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US Corporate and Commercial Banking

SunilName: Sunil
Position: Relationship Manager in Commercial Banking
Location: San Francisco
Education: BS in Finance, minor in History, University of San Francisco
Program: Wholesale Banking — US Corporate Commercial Banking

What was your experience when you started?

When I first came on, I was placed in the San Francisco commercial banking office. I assisted relationship managers in preparing credit approval documents necessary to get loans approved through our own internal credit channels. There’s a lot of writing involved, explaining why we need to do the loan. As I learned how to do that, I learned how to structure new loans and perform reviews of existing assets. There were also classes. And as part of the program, I went to Minnesota for three weeks for intense credit training to get foundational credit skills.

After your Financial Analyst Program, you went through the Credit Management Training Program. What was that like?

During the first month, we took advanced cash flow classes, learning how different parts of the bank look at cash flow. Then we did cases. The cases are taken from different business groups. They teach you how to look at various deals differently, and tie these deals together with Wells Fargo underwriting principles. You get together with other associates in a team to figure out how you want to structure the deal and then prepare all the documentation as if it were a real deal. Then you go before a loan committee, made up of senior managers, and you try to sell them the deal.

What are your career goals?

Commercial banking gives me a broad view because we don’t specialize in any specific industry. My goal is to get a broad idea of what businesses I like to lend to, and start to focus more on those industries.

Why did you choose Wells Fargo?

I interviewed at a lot of places. What appealed to me about Wells Fargo was it has a more defined path. It wasn’t so much a training path as a career path where they train you along the way. At other institutions, you go in as an analyst. After two years, unless an associate position becomes available, they need to churn their analyst to bring in new people. At Wells Fargo, as an analyst, if you’re successful, you go to credit training and they place you in the bank.

What has surprised you about working at Wells Fargo?

From day one, you’re on a first-name basis and part of the team. In an industry that doesn’t have a reputation for being that casual, it’s a casual place.

What should students considering joining the Financial Analyst Program know about it?

No matter how much you think you’re going to learn, you’re going to learn a lot more. Wells Fargo has a reputation for conservative underwriting, and by the time you go through the program you’ll know how to break down a company to its bare bones.
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