Salvatore J Patti

I advanced to this role to strategically guide PNC’s largest wealth management market: greater Philadelphia, Southern New Jersey, and Delaware. My principal objectives center on stabilizing the organization, recalibrating direction, restructuring operations, and articulating a new brand. Additionally, in the wake of a leadership shift, I accelerate the corporate culture change and optimize employee engagement. I educate the team on best practices in business development, leveraging a client-focused consultative approach to build revenue, relationships, and channel partnerships. ► Led 3% revenue growth and assets under management from $6.2B to $7.5B in 1 year, ending year with positive net flows. Focused on business development, client centricity, and competitively structuring fees in order to win key clients. ► Initiated new private banking team to service $1M-$3M clients transitioned from centralized service model to these individual relationship strategists and investment advisors. ► Increased net interest income to 2% year-over-year, by replacing unprofitable loans with higher-interest solutions, and aggressively marketing and promoting the full portfolio of loan offerings to new and existing clients. ► Expanded fee-based sales revenue 32% year-over-year, through optimizing new relationships 20%. Led strategic initiative to leverage centers of influence and partners in corporate institutional banks. ► Changed expenses from 10% over budget to 4% under in 1 year. Merged 2 markets in Delaware into 1 that delivered record performance. Declined to fill open positions in favor of diversifying business across existing advisors. ► Enhanced operating leverage from negative position to positive position of 6%, and improved pre-tax margin. ► Increased employee satisfaction scores from 17 to 35, well-exceeding the wealth management division and PNC as a whole. Cultivated culture that removed bureaucracy and offered accessibility to and partnership with leadership.

At this time, I was selected to guide PNC’s largest commercial banking segment: $5M-$50M customers in greater Philadelphia and Southern New Jersey. I articulated the core objectives of driving revenue, fueling growth, and cultivating relationships. Additionally, I installed 2 group managers and rolled out a strategic plan. I interfaced heavily with the credit, sales and IT teams. ► Carefully guided 1-year initiative to build virtual banking team, executing innovative go-to-market approach. Team comprised of business development, IT, operations, credit, and product specialists. Rolled out to 35 markets. ► Created $18M against goal of $16M, and grew loan volume from $25M to $52M, principally by driving new business development, onboarding 44 new relationships against goal of 40. ► Raised net interest margin and non-interest income from $29M to $34M, targeting upmarket from designated $5M-$50M annual revenue customer segment to larger customers with $30M annual revenue. ► Revised loan spreads from 225 bps to 240 bps, placing sharp, consistent focus on economic profitability, as well as cross-selling additional products in order to mitigate risk. ► Increased pre-tax contribution from this market to PNC total revenue from $26M to $32M, through strategically pricing loans and tightly managing expenses. ► Improved lead market penetration from 11% to 17%, and market penetration from 18% to 22%, by increasing opportunity development in $5M-$15M customer segment, and driving conversion rates of those prospects into clients. ► Developed strategy to capture manufacturing, trailer leasing, class action, and Taft-Hartley sector clients, by launching partnerships with Philadelphia Industrial Development Corporation and Delaware Valley Resource Center. ► Chosen to lead Connector in the Marketplace Training, to educate 400-member commercial banking team and 32-market virtual banking team on leveraging technology to build professional relationships.

In this role, I steered a full-scale turnaround of the relationship management team in Philadelphia & Southern New Jersey markets. The market expansion centered on a high-performing, stable team of relationship managers executing on growth initiatives. I installed a new group manager, articulated market objectives, and provided comprehensive training on banking industry and sales process. ► Surpassed $23M revenue goal by delivering $27M. Formulated and executed strategy to specifically target larger companies in the market. ► Raised total deposits to $538M and loans outstanding to $400M, largely by conceptualizing and driving initiative to build strong equipment finance book of business. ► Increased total cross-sell revenue to $11.5M, against goal of $9.3M. Initially captured loan business, then offered treasury management, capital markets products, and wealth management solutions. ► Produced $52.7M through trade union vertical. Launched Philadelphia Taft-Hartley initiative to capture the 90% of unions that backed at Wachovia, which fell during 2009 financial crisis. ► Earned Laurel Society Awards (2009,2010,2011 and 20120; Gallup Great Leadership Awards (2009, 2012 and 2013); and Market All Star Award (2013).

At this time, I developed a new business and marketed portfolio of financial services products: loans, deposits, treasury management services, commercial insurance, capital markets, personal wealth management, and employee benefits. I delivered top-quality customer service to ensure satisfaction and cultivate referral sources. By fostering relationships with service partners, I maximized cross-sell opportunities. Additionally, I provided interviews to local media to promote the corporate image. I maximized networking by participating in sponsorship events. ► Increased loan and deposit business portfolios more than 50%, generating $3.9M, versus $1.9M goal, deposits of $20M, versus $6M goal, and loans of $37M, versus $26M goal. ► Received 2 Bravo Awards, for closing profitable sales comprised of numerous financial products and services, and for striking productive, long-term professional relationships. ► Recognized among 5 top-performing business advisors.

Here, I generated new business primarily from firms with $3M-$20M in sales. I managed portfolios of 60 of the top revenue-generating relationships in Philadelphia, totaling ~$30M. Additionally, I cultivated referrals among attorneys, CPAs, and small business owners. ► Produced $1.1M annual revenue, exceeding $600K goal, and earning #3 sales ranking. ► Joined Laurel Society, for being top-performing sales representative in business banking. ► Awarded the Chairman’s Circle, recognizing leading 75 professionals company-wide with Sales Performance Excellence Awards.