Shannon Leonard

Client Strategy is an internal management function responsible for increasing efficiencies in the salesforce. The Equities salesforce is responsible for providing investment expertise and trading solutions to institutional clients.

· Support Sales management drive the client agenda across Cash Equities, Equity Derivatives and Prime Services

· Deliver articulation of client business strategy while driving organizational rigor in the sales planning function from client-level to governance tracking of client franchise progress

· Manage the submission of wallet data and opportunity analysis to help drive increased revenues across businesses and close our gaps to competitors

· Moderate account reviews for the salesforce to assure collaboration, prioritization and continuity of strategy

· Develop strong understanding of key clients along with their relationship history, resource consumption and investment scope

· Review and analyze trends in client franchise performance at desk level and at a global Equities level

· Model Equities commissions against resource consumption in order to determine profitability at the client-level

· Direct corporate access, analyst access and written research access to optimize profitability in Equities

· Manage and analyze broker feedback from clients to better understand strengths, weaknesses and opportunities

· Participate in formal broker feedback sessions with clients to foster better working relationships

· Develop and manage coverage tracking for the salesforce to ensure accurate and fair attribution of commissions

· Help drive the global Equities budgeting process to stimulate growth and accountability in the salesforce

· Liaise with the salesforce and IT to ensure CRM functionality and drive enhancements for increased productivity

· Automate numerous reports at the desk level and at the global Equities level via Excel and Business Objects

Product Control is a control function responsible for safeguarding the assets of a particular trading desk and accurately reporting the daily profit and loss figures. The SCPM trading desk was responsible for unwinding toxic assets that were acquired during Barclays’ takeover of Lehman Brothers in 2008.

· Oversaw daily P&L reporting, month end reconciliations, month end packs, regulatory disclosures and ad hoc projects covering legacy NBT, CDO and CLO products

· Established strong working relationships with financial control, operations, market risk, front office, internal auditors and external auditors as “first point of contact” for PC SCPM

· Maintained a robust control environment by ensuring conformance with firm wide standards

· Created new end-to-end processes for SOTUS business in compliance with new Volcker regulations

· Updated end-to-end processes for SCPM business in compliance with new IFRS9 standards

· Forecasted long term balance sheet and P&L of legacy NBT business for Prudential Regulation Authority

· Simplified portfolio via consolidation of active trades, books and various reporting tools

· Worked with front office on monthly P&L forecast and communicated commentary to senior management

· Participated in six-week Finance training program covering financial markets, investment bank businesses and back office responsibilities