Michelle DellOrto
East Islip,New York
Summary
Business-driven Commercial Relationship Manager finding successful ways to acquire new clients and foster lucrative relationships. A determined leader with over 10+ years assisting clients with financial processes and assessing financial data. Offering dynamic collaboration and decision making skills.
Overview
31
31
years of professional experience
Work History
Commercial Relationship Manager
Suffolk Federal Credit Union
01.2022 - Current
- Communicated regularly with clients to understand financial need on purchases or refinances of loan requests.
- Supported end-to-end credit management process, submitted complete loan documentation and supported credit originations for credit compliance.
- Utilized prospecting techniques to identify potential clients and create opportunities to sell financial services.
- Networked with business leaders and executives to identify clientele within NY Metro Area
- Used effective sales strategies to cultivate new business, resulting in increase of more than $25 Million in new business per year.
- Build and maintained relationships with new and existing clients while providing high level of expertise.
- Developed and cultivated lucrative relationships with both new and existing clients through effective communication and exemplary interpersonal skills.
- Worked with Credit Management and AVP departments to facilitate communication and deliver personalized solutions to customers through thorough analysis of financials.
- Participated in staff meetings to discuss innovative strategies to improve services.
- Analyzed customer data to identify areas of improvement and maximize customer satisfaction.
- Participate in industry events, trade shows and Networking to promote credit union.
- Collaborated with upper management to implement continuous improvements and exceed team goals.
- Prepare Commercial presentations to CEO with loan requests.
Relationship Manager/Small Business Specialist
TD Bank
05.2017 - 01.2022
- Deepen and engage existing loan and deposit relationships with quarterly calling
- Increased Sales by 121% exceeding goal
- Business Development geared toward growth of existing portfolio
- Meet and Exceed Net Growth Production
- Uncover opportunities generating referrals to partners Merchant Services, Payroll, RMLM, Wealth, TMS
- Coordinate and advise customers with Conditions of lending, loan closings and transactions
- Assist Clients with SBA submission packaging documents for SBA Department review/processing
- Grow Portfolio while developing new to bank relationships
- Coach Branch Teams with meaningful conversation to generate leads
- Pipeline reporting
- Review Maid and Paid, Maturities, Deal reports create action plan where improvement needed
- Attend Networking Events and develop COI
- Built and maintained relationships with new and existing clients while providing high level of expertise
- Networked with business leaders and executives to identify clientele within local community
- Communicated regularly with clients to understand needs, evaluate current product use and cross-sell new products
- Supported end-to-end credit management process, submitted complete loan documentation and supported credit originations for credit compliance
- Negotiate loan terms with customers/UW
- Analyze and Underwrite PPP files generating recommendation to SBA
- Assist SBS, RM, RVP, Middle Market Daily with PPP Questions and underwriting processes to help determine recommendation to SBA
- Communicated regularly with clients to maintain relationship through 4X touch.
Commercial Sales
TD Bank
08.2015 - 05.2017
- Process complex payments, advances, pay-downs, and line of credit adjustments
- Initiate and facilitate Customer research on complex issues
- Assists Relationship Team with day to day tasks resulting in a positive customer experience
- Ensure RVP has all data reports monthly and weekly
- Complete and process all daily overdrafts
- Upload all Financials, Covenants, Extensions and approvals to File Net
- Identified business prospects in target markets and developed defined marketing plans to attract new clients
- Attended training sessions on sales skills, product knowledge, technical information, as well as company policies and procedures
- Maintained relationships with existing customers to optimize service quality, business growth and customer satisfaction
Customer Service Representative
TD Bank
09.2012 - 08.2015
- Play key role with branch meeting every sales category in new account openings and partnering products
- Help branch rank among top 4 in district during internal credit card account contests
- Generate new business through presentation and business pipeline
- Provide loan counseling and loan origination
- Sell Business loans and lines of credit
- Selected Accomplishments Rank 1st for three quarters in sales revenue resulting in Quarter Wow Star for Three Quarters
- 2013 CEO Leadership Award Recipient - TD Bank
- Handled customer inquiries and suggestions courteously and professionally
- Actively listened to customers, handled concerns quickly and escalated major issues to supervisor
- Answered constant flow of customer calls with minimal wait times
Management
Alpine Fuel Inc
01.1993 - 09.2012
- Oversee day to day duties which include Customer Service, Data Entry and order taking
- Banking and Bookkeeping
- Balance all cash sheets from prior day and post payments to accounts
- Generate and analyze end of day, month end and year end reports
- Responsible for developing work schedule
- Oversee and Manage office staff
- Develop financial projections through expense analysis, cash flow and P&L
- Establish and Maintain customer relations by providing new services and strategies that meet their needs
- Improved operational efficiencies, managing work requests, new orders, pricing and changes while coordinating logistics to verify delivery dates
Education
Associates Degree - Business
Nassau Community College
Uniondale, New York1988
Credit Training
Center For Financial Training
New England2017
Skills
- New business generation
- Relationship building and management
- Loans
- Business relationship cultivation
- Solution development
- Business Development
- Data Analytics
Community
- Participant in the East Islip/Dowling Business Partnership Program
- United Way Ambassador - TD Bank, Farmingville
- TD Bank Women in Leaders - Women's Collaborative
- Volunteered The INN in Hempstead Serving food for the homeless
- Junior Achievement of New York - Instructed financial Education classes to 4th Grade Classes
- Member of: CIBS, LIREG, AANG, LIBI, LICN
- Committee: CIBS-W Golf Committee
Timeline
Commercial Relationship Manager
Suffolk Federal Credit Union
01.2022 - Current
Relationship Manager/Small Business Specialist
TD Bank
05.2017 - 01.2022
Commercial Sales
TD Bank
08.2015 - 05.2017
Customer Service Representative
TD Bank
09.2012 - 08.2015
Management
Alpine Fuel Inc
01.1993 - 09.2012
Associates Degree - Business
Nassau Community College
Credit Training
Center For Financial Training
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