Sales Manager

GLENN GRAU

*** *** **** *****, ********, PA ***** ? 412-***-****

? *********@*****.***

VP / DIRECTOR OF SALES / REGIONAL SALES MANAGER

Marketing / Business Development / C-Level Presentations / Strategic

Planning / Market Expansion B2B / Key Accounts / Competitive Analysis /

Planning / Negotiations / Pricing / Customer Relations

Versatile sales background in wide ranging financial services environments.

Strong track record in C-Level solution selling for high-end bank

construction services, as well retail banking and high-net worth brokerage

services. Dynamic leader and a true problem-solver, ideally suited to lead

and manage a company's revenue objectives. Managed sales operations with

nine to 180+ staff. Can contribute immediately with a skill set that

includes:

o Turning around underperforming branches and territories

o Entering new markets and expanding existing markets

o Translating product features and benefits into customer value

o Encouraging team and individual ownership in creative selling solutions

Career History with Selected Accomplishments

2000 to Present - VP, Sales & Marketing, PWCampbell. Plan and execute

client retention and market expansion strategies for a $42M firm selling

consulting services, architectural design and construction management

services in 14 states. Present and close opportunities at the C-Level to

medium-sized community banks and credit unions. Experienced in locating and

acquiring commercial and some mixed-use property for bank and retail

clients.

. Built new territory into top performer. Joined PWCampbell as Regional

VP when revenues were flat. Used experience in banking to develop

credibility and relationships with bankers in new territory of MD/VA.

Drove revenues from zero to the number one performing territory

company-wide. Grew sales 50% for two years running.

. Developed expanded services to boost revenues 45%. PWCampbell was

focused on selling architecture and construction management services.

Looked for new sources of revenue. Developed comprehensive demographic

program and site selection service, allowing entry into the process

earlier, thereby extending client relationships.

. Sold and serviced top client, turning yearly major projects.

PWCampbell relied on smaller financial institutions for design/build

opportunities and repeat business was limited. Through persistence,

developed relationships with key executives in the largest credit

union in MD and Tower FCU remains one of PWCampbell's top clients.

. Pioneered new markets to ensure company growth. PWCampbell needed to

expand beyond its saturated markets. Researched and gathered data on

several new states, indentifying NC and SC. Hired and trained new

marketing reps and helped develop new business. Both states have been

a major growth factor.

1995 to 2000 - Regional Manager, Dollar Bank. Responsible for the overall

performance and profitability of 15 locations and 183 employees. Duties

included staffing, budgeting, forecasting, goal setting and price setting.

Dramatically increased cross-sell ratios and developed expansion into small

business lending.

. Increased cross-sell ratios from 1.3 to 3+ in less than six months.

Dollar Bank had struggled to develop a proactive sales culture in the

retail system. As Regional Manager, developed relationship building

program and implemented customer relationship software, helping each

branch to identify and tract opportunities with customers.

. Boosted small business lending from $14M to $25M. Dollar Bank

historically served retail banking customers and began an initiative

for a small business lending division. No current managers had B2B

experience. Gained knowledge by receiving an Accounting Certificate

and leveraged subject matter expert status to call on businesses and

develop lending relationships. Trained reps and assisted on business

calls. Increased portfolio dramatically.

GLENN GRAU PAGE TWO

907 Big Bear Court, Gibsonia, PA 15044 ? 412-***-****

? *********@*****.***

Career History - Continued

1993 to 1995 - Investment Advisor, PNC Brokerage. Responsible for selling

financial and insurance products to high-net worth individuals.

. PNC formed a new division targeting alternative investments products

but lacked experience in selling defined contribution retirement

plans. Became first account executive to break into the defined

contribution retirement plan market and one of the first with a Series

#7 license. Successfully landed three manufacturing companies in the

Pittsburgh area for employee retirement plan programs. In doing so,

was able to create the footprint for the organization to further

succeed in the retirement plan sales process.

Education

MBA from the University of Phoenix in 2008.

BA in Economics from the University of Pittsburgh in 1991.

Certifications & Licenses

Certificate in Accounting from Robert Morris University in 1999.

PA Real Estate License (Current)

Series 3, 7 and 63 FINRA Licenses (Would need to be renewed)

Workshops & Business Groups

Advanced Banking, Central Atlantic School of Banking, 1999.

Commercial Lending, Central Atlantic School of Banking, 1996.

PA Realtors Association.

Member of various PA banking and credit union leagues.

Personal Interests

Married with four children, 4, 8, 10 & 11 years old.

Enjoy spending time with family.

Former Co-Chair of United Way for Dollar Bank.

During leisure time, I pursue playing golf and hockey, as well as coaching

youth hockey.

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