ROBERT A.

GRANA
2086 Woodmoor Ridge Drive
Ballwin, MO 63011
rgad316e@westpost.net
314-304-7652
Senior-Level Manager in Sales/Marketing
PROFILE
Equipped with an extensive track record of success identifying and pursuing new
business opportunities to drive substantial sales and revenue increases for mult
imillion/billion-dollar companies. Applies proven interpersonal and communicati
on skills to build rapport with prospects, expand existing relationships, and mo
tivate top-performing teams. Excels in analyzing client needs and providing cus
tomized solutions. Skillfully facilitates complex sales negotiations. Holds a
master's degree in management. Met or exceeded all performance objectives throu
ghout career.
AREAS OF EXPERTISE
Financial/Cash Flow Analysis Sales/Account Management Proposal Preparation Relat
ionship Building
Profit/Loss Responsibility Consultative Sales Deal Negotiation/Closing Cross-Fun
ctional Leadership
Risk Management Cross-Selling Startup Operations Training
Forecasting New Business Development Territory/Channel Development Talent Develo
pment
HIGHLIGHTS
* Recruited by the chairman of a $500M business to establish a group, develop ne
w business leads, and manage/expand existing client relationships, emphasizing m
iddle-market corporations. Produced $10M in new client commitments and $5M in f
unds employed, representing $40K+ in fee income within six months of hire.
* Led an $800M enterprise in new business development, averaging $20M+ in annual
new business funding and delivering $100K+ in fees each year.
* Produced an average of $20M in new business volume annually, reaching a one-ye
ar high of $50M, after re-establishing a two-state sales territory for a $100B i
nternational company. Led the syndication of a $300M transaction.
* Negotiated a referral agreement that doubled new business opportunities for a
multimillion-dollar international company. Secured $30M in financing commitment
s and $25M in realized funding. Generated new business for specific divisions t
hrough successful cross-selling and referrals.
* Guided a 21-person team to set records for profitability, expense reduction, a
nd customer satisfaction.
CAREER TRACK
SENIOR VICE PRESIDENT
CITIZENS NATIONAL BANK 2007-Present
Recruited to establish a commercial and industrial (C&I) lending group. Spearhe
aded bank diversification efforts, building an asset-based lending portfolio to
shift focus away from real estate. Underwrote new business and renewal loans.
Oversaw multimillion-dollar transactions for current clients.
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ROBERT A. GRANA
rgad316e@westpost.net
314-304-7652
CAREER TRACK, CONTINUED
VICE PRESIDENT
HEARTLAND BANK 2004-2007
Guided a four-person sales team to grow the client portfolio to $100M through th
e creation of new business opportunities. Consulted senior management regarding
marketing and sales strategies. Managed existing lines of credit in addition t
o underwriting new business and loan renewals. Pioneered portfolio diversificat
ion by developing and introducing a C&I lending group; led the group to become t
he bank's most profitable lending arm. Brought in $3M+ in new deposits in one y
ear.
VICE PRESIDENT/BUSINESS DEVELOPMENT OFFICER
CIT BUSINESS CREDIT 2001-2003
Recruited to re-establish the Missouri and Kansas sales territories. Directed n
ew business development with $10M-$200M middle-market companies, structuring ass
et-based loans up to $50M and cross-selling supporting CIT lending products. Bu
ilt a successful, defined referral network in the legal, accounting, and finance
industries.
VICE PRESIDENT/BUSINESS DEVELOPMENT OFFICER
GE CAPITAL BUSINESS CREDIT 1999-2001
Managed all aspects of new business development, including analyzing the financi
als and collateral of potential clients in the consulting, accounting, and legal
markets, then utilizing a consultative sales approach to present financing/refi
nancing opportunities. Specialized in the cross-selling of complementary GE fin
ancing products.
VICE PRESIDENT/BUSINESS DEVELOPMENT OFFICER
BANK OF AMERICA COMMERCIAL FUNDING 1997-1999
Launched the company's lower-Midwest sales territory, developing three new marke
ting and sales channels through regional banks. Originated $100M+ in commitment
s and initiated senior secured revolving and term facilities up to $50M.
PREVIOUS POSITIONS: Vice President/Region Marketing Executive, Fremont Financia
l Corp.; Vice President of Marketing, Whirlpool Financial Corp.; Midwest Region
Manager, Paccar Financial Group; Senior Credit Analyst/Assistant Operations Mana
ger, The CIT Group/Equipment Financing Inc.
CREDENTIALS
Master of Science, Management
Maryville University Bachelor of Science, Political Science
Missouri State University Series 7 and 66 Licenses
National Association of Securities Dealers