridge is still now
infused in his organization's approach even years later. On a warm summer
Friday, most of his sales team can be found wearing a full suit and tie. The
marketing team that organizes tradeshows and conferences ensures that there is
a smile waiting to greet clients and a "what if" action plan arranged should
medical attention or back-up transportation be needed at many large Broadridge
hosted client relationship events.
The results of last year's Gallup Q12 survey that measures employee engagement
is another sign of his overall positive impact, where his team scored a 4.2 on
a scale of 1 to 5, an indication of exceptional associate engagement. Last
year, Peter created a staff of 5 Global Relationship Managers to provide
clients with a single point of contact and bridge the gap with the client
between Broadridge's account managers, sales executives, product
representatives and senior management.
Peter is a people person through and through. He initiated a new Diversity
Council within his own team, where he promotes diversity in perspectives and
culture. He brings out the best in people, and motivates them with his
infectious optimism - reminding them along the way that it is incremental
change, not giant leaps forward, that will result in the achievement of the
organization's goals.
2. List hyperlinks to any online news stories, press releases, or other documents that support the claims made in the section above. IMPORTANT: Begin each link with http://, and enclose each link in square brackets; for example, [http://www.youraddress.com]:
http://www.broadridge-ir.com/ne/br091808.htm
http://www.broadridge-ir.com/ne/br062308.htm
http://www.broadridge-ir.com/ne/br033108.htm
http://www.broadridge-ir.com/ne/br022708a.htm
http://www.broadridge-ir.com/ne/br012208.htm
http://www.broadridge-ir.com/ne/br100207.htm
http://www.broadridge-ir.com/ne/br071907.htm
3. Provide a brief (up to 100 words) biography about the leader(s) of the nominated sales organization:
J. Peter Benzie is a CEO/senior executive whose experience extends from "start
ups" to large, geographically dispersed financial services companies. Since
his arrival at Broadridge Financial Solutions in 2005, he and his team of
global sales, sales operations, sales training and marketing professionals
increased sales 62% in 3.5 years. Prior to joining Broadridge, Peter was
Executive Vice President of Fidelity's National Financial division, and was
CEO of Chase Investment Services. Peter's earliest leadership roles were in
the military, where he was a Lieutenant in the U.S. Army, and a NATO Platoon
Leader/Company Commander in Europe.