Luis-Ernesto Clavijo 703-***-**** ad01mw@r.postjobfree.com

PROFESSIONAL EXPERIENCE

VP, Senior Manager, TD Bank 2023- Present

Providing financial services and leading business development for CRE, C&I, legal and health-care focused clients. Responsible for organizing strategy between the bank's foundation, marketing department and banking unit for the Washington DC-region. Co-leading the group working to optimize our CRM and workflow processes and systems.

VP, Manager of Commercial Banking, Sandy Spring Bank 2021- 2023

Commercial lender focused on CRE, C&I, legal and health-care focused clients. In 2022, already closed $17MM in loans and brought in $16MM in deposits. Part of leadership for the bank’s inaugural dedicated construction lending group that handles debt finance, development financing, bonding, equipment lending and various related services. Helping to grow the healthcare lending division. Part of the pilot group to vet and implement a new and more robust lending platform. Working to grow Spanish-language services and materials.

VP, Manager of Commercial & Business Banking, First Citizens Bank 2017- 2021

Responsible for growing and diversifying the bank’s market-share in the Washington DC-area market. Along with personal production goals, directly manage 2 relationship managers. Ensured bankers met target goals and pursued relevant opportunities. Both direct reports have met or exceeded goals. Primarily focusing on opportunities with businesses with revenues in the $2MM-$50MM segments. Working with Executive Management to streamline credit underwriting workflow and develop a more robust CRM system. Improved and developed processes and communication between portfolio managers, lenders, retail operations and executive management to better utilize resources to win new business and service existing clients. Coordinated ongoing industry-specific events to improve visibility among competitors and create targeted business development opportunities. Exceeded loan and deposit goals. Grew an initial 4-client portfolio to 42 within less than 3 years. Grew a diverse client portfolio of healthcare, not-for-profit, legal, contractors, associations and commercial real estate clients.

VP, Business Banking Relationship Manager, Capital One Bank 2015- 2017

Grew existing portfolio by leveraging past client relationships, board memberships and activity in the DC-Metro market. Worked with external corporate and non-profit contacts to increase bank market share and brand awareness. Annually, exceeded $15MM in new loans and $5MM in deposits. Initiated effort within business banking to coordinate various lines of business within the organization to create a better client experience and differentiate Capital One from competitors. One of 3 lead members of working group to develop improved analytics to track and optimize business development process and relationship banker research tools. A member of Capital One’s Executive Committee for the Employee Business Resource Groups, organized events, worked closely with bank leadership, and was responsible for enterprise-wide communications across the organization for employee resource groups. Partnered with the Executive VP of External Affairs to combine efforts to win new business while helping the organization’s government relations strategy.

VP, Business Banking Relationship Manager, M&T Bank 2013- 2015

Worked with a diverse industry mix of clients and prospects with credit needs in the $1M-$30MM range. Full relationship manager responsibility. Led efforts to vet new CRM systems and was part of pilot and test implementation group for Salesforce. Mentored and coached junior bankers in analyzing financials and improving prospecting opportunities. Used network of contacts, previous clients and created networking opportunities to close over $12MM in less than a year of hire. Grew the bank’s brand by making connections and being active in the community through participation with non-profit boards, chamber of commerce activity, Board of Trade and Bar Association events.

VP, Commercial Banking Relationship Manager,The Columbia Bank/Fulton Financial 2012-2013

Working with C&I and CRE clients with revenues of $20MM-$200MM with credit needs in the $5MM-$50MM range, responsible for the full scope of onboarding clients, from the initial meeting with the client to analyzing the financials to closing. Assisting the bank in growing their Northern Virginia, Montgomery County and Washington DC market share through developing centers of influence and growing a trusted network of business owners. Working with executive management to more effectively use the branch network to enhance the brand and promote efficient communication to address possible lending needs. Quickly ramped up production as a leading lender by opening up $18MM+ in new approved and funded loans in 5 months and was a President’s Council award nominee.

AVP, Business Banking Relationship Manager, BB&T 2008 – 2012

Attended the BB&T Lenders Academy in North Carolina, learned how to underwrite and manage risk. Began in a commercial underwriting and servicing role at the K street commercial office and moved to the regional headquarters in Falls Church, Virginia. From 2010 to 2012 led the entire bank network in new production in the small business department. Averaged $6MM in new loans/quarter, serviced own renewals, while managing a portfolio of 200 clients. Supported the bank’s CCAR regulatory exam assisting portfolio managers from the Washington DC office. Following the tests, led development efforts to improve processes to better capture information and be able to accurately complete the exam with fewer employees on future rounds. Managed a loan portfolio that consists of both commercial real estate and commercial and industrial loans. Focused on generating revenue through deposit and non-interest income streams and reduced past-dues & non-accruals to <.50%.

Senior Associate, Burson Marsteller 2006 – 2008

Responsible for a wide range of client accounts including the award-winning United States Treasury’s "New Color of Money” global public awareness program. This included managing the fulfillment of the nearly $40 million U.S. Treasury program including domestic and international outreach to 49 countries regarding currency redesign and anti-counterfeit initiatives. Other projects included working with Ford Motor Company’s communications leadership to develop grassroots activities aimed at creating more personal experiences with the brand. Pitched media outlets for Ford-sponsored events and provided outreach to diverse communities. Forged relationships with advocates to push the Ford message to the public. Responsible for healthcare clients including UnitedHealth Group and Amgen, an international biotechnology company. Duties for these accounts included managing field operations to mobilizing various constituencies including local, state and federal legislators. Leveraged relationships and legal experience to spearhead winning business development pitches in the financial, healthcare and manufacturing sectors.

Civil Litigation Associate, Leibowitz, Band & Jezic 2003 – 2006

Worked with the managing partner on five terrorism cases and an international corporate business case that was litigated in Federal District Court in Greenbelt Maryland. Responsible for coordinating research, helped prepare witnesses for trial and prepared various court pleadings and motions. Assisted on 2 medical malpractice cases, with responsibilities ranging from preparing interrogatories, requesting production of documents, to communicating with opposing counsel and filing the appropriate documents with the court. Lead researcher on cases going to litigation. Drafted suits for trial and participated in all levels of discovery.

Associate, Hansen and Christ, P.C. 2002 - 2003

Assisted in the litigation of a federal murder case. Researched and wrote memos on statutory and regulatory issues, including proper juror removal and the interstate commerce component in the RICO statute. Helped principal partner in factual investigations.

Law Clerk, Department of Justice Office of Special Counsel 2001 - 2002

Employed in the Office of Special Counsel for Immigration-Related Unfair Employment Practices. Researched continuing violation theories to effectively prosecute pattern and practice violations. Created and was part of the implementation of new processes to improve interagency work and collaboration. Responsible for tracking relevant federal labor and employment regulations to ensure the Office was adhering to these standards. Worked with Special Counsel John Trasvina and policy team on motions and briefs involving employment discrimination. Aided attorneys in discovery phase of trial preparation by drafting interrogatories.

Marshall-Brennan Fellow 2001 - 2001

One of 35 students awarded a selective fellowship to teach a specially designed Constitutional law class to District of Columbia and Montgomery County public high schools. Wrote lesson plans, composed and graded exams, and taught a class at Francis Cardozo High School in the District of Columbia.

Law Clerk, Department of Housing and Urban Development 2000 - 2000

Worked for the Office of Fair Housing and Equal Opportunity. Coordinated the first Environmental Justice case the Office received involving five other Federal Agencies. Reviewed the complaint along with related documents to produce a final investigative report used by the other agencies to guide their investigations. Researched novel occupancy issues involving pregnant women and minors, as well as the latest case and statutory law on the use of testers in discovering housing discrimination. Responsible for helping review and research case files from field offices to determine if the appropriate legal determinations were made.

Board member and incoming Board Chair– Metro DC Hispanic Contractors Association

Past Advisory Board member – AYUDA

Co-founded scholarship fund for college-bound Hispanic DC-area high school students.

Marathon and triathlon competitor.

Fluent Spanish speaker

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