Sales Management

Paul A. Tobias, AAP, CCM 517-***-****

***** ******** **, ****, ** 42027 ************@*****.***

Professional Profile

• 17 years experience exceeding and far exceeding sales goals in treasury management services

• Consistently cultivated new commercial deposits despite market conditions

• Communicate effectively at all levels of an organization • Proven ability to persuade customers to leave current financial institution relationship

• Resourceful, in Process Analysis and Problem solving skills

• Strong analytical skills coupled with a systemic approach to problem solving

Professional Experience

Paducah Bank and Trust Co., Paducah, KY

July, 2010 to November, 2011

VP, Director of Operations

Achievements:

• Implemented and launched new credit card product

• Directed implementation of ACH management and risk mitigation system

• Successfully solved personnel issues and improved worker productivity

• Performed major overhaul of risk policies and procedures in the areas of internet banking, ACH, remote deposit capture and wire processing

Responsibilities:

• Manage 30+ people over four departments with five direct reports.

• Appointed as voting member of IT and Compliance committees

• Managed vendor relationships and department budgets

• Trained other departments on new policies and procedures

Cash Management Strategies, LLC, Parma, MI

March, 2009 to June, 2010

Consultant

Achievements:

• Increased the number of RDC clients 300% in 6 months at de-novo community bank.

• Launched commercial sales campaign with immediate sales results at mid-sized credit union

• Trained staff on treasury management products

• Succeeded in Income enhancement programs to improve profitability

Responsibilities:

• Coordinated sales calls and strategy for new business

• Create policies and system procedures for new products

• Liaison between senior management and vendors

• Assessed operational deficiencies and make recommendations

• Coordinated implementation of key software solutions between staff and vendors

TCF National Bank

April, 2000 to March, 2009

Vice President, Cash Management Sales Officer

Achievements:

• Grew deposit portfolio from approximately $20 million to $40 million during my stay at TCF Bank, second largest portfolio at TCF

• Lead all regions in sales of new remote deposit capture product

• Averaged $75,000 in new fee income annually

• Maintained 100% client retention of factors I controlled

Responsibilities:

• Developed and enhanced existing commercial relationships

• Drove the development of new business relationship

• Sold cash management products with branch and commercial lenders

Citizens Bank, Jackson, MI

December, 1995 to March, 2000

Cash Management Officer

Achievements:

• Managed deposit portfolio of approximately 75 commercial relationships and grew to over 100 in last two years with deposit balances at approximately $100 million

• Enhanced merchant banking program from a unprofitable product to annual revenue over $100,000 annually with City Bank and Trust

• Called on the largest geographical area for Citizens Bank and increased sales enough to justify the hiring of two new cash management sales officers

Responsibilities:

• Developed and launch new cash management products

• Developed new non-lending business relationships

• Sold cash management products with Branch and Commercial lenders

ADP Network Services, Ann Arbor, MI

January, 1993 to December, 1995

TSS Project Leader

Achievements:

• Launched new product systems in over 20 commercial banks

• Created and delivered new training material to clients on site

• Lead division in development and delivery of new product line

Responsibilities:

• Train bank operations staff on system processes

• Implement systems for new clients

• Provide daily systems support

• Perform Alpha and Beta testing support for upgrades and new products

• Deliver industry knowledge to system developers to better meet client needs

Peoples State Bank, St. Joseph, MI

September, 1991 to December, 1993

Commercial Services Officer

Achievements:

• Increased Deposit portfolio 10% during a time when the rest of the bank had a net loss in deposits

• Developed, implemented and sold new cash management products

• Lead the bank’s calling program in one of its most profitable years

• Created and monitored bank wide client calling program

Responsibilities:

• Trained all relationship managers on cash management products

• Installed new products for commercial clients and provided onsite training

• Created and launched marketing material for cash management products

• Lead bank wide calling program including planning monthly sales meetings

ADP Network Services, Ann Arbor, MI

June, 1983 to August, 1991

Technical Support Specialist

Achievements:

• Developed and launched productivity incentive program

• Provided day to day client support to over 30 Regional and National Banks

• Supported most profitable sales region

Responsibilities:

• Supported Sales Representatives with technical information

• Implemented systems for new clients

• Provided day to day client support to over 30 Regional and National Banks

• Performed Alpha and Beta testing support for upgrades and new products

• Directed report of 25 data entry clerks.

Education

Eastern Michigan University, Ypsilanti, MI

Bachelor’s of Business Administration - Accounting

Walsh College, Troy, MI

Masters of Science in Finance

1989 Certified Cash Manager, Association of Financial Professionals

2000 Accredited ACH Professional, NACHA

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