Meet the Team

About

Scott brings more than two decades of sales, sales management, and business development experience to his position as PenChecks Chief Revenue Officer. His proven ability to implement creative sales initiatives that deliver growth and market penetration while increasing new customer acquisition and existing customer retention is ideally suited to support the company’s long-term growth plans.

A top performing senior sales, operational and management professional, Scott has held a variety of sales leadership positions, including President of The IndusTRI Group, Vice President of Sales for Creative Communications, and Vice President/Partner for Queen City Reprographics / Resource Imaging Supply. In these positions, he excelled at driving revenue, growth and profitability for products ranging from endurance sport products to wireless communications and digital imaging solutions. Scott’s diverse background in B2B and consumer sales have given him broad-based expertise in sales forecasting, territory management, strategy analysis and development, sales budgeting, talent recruiting, training and development, and more.

Scott graduated from the University of South Carolina with a Bachelor of Science degree in Criminal Justice.

Executive Profile

While earning his Criminal Justice degree at the University of South Carolina, Scott initially planned on becoming an attorney or working for the FBI. But when he took a part-time job selling personal computers in 1991, he discovered his true calling in life. Twenty-five years later, after a series of successful sales, sales management, and senior leadership positions, including President of The IndusTRI Group, Scott now serves as the Chief Revenue Officer for PenChecks Trust®.

Early in his career, Scott learned there is more to the art of sales than simply closing the deal. Since then, he has built his sales philosophy around developing long-term client relationships, taking a consultative approach that helps clients solve their problems. Since joining PenChecks in 2015, Scott has focused on coaching the sales team how to engage with clients in a more consultative manner by educating them on how PenChecks products and services can provide strategic solutions to their retirement distribution challenges.

“Whether it’s a product or service, people buy from people,” says Scott. “My approach with the PenChecks sales team is to first make sure they have in-depth knowledge of our industry, products and services. Through ongoing coaching, we work on relationship-building skills, such as asking questions, listening, and communicating how our clients can benefit from outsourcing their back-office services to PenChecks.”

Hands-On Coaching

Scott considers getting out in the field and interacting with PenChecks clients and the sales team as the best part of his job. Consequently, he spends a lot of time on the road, crisscrossing the country to conduct joint sales calls with PenChecks’ Regional Territory Directors. Afterwards, he conducts feedback sessions to review what they did well and coach them on how to get better at identifying and understanding client needs and presenting the best solution for their situation.

Keeping in close contact with PenChecks clients enables Scott to have an important voice on the management team and make a real impact on the company’s ongoing efforts to improve client service. He also strongly supports the PenChecks mission of reuniting people with their retirement money and doing the right things for clients.

“What I really like about working at PenChecks is we pay people,” he says. “Other financial institutions talk about how much money they manage. We measure success in terms of how much we pay out each year. I also like the fact that our company president is a serial entrepreneur. He continually pushes the envelope to develop new products and services that address problems he hears within the industry, and he’s been doing it since PenChecks first opened its doors. It’s exciting working for a company that is constantly evolving and creating new solutions.”

When not on the road, Scott spends as much time as possible with his two children, ages six and five. An endurance sport enthusiast, he enjoys swimming, biking and running, and has completed two Ironman triathlons and numerous marathons. As a testament to the value of hard work and training, Scott improved his Ironman time by four hours in his second try!

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