JUAN P. URIBE

Work with wide range of C-level clients (over multi-year to decades long relationships) to drive tangible value creation. Strong focus on profit improvement (revenue and cost) and broader transformation programs. Sell, lead, and manage engagements across topics including growth strategy, front-to-back (customer journey) digital transformation, sales force effectiveness, pricing, cost reduction, operating model and organization redesign. Have also developed and launched digital businesses (working with BCG X Ventures) and leveraged data and analytics (BCG Gamma) to transform existing processes (e.g., commercial decisioning and portfolio risk monitoring).

• Clients: Work across retail banking, payments, wealth management, SMB, and commercial segments for traditional banks and FinTech players.
• Leadership Roles: currently lead BCG’s East Coast Financial Services Practice and serve on Global Retail Banking leadership team; responsibilities include client pipeline management, go-to-market strategy, staffing and team allocation, and people development. Manage BCG’s relationship with the Consumer Bankers Association. Previously led BCG’s North American Retail Banking Practice.

Illustrative case work

• Profit Improvement: Structured and led enterprise-wide transformation program for regional bank that reduced $160M in expenses and increased revenues by $70M, $230M EBIT impact. Led diagnostic to identify opportunities, achieve management buy-in, set targets, established overall program governance. Provided day-to-day execution support on range of initiatives including organizational redesign / simplification, commercial and retail sales force effectiveness, and treasury management repricing. Ran overall “activist” program management effort. Program delivered ahead of schedule and targets.
• AI/Analytics Transformation: Led redesign of commercial loan origination and annual portfolio review processes to leverage customer transaction data. Models determined the riskiness of new / existing credits to determine the level of work required by underwriters and portfolio managers. Results were dramatic process simplification, improved cycle times (25% reduction) and customer experience.
• Pricing: Led project to reprice existing customer relationships for leading Trust Bank. Developed methodology, quantified opportunity, prepared client-specific rationale, and coached sales force. Effort resulted in 20% increase in run-rate revenues in the first year, net of attrition.
• Customer Journey: Redesigning new-to-bank checking origination, home buying, and customer service customer journeys for leading regional bank. Diagnosed current state, compared to global exemplars and benchmarks, and redesigned processes and key control points. Collectively, journeys led to $40M in profit improvement across cost and revenue levers. Account opening cycle time reduced dramatically (e.g., 25-50% reduction) and customer NPS increased.
• Digital Bank: Led the design, build, and launch of a savings oriented digital bank to allow FI to raise deposits nationally. Developed key customer journeys, selected the underlying technology provider and led negotiation of key terms, defined the marketing strategy. Raised $5B in deposits in first year.
• Cost reduction: for national sub-prime lender, identified $170M to $300M run-rate opportunity from org simplification, redesigning the sales, service, and location model, and procurement. Also, identified significant opportunities to improve collections effectiveness and reduce charge-offs through enhanced modeling, better customer segmentation, changes to collections channels, and outreach strategy. Achieved management buy-in for major opportunities and in discussions about supporting implementation in targeted areas.
• Wealth Build: For leading HNW/UHNW global wealth manager, led the design and build of a new hybrid digital / human platform to serve affluent and lower high-net worth customers as part of a diversification strategy. Conducted proprietary customer research to understand friction points with other providers and develop compelling switching proposition. Worked with legal, risk, and compliance teams to simplify existing policies and practices to be more frictionless and competitive with other digital competitors.
• Salesforce Effectiveness: Led the design, pilot, and roll-out of a new branch-based operating model to increase the productivity of the existing sales force. Used analytics to prioritize leads, developed routines and scripts to increase sales team’s focus on appointment setting to conduct needs based discussions.
• Saw 20% increase in sales in pilot, drove $30M+ of run-rate benefits along with improved customer & colleague experience
• Payments Strategy: For regional bank led strategy effort to use payments to drive stickier relationships and generate new revenue streams by capitalizing on dominant market share. Defined and detailed the strategy and prepared bank for implementation in select areas (e.g., marketplace, bill to pay) leveraging FinTech partnerships.

• Company Overview: Generalist in $500M Public Equity Group of $4B+ Private / Public Equity Investment Firm
• One of three investment professionals analyzing North American equities. Responsible for idea generation, valuation and financial analysis, primary research, and advocacy for new investments primarily across the TMT, consumer goods and services, and financial services sectors.
• Consumer Goods: Identified out-of-favor shoe manufacturer with under-appreciated core earnings power and pending new product introduction that could materially impact valuation. Conducted channel and customer surveys to size the opportunity and monitor initial sell-through. Realized 90% return within 6 months.
• Media: Determined that a leading broadcast network would benefit from changes in industry dynamics and would be able to materially change its earnings profile and stability by better monetizing its content library. Concluded consensus estimates did not fully reflect this opportunity and that the investment provided 100%+ upside.

• Company Overview: Generalist in Special Situations Group of $4B+ Multi-Strategy Hedge Fund
• Identified and analyzed equities where non-recurring corporate events were likely to substantially impact valuation (mergers, spin-offs, regulatory decisions, etc.). Performed fundamental research and financial analysis to identify potential outcomes, quantify their likelihood, and estimate their valuation impact. Investments covered various industry segments, e.g., Retail, Technology, Steel, Mining, and Telecom.

• Project Leader (first in class to be promoted), ’05-’06; Consultant, ’03-’05; Summer Consultant, ’02
• Generalist working across multiple functions in industries including consumer products, healthcare, and financial services using strong project management, analytical, and financial modeling skills.

• Sr. Engagement Manager. ‘00-‘01; Consultant, ’99-’00; Associate, ’98-’99; Sr. Analyst, ’97-98 ; Analyst ’96-’97
• Managed international & domestic projects for financial services consulting firm. Responsible for client relationship, all project deliverables, analysis, and client presentations. Supervised teams of analysts / consultants. Clients included banks, payment & transaction processors, and vendors to the financial services industry.