Wealth Management Business Development

William Michael Guthrie, CFA, CMT

Austin, TX **********@*****.*** 205-***-****

www.linkedin.com/in/william-m-guthrie-cfa-cmt-aba50910

Senior Wealth Management Executive

Capital Markets Investment Strategies Business Development Operational Efficiency Sales Strategy

Strategic and growth-focused finance executive with wide experience in operations, investments, and service structures for wealth management practices from top financial institutions. Broad investment management background managing high-net-worth and institutional clients.

Transformational leader who articulates vision, exceeds revenue targets, and surpasses client expectations. Builds a strong sales culture, establishing proactive service standards and cultivating trusting relationships. Skilled at developing and leading high-performance teams in the wealth management space.

C-suite partner who has managed and worked collaboratively with Chief Fiduciary Officer, Chief Investment Officer, regional managers, financial advisors, portfolio managers, trust officers, and administrative staff.

Selected Leadership Contributions:

Headed Wealth Management practice at Northwest Bancorp comprised of Trust, Registered Investment Advisory (RIA), Brokerage, and Oil & Gas business lines, growing combined business revenue at 17% (CAGR) increase.

Turned around low-performing market from bottom-of-the-pack of eight markets to #2 with 150% increase in revenue. Closed largest new business account with assets of $275MM by partnering with corporate banking.

Eliminated 400+ courtesy consult accounts mitigating compliance and fiduciary risk.

Controlled fee discounting, increasing fee revenue from 40bps to 70bps for National City Bank’s Charitable & Endowment (C&E) business in Cleveland.

Improved account compliance and controls by implementing a rigorous Regulation 9 peer-review process.

Exceeded new revenue target by 315% and total revenue plan by 125% for Cleveland C&E business.

Areas of Expertise:

Leadership Executive Collaboration Wealth Management Portfolio Management Asset Allocation Strategic Planning

Strategic Financial Management Banking Compliance & Risk Management Mutual Funds Trading Valuation P&L

Team Building & Development Coaching & Mentoring Profitability Negotiation Success Metrics Honesty & Integrity

Professional History

Chief Compliance Officer (CCO) & Managing Partner 2021 – 2021

Skyline Wealth Management, LLC

Headed wealth management practice for start-up company providing professional asset management services to high-net-worth clients. Oversaw investment management, tax / retirement planning, private equity and private lending facilities.

Senior Vice President & Regional Manager 2018 – 2020

Wells Fargo Private Bank Princeton, NJ

Charged with generating $1MM (2019 – 2020) in new annual fee revenue. Oversaw Summit, Princeton, Red Bank & Paramus markets with $5B in assets, directing a team of 15 investment strategists and fiduciary advisors. Led team in areas of investment management, trust and estate services, fee-based financial planning, and other specialized services, including legacy planning, real estate asset management, philanthropic and business advisory services. Leveraged business partnerships to influence business success.

Exceeded annual team goal with $1MM+ in new annual revenue.

Senior Executive & Head of Wealth Management 2012 – 2017

Northwest Bancorp Inc. Warren, PA

Hired by $10B retail banking, trust services, and asset management company to grow the Wealth Management business and increase revenue and profitability. Headed Brokerage, Trust, RIA and Oil & Gas business lines. Directed six client teams and 80 staff, including regional managers, CIO and CFO. Restructured revenue goals. Communicated with regional managers to review pipelines, recent successes, and any problem accounts / issues with employees on the front line.

Grew combined business revenue at 17% CAGR over four years by refocusing team on higher profitability while positioning the client where they are best served based on their goals.

Increased profitability, recurring revenue, retention, and cross-sell across the bank. Drove two-tier business development strategy by clearly defining target markets, building service structures, restructuring sales teams, and elevating transaction-based brokerage to recurring revenue, relationship-based business.

Senior Vice President – Director of Endowments & Foundations (E&F), Institutional Banking 2011 – 2012

Regions Bank Birmingham, AL

Recruited by $145B corporation to provide national leadership for Institutional and Personal Trust for Endowments & Foundations business line. Charged with increasing penetration of not-for-profit within the Private Client Group leading to cross-sell and COI development. Consulted with private foundations and not-for-profit organizations providing charitable planning, gifting strategies, and investment / spending policy guidance.

Closed more business and increased retention by aligning clients to the most appropriate Line of Business (LOB). Transformed corporate culture by establishing rules of engagement and criteria for LOB.

Senior Vice President, Director of Charitable & Endowment Services (C&E) 2007 – 2009

National City Bank Cleveland, OH; Indianapolis, IN

Promoted by $150B full-service bank to head Endowments & Foundations for Private Client Group in Cleveland (25+ reports). Promoted to SVP, Market Executive (2002 – 2007), heading six client management teams in Indiana (45+ reports). Hired as Senior Investment Officer (2002 – 2007) to head Investment within Indiana, leading 12 portfolio managers. Managed portfolio managers and trust officers focused on NFP markets. Presented to boards for new business opportunities. Chaired Regional Trust Investment Committee and served on Sterling’s Investment Committee & Private Real Estate Fund Advisory Board.

Introduced back-office sub-accounting system, increasing efficiency and lowering cost to bank.

Earlier Roles

Portfolio Manager, BNY Mellon

Senior Credit Analyst/Underwriter Institutional Banking, BNY Mellon

Investment Broker, A.G. Edwards & Sons

Education and Certifications

Master of Business Administration (MBA), Finance & International Business, Duquesne University, Pittsburgh, PA

Master of Science (MS), Tax Law, Duquesne University School of Law, Pittsburgh, PA

Bachelor of Science (BS), Pure Mathematics, University of Pittsburgh, Pittsburgh, PA

Corporate Credit Training Program, BNY Mellon Corporation

Chartered Financial Analyst (CFA)

Chartered Market Technician (CMT)

Certified Financial Planner (CFP)

Certified Trust and Financial Advisor (CTFA)

Board Memberships & Affiliations

Warren County YMCA Board Indianapolis Humane Society Board Market Technicians Association (MTA) Board

CFP Board of Professional Review CFA Institute Advisory Board Committee

CFA Institute Financial Planning Association (FPA) Market Technicians Association (MTA)

Contact this candidate