Michael Rosen’s finance career began inside the loan department of middle market lender Union Bank (now MUFG Union), when—after completing an 18-month training program—the 23 -year-old was provided with a stack of business cards bearing the title “Loan Officer.”

“At the time, being a loan officer meant a great many things. You would be responsible for most of your clients’ needs, as well as bringing in new business for the bank,” remembers Rosen, who today credits the program’s scope with allowing him to quickly find his footing inside the bank’s apparel sector—a realm made up largely of midsize businesses ranging in size from $15 million to $100 million.

“It was a significant program that provided some broad-based training in things like financial analysis, collateral analysis, and financial accounting, as well as the legal and ethical issues that come up when running a bank,” continues Rosen, who adds that for the next 7 years he responded to the unique needs and growing pains of his midsize customers.

Next, Rosen joined CIT Group, which at the time was aggressively expanding its factoring offerings. The financial services firm was known for not only taking over its clients’ accounts receivable but also signing outsourcing agreements for the customers’ credit collections and bookkeeping functions.

“Once we were doing all of these things, it became a lot easier for us to make loans against the collateral because we were the custodian of all of the funds. We didn’t have to rely on companies collecting the money and then sending it—instead, it came right to us,” he recalls.

The experience of serving customers at CIT Group opened Rosen’s eyes to managing risk and the critical thinking that’s often required when advising businesses “where things aren’t going well.”

It was through just such a business that Rosen accidentally discovered a door of entry to corporate finance leadership.

“We kept telling the owner that the business really needed to have a CFO, and the next thing I knew, I was offered the job,” explains Rosen, who accepted the position. Looking back, Rosen says that at the time he probably did not have all of the technical accounting knowledge that a CFO might be expected to command. Even so, he knew how to stabilize the business, and that’s arguably what mattered most. –Jack Sweeney

 

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