Commercial Banking Relationship Manager

Luis-Ernesto Clavijo 703-***-**** ***********.***@*****.***

PROFESSIONAL EXPERIENCE

Founder, President, Capitol Advisory Group 2025 - Present

Single member LLC focused on project finance and management consultancy. Advising private capital, family offices, institutional investors and municipalities. Responsible for deal origination and structuring.

VP, Senior Commercial Banking Manager, TD Bank 2022- 2025

Building and managing a portfolio of CRE and C&I clients that includes owner-occupied commercial mortgages, M&A transactions/debt financing/working capital for commercial clients, government contractors, professional services firms and health-care entities. Within 5 months of hire, was among the top 3 bankers in production in the Mid-Atlantic region and #1 in deposits collected. Finished 2024 with $38MM in funded loans and $57MM in collected deposits. Responsible for organizing go-to-market strategy for law firms, business owners and associations. Co-leading the group working to optimize CRM and workflow processes.

VP, Manager of Commercial Banking, Sandy Spring Bank 2021- 2022

Commercial lender focused on CRE and health-care focused clients. Led DC region in production for over a year. 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- 2020

Responsible for growing the bank’s market-share in the Washington DC-area market. Primarily focusing on opportunities with businesses with revenues in the $25MM-$250MM segments. Averaging $35MM annually in funded loan production and $30MM in deposit growth. 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 loan and deposit goals. 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. A member of Capital One’s Executive Committee for the Employee Business Resource Groups and 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 mix of clients. Full relationship manager responsibility. Using network of contacts and clients created opportunities to exceed goals 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 mid-market C&I and CRE clients. Responsible for the full scope of onboarding clients, from the initial meeting to analyzing the financials, underwriting 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 $38MM+ 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. 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 less than .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 and policy team on motions and briefs involving employment discrimination. Aided attorneys in discovery phase of trial preparation by drafting interrogatories.

Fellow, Marshall-Brennan Fellowship 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.

EDUCATION

George Mason University 1996-1999, Bachelors

American University Washington College of Law 1999-2002, Juris Doctor

Board member and past chairman– Metro DC Hispanic Contractors Association

Board Member – Becky’s Fund

Board Member – DC Affordable Law Firm

Board member – Latino Executive Network

Board member and Treasurer- American University Law School Alumni Association

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

Marathon and triathlon competitor.

Fluent Spanish speaker

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