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Sales Executive

New York City, NY
150k to 250k
February 26, 2020

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William L. Robalino, M.B.A.

*** ******* ***, ****** ****, NJ 07307


Professional Experience

Council for Aid to Education (CAE), New York NY Jan 2019 – Oct 2019

Interim Chief Financial Officer / Head of Business Development

Lead a team of four people with respect to business development and all internal / external financial matters. Business development is focused on four verticals: Education, Districts, Corporate and International Higher Education.

Drove the strategic restructuring of CAE into four business units which provided a clearer vision, improved messaging to potential clients and allowed for better financial and business discussions on how to grow each business unit and CAE as a whole.

Initiated and drove expenses down by over $300k through various vendor contract renegotiations (Data Provider, Healthcare, IT Managed Service Provider, Various Insurance Policies: E&O, D&O, etc., WIFI providers Airlines, and Hotels).

Developed and maintain a 3-year budget plan along with a flexible forecasting model that allows us to quickly change drivers to better forecast future revenue and expenses, allowing our team to have proactive strategic discussions.

Developed a new cash-flow model to better manage cash on a weekly / monthly basis reducing the need to use our line of credit and growing our cash balance from $50k to over $500k in 9 months.

Reduced the number of days receivables and payables are outstanding from 60+ days to 30+ days. Developed aging reports in QuickBooks to allow us to review A/P and receivables on a bi-weekly basis.

Set up a new high interest saving and escrow accounts that generated additional interest income of over 200bps per year. As a result of better cash management, vigilance on expenses and increased sales we have improved our cash balance which has allowed us to generate net interest income of $5k vs. last year’s interest expense of ($20k).

Redesigned QuickBooks to account PnL by Project for one of our reporting lines rather than just by the Line of Business. This has provided additional transparency into project profitability and driven strategic discussions with clients and vendors.

Developed new marketing collateral by business that has enabled our sales team to have better conversations with prospective clients and drove the number of RFPs and sales opportunities up by over 300% and new sales of $200k.

Currently leading the re-construction of our website to modernize and provide search engine optimization (SEO) in order to attract and earn additional new business and provide value add information to our existing clients.

Self-initiated and drove a six-month strategic goal to modernize CAE’s IT infrastructure, software and hardware. Key highlights were moving everyone to Windows 10 Pro, upgrading from towers to laptops, giving people multiple screens, migrating to office 365 along with moving all our servers to the Azure Cloud and going handset free. The changes allowed CAE to be a more efficient, mobile, virtual and modern organization that also saved us close to $30k in technology support and server storage space.

Lead various Human Resources initiatives related to benefits, insurance, family care and sexual harassment training.

Vaco, New York NY May 2017 – Sept 2018

Managing Director, Business Development

Led business development for VACO’s consulting practice with a focus on the financial service industry.

Led a performance enhancement project to provide transparent reporting on various Key Performance Indicators (KPIs). The project has led to an increase in engagements won from 8% to 14%.

Provided clients with subject matter expertise to address client challenges on various need to complete projects.

Partnered with recruiting team members to identify the correct talent for various client needs, leading to over $1.0mm in gross revenue.

Prudential, Newark NJ Mar 2015 – Apr 2017

Vice President, Finance Annuities

Led a team with a focus on North America with core responsibility on all non-banking Significant Important Financial Institution (SIFI) regulatory reporting and ad-hoc Federal Reserve and other regulatory requests.

Led the development of the 2016 Resolution Plan to the Federal Reserve.

Collaborated with Treasury, Actuary and Accounting Policy to drive capital reducing projects, saving over $3.0 billion in capital.

Developed Key Performance Indictors (KPI) to enhance the transition of various reporting functions to a central function and reduced redundancies and improved delivery of information over a six-month period.

BNY Mellon, New York NY Mar 2013 – Mar 2015

Managing Director – Global Markets CFO

Developed, directed and implemented the division’s global strategy of developing a client focused investment bank; covering Investment Banking and Capital Market services across EMEA, APAC and the America. Led, managed and developed a global team of 6 people responsible for the implementation of a three-year budget.

Prepared quarterly forecasting results and led strategic planning sessions for business growth, leveraging forecast data.

Prepared and delivered monthly financial analysis by line of business globally; comparing revenues and expenses to budget, prior month and prior year results for senior management and heads of businesses.

Ensured Sarbanes Oxley compliance based on control documentation developed, reviewed and tested for quarterly standing instructions and monthly financial reporting.

Provided analysis on balance sheet, risk weighted assets, turnover ratios, supplemental leverage ratio, sales people to sales revenue, number of deals and volume information to help management understand the health and performance of the Global Market businesses.

Contributed to the development of a capital plan based on the strategic direction the Global Market leadership has set for the business.

Led discussions and provide updates on all projects critical to the development of the Global Markets franchise.

Implemented best practices to streamline and standardize, sales, product and business presentations, reducing redundancies.

UBS, Stamford CT Apr 2007 – Mar 2013

Executive Director, LATAM / North America Rates, F/X & Commodity CFO

Lead the controller’s functions as a guardian of the firm’s assets through supervisory control oversight, accurate global financial reporting and strategic business unit partnering, leveraging best practices in, management, accounting and regulatory requirements.

Hired, developed, and managed a team of 28 people on-shore and 8 additional people off-shored in India, responsible for controlling all aspects for the interest rate, foreign exchange and commodity business units.

Acted as an interface with regulatory agencies in facilitating product inquiries and formal audits. Agencies include SEC, FED, FSA, FINMA and FINRA. Successfully demonstrated a robust control framework allowing UBS to on-board various option products generating over $100M in new client revenues.

Strategically partnered with our Wealth Management franchise to help penetrate the high net worth segment of the Hispanic community, assisting in hiring several new financial advisors and introducing the firm to new high net worth clients.

Provided direction, guidelines and policy for long term financial indicators, influence the focus of lead business unit MDs and senior finance managers for balance sheet optimization, cost reduction, profitability analysis, new product initiatives, and system enhancements; these efforts generated over $20M in net profit improvements in 2012.

Led various strategic projects to meet new regulatory standards such as OTC to CCP, RWA business analysis at the counterparty level for Basel III and new attestation of daily, weekly and monthly control procedures for the division.

Self-initiated, developed and successfully implemented a process excellence (PEX) project for UBS’s off-shore initiative, netting critical time saves and improved accuracy. Further, instituted this project globally across the finance division.

MERRILL LYNCH, New York, NY Nov 2006 – Mar 2007

Director, Equity Derivatives Controller

Developed controls to the revenue and position reconciliation process, significantly reducing cash breaks by 50% and risk weighted exposures by $600M. Managed and retrained a team of 15, covered: single stock, index, exotics, convertibles, Latin America equity swaps and options.

Developed the group’s first SOX template and led a successful walk-through of the final submission to external auditors.

Reengineered month-end processes to add transparency on revenue variances (dividends, commissions, mark to market, cash, transfer pricing and funding) to management, heads of business and financial control for regulatory FOCUS report.

Redesigned management reporting to provide transparency and improve decision making for revenue by strategy, revenue by client, margin on funding and balance sheet usage; generating over $30M in bottom line net-profits.

Mitigated split hedge risk concerns across various legal entities, saving the firm $160M in regulatory capital.

LEHMAN BROTHERS, New York, NY Jun 1996 – Nov 2006

Vice President, Prime Services Controller 2004 – 2006

Developed accounting and reporting infrastructure for synthetic prime brokerage, structured transaction, statistical arbitrage and yield enhancement functions and built a high performing team to support the business units.

Established the necessary booking framework to properly record and control all structured transaction deals. Partnered with Accounting Policy, Financial Control, Tax, Treasury and Operations to ensure proper booking and accounting of all transactions.

Working knowledge of FIN46, FAS 133/157, EITF 02-03, FAS 109, FAS 52.

Identified and implemented a revenue growth strategy through improved capital management, spread pricing, and expense reduction. The various strategies generated significant capital and balance sheet savings while increasing margins with key clients.

Developed and presented key client metrics for synthetic prime brokerage and statistical arbitrage, highlighting performance by client, balance sheet usage, regulatory capital, cash capital, financing balances and ROA.

Vice President, Accounting Policies / External Reporting 2003 – 2004

Ensured FIN 46 requirements for balance sheet recognition were met by analyzing all special vehicle structures (i.e. CDOs, Real Estate, Mortgages, Funds of Funds, and Structured Transaction).

Reviewed all SPVs and worked in conjunction with numerous businesses (Controllers, Tax, Business Leads, Compliance, and Legal) to restructure SPVs that did not meet the FIN 46 requirements to arrive at off-balance treatment.

Worked and partially wrote Lehman’s 2003 Management Discussion and Analysis section in the Annual Report as well as responsibility for footnotes pertaining to Pensions, Incentive Plans, Securities and Segment Reporting.

Vice President, Liquid Markets Product Controller 2002 – 2003

Led a highly effective global team of 25 people, developed a vision for controls, business partnering and successful implementation of critical control projects, covering interest rate derivatives, sovereign debt, foreign exchange and future.

Partnered with risk management, credit, operations, and technology to strengthen controls and improve business efficiencies and processes as well as implementing new risk models as new products came to market.

Successfully led the roll out of a new global risk management tool and P/L reporting system.

Vice President, Asia Liquid Markets Product Controller 1998 – 2002

Created a new team of 14 employees to control and support the coverage on Asian interest rate derivatives, futures, government and foreign exchange from a risk, P/L, accounting, management reporting and business partnership.

Senior Associate, Structured Credit Derivatives 1996 – 1998

JPMORGAN SECURITIES, New York, NY Jun 1993 – Jun 1996


NYU UNIVERSITY, New York, New York

Executive MBA Concentration in Finance & Organization/Change Management Jan 2004 – Jun 2006


Bachelor of Business Administration Major: Public Accounting - Minor: Political Science 1993 Sept 1989 - May 1993

Awards / Certifications

Awarded 2018 SCIP Advocate of the Year award

Awarded 2012 UBS CFO Leadership award

Awarded NABA’s 2012 President award

Awarded ALPFA’s 2012 Outstanding Service

Featured in Hispanic Executive Magazine for his diversity efforts at UBS and ALPFA:

Earned Lean Six Sigma Green Belt

Earned Series 99 Certification


Serve on the following boards 2016 – Present: Latina in Business, SCIP, Womensphere, Achievement First. Within Achievement First, I also serve on the Facilities Committee that is responsible for purchasing two $30M buildings for future schools.

ALPFA President 2012 – 2015: Led the NY Chapter in becoming the largest Latino business chapter in the nation in terms of members, 3,300, revenues, $400k and Corporate Sponsors 37. I also led a National initiative aimed at increasing our members to 100k in three years. Today, ALPFA is a 100k member organization.

Served on the NY Corporate Advisory Board of National Association of Black Accountants (NABA).

Selected for UBS’ Executive Director Accelerated Program (Key Talent Program, top 5% Globally)

Co-Led UBS’ Investment Bank, Wealth Management and Asset Management Global Finance Diversity Initiative, managing a budget of $80k to raise awareness, enhance business opportunities, expand recruiting and retain talent.

Taught leadership and supervisory control courses to new Directors, Executive Directors and people managers.

Worked extensively with UBS’ Finance Analyst Training Program; recruiting top talent, ensured analysts received training and engaging rotations. Acceptance rates reached a high of 90% in ‘11 and ‘12, from 75% in ‘10.

UBS liaison to SEO, serving as a mentor to interns and structuring business relevant networking sessions for SEO - UBS

Served on the Board of Trustees for St. Peter’s Prep in Jersey City, NJ: from 2006 to 2011.

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