Coral Gables, Florida U.S.A.
INTERNATIONAL BUSINESS DEVELOPMENT LEADER
Highly accomplished and experienced International Business Development Professional with a well established and
deeply rooted roster of clients in Latin America. Noted for a successful track record of highly profitable business
development including strategy, product development, marketing and sales. Adept in developing and stewarding
P&Ls as large as US$13M driving annual revenues of US$11M and net contributions in excess of US$6M.
Culturally sensitized and uniquely qualified to lead business development initiatives on a global basis. Fluent in
Spanish, Portuguese (working knowledge) and English with a record of extensive travel throughout Central/South
America, the Caribbean, Western Europe and Asia.
International Business • Strategic Planning • Team Leadership & Motivation • Cost/Benefit Analysis
Account Management •Territory Management • Client Relationship Management • Sales Cycle Management
Market Analysis • Needs Assessments • Sales Forecasting • Product Marketing • Presentations • Negotiations
International Wealth Planning Solutions LLC, Coral Gables, Florida 2012 - Present
Managing Director – Latin America
Leadership in the creation of business model, services, independent providers of international trust based planning
solutions for non-U.S.A. citizens / residents and their families. Serving as outsource between clients, bankers,
brokers, financial advisors, financial institutions and independent fiduciary / trustee service providers. Providing
Banco Santander International, Miami, Florida 2011 – 2012
Senior Vice President, Head of International Wealth Planning, Latin America.
Briefly drove development of the firm’s International Trust Services. Assertively presented the firm’s offerings and
services to Santander’s non-resident/non-U.S.A. citizen clients.
Morgan Stanley, Miami, Florida 2010 – 2011
Director of International Trust, Executive Director
Spearheaded development of a start up, global International Trust business focused on meeting the international
wealth planning needs of non-resident / non-citizen clients of the U.S.A. Drove development and implementation
of business plans, products, strategy and training programs, prior to a dramatic change in management.
Took the lead in on boarding US$140MM+ in clients’ assets under trust based international wealth planning
structures from competitors. Provided product support to firm’s Financial Advisors in assisting their clients with
establishment of suitable international trust arrangements.
EDGAR FERNANDEZ PAGE TWO
Merrill Lynch, Miami, Florida 1989 – 2010
Merrill Lynch Bank and Trust Company (Cayman) Limited, Representative Office
Director - Regional Trust Coordinator (1989 – 2010)
Developed and directed the efforts of a sales and marketing team with as many as 11 professionals tasked with
developing International trust arrangements to non-resident clients throughout Merrill’s offices in Latin American
countries that included Argentina, Brazil, Venezuela, Panama, Uruguay and Chile as well as in the United States.
Drove development of an US$11.8B International Trust business generating US$22.8M in annual revenue and
delivering a pre-tax margin of 41%.
Took the lead in pricing, marketing, business development, business acceptance criteria, product
development, training and team building that enabled this achievement.
Merrill Lynch Trust Company, Coral Gables, Florida 1994 – 1995
Vice President - Regional Trust Manager.
Established Merrill's Florida trust company's start-up branch office based in Coral Gables. Personally recruited and
developed the sales force and drove the sale of traditional fiduciary services to local offices' domestic client base.
Early career success in international business development roles with Citibank / Citicorp in New York City, Cititrust
in Nassau, Bahamas, Bank of Boston and Barclays Bank PLC. Took the lead in developing long-term, trusted
relationships with high-net worth individuals while serving in roles as an Account Officer, Trust Officer, Assistant
Vice President and Vice President driving new business development in International Private Banking.
Developed deep expertise in the International fiduciary services business with highly proven success in the
selling and structuring offshore trust based products and other services.
Drove development, pricing and coordination of all offshore and other international products / services.
Provided all necessary training to sales staff focused on increasing international trust account relationships
and other fee earning business including investment management services and other products.
EDUCATION & DESIGNATIONS
Bachelor of Business Administration, International Finance and Marketing
University of Miami
Coral Gables, Florida
TEP - Trust & Estate Practitioner Designation
Society of Trust & Estate Practitioners / STEP.