LEONARD L.

WHITEHORN
24731 La Plata Drive * Laguna Niguel, California 92677
949-249-6612 or 949-463-6612 * HYPERLINK "mailto:lw57724c@westpost.net

EXECUTIVE LEVEL: SALES MANAGEMENT

ALLIANCE BUSINESS DEVELOPMENT ~ FINANCIAL MANAGEMENT
Astute and reputable sales and marketing professional with 15+ years experience
building and leading top performing teams specializing in Account Management. Hi
ghly skilled in marketing strategy development and turning around under performi
ng areas. Expert sales management approach, able to lead teams to surpass goals
in highly competitive environments. Maintain high levels of business retention t
hrough skillful product/service representation. Expand territories and generate
new revenue streams through effective identification and pursuit of new business
opportunities. Areas of expertise include:
Financial Services * Complex Sales & Solution Development * Presentations * Need
s Assessment
Enterprise Account Acquisition * Change Management * B2B Sales *( C-Level Partne
rships)? * Budgets
Training & Coaching * Volume Growth * Territory Expansion * Consultive Sales *
New Product Launch
Marketing * Strategic Planning * Problem Resolution * Client Service * Multi-Pro
ject Management

PROFESSIONAL EXPERIENCE
BANK OF THE WEST, Newport Beach, California * 2005-Present
California's fifth largest bank, offering a full range of personal and business
products and services.
VP, Investment Management & Trust Services
Primary leadership role for Investment Management (&Trust services) group, respo
nsible for generating new clients and assets under management. Developed partner
ships with clients in order to identify and analyze investment objectives, risk
tolerance, and estate planning Needs. Collaborated with various lines of busines
s within the bank and business community to establish resources in growing asset
base.
Revenue Growth / Operational Enhancements:
Generated over $300K in new fee income in 2008.( is there another way to words t
his?)
Boosted growth 225% in 2009.
Spearheaded an aggressive new client business development initiative in order to
increase productivity.
Communicated and engaged high net worth clients and partnerships.
Identified cross selling opportunities.
Established and maintained a pipeline of $1.7M revenue from new business.

WELLS FARGO, Mission Viejo, California * 2004-2005

A diversified financial services company and fourth largest bank with operations
world wide.
Premier Banker
Oversaw the Premier Household Customer Portfolio and proactively cross sold fina
ncial services through referrals, outbound calls, and strategic marketing campai
gns. Advised and counseled clients regarding financial needs to achieve balance
with financial goals of the company.
Revenue Growth / Operational Enhancements:
Increased loan volume over $1M within a 3 month period.
Positioned location to acquire 100% of customer financial services business.
Produced $1K in average daily profit within a 3 month period.
LEONARD L. WHITEHORN
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HYPERLINK "mailto:whitehorn@cox.net" whitehorn@cox.net

NORTHERN TRUST, Newport Beach, California * 2002-2003

International financial services company and global leader in asset management.
VP, Financial Advisory Services
Provided leadership for all sales, marketing, and business development activitie
s. Led account management teams to provide superior service for the diverse need
s of high net worth clients. Identified and analyzed clients' investment objecti
ves& risk tolerence. Trained new associates and led performance management initi
atives.
Revenue Growth / Operational Enhancements:
Created new market opportunities while maintaining traditional client segments,
leading to a $20M increase in new assets.
Initiated over $250K in new fee income in 2002.
Grew revenues over 200% in 2003.
Partnered with Managing Director to implement strategic marketing plans resultin
g in $49K of new revenue.
Consistently met or exceeded sales metrics.

ADDITIONAL POSITIONS
MORGAN STANLEY * 1999-2002 * VP, Financial Advisor: Performed extensive individu
al client analysis and needs assessment. Recommended suitable products and clear
ly defined parameters. Assisted clients in long and short term financial plannin
g. Interviewed and hired new financial advisors, trained and coached associates
on products and services. Generated over $250K in new fee income. Grew assets $2
M. Created effective cash management portfolios for proprietors and implemented
strategic marketing plans resulting in $500K in new assets.
MERRILL LYNCH * 1994-1999 * Financial Consultant: Developed and cultivated accou
nt base including high net worth individuals and businesses. Prepared and facili
tated business proposals and recommendations for financial products. Maintained
$70M in assets for a private client. Conducted seminars for clients on various p
roducts and services. Partnered with clients throughout the entire sales cycle,
including post sale support and monitoring. Resolved issues as required. Grew cl
ient base through successful marketing strategies.

EDUCATION
Bachelor of Science in Economics
University of Utah, Salt Lake City, Utah
CERTIFICATIONS/LISCENCES
Certified Financial Manager - Series 7, Series 63,65

Proficient in MS Office, IBM Operating Systems, IBM Infrastructure, Insurance En

terprise Software Applications
Leonard L. Whitehorn

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