Real Estate Manager
Resume:
Iain Worsley
Scarsdale, NY *****
***********@*****.***
SUMMARY
High-energy, dynamic banking director with an outstanding track record of delivering against financial
targets and developing new business. Extensive experience of growing market share across a variety of
industries and company sizes. Manage the Barclays relationship with some of the largest professional
services firms in the world, engaging with senior management to facilitate their financial requirements.
Strategic and analytical approach to business development with transferable skill set and approach that
has proved to be highly effective in different markets and industry sectors. Committed and dedicated
professional with a true understanding and considerable experience of the sales process, particularly in
the corporate market. Creative and consultative approach to structuring deals to allow my clients to
meet their financial needs and goals.
QUALIFICATIONS
Top performing Relationship Director in the team, achieving 124% of budget in 2008, y-o-y
growth of 62%;
Have built a strong network of contacts in the professional adviser's space because my current
client base consists of accounting, law and commercial real estate firms;
Excellent written and oral communication and negotiation skills, evidenced by successful closing
of 10 transactions in 2008;
Proven track record of independently developing new business, acquired 8 new customers in
2008, earning in excess of $1mm;
Developed and executed Barclays US professional services team business development strategy
for the previous 4 years, resulting in debt commitments increasing from $500mm to $1.7bn and
client cash balances under management growing from $100mm to $1bn;
Actively networked across the different functional areas of the bank to raise the profile of my
team with important stakeholders and ensure I capitalize on all possible income generating
opportunities;
Formal credit assessment skills, with individual lending discretion of $2mm.
WORK EXPERIENCE
Barclays Bank PLC, New york, NY
2005 - current - Relationship Director
Manage a portfolio of corporate clients with sales revenues of $100mm to $8billion.
Responsible for maximizing income from the existing portfolio of customers, significant income
growth in 2008 (62%);
Generated and now manage individual debt commitments in excess of $600mm;
Earned profits of $4.5mm in 2008 through actively managing my existing client base and
seeking out new revenue generating opportunities in the marketplace;
Excellent knowledge of the full spectrum of banking products inc. loans (syndicated and bi-
lateral), derivatives, operational banking, cash management, trade finance;
Created income in excess of $2mm for counter-parts in the UK and Europe by leveraging my
relationship with senior management in the US to cross-sell bank products and effect local
introductions;
Responsible for tracking, monitoring and reporting of the team's income to senior management
in London;
Undertake the performance and sales management of the Business Development Manager and
direct input into the performance management of other indirect reports.
Barclays Bank PLC, Manchester, UK
2004 - 2005 - Business Development Manager
Responsible for the profitable acquisition of new business in the corporate middle market.
Achieved 130% of budget in 2004, one of the top 5 BDMs in the country;
Organized and managed Barclays sponsorship of national Real Estate conferences, generating
120 leads of which 25 became new customers, generating in excess of £5mm of income;
Won the role of preferred supplier of finance to a local real estate developer, resulting in new
income of £2.5mm in 2004.
Barclays Bank PLC, Manchester, UK
2002 - 2004 - Business Development Analyst
Worked alongside the Business Development Director to write and implement the team's business
development plan.
Team achieved 130% of new business budget as a result of the successful execution of the plan;
Key member of the deal team that pitched and won a new account, worth £1.2mm in income in
2003.
Barclays Bank PLC, London, UK
2000 - 2002 - Graduate
Recruited to the Business Leadership Program and rotated through placements across 3 different
functions of the Commercial Bank.
Investigated and solved a shortfall on recovery of Legal and Professional fees, resulting in a cost
saving to the Bank of £500k. Wrote a new policy document to ensure future activity met policy
and prevented further losses;
Initiated and executed an ecommerce strategy and campaign that resulted in winning 30 new
clients to Barclays and 100 existing clients signing up to the product, generating in excess of
$1mm of fee income.
EDUCATION
2000 - University of Lancashire, Preston, UK
MA International Business - Merit obtained
1999 - UMIST, Manchester, UK
B Sc International Management with German - 2.1 obtained
1998 - University of Trier, Trier, Germany
ERASMUS year
SKILLS
Working knowledge of French and German
Fully proficient with Microsoft Office applications
PERSONAL
UK national with US Green Card
Married with 2 children
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