B*B business development professional with outstanding sales and relationship development skills and a proven ability to drive and sustain revenues through broad-based competencies in the following areas:
Commercial Lending, including SBA Loans
Deepening Share of Wallet
ROI Forecasting & Measurement
SPIN Consultative Selling
Prospecting and Canvassing
Database Mining & Marketing
U.S. BANK DENVER, COLORADO 2018-PRESENT
Business Banking Officer
Responsible for building and developing relationships with business banking customers by actively engaging in outside and inside sales activities, including networking, partnering and prospecting. Consult with clients and prospects to thoroughly understand their respective business operations and financial needs and partner with internal team members to recommend and provide appropriate products and services, including Commercial Real Estate loans, SBA 504 and 7a loans, Merchant Services, Treasury Management and Deposit Products. Actively and professionally represent U.S. Bank at various public functions to build and deepen relationships with potential and current customers. Prepare loan package and facilitate negotiation of loan structure with applicants, including fees, loan repayment options, and other credit terms.
Consistently surpassed quarterly sales goals and have a current Opportunity Pipeline of $6.5MM in Q1 2020. 20% SBA related.
Developed strong partner relationships within the bank, including Commercial, Emerging Markets, Payments, Wealth Management and Treasury Management resulting in $15MM+ internal referral opportunities.
Created U.S. Bank strategic Center of Influence Network (www.COINDenver.com) consisting of professionals in the legal, commercial real estate, commercial insurance and accounting fields as well as internal partners. COIN has proven to be an effective internal and external lead referral strategy.
ALTERNATIVE FUNDING PARTNERS & COMMERCIAL LOAN BROKER INSTITUTE DENVER, COLORADO 2014-2018
Director, Business Development and Franchise Training Sales
Co-founded and developed and implemented company business plan and directed all marketing, sales and business development efforts, including personal selling, email marketing automation campaigns, digital marketing and training and management of Business Development Officers.
Secured significant commercial funding opportunities, including SBA deals, by developing and implementing strategic marketing automation and sales plans target at key Center of Influence groups (bankers, accountants and attorneys).
Provided content for www.alternativefundingpartners.com and www.commerrcialloanbrokerinstitute.com websites and created www.coindenver.com exclusive networking group.
Surpassed aggressive start-up sales goals, resulting in #3 market share in broker training space and $900K in revenue.
Successfully recruited, trained, managed and mentored more than 50 paid broker trainees.
Wells Fargo BANK DENVER, COLORADO 1995 – 2014
Vice-President, Regional Marketing & Sales
Managed strategic planning, marketing, sales and promotion of all consumer and business products designed to create significant differentiation. Formulated strategic marketing, sales plans, strategies and tactics comprised of print, radio and television advertising, merchandising, direct mail and sponsorships. Developed database driven (MCIF) analysis and reporting capabilities. Managed and directed agencies, vendors and a team of seven. Managed Bank at Work group sales and marketing programs. Conducted on-going competitive analysis and made pricing recommendations to corporate and local markets. Traveled extensively to consult and advise on sales planning, strategies and tactics to a branch network of 200+ locations. Managed budget of $3Million. Member of Senior Management team and ALCO Committee.
Created and launched Wells Fargo Packs checking bundles, increasing the percent of new customers purchasing 4 or more products from 12% to 86% and cross-sell to new from 1.8 products to 4.5. Packs are now the company standard and continue to provide Wells Fargo with more than $1 Billion in incremental annual revenue.
Strategically repositioned Bank at Work program as an employee benefit and introduced group sales concept, increasing checking acquisition from 5% to more than 25% of all consumer checking accounts from this program. Results led to the establishment of a nationwide Bank at Work program.
Created and executed Wells Fargo Link loyalty program providing customers with exclusive, instant savings opportunities when paying with Wells Fargo plastic at more than 1,400 Wells Fargo business customer locations. This first of its kind Merchant Funded Rewards Program proved to be an effective consumer and business customer acquisition, retention and profitability tool.
Developed partnership with Copper Mountain and Winter Park ski resorts to provide new College Checking customers with 2 for 1 annual ski pass sales promotion offer. In year one, 500 new College Checking accounts were opened as a result. Now in Year ten, 6,000 + new College Checking Accounts are opened annually. $2.5 Million in pass value is provided to Wells Fargo each year at nominal cost.
Successfully opened multiple DeNovo’s via customized local marketing, sales, advertising, promotions and event marketing that consistently beat company breakeven targets and timelines. Many program elements have been implemented company wide.
Successfully negotiated and uniquely leveraged branch/market level and major sponsorships including Colorado Rockies major league baseball team, Air Force Academy, Colorado College, University of Colorado, University of Denver, University of Wyoming, Infinity Park and the Wells Fargo Theatre. Rockies sponsorship negotiated at 30% at what a competitor paid in prior years and still includes exclusive Wells Fargo Club Level branding and 2:1 Club Level ticket offer for customers. Wells Fargo Theatre sponsorship negotiated for trade - a $250,000 annual value.
Regional Transportation District (RTD) DENVER, COLORADO 1992 – 1995
Marketing and Sales Manager
Managed the marketing, sales and servicing of consumer and corporate products, including print, radio and television advertising, direct mail and telesales campaigns. Managed budget, agencies and team members.
Repositioned existing product line, developed a sales culture and created two new products, increasing annual revenue by 30%+.
Developed industries first Frequent Rider loyalty rewards program and Corporate Clean-Air Awards program.
University of Denver Graduate School of Business I DENVER, COLORADO
Master of Business Administration, Marketing
Manhattan College I RIVERDALE, NEW YORK
Bachelor of Science, Marketing/Finance