PROFILE
Successful Retail Banking and Marketing Executive with strong domestic and international experience. Visionary thinker with a strong aptitude for the recognition and application of best practices and the development and implementation of strategies that grow revenues, volume, market share and profitable business. Recognized for the ability to drive business growth through excellence in communication and quality of performance in today’s business environment of rapid change, competitive markets, and limited resources.
• New Business/Market Development • Multi-Media Advertising Campaigns • Project Management
• Strategic/Tactical Marketing • Organizational Leadership • Sales Training
PROFESSIONAL EXPERIENCE
DNB First, Downingtown, PA 2003-2006
The oldest bank in Chester County with 12 offices in Chester and Delaware Counties.
Executive Vice President, Retail Banking and Marketing (2004-2006)
Directed all aspects of Retail Banking activities, marketing, product development and the Call Center.
• Grew deposits over 23% in two years while maintaining margins in a difficult competitive environment.
• Opened two new branches and achieved over $10 million in deposits within one month of opening.
• Developed a strategic branching plan. Identified, analyzed and negotiated additional branch sites.
• Responsible for record non deposit product sales.
• Started the bank’s first Call Center. Introduced a call routing system. Developed management reports.
• Improved the quality of service delivery by hiring over 20 new staff.
• Improved “Mystery Shop” score to over 90%.
• Developed and implemented an internal sales process to include all branch personnel, including sales huddles, new account follow up, list management, product knowledge and coaching.
• Developed and implemented a calling plan to focus on top customers, prospects and centers of influence.
Senior Vice President, Retail Banking and Marketing (2003-2004)
Responsible for Retail Banking and Marketing.
• Directed all aspects of the name change of Downingtown National Bank to DNB First, including focus group research, signage, advertising, public relations and internal communications.
• Developed a competitive consumer and small business product line.
• Directed the licensing of staff in all branches for the sales of insurance and mutual funds.
• Redesigned the bank’s website to make it make it consistent with other advertising messages as well as to improve customer navigation.
• Reorganized branch management into sales and service functions.
FIRSTRUST BANK, Conshohocken, PA 1995-2003
A private family owned bank established in 1934, Firstrust has 25 offices located throughout the Delaware Valley, Lehigh Valley, and Southern New Jersey.
Senior Vice President, Marketing (2001-2003)
Business responsibility for all advertising, public relations, promotions, pricing, commercial and retail product development and management of all securities and insurance programs. Staff responsibility for 8.
• Directed the strategy and development schedule for the introduction of cash management products including positive pay, image lockbox, and account analysis. Immediate response was significant growth in new clients and fee income including securing as a client one of the area’s largest real estate investment trust firms.
• Developed a Channel Strategy to maximize capital, staff and resources.
• Strategically re-priced deposit products and services to improve margins and fee income while increasing deposits in a falling rate environment. Core and business deposits achieved significant growth and cost of deposits decreased to less than 1.50% for 2002-2003.
• Developed a record-breaking consumer loan promotional campaign in combination with an innovative pricing strategy that resulted in over $50M in applications in 3 days.
• Licensed and trained 50 branch staff to sell annuities, 15 to sell mutual funds, and additional staff to sell health products.
Vice President, Marketing (1995-2001)
Business responsibilities for the Marketing function of a growing privately held bank.
• Negotiated and maximized high profile sponsorships to improve brand image including: Philadelphia Eagles, City Year, Muscular Dystrophy, March of Dimes, and AOL.
• Directed an insurance/investment program to record revenues of more than $600K in 1999-2000 – an increase of 100%.
• Devised a strategic branch plan by modeling the entire market area to acquire and expand in key locations.
SAUDI HOLLANDI BANK, Riyadh, Saudi Arabia 1991-1994
A joint venture of ABN AMRO, Saudi Hollandi Bank is the oldest and most prominent bank in Saudi Arabia.
Regional Manager and Marketing Director
Managed all business segments for 14 branches in the Central Region of Saudi Arabia. Additional responsibilities included marketing, communications, and product development at the Corporate level for 35 branches of the Saudi Hollandi Bank, the oldest and most prestigious bank in the Kingdom.
• Designed the bank’s first Product Development Process. Delivered and reinforced the bank’s first product knowledge and selling skills training curricula to over 300 staff members introducing the concepts of profiling and cross selling.
• Formulated and executed the first multi-million dollar, multi-media advertising campaign.
• Initiated a corporate identity program, graphic standards, new signage, and remodeled premises capitalizing on the history/prestige of the bank combined with an emphasis on modern products and technology.
MELLON BANK, Philadelphia, PA 1989-1991
Founded in 1869, Mellon Financial Corporation is a global financial services company.
First Vice President and Director of Marketing
Business responsibilities included marketing, advertising, sales, and sales/telephone banking. Managed the PSFS conversion communications effort as well as the $5.5M exterior signage project.
• Directed a comprehensive product and sales training curricula for over 4,000 “students”.
• Designed/directed 2 deposit promotions resulted in nearly $600M in new certificates and 2 record breaking home equity loan campaigns resulting in $165M in new loans during adverse market conditions.
OLD KENT BANK, Grand Rapids, MI 1987-1989
Acquired by Fifth Third Bancorp in 2001, Old Kent Bank was an $8B holding company with a $6B trust department.
Senior Vice President, Marketing
Business responsibilities included communications, product management, management information systems, research, and affiliate bank marketing. Reorganized and hired a department of 23. Successfully introduced promotions including one that generated over $135M in deposits and was modeled nationwide. Generated a 40% increase in auto loans through a promotion in a declining market.
SEARS SAVINGS BANK, Glendale, CA 1982-1987
Formerly a division of Sears Financial Network, Sears Savings Bank had 125 branches throughout California.
Vice President, Marketing
Business responsibilities included advertising, public relations, product management, market research, and telemarketing. Coordinated marketing efforts with Sears, Dean Witter, Allstate, and Coldwell Banker. Directed the company’s initial telemarketing effort and contributed in the preliminary analysis of the Discover Card.
MCCULLOCH CORPORATION, Los Angeles, CA 1979-1982
McCulloch was a wholly owned subsidiary of Black & Decker and a leading manufacturer of lawn and garden equipment
Director, Advertising and Public Relations and Director/Manager of New Product Development
A series of progressive assignments supervising the strategic planning effort and coordination for new product development worldwide. Directed the entire advertising and public relations effort, two agencies and the print shop department.
LAURA SCUDDER’S, Anaheim, CA 1977-1979
A subsidiary of Pet, Inc. and a manufacturer of snack foods and natural peanut butter in North America.
Product Manager
NATIONAL PET FOOD CORPORATION, Long Beach, CA 1976-1977
A national manufacturer of dog foods and subsidiary of National Can.
Assistant Product Manager
EDUCATION
NASD Series 7 and 63 Licenses 1996
Life, Health, and Property & Casualty Licenses 1996
Adjunct Lecturer, MBA Program, California State University, Long Beach, CA 1979
MBA, Management Decision Systems, University of Southern California, Los Angeles, CA 1976
BA, Magna Cum Laude, Marketing and Economics, California State University, Fullerton, CA 1975 |
