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Company: 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 Individual Categories
Nomination Sub Category: Sales Director of the Year

Nomination Title: Daniel K. Fitzpatrick, Mid-Atlantic Regional Executive

Tell the story about what this nominee 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

Dan Fitzpatrick is a consummate sales leader – successful by the numbers, highly effective as a manager, accomplished in building strong client relationships and committed to improving the communities in which his team works.

As the leader of the RBS Citizens Commercial Bank sales team for the Mid-Atlantic region, Dan is responsible for managing 120 sales and service professionals, ensuring the growth and satisfaction of more than 1500 corporate relationships, and delivering substantial income to the bank annually. Dan has demonstrated extraordinary leadership since July 2012, motivating and managing his team to achieve continued growth through the challenges of economic uncertainty, slow growth and thin margins. Equally impressive has been his strengthening of personal, team and bank relationships with clients, and his effective work galvanizing support for the Mid-Atlantic region’s educational and economic agendas.

Sales Success by the Numbers

Managing sales through a large region, from Fairfield, Connecticut, south to Washington D.C., from Philadelphia east to Ohio, Dan’s team is responsible for more than a third of the Corporate Bank’s loan outstandings. Dan consistently beats expectations, despite the negative publicity RBS has received in the past 18 months. In this time period, Dan led his team to outperform peers in the region by demonstrating value through local responsiveness, global capabilities and sophisticated financial solutions. In this environment, the importance of cross-selling non-loan services became paramount. Dan led his team to deliver:

? 134% of the cash management goal
? 110% of the foreign exchange goal
? Millions in Capital Markets fees, exceeding the full-year 2012 goal in the last 6 months of 2012 and continuing the pace in 2013, ranking first in sales among the regions for this important category since the product launch in 2011.

Dan is known as a collaborative and effective partner by his product peers. In 2013, Dan’s team sourced hundreds of referrals to his product partners, while delivering 145% growth in 2013 in loan fees and 114% growth in loan commitments, exceeding bank averages in both absolute metrics and growth achievement.

An Inspiring Coach and Disciplined Manager

Dan achieves these results with a balance of inspiration, strong work ethic and effective sales management. As one of his long-time Team Leaders puts it, “Dan’s a tireless worker…he leads by example, by caring and by hard work.”

Dan has implemented a consistent sales discipline, including cascading team and manager pipeline reviews. With more than 10,000 face-to-face sales meetings completed by his team in 2013 alone, the best practices he’s defined for call preparation have been important to success. The sales approach is based on a systematic review of client or prospect needs and discussion of these with product partners to develop holistic solutions. In late 2012, Dan instituted training on debt capacity analysis, making it integral to client needs assessment. In concert with continuous review of succession planning issues, this analysis has helped power deeper relationships and loan growth. In early 2013, he implemented systematic training on key industries represented in his market across sales teams, and this too supported both lending gains and new client wins that powered his team’s superior results.

Provide a brief (up to 125 words) biography about the nominee:

Dan, a commercial banking executive with 25 years’ experience, is Mid-Atlantic Regional Executive for RBS Citizens, president of Pennsylvania, New Jersey and Delaware and a member of the senior leadership team.

Dan was named chairman of the Greater Philadelphia Chamber of Commerce in 2012, and serves on its executive committee and CEO Council for Growth, focusing on workforce development and economic growth with a focus on Manufacturing, Energy and Chemicals.

Active in the community, he is a member of the board of trustees of La Salle, the Wistar Institute board of directors, the Allegheny Conference on Community Development and others.

Fitzpatrick earned a B.A. in business administration from La Salle University and an M.B.A. from Drexel University. He is a CPA and Chartered Financial Analyst.