Sales Manager

MICHAEL J. CUTRONA

Wilmington, DE *****

302-***-**** *****@*******.***

OBJECTIVE

Seeking the Business Development Executive - Sales to Pharma, Medical Tech Cos & Hospitals position.

QUALIFICATIONS OVERVIEW

Banking Relationship Manager with a business development background in the financial/banking industry.

Developer of robust relationships across client functionalities and centers of influence with success in securing value added sales resulting in significant revenue increases and customer retention levels.

Top performing B2B sales professional with extensive business banking product knowledge.

Successful at collaborating between internal and external partners.

CORE COMPETENCIES

Relationship management Sales and referral experience

Business/commercial banking Risk and credit decisioning

Marketing strategy development Analysis and solution development

New product and service launch/ advocacy Risk management

PROFESSIONAL EXPERIENCE

CITIZENS BANK – Delaware County, PA/Wilmington, DE 2015-Present

Vice President

Business Banking Relationship Manager –Delaware County (PA) and New Castle County (DE) Territory

Perform new business relationship development, commercial lending, and account acquisitions. Identify, contact, and /secure customer meetings. Cross sell products/services strengthening client relationships. Collaborate with Centers of Influence, customers, and internal business partners to build referral networks and leads. Execute sales profiling. Research competitor strategies. Present/secure sales of financial solutions, commercial loans, cash management, checking/savings/online banking solutions, merchant services, credit card, and foreign exchange services. Help reduce corporate clients’ costs and increase cash flow.

Achieved 140% of core revenue goal Q1 FY2016.

M&T BANK – WILMINGTON, DE 2014-2015

Vice President

Business Banking Relationship Manager - Target/secure commercial and business relationships with client companies having annual revenues of up to $10 million. Manage internal/external partnerships. Execute prospecting for financial products. Partner with branch managers. Manage risk and credit decisions within a lending authority of $4 million.

Achieved 100% of 12 month goal ($30,000) for sale of Treasury Management products in first 6 months.

Achieved 90% of 12-month DDA origination goal in first 6 months.

Achieved 85% of 12-month New Premiere Household goal including 100% of retention goal in first 6 months.

Secured $3.5 million in MMA originations in first 6 months with a 12-month MMA goal of $1.4 million.

WELLS FARGO BANK, N.A. – WILMINGTON, DE 2012-2014

Vice President

Business Development Officer (BDO) – State of Delaware and South Chester County (PA) Territory

Prospected/grew new profitable relationships from prospective commercial, business, and community customers with sales up to $20 MM in urban territories and industry specific markets, with significant new client business activity. Marketed to new business borrowers, depositors, and service users with the Business Banking Team. Developed call plan that expanded customer base in tandem with Business Relationship Managers and their support team. Maintained a growing network of business relationships through referrals, centers of influence, existing customers. Partnered closely with internal and external partners.

Achieved 135% core revenue goal FY2013.

MICHAEL J. CUTRONA

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PROFESSIONAL EXPERIENCE (CONTINUED)

CITIZENS BANK – WILMINGTON, DE 2006-2012

Assistant Vice President

Business Banking Officer II (BBO) – New Castle County (DE) and S. Chester County (PA) Territory

Performed new business relationship development, commercial lending, and account acquisitions. Identified, contacted, and /secured customer meetings. Cross sold products/services strengthening client relationships. Collaborated with Centers of Influence, customers, and internal business partners to build referral networks and leads. Executed sales profiling. Researched competitor strategies. Presented/secured sales of financial solutions, payroll, cash management, checking/savings/online banking solutions, merchant services, credit card, and foreign exchange services. Reduced corporate clients’ costs and increased cash flow. Mentored new bankers.

Ranked #1 out of 10 BBOs in the DE/PA East region, and #2 out of 60 BBOs in DE Phila Metro region

Ranked #23 out of 260 BBOs nationally for achieving core revenue % to goal.

Achieved 181% core revenue goal FY2011.

Achieved 237% of cross sell goal FY2011; and 231% of lending goal FY2011.

CORPORATION SERVICE COMPANY – WILMINGTON, DE 2003-2006

Legal Account Manager

Facilitated new product introductions throughout the territory promoted emerging online/digital technology for process and litigation management, secure transactional services, compliance, and governance management functions. Represented Registered Agency and organizational services to legal clients. Developed legal account base via networking and cold calling. Expanded existing relationships via new product introductions.

2Q04: achieved 26.6% growth percentage in transactional sales and 204% representation sales.

1Q04: achieved 17.8% growth percentage in transactional sales and 120% representation sales.

TSN PUBLISHING – WILMINGTON, DE 1999-2003

Sales Executive - Out & About Magazine

Presented Out & About magazine advertising strategies to the DE/PA/MD territory, with expanded responsibility for About Town and Delaware Tourism Publications. Collaborated with senior management team, Sales and Marketing Director, and Publisher to develop marketing strategies and recommend magazine content. Created custom advertising package solutions. Designed display ads.

Developed new business via industry sourcing, networking, lead generation, and presentations.

FIRST USA BANK – WILMINGTON, DE 1992-1999

MIS/Communications Coordinator - Information Design/Support Unit

Managed information flow to marketing and customer service business units across 7 production centers. Created/updated/maintained databases and presented findings at each center. Facilitated daily conference calls with each center’s production coordinators for new procedures and problem resolution.

Customer Support Representative III

Key Performer Award; First in Quality Award, 1997.

Top Performer, numerous times.

EDUCATION & TRAINING

B.S. Marketing Management – GOLDEY-BEACOM COLLEGE 1991

Omega Credit Trained – M&T, WELLS FARGO & CITIZENS BANK

ORGANIZATIONS

Commercial-Industrial Realty Council of New Castle County, Delaware – Wilmington, Delaware

The Committee of 100 – Wilmington, Delaware

References – Available upon request

Contact this candidate