SENIOR MANAGEMENT: SALES AND MARKETING
Retail Banking – Finance – Consumer Products – Wealth Management – Private Banking
Successful senior leader moving quickly from strategy to execution in a wide range of senior leadership roles across retail banking and wealth management. Accomplished sales and operations executive who exceeds revenue goals and improves sales and service results, positively impacting shareholder value. Skilled at identifying and translating the critical drivers of a business unit’s success into individual actionable behaviors that improve performance. M.B.A; Graduate Degree in Retail Banking.
Improved Performance & Sales at 6,000 Retail Locations – Launch of Forward-Thinking Sales Processes - Six Sigma Black Belt Certified – Operational Excellence – M&A Preparation and Integration - Human Resource Management – Strategy Planning and Tactical Execution – Turnaround Situations - Talent Development and Retention – Effective P&L Management – Improved Balance Sheets - Diverse Work Environments – Traditional and Alternative Banking Practices
SELECTED ACCOMPLISHMENTS
* Trusted Relationships. Built strong partnerships with high net worth individuals with assets of $3M+.
* Revenue and Profit Generation. Secured $970M in annual revenues and $360M in net income by spearheading strategy and launch of Bank of America value proposition that Merchant Card Services provides to mass market small business, commercial, and global treasury services.
* Six Sigma Methodologies. Secured $6.8M of pre-tax net income in one year by writing, piloting, and overcoming resistance to successfully launch into 6,000 retail banking centers a National Sales Playbook that unified sales techniques, standardized training programs, and improved sales productivity and quality nationwide – still in use by Bank of America today.
* Sales Process Improvement. Pioneered Loan Solutions, a national mortgage lending process and technology platform that led to a record $3.4B in annual consumer real estate production. Piloted in 200 Bank of America branches (Atlanta) and ultimately rolled out across 5,000 (nationally).
BANK OF AMERICA CORPORATION (1993-2009)
Bank of America Corporation (BOA) based in Charlotte, North Carolina, is one of the largest financial services companies in the US: the largest bank by assets, the largest commercial bank by deposits, and the second largest by market capitalization in the US. BOA serves clients in 150+ countries and has established finance relationships with 99% of the US Fortune 500 companies and 83% of the Fortune Global 500.
Private Banker, US Trust, Senior Vice President – Charlotte, NC (7/2006-November 2009)
Led a team of 12 trusted advisors in delighting our clients by delivering comprehensive financial solutions (both traditional and alternative) to high net worth individuals and families with a minimum of $3M of investable assets. Member of BOFA and Merrill Lynch Merger Team (New York).
* Developed strategies that resulted in 120% of new client acquisition targets. Improved cross-sell and penetration ratios of existing clients by insuring that client contacts are consistent and holistic in meeting the needs of our clients.
* Led new client acquisition and development; managed and expanded existing relationships; and built an external and internal network of contacts to derive business.
* Delivered financial solutions that included private equity, hedge funds, investment management, credit, trust and estate planning, and insurance, to meet the complex needs of Private Banking clients.
* Achieved 110% of client profitability based on the needs and goals of each client relationship.
Strategic Marketing Executive, Senior Vice President – Charlotte, NC (6/2005-6/2006)
Led the development and launch of Merchant Services consumer sales strategy in this national role that impacted 6,000 retail bank locations. Gained buy-in of strategic plan, value proposition, and incentive plan across all locations. Developed internal national marketing campaign that aligned BOFA merchant services goals with retail executives needs.
* Secured $970M in annual revenues, $360M in net income, and achieved 121% YOY revenue growth by defining and launching the value proposition (multi-year strategy) that Merchant Services offered to mass market small business, commercial, and global treasury services.
* Designed and developed integrated strategies and tactics to drive breakthrough initiatives for Bank of America Merchant Services Credit Card Processing.
Sales and Productivity Executive, Senior Vice President – Charlotte, NC (9/2003-6/2005)
In this sales process leadership role, drove systematic cross-training, integration, and unification initiatives across 5,500 retail locations in support of numerous company M&As. Incorporated Six Sigma methodologies and strategies in all aspects of business from sales to operations. Worked with external engineering group to ensure adoption of data driven initiatives through effective marketing and translation of Six Sigma strategies on the commercial, small business, and consumer banking retail level.
* Designed a National Sales Playbook that increased revenue by 115% YOY in the Retail Banking Center channel. Utilized Six Sigma methodologies to reduce variability and deliver a consistent sales, service and customer experience for 5,500 banking center locations.
* Captured $6.8M of pre-tax net income by implementing national sales process improvements.
Consumer Sales Executive, Senior Vice President – Atlanta, GA (1/2002-9/2003)
Promoted to lead strategy planning, program launch, and sales efforts of 350 banking centers and 2,500 associates in the consumer retail bank of BOA. Drove sales and operations for a divisional territory that consisted of nine regions in Georgia and Tennessee. Reported to the President of Consumer Sales.
* Increased annual sales production by 135% YOY; improved the division’s national sales rankings from 11th place to 2nd.
* Pioneered Loan Solutions, a national mortgage lending process that led to a record $3.4B in annual consumer real estate production.
* Interacted with the Chamber of Commerce and Diversity Network in building consumer programs around Hispanic population. We were the first bank to accept identification cards issued by the Mexican Consulate as a valid account opening document. In 18 months, met personal goal of 90% bilingual across all branches.
Consumer Market Executive, Senior Vice President – Atlanta, GA (1/1999-1/2002)
Managed 40 retail banking centers (Traditional and In-Store) and 300 associates in Metro Atlanta. Held complete P&L responsibility for all sales, service, and associate retention, and operations functions.
* Consistently improved P&L performance of $1.4B in deposits, and $200M in loan balances.
* Achieved 150% of balanced scorecard performance.
* Consistently rated the #1 Consumer Market Executive in Georgia and Tennessee in 2000, 2001, and 2002 for outstanding sales, service and operational excellence.
* Reversed negative performance results by clarifying goals, consistently coaching associates, and creating a success oriented environment that focused on rewards and recognition.
* Built a company-wide reputation for promoting and developing associate’s “up-the-ranks.”
Regional Sales and Service Manager, Vice President – Memphis, TN (1/1998-1/1999)
Banking Center Manager, Assistant Vice President – Charleston, SC (1/1993-12/1997)
EDUCATION / CERTIFICATIONS
UNIVERSITY OF VIRGINIA, Graduate School of Retail Bank Management, Charlottesville, VA
Graduate Degree in Retail Banking, affiliated with Consumer Bankers Association, 2003
CALIFORNIA STATE UNIVERSITY, Carson, CA
Master of Business Administration, 6/1992. 3.30
NORTH CAROLINA CENTRAL UNIVERSITY, Durham, NC
Bachelor of Business Administration, 5/1987, 2.8
NASD Series 7 and Series 66, active since April 2006
Certified Six Sigma Black Belt, 2005
Executive Communication Program, Speakeasy, Inc, Atlanta, GA 2002
PROFESSIONAL AFFILIATIONS
Chairperson, Bank of America /Chamber of Commerce United Way; met 125% of goal (2002 and 2003)
Management Advisor to the Team Bank of America Diversity Network (2000-2003)
Board member and Former Treasurer, Atlanta Metropolitan College Foundation, (2001-Present)
Board Member / Secretary, Carolina Concert Association, Arts and Science Council, (2007-2009)
Member, Alpha Phi Alpha Fraternity Inc., (1993-Present)
Member, 100 Black Men of America, Inc., (2001-Present)
Member, Leadership Atlanta, nominated and selected (2001-Present) |
