Business Relationship Manager

Key Accomplishments

High-Volume Prospecting

• Situation: The role required building a new pipeline of middle-market opportunities from scratch.
• Task: To execute a high-volume prospecting strategy to identify and engage qualified leads at companies with $20MM-$100MM in annual revenue.
• Action: Utilized D&B Hoovers and ZoomInfo to analyze market trends and executed a strategy that included making 100+ daily cold calls to C-level decision-makers.
• Result: Successfully built a robust pipeline of middle-market opportunities and demonstrated proficiency in high-volume cold calling.

Consultative Selling and Financial Analysis

• Situation: Engaging C-level executives and securing financial packages required a sophisticated, consultative sales approach.
• Task: To apply the Sandler methodology to conduct needs analysis and collect full financial packages for underwriting review.
• Action: Applied the Sandler methodology to engage executives and conducted thorough needs analysis. Packaged loan documents and conducted DSCR and cash flow analysis.
• Result: Effectively managed a consultative sales process with sophisticated executive buyers, from initial engagement to underwriting submission.

Strategic Business Model Analysis

• Situation: Despite successfully building a pipeline, deals were not progressing through the credit committee.
• Task: To understand the root cause of the bottleneck between sales and credit approval.
• Action: Analyzed the company’s operations and identified a systemic misalignment between its high-volume, broad-based go-to-market strategy and its highly selective, “A-paper” credit underwriting policies.
• Result: Made a proactive and strategic career pivot after identifying that the core business model was flawed.