Resume - Fixed Income, Debt Solutions Advisor to Fortune 500 Companies, Excel Models

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Resume #76448

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Dynamic, goal-oriented debt capital markets expert with exceptional skills in identifying high potential customers, modeling financial scenarios, presenting and closing deals. Unique combination of analytical skills for developing complex financial strategies, and communication & relationship development for consultative discussions with customers. Consistently requested by clients (US corporations, Agencies and Sovereigns) as the "go to" person for advice on debt strategies. Contributed annual revenues of up to $9 million, winning repeat business from clients through quality advice and flawless execution.

KEY SKILLS and ATTRIBUTES

* Initiative & Perseverance
* Consultative Selling
* Corporate Bond Analyst
* Portfolio Analytics
* Transaction Expertise
* Revenue Generator
* Fixed Income Analytics
* Tax/Cash Flow Impacts
* Capital Structure Analysis

Merrill Lynch & Co., Inc. 1992—2008

Debt Advisory - Debt Capital Markets 1998—2008
Advanced to Director from Vice President
Proactively identified potential customers in the Retail and Consumer Products, Energy and Utilities, Transportation, Defense, Machinery as well as Agencies and Sovereigns. Focus on retiring, refinancing, and modification (via consent etc) of corporate, sovereign, taxable, tax-exempt fixed income and convertible securities across the entire credit spectrum.
* Pitched liability/risk management strategies, winning business from customers previously unaccustomed to the options and benefits of debt strategies
* Led and executed projects, collaborating and coordinating with different constituencies, internal (relationship managers, debt origination, counsel) and external (lawyers, accountants and information agents)
* Led Merrill Lynch as leader in debt-for-debt exchanges; developed this business with investment grade clients anticipating a slowdown in traditional transactions
* Achieved additional mandates to other areas of the firm through strengthened client relationships
* Generated additional revenues of 30-50% by including derivatives into the transaction
* Increased team's efficiency by 100 – 150% by creating and designing several 'core" Excel based financial models
* Designed Excel based market intelligence system, assisting team to provide timely and accurate advise to clients

Selected Wins

Xcel Energy, Inc: Debt exchange offer for up to $350mm notes due 2010 into, new 10 year notes. (Co-Dealer Manager)
Initiated dialog with Xcel on mitigating refinancing risks at the holding company level. Awarded mandate by consulting with client over several months and delivering multiple quantitative illustrations. Executed a successful transaction in a difficult, volatile market (1Q 2007). This is the first ever exchange transaction by a utility.

ConAgra Foods: Waterfall debt exchange offer of $500mm of $1.4 billion 2011 & 2021 notes into new 10 year notes.
Proactive approach and quantitative skills were the key drivers to win this mandate. Despite companies focus on immediate operational strategies, kept focus on the exchange idea through persistent timely updates. Leveraged internal relationships to draw in company's senior management and in time instilled confidence in the merits of the transaction and the market's receptivity. This is the first debt exchange transacted by ConAgra Foods. (Sole Lead Dealer Manager)
Raj Gramma, CFA

John Deere: Identified, initiated, and led $500mm waterfall tender offer across 5 securities.
Proactive approach, ability to educate, and instill confidence in the client were the key drivers to win this mandate. Transaction allowed for successful utilization of cash from asset sales. (Joint Lead Dealer Manager)

Additional Wins

Freddie Mac: Exchange offer of up to $3 billion of $13 billion reference notes® into new 5 year notes in conjunction with a new issue for cash (Sole Lead Dealer Manager)
Persistent showcasing of market pertinent debt solutions, technical know-how to develop web based transaction system (with external vendor) were key drivers to win this mandate, against a formidable competitor.

Ford Motor Company: Exchange offer of up to $2.8 billion aggregate new fixed/floating notes plus cash Identification of a viable market solution was the key to win this mandate. Successfully executed the transaction in an adverse market (Joint Lead Dealer Manager)

Freddie Mac: Subordinated debt exchange for up to $2 billion of $4.5 billion subordinated debt securities into new 12 year subordinated debt and simultaneous new cash issue (Joint Lead Dealer Manager)
Dominion Resources, Inc: Waterfall tender offer for up to $2.5 billion out of $4.2 billion aggregate amount across 13 securities

Norfolk Southern: $400mm debt exchange offer of the 2007 notes into new 10 year notes
Persistent follow-ups with strong analytical support were the key drivers for this mandate. This transaction re-vitalized the market for debt-for-debt exchanges. (Sole Lead Dealer Manager)

Norfolk Southern: $800mm waterfall debt exchange offer of the 2021-2031 notes into new 20 and 30 year notes
Successful execution on the first mandate and follow-ups with new ideas were the key drivers for this mandate.

Caterpillar: $300mm waterfall debt exchange offer of the 2021 and 2023 securities into new 30 year notes
Marriott International, Inc: $$425mm waterfall exchange offer of 2008-2009 notes into new 10 year notes (Joint Lead Dealer Manager)

Republic of Venezuela: $9.1 billion Brady Bonds exchange offer into new 10 year notes (Joint Lead Dealer Manager)
Republic of Colombia: $700mm a Modified Dutch Auction tender offer (mixed currencies) for cash

Capital Structure Advisory – Debt Capital Markets 1995 —1998
Advanced to Vice President from Associate
* Designed and developed the first Capital Structure Model at Merrill Lynch working with academics
* Advised US Corporations regarding Optimal Capital Structure, Fixed-Floating
* Studies included sensitivities to changes in capital structure and it's impact on financial distress and ratings
* Performed all research, analytics and preparation of presentation material
Previous work (1992-1995) involved providing fixed income portfolio analytics to the corporate sales and options desk.

Prior Experience
AT&T (1988-1992): Associate. Worked as a team, to design and develop a sales incentive system.
Drillco Devices Ltd. (1985-1988): Quality Assurance Engineer. Maintained approved vendor status as supplier of parts to nuclear generating stations. 60% reduction in purchasing costs by identifying and qualifying new vendors via quality audits

Education
M.S., Industrial Engineering, University of Oklahoma
CFA. Chartered Financial Analyst

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