Sales Manager

S co t t M . G r a y Resume Page *

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SCO T T M . G RAY O H 43147

239-***-**** ********@*****.***

E xec u t i ve B a n k i n g L e a d e rs h i p/ Co nsu me r C r e d i t

P r o fessio n a l

H ighly f lexible b anking executive w ith known financial expertise and 24+ years of indust ry

experience offers exceptional a nalytical, auditing, under w r i ting, lending, r isk management,

operational, sales and l eadership skills proven over course of successful career punctuated with

superior performances. Exceptionally well-versed in all aspects of consumer lending and judgmental

u nderwriting principles with an impressive track record of generating multimillion dollar loan and credit card

g rowth and expanding revenue streams. E xtensive interactions with consumer and businesses of all income

levels, backgrounds of varying size and industry. My underwriting and operations experience has afforded me

t he ability to spot t rends and potential r isk, both with current and prospective clients. Committed to

i mproving bottom-line profitability while achieving the highest levels of productivity and customer satisfaction.

E xtensive experience in the development, coaching, and leadership of personnel. Known for guiding a team

towards better banking practices that drive efficiency and cost savings.

C O R E C O M P E T E N C I E S

• • •

Strategic Growth Initiatives Financial Analysis Business Planning

• • •

Collections/Negotiations Client Service & Retention Consultative Sales

• • •

Industry Analysis/Research Creative & Solution Selling Loan Structuring

• • •

Process Management Productivity Improvement Client Needs Analysis

• • •

Exception Pricing Analysis Credit Analysis Recruiting & Staffing

• • •

Management/Coaching/Traini Investment Advisement P&L Management

• •

ng Consumer Expense Control

• Team Building & Motivation Lending/Underwriting

P r o fessio n a l E x p e r i e nce

Fifth Thi rd Bank – C incinnati, OH 1994 to 2014

Regional banking corporation with $120 billion in assets, 1,300+ full-service branch locations, 17 affil iates,

a nd 21,000 employees. Main areas of activity include branch banking, commercial banking, consumer lending,

t itle insurance, and investment advisement.

Financial Center Manager I I I, Assistant Vice P resident of Retail Banking, R eynoldsburg, O H,

2012 to P resent

Build centers of influence while seamlessly managing all consumer and commercial activity; Ensure success

of deposits, loans, t reasury management products, merchant service processing, and payroll functions.

Retain customers and generate leads through active relationship building, cold-calling, community outreach,

and strategic business partnerships. Delivered presentations on a wide variety of key subjects, such as

r eviewing consumer credit r eports and loan structuring, credit rehabilitation, debt

m anagement, winning new consumer/business/SBA loans and promoting treasury management products.

• Achieved annual ma rgin goal, bringing in nearly $1.8 million in new profit. Reached 125% of

annual revenue goal by driving $135,000 in revenue sales. Led bank to receive and maintain “A” grade for

customer experience scores. Controlled expenses associated with exception pricing, fee waivers, charge-

offs and overhead.

S co t t M . G r a y Resume Page 3

• Positioned bank to become ranked in the top 5 out of 79 branches i n the audit scorecard

category for the Columbus Affiliate in 2013. Regularly audited teller accuracy, wire t ransfers and new

accounts. Performed reconciliations, security tests, maintained branch cash limits and produced accurate

over/short reports.

• Saved key client $250,000 in fees, realizing a branch profit margin boost of $12,000 by streamlining

t he client’s daily banking processes. Opened eight new business accounts for multi-location vendor,

selling credit card processing services and t reasury management products.

• P rotected client from being overcharged $50,000+; Worked with third-party vendor to convince

merchant service provider to reimburse six months in fees. Delighted client and won referrals.

Financial Center Manager I I I, Assistant Vice P resident of Retail Banking, N aples, F L, 2005 to

2012

Expertly directed four different branches, including start-ups and established branches, with deposit bases of

up to $62 million. Supervised staff of 12, managed P&L and streamlined operations during post-merger

g rowth from 11 to 85 area branches.

Led, trained and motivated f inancial center staff to peak performance levels in banking service,

consumer/commercial lending, r isk management, and teller operations. Accountable for branch P rofit

a nd Loss (P & L), extension of consumer and small business credit, sales supervision of

b rokerage activity, reconciliation of daily cash position as well as executive oversight of

corresponding balance sheet/income statement.

• Met profitability goals for all managed branches by 100%-150%. Developed reputation of tu rning

a round underperforming branches by maximizing profitability and employee engagement. Built highly

successful teams of committed employees.

• P repare and negotiate fee-based pricing of services, ensuring account profitability in a

v alue-based approach.

• Achieved 150+% of net income and far surpassed initial negative profit goal while successfully

building new financial center from the ground up. Grew business accounts, consumer loans, free checking

accounts and investment revenue. Hired staff, on-boarded a top-performing investment advisor, and

established a great team.

• Stopped restaurant from receiving $500 in daily overdraft fees by streamlining accounts

receivable/payable processes. Provided effective tools for client to pay bills online, prevent fraud, control

cash f low and better monitor daily activities. Empowered client to expand business into new locations.

• T u rned around underperforming branch. H ired new staff and significantly improved productivity

by cross-t raining employees; Coached team on cross-selling techniques, conversational profiling and

overcoming objections. Optimized staffing levels, devised employee incentives, delivered comprehensive

t raining and made performance evaluation/management top priority.

S co t t M . G r a y Resume Page 4

Financial Center Manager I I I, Assistant Vice P resident of Retail Banking, C leveland, O H, 1994

t o 2005

Ran four different branches in the Cleveland Affiliate, with deposit bases ranging from $10 million to $75

m illion, including two of the affiliate’s largest offices. Ensured success of new branch start-ups, acquisitions

and turnarounds. E xtended credit to businesses/individuals th rough commercial and

i nstallment lending . Consistently achieve ambitious profit, deposit, loan and service revenue goals.

I mplemented security controls to protect branches against unnecessary r isk and criminal acts. Oversaw

staffing, performance appraisals, promotions, salary changes and terminations.

Prepared loan requests including the a nalysis of debt-to-income and collateral accompanied by the

a ppropriate loan structure. P rotect firm by a dhering to regulatory r equi rements, addressing

established protocols and m aintaining credit excellence of portfolio th rough identification of all

c redit-related issues.

• Analyze financial data and strengths/challenges to assess overall creditworthiness and financial

condition of client/prospect.

• P roduced $28 million in consumer loan production against 2005 plan of $11 million. Grew the

Strongsville branch’s 2003 loan balance sheet by $3.3 million (140% of goal) and the 2004 loan balance

sheet by $4.8 million (170% of goal).

• Significantly increased new home equity loan volume by calling on local mortgage brokers and

maximizing relationships. Helped brokers resolve loan approval issues and provided interim financing

solutions. Invited to speak at annual mortgage brokerage conferences to promote the Fifth Third brand.

• Led acquisition to become the #1 branch in the Cleveland market. T rained new employees on

operational systems, products and services as part of a conversion team after the takeover of a savings

and loan institution. Successfully navigated culture shift from a non-fee bank to a commercial bank that

charged fees for most services. Handled irate customers, networked for new clients and built

relationships, elevating bank’s reputation in the community to be the bank of choice at the annual

Chamber of Commerce fundraiser.

• Achieved annual profit of $2.5+ million, reaching 132% of plan. Consistently exceeded new profit

goals year-over-year at the Strongsville Office. Grew assets to $14 million for another new branch start-

up in a grocery store, achieving 115% to goal in its first year. Maintained profit margins at 125+% to plan

year-over-year by closely monitoring and controlling fee waivers, overhead and charged-off accounts.

Reviewed all expenditures at monthly staff meetings.

• Accelerated growth of client businesses th rough better banking practices. Guided

motivational speaker from the start-up of his business as he became a national speaker throughout the

country, helping the company grow accounts from $100 to $500,000. Improved operational efficiencies for

d iverse clientele by selling merchant credit card services, online bill pay, account reconciliation and cash

management services.

S co t t M . G r a y Resume Page 5

Awards & Honors:

Four T ime P residents Winner

Th ree T ime H ustle Award Winner, Di rect Loan Balance Sheet Growth ($3.3-$4.8 million)

T wo Time Top Gun Award Winner, Loan P roduction

T wo Time Banking Center Manager of the Year Finalist

• DDA Campaign Contest Winner

• Whose Equity Line Contest Winner

• Personal Best, Loan Production ($28 million)

• Personal Best, Opened Business DDAs in a month (11)

• Personal Best, Credit Card Sales

• Top Gun Award, Investment Sales

• Top sales award for credit life and disability insurance among 453 branches

• Top Credit Card Sales recognition within Cleveland Affiliate

• Shoe Leather Award for top performance in new business development

E a r l y C a r ee r H is to r y

Collections/Negotiations, Bank Associate and Manager, Securi ty National Bank and

T rust

C r e d e n t i a ls

Bachelor of Arts – Business Administration W it tenberg University – Springfield,

OH

NASD Series 6 (formerly) Hondros College – I ndependence, OH

State of Ohio Life & Health I nsurance License Hondros College – I ndependence, OH

665 Norfolk Square North Pickerington, OH 43147

239-***-**** ********@*****.***

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