Sales Manager

Patrick J. McKinney ** Skyline Drive ( Prospect, CT 06712

203-***-**** (H) 203-***-**** (M) (

**************@***.***

SENIOR CLIENT MANAGER COMMERCIAL BANKING :

Relationship Management...Commercial Lending... Sales Management... Program

Management

Disciplined, thorough, and goal-oriented banking/financial services

executive offering 20+ years of rich career experience structuring

profitable transactions, strengthening customer satisfaction, and fostering

work environment dedicated to providing excellent service. Broad-based

expertise in all types of lending/equipment financing within various middle

market segments. Accomplished professional with propensity for

collaborating with C-level decision makers, consistently exceeding sales

goals, and successfully managing teams of high-performance employees. Enjoy

positive industry reputation by network of industry clients.

Relationship Management New Business Development Credit Expertise

Sales Management Transaction Structuring Program Management

C-level Collaboration Cross Sell Products Product Development

Selected Highlights

o Attain positive top-line results by cultivating solid relationships with

bank clients, leveraging keen negotiation talents, and structuring sound

finance programs

o Guided numerous initiatives involving program management, business

development, sales management, and client relationship cultivation.

o Proven track record of success leveraging industry knowledge and

expansive network of contacts to drive top-line performance enhancements.

o Exceptional understanding of all types of loan products including real

estate, revolvers, working capital, construction funding, and taxable and

tax exempt capital and operating leases.

~ Generated more than $500 million in new business volume over 20+ years ~

Career Progression

CitiCapital (division of Citibank) - Harrison, NY - 1991 to 2008

Vice President, Senior Relationship Manager (1997 to 2008)

Promoted within $12 billion global bank organization to steer lending and

equipment financing efforts throughout New York, New England, and Northern

New Jersey. Challenged with developing new business opportunities for

equipment, construction, working capital, and real estate financing within

various industries. In addition, partnered with Citibank and Smith Barney

Regional Managers to develop potential sources of business from existing

client base matching targeted market of potential clients.

Sales Growth Realized per annum sales growth of 275% (to $30 million from $8

million), with best year of $65 million, to consistently achieve top

5 status out of peer group of 50+.

Professional Recognized by Citigroup CEO for successfully structuring a Smith

Accolade Barney cross sell initiative valued at $11 million.

Relationship Established and cultivated multimillion-dollar relationships with

Development marquee clients such as State of New York, NYC Health and Hospitals

Corporation, NY Presbyterian Hospital, City of Boston, Dormitory

Authority of the State of New York, and others.

Senior Program Manager (1993 to 1997)

Earned opportunity to intensify vendor relationship with national

vendor/manufacturer, Philips Medical Systems, collaborate with credit

department, create new finance programs in tandem with vendors' new

products, and establish comp program and sales program for vendors' sales

people. Managed team comprised of 5 district sales managers and 1 sales

assistant.

Revenue Ignited annual sales to $90+ million from $10 million (800%+) by

Generation collaborating with credit organization on turnaround times and

parameters. Developed pricing and residual strategies, created

product-specific financing programs, designed service metrics for

each program, and attended vendors' sales meetings to increase new

business opportunities with vendor/manufacturer conduit.

Agreement Positioned company for long-term success by negotiating agreements

Renewals granting bank first refusal of all potential financing for each

manufacturer with renewals occurring every 12 to 18 months.

District Manager (1991 to 1993)

Recruited to strengthen vendor relationships within territory. Conducted

multiple meetings with vendors to realize increase in funding due to

cultivation of trusted association through consistent delivery of promises.

Supported approximately 40 sales representatives and sales managers by

providing financing solutions within accounts. Marquee clients included New

York Hospital, Montefiore Medical Center, University Diagnostics,

Greenville Hospital, and State of New York Department of Transportation,

Department of Corrections, and State Police.

Credit Accelerated region's credit approval rates 250% by developing new

Approval deal submission process providing credit department with more

information.

New Business Grew new business volume $20+ million by collaborating with vendors

to serve as integral member of sales team; partnering with

CitiCapital management on pricing, credit parameters, and residuals;

delivering on promises to vendors' end user clients.

Earlier Career Experience

Philips Credit Corporation -Director of Credit

Education & Additional Highlights

Education Bachelor of Science in Social Science / Economics

CENTRAL CONNECTICUT STATE UNIVERSITY; New Britain, CT

Professional Citibank - Financial Selling Skills and Negotiation Techniques

Development Citibank. - Qualification and Presentation Skills

Amembol and Isom - Leasing: The Creative Financing Alternative

American Management Association - Leasing Techniques and Analysis

Philips Electronics N.A.C. - Conference Facilitator Training

Dun and Bradstreet - Credit and Financial Analysis

Affiliations Healthcare Financial Management Associates / American Association of

Equipment Lessors/

Equipment Lessors Association

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