Manage a team of nine (formerly 13) Relationship Bankers and a Division Manager located in five regional offices in the Western Region/Pacific Region. Led an extremely effective sales team after building this territory of government clients. Initiated proactive marketing strategies to establish the J.P. Morgan brand and value propositions. Defined, developed and managed proscriptive calling strategies and “wedge” product plays utilizing credit, purchasing card and merchant services, then cross-selling a broader product set. Portfolio currently includes 90 relationships (with at least a single product) generating total revenues of $34MM.

Led a team of associates to maintain and broaden relationship with the State of California with 187 departments, funds, agencies, offices and state-sponsored entities including: State Treasurer’s and Controller’s Offices, Department of Finance, Public Employee’s and Teacher’s Retirement Systems, and Department of General Services. As a trusted advisor, maximized relationship penetration in the critical areas of credit, cash management, electronic collection and disbursement of funds and investments. Provided advice and strategic initiatives to increase efficiencies and reduce operational burdens. Developed and implemented multi-product “win” strategy for short and long term goals. Increased revenues by 80% to $160MM in the last year and by 20% for each of the previous four years.

Initiated, developed and maintained broad-based relationships with domestic financial institutions and money management firms for a full-service investment bank and brokerage firm. Led a team of 12 product area specialists which increased profitability by cross-selling; managed interdepartmentally for client advocacy. Successfully managed a portfolio of 85 relationships with total revenue in excess of $140MM and risk adjusted return on capital of 42%. Managing Director - West Coast Corporate Banking Group Managed a four-person team responsible for 65 general corporate relationships with total revenue of $85MM. Industries included food processing, aerospace, financial institutions and manufacturing.

Vice President & Relationship Manager – Financial Institutions Managed a portfolio of 45 client banks, related holding companies and subsidiaries valued at $20 billion while retaining responsibility for management of seven-member analysis group. Determined client financial characteristics as well as product and service needs, managed risk in sophisticated capital markets and negotiated product transactions that maximized profitability.Assistant Vice President & Manager of Risk Analysis Division Trained and supervised a seven-member analysis group, directing risk analysis of corporate clients as well as overall portfolio. Initiated consolidation of workflow that reduced processing costs.

Responsible for regulatory review of nationally chartered financial institutions.