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RBS Citizens - Field Sales Team

How to EnterCompany: RBS Citizens, Providence, RI
Entry Submitted By: EMI Strategic Marketing
Company Description: RBS Citizens, one of the nation’s leading commercial banks, provides comprehensive banking services to companies with revenues of $25 million or more. We focus on delivering financial ideas and solutions to help our clients create value in their businesses. RBS Citizens is a subsidiary of RBS Citizens Financial Group, Inc., a $126 billion commercial bank holding company with nearly 19,000
Nomination Category: Sales Awards Team Categories
Nomination Sub Category: Field Sales Team of the Year

Nomination Title: Eastern Pennsylvania Commercial Banking Team

Tell the story about what this nominated team achieved since the beginning of July 2012 (up to 525 words). Focus on specific accomplishments, and relate these accomplishments to past performance or industry norms. Be sure to mention obstacles overcome, innovations or discoveries made, and outcomes: TEXT REDACTED FOR PUBLICATION

The greater Philadelphia region is a substantial, highly competitive commercial banking market. The Eastern Pennsylvania team is small but mighty, managing a portfolio of more than $1.5 billion in commitments with a team of four. Led by veteran banker Dave Rittler, the team is responsible for building market share and managing relationships with middle market companies.

Consistently ranked a top performer in the Corporate Bank, Dave’s team exceeded objectives in key products from July 2012 throughout 2013, despite the negative publicity RBS has received in the past 18 months which made prospecting and client retention more challenging. In 2013, Dave led his team to deliver:

  • Over 300% of its cash management goal
  • Over 300% of its global trade goal
  • Double-digit growth on loan commitments, exceeding objective by over 40%
  • 110% of its FX goal

In 2012, Dave’s team produced millions in capital markets fees, exceeding their full-year goal in the last 6 months of 2012 alone. They continued the pace in 2013, ranking first in sales among the teams for this important category since the product launched in late 2011.

Dave’s team achieves these results with an approach that balances growing existing clients and building new ones. With over 1,100 face-to-face meetings in 2013, each team member averages more than a meeting a day, maintaining continuous momentum in both servicing and selling. With clients, in addition to ensuring satisfaction, the team focuses on building a deep understanding long-term strategies, establishing relationships based on trust, rather than closing a sale. In prospecting, the team follows a consistent sales discipline. In a business with long sales cycles, the team believes it’s important to bring at least one new idea of value to every prospect meeting.

“Dave and his team excel because they are strategic in their sales approach, committed to exceeding client expectations every time, and they never give up,” says Dan Fitzpatrick, Mid-Atlantic Regional Executive, who has managed Dave for more than 5 years. Three of the team’s many sales success stories illustrate these strengths:

STRATEGIC SELLING: A newspaper article mentioning a pending spin-off from a global manufacturer was all the team needed to jump into action. Diligent research revealed the private equity players, clever networking got the team through the door, and thoughtful financial ideas bought them a seat at the table.

EXCELLENCE IN CLIENT SERVICE: A long-time prospect called on a Friday evening. Frustrated with their current bank, they urgently needing financing for a pressing project and asked “How fast can you get here?” The team was there the next day, and closed the financing in under 3 weeks.

PERSISTENCE: Over 9 years ago, one of the team left a competing bank to come to RBS Citizens. Every year since then, she has called on one of the clients she “left behind” hoping to convince them to bring some of their business to RBS Citizens. Every year, she’s brought a new suggestion or industry insight. In 2013, that tenacity paid off. Dissatisfied with their incumbent’s slow response, the client rewarded her perseverance with new loan commitments and the cash management business.

 

Provide a brief (up to 125 words) biography about the leader(s) of the nominated team:

David W. Rittler leads the Eastern Pennsylvania Commercial Banking team for RBS Citizens Bank. Rittler, a Senior Vice President, brings more than 30 years’ banking experience serving Middle Market companies in Eastern Pennsylvania and New Jersey.

A lifetime Philadelphian, Rittler is active in the community. He serves on the Board and leadership committee of the Philadelphia Police Athletic League, and participates in several area Chambers of Commerce, the Philadelphia Chapter of the Association for Corporate Growth and the World Affairs Council. Recent community work includes leadership of initiatives with Habitat for Humanity, the Pennsbury Partnership, Manna and the Crohn’s & Colitis Foundation.

Rittler earned a bachelor’s degree in finance and management from Susquehanna University and attended the University of Michigan Graduate School of Banking.