Manager Sales

Robert Farnham, MBA

Charlotte, NC ***** • 980-***-**** • ***************@*****.***

COMMERCIAL BANKING EXECUTIVE

Project & Operations Management / Treasury Services / Portfolio Management / Compliance

Commercial Banking industry executive consistently successful in defining business strategy and translating into high-impact actions, operations, and financial results. Expert performance in directing portfolio growth initiatives, improving credit processes, developing new products, mitigating bank risk, and managing full-cycle business projects. Astute financial and negotiation competencies. Strong analytical, problem solving, relationship management, team building, executive communication and leadership skills.

Strategic, adaptable, collaborative and visionary leader able to build and direct high-performing teams, manage complex projects, and collaborate with cross-functional leaders to drive compliance, profit and revenue growth goals. Comprehensive understanding of the treasury services organization. Thrive in deadline-oriented environments requiring quick thought and collaboration.

Expertise Includes: Team Leadership, Recruiting, P&L, Portfolio Management, Continuous Improvement, Project Management, Product Development, Risk Management, Treasury Services, Business Requirements, Wholesale Lending, Business Development, Financial/Data Analysis, Strategic Planning, Regulatory Compliance.

Consultant, Charlotte, NC 2017 to 2018

Provided treasury management analytics, marketing and regulatory compliance services to Banks throughout the region.

WELLS FARGO BANK, N.A., Charlotte, NC 2000 to 2016

SVP, Regional Vice President – Government & Institutional Banking (2013-2016)

SVP, Director of Liquidity & Public Funds Collateral Management (2008-2013)

SVP, Commercial & Government Segment Deposit Portfolio Manager (2000-2008)

Recruited in 2000 to build niche wholesale products and direct the Bank’s new Commercial & Government segment financial affairs.

As Regional VP (2013-2016), built and directed new divisional unit focused on small- and mid-sized U.S. Government entities. Collaborated with cross-functional divisions (i.e. IT, Product, Marketing):

Extensive domestic travel. Reported to Executive Vice President.

Recruited and managed remote team, analyzed, wrote and improved wholesale banking and other policies/processes (ops risk, credit, etc.), managed portfolio risk (ensured regulatory compliance), and drove portfolio growth.

Held full P&L responsibility. Led 9 direct reports.

As Director (2008-2013), developed and directed enterprise wide Treasury Operations Group (team of 12; Investment Advisors & Operations staff) to increase portfolio growth/profitability, mitigate risk, and ensure compliance. Held accountability for interest rate management:

Responsible for $60B public deposit portfolio (product management, operational process redesign & process optimization focus).

Earlier career responsibilities included developing/implementing strategic & tactical business plans, managing interest rate risk, defining business requirements, collaborating with cross-functional teams (i.e. Technology), managing product project teams, and directing various communication activities.

Selected Key Accomplishments:

Delivered outstanding results throughout 16-year tenure with the organization (multiple acquisitions).

Built highly successful division. Recruited and developed high-performing sales team that drove non-profit and government client revenue/profit growth, and ensured superior customer service; implemented a consultative sales culture, fostering teamwork and accountability:

Increased client base from 400 to ~5,000. Led distribution channel penetration increase efforts.

Exceeded 2014/2015 financial goals by 12% and 10%, respectively; was on-track to exceed 2016 goals by 16%.

Delivered 40% profit growth over Prior Year plan (2015).

Collaborated with IT leaders to successfully migrate more than 2,500 customers (2015).

Robert Farnham, MBA

980-***-**** • ***************@*****.*** (Page 2)

Selected Key Accomplishments (Continued):

Achieved significant risk reduction and customer enhancement results by leveraging continuous improvement methodologies (Six Sigma) to revamp products & processes.

Grew deposit portfolio from $17B to $30B during 5-year period (2008-2013); strategic planning focus:

Increased portfolio profitability & stability. Transitioned from 98% to 60% Libor indexed.

Developed profitable deposit products for Government and not-for-profit client base.

Collaborated with state regulators (TX, FL, VA, etc.) to develop public fund collateral regulations.

Created new Government client deposit products while improving processes; resulted in 10% financial metric improvement, 30% product cost reduction, and a streamlined sales process (lowered interest rates, etc.).

Led Investment Representative team to deliver 25% asset management sales activity increase.

Successfully managed vendor relationships; oversaw consultant collateral process reviews.

Built the Bank’s Government & non-profit segment, from scratch; developed new products, drove sales and profit margin growth, improved customer satisfaction, and worked with Bank Executives to facilitate goals:

Drove 32% non-interest-bearing deposit account growth. Increased total portfolio growth by 23%.

46% increase in operating revenue achieved by mentoring Relationship Management team and Sales Directors.

Exceeded forecasted revenue and balance sheet growth by 45% and 22%, respectively. Grew market growth 39% by identifying margin optimization via complex data analysis and modeling.

PREVIOUS EXPERIENCE

FIRST AMERICAN NATIONAL BANK, Nashville, TN 1996 to 2000

Vice President, Corporate Finance Special Projects Manager (1999-2000)

Vice President, Consumer Loan Product Manager / Consumer Segment Manager (1996-1999)

EDUCATION / PROFESSIONAL DEVELOPMENT

Master of Business Administration (MBA) – VANDERBILT UNIVERSITY, Nashville, TN (2000)

Bachelor of Arts (BA) in Political Science & Public Law – UNIVERSITY OF THE SOUTH, Sewanee, TN (1992)

Certificate of Graduation: THE SOUTHEASTERN SCHOOL OF BANKING, Nashville, TN (1996)

Six Sigma Training: WELLS FARGO BANK

Formerly Held Financial Industry Regulatory Authority (FINRA) Series 7 & 24 Licenses

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