Manager Sales

Robert Small

**** ************ ****** # *** *********, NC 28204

*********@*****.*** 704-***-****

SUMMARY

Thirty plus years of sales and client relationship management experience seeking an opportunity to increase the revenues and market share of a company in the financial services industry.

Expertise in the following sectors: accounting, medical & legal practices, retail / wholesale product manufacturers & distributors, professional services firms, commercial real estate developers & property management companies.

Generated leads through established relationships with influential business and community leaders in Charlotte including: CPA’s Lawyers, Commercial Real Estate Firms and other business owners.

Effective at cold calling, lead generation, negotiating & closing by providing targeted financial solutions.

EXPERIENCE

AQUESTA BANK, Charlotte, North Carolina February 2017 - Present

Commercial Relationship Banker – Vice President

Responsible for managing, growing and developing existing portfolio to ensure that all portfolio growth objectives are achieved relative to growth as well as generating referrals to Treasury & Aquesta Insurance.

Build new CRE relationships with existing clients and targeted prospects with an emphasis on quality, growth, fee income and profitability.

Initiated aggressive calling program focused on operating companies and small businesses with a focus on developing long term relationships with an emphasis on Commercial & Industrial clients.

TRULIANT FEDERAL CREDIT UNION, Charlotte, North Carolina January 2014 - January 2017

Senior Business Services Officer / Commercial Relationship Manager

• Responsible for managing existing portfolio, identifying additional opportunities to expand, grow, retain and form

long term relationships by being proactive, providing superior service with an emphasis on long term growth.

• Build new commercial banking relationships through aggressive calling program in conjunction with active civic

and community involvement.

• Build new commercial banking relationships with targeted prospects with an emphasis on growth & profitability

CAPITAL BANK, Greenville, South Carolina April 2013 – December 2013

Senior Commercial Relationship Manager - Senior Vice President

Responsible for managing and leading a team consisting of a junior lender, portfolio manager / analyst and sales

assistant / portfolio specialist to meet corporate goals for Upstate and Charlotte markets.

Responsible for managing existing portfolio, identifying additional opportunities to expand, grow, retain and form

long term relationships by being proactive, providing superior service with an emphasis on long term growth.

CAROLINA PREMIER BANK, Charlotte, North Carolina October 2011–April 2013

Senior Commercial Relationship Manager – Vice President

Responsible for managing, growing and developing a $20 million dollar portfolio to ensure that all portfolio growth objectives are achieved relative to loan and deposit growth as well as referrals to other partners.

Loan portfolio growth rate of 250% FYE 2012, Deposit portfolio growth rate of 123% FYE 2012.

Work with clients to identify financials needs to match with Bank products and services.

Build new commercial banking relationships with targeted prospects with an emphasis on quality & profitability.

Initiated aggressive calling program focused on operating companies and small businesses with a focus on developing long term relationships with an emphasis on Commercial & Industrial clients.

BLUE RIDGE SAVINGS BANK, Asheville, North Carolina October 2010 –October 2011

Commercial Loan Officer – Vice President

Responsible for managing $60 million dollar portfolio to ensure that all loan servicing requirements are handled in a timely manner.

Work directly with FDIC regulators to ensure that all credits are managed and underwritten in compliance with all relative FDIC regulations and policies.

Work with clients to modify and extend loans upon maturity in an effort find mutually agreeable terms to restructure challenged and stressed credits to avoid foreclosure.

Perform in house valuations and all real estate secured loans upon renewal based on a sales comparison approach by working directly with real estate agents and local appraisers to obtain comps.

INTEGRITY FIRST FINANCIAL, Charlotte, North Carolina May 2009 –September 2010

Executive Vice President

Responsible for originating commercial mortgage business via government guaranteed as well as conventional loan programs.

Build new commercial loan relationships/portfolios through aggressive business development program in the Charlotte market.

Government guaranteed lending consists of SBA 7 (a), SBA 504 and USDA B&I loan programs.

Conventional Capital Markets lending focused on single tenant credit rated and non-credit rated tenants.

Maintain relationships with over 25 lending sources through our capital markets department that consist of commercial banks, investment banks, insurance companies and private equity funds.

CAROLINA COMMERCE BANK, Charlotte, North Carolina Mar 2008 – Apr 2009 Charlotte City Executive – Senior Vice President (OFFICE CLOSED)

Establish De Novo Loan Production office in Charlotte in April 2008 in advance of opening full service retail commercial branch location in 2009.

Build new commercial loan relationships/portfolios through aggressive business development program in the Dilworth, South End and Lake Norman markets.

As of 10/31/08, portfolio totals $16 million in outstandings, all of which are being handled as agreed. This translates into annualized production of approximately $27 million in a stressed market.

Year to date commercial loan fee collection totals $60,000, which is $103,000 on an annualized basis.

Serve as City Executive by taking a lead role in civic and community activities.

Initiated calling program focused on operating companies and small businesses with a focus on

developing long term relationships with an emphasis on commercial and industrial prospects.

AMERICAN COMMUNITY BANK, Charlotte, North Carolina Sep 2005 – Mar 2008

Commercial Banker – Vice President

Built new commercial relationships/ portfolios through active business development program through De Novo branch in South End.

Implemented aggressive calling program that resulted in commercial loan production of $34 million for yearend 2007 and total production of $32 million for yearend 2006.

Total loan volume translates into $161,000 in fee income collected for yearend 2007 and total fee income of $122,000 for yearend 2006.

Loan types consisted of both owner and non-owner occupied CRE term loans, commercial and residential construction loans, short term commercial real estate loans, acquisition and development loans and operating lines of credit.

RBC CENTURA BANK, Charlotte, North Carolina Jun 1999 – Sept 2005

Business Markets Group – Account Manager (Nov 2003 – Sep 2005)

Acquired, grew and retained business banking households to create long term relationships by providing superior service and timely financial advice to existing customers as well as prospects.

Accomplished business development and portfolio growth goals by implementing aggressive prospect profiling program designed to identify production and referral opportunities for all lines of business.

Represented the bank in the community by maintaining a visible profile through active participation in community and civic functions.

Applied professional skills, knowledge and techniques to maximize business opportunities by leveraging internal and external networks to meet defined sales goals.

FIRST UNION NATIONAL BANK, Wilson, North Carolina Jun 1998 – May 1999

Market President/ Relationship Manager – Vice President

Acquired, grew and retained relationships with commercial customers within a 4 county area and reviewed customers’ current holding relative to their financial needs with a constant focus on long term relationships.

Served as market executive by taking a lead role in community and civic activities.

FIRST CITIZENS BANK AND TRUST, New Bern, North Carolina Aug 1993 – May 1998

Commercial Banker – Vice President

Achieved bank growth and profitability objectives by establishing and servicing credit relationships to customers with total exposure in excess of $250,000 in the Craven, Carteret and Pamlico Country markets which resulted in annual growth rate of portfolios in excess of 20%.

Business Banker – Assistant Vice President

Managed and directed small business relationships of the bank by actively calling on customer and prospects. Achieved average growth rate in excess of 25% per branch.

WACHOVIA BANK, New Bern, North Carolina Jun 1985 – Jul 1993

Personal Banker – Banking Officer

Retail Loan Administration – Manager/Personal Banker

Responsible for the soundness of the retail loan portfolio and compliance with all applicable government regulations and bank policies.

Retail Loan Administration Officer

Presented loans over lender’s authority to retail credit committee for approval/ disapproval based on recommendations.

EDUCATION

EAST CAROLINA UNIVERSITY, Greenville, North Carolina 1981-1985

BSBA Business Administration

Areas of concentration: Marketing and Production Management

COMMUNITY ACTIVITIES

Charlotte Chamber of Commerce – Board of Advisory Level, Leadership School Graduate 2004

Dilworth South End Rotary Club – Board of Directors 2004-2006, Sergeant at Arms 2015

Charlotte Regional Commercial Board of Realtors (CRCBR)

Certified Commercial Investment Management (CCIM)

Association for Corporate Growth (ACG)

Charlotte Economics Club

NAIOP

OTHER INTERESTS

Physical Fitness

Travel

Golf

Contact this candidate