VP Retail Sales And Operations-Banking Financial Services - Managemen
VP Retail Sales And Operations-Banking  Financial Services - Managemen
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VP/Retail Sales And Operations-Banking /Financial Services Resume


Desired Industry: Management SpiderID: 50057
Desired Job Location: Milford, Ohio Date Posted: 4/17/2011
Type of Position: Full-Time Permanent Availability Date: Immediatley
Desired Wage: 90000
U.S. Work Authorization: Yes
Job Level: Executive (President, VP, CEO) Willing to Travel:
Highest Degree Attained: Bachelors Willing to Relocate: No


Objective:
Multi-faceted, dynamic, and high-powered
senior executive equipped with more than
20 years of retail banking operations,
mortgage sales, and channel development
experience. Possess stellar reputation
in implementing effective strategies and
plans for multi-billion dollar asset
banks to optimize operational
efficiency, increase sales, and improve
performance. Commended as an empowering
manager adept at leading and training
sales teams to deliver the highest
quality and integrity products and
services. Excel at working and
establishing win-win relationships with
diverse customers to provide utmost
satisfaction and innovative business
solutions. Capable to multitask in a
fast-paced and fiercely competitive
retail banking environment.


Experience:
EMPLOYMENT HISTORY

U.S. BANK ~ CINCINNATI, OH

VP Retail and Secondary Marketing
Mar 2007–Oct 2010

Directed and coordinated daily
operational aspects of the bank focused
on staff development, project
management, sales, loan processing, IT,
market intelligence, pricing,
profitability, and relationship
management. Generated net and non-
interest income through production of
1st and 2nd mortgages to internal and
external bank clients nationwide
covering 44 states. Handled P&L
responsibility for 3 departments with
yearly budgets of more than $2.5M.
Established internal partnerships with
retail bank, internal communications
strategy, and bank-wide training
program. Conceptualized and implemented
innovative internal marketing strategy
targeting 2400+ branches and 20,000+
employees. Utilized direct mail
targeting current portfolio customers
and new customers. Adhered strict
compliance with regulatory policies in
support of bank compliance initiatives.
Carried out product development and
enhancements to support growth and
mitigate losses. Facilitated training to
commissioned sales and operations
personnel to develop their competencies
and achieve the maximum level of
potential. Conducted financial analysis
of ROI, ROE, ROA, unit costing,
portfolio delinquency, and portfolio
profitability. Worked collaboratively
with Corporate Credit Administration /
Risk on the development of new products
and/or retraction of underperforming
products. Led portfolio retention of
$13B by identifying consumers with
probability to attrite and marketing to
them. Built and cultivated long-term
quality relationships with customers by
providing exceptional bank products that
generate referrals and new business
opportunities.

- Elevated penetration of internal
branch bank partner by increasing the
number of referrals by 5% in Q1 of 2009
to Q1 of 2010; amplified sales volume
from channel 10% YOY, thus achieving
$23M increase in mortgage sales and
$1.7M increase in revenue
- Commended for creating a 3-year
strategic plan for retail and secondary
marketing
- Propelled sales volume by 35%
above plan in year 2009
- Increased outstanding loan
balances by 20% from year 2008 to 2010
and reversed portfolio runoff
- Innovated sales strategy that
resulted in increasing LO productivity
by 25% in 2010 through improving per
unit production from 8 to 10 loans per
month while reducing unit costing by 10%
- Improved channel penetration,
sales, and profitability by introducing
3 new core products and 10 product
enhancements in 2009
- Implemented cross-selling
program to identify and refer customers
to branch banking partners for sale of
additional consumer products
- Ranked # 1 within 6 months of
peer programs within the bank, thus
achieving an average of 2.5 referrals
per employee and 1.8 products sold
- Earned commendation for
completing projects with revenue impact
of more than $5M
- Employed over 40 process
improvements from 2009 to 2010 resulting
in revenue enhancement / expense savings
of $2M



- Optimized pipeline conversion
rates by 8% in 2010 while reducing unit
costing by 10% by effectively managing a
department through comprehensive
reengineering and workflow redesign in
support of regulatory changes
- Initiated the development of
communications strategy for internal
partnerships by introducing SharePoint
linked to partner intranet portals and
introducing quarterly marketing material
- Designed training curriculum and
conducted training classes for internal
partners to increase referrals and
improve revenue
- Increased new employee
production by 20% in the first 12 months
through introducing training staff for
the department as well as developing new
employee training and continuing
education training for staff, as opposed
to pre-training staff

Secondary Marketing Mar 2007–Oct
2010

Held responsible for non-interest income
through whole loan sales, both bulk and
flow sales, of portfolio grade loans.
Expertly managed operations of due
diligence of accepted bid: prepared
loan files; cleared stipulations; as
well as collaborated with mortgage
underwriting, servicing, and accounting
to facilitate sales. Regularly updated
the Held for Sale (HFS) logic and
coordinating programming with IT for
compliance. Worked closely with
wholesale and retail underwriting
management to increase sales of HFS
loans. Managed the entire correspondent
bulk pricing process: generating the
pricing, locking the pricing, creating
the intent to sale letter, coordinating
with sales and operations regarding
final mortgage pool eligible for
purchase and preparing the final
pricing. Solidified profitable
relationship with potential trade
partners.

- Automated the operational
processes to improve speed to market by
20% within one year (2008)
- Improved revenue by mitigating
pricing risk and expediting time from
loan closing to accepted market bid
- Eliminated underwriting errors
by 15% and improved pool conversion rate
by 7% from 88% to 95% in one year (2008)
resulting in increased revenue.
- Restructured the pricing model
for correspondent business and increased
revenue by 110 bps
- Boosted successful correspondent
loan repurchased by $2M YOY by
restructuring the loan repurchase
process
- Served as an integral member of
the Repurchase Committee tasked to
review monthly status of secondary and
correspondent clients’ portfolio
performance and repurchase activity
- Utilized strong negotiation
skills for settlements, correspondence,
and secondary marketing contracts’ final
terms through collaboration with U.S.
Bank Corporate Legal Department

SIBCY CLINE MORTGAGE ~ CINCINNATI, OH

VP Sales Jul 2006–Mar 2007

Directly reported to the President and
oversaw a company sales force focused on
developing business from internal and
external partners. Drove all strategic
initiatives for new products and
distribution channels for nationally
recognized, regional leader of real
estate sales, mortgage lending,
insurance, home services, and title
insurance services.

- Increased average monthly loan
volume from $500K to $1.2M per month in
the first year through the introduction
of expanded non-prime lending programs;
revamped the sales process that resulted
in the increase from $500-$1.2M average
monthly loan volume
- Maximized monthly sales volume
averaging $1.2M or more than 150% by
revamping the Internet lending process
focusing on speed to consumer response
- Instructed new training
curriculum for internal partners focused
on collaborative selling and
relationship management of the Sibcy
Cline customer
- Created a favorable public image
by designing new marketing material to
support referrals by 20 affiliate
branches; coordinated rollout of program
across a three-state area and increased
referrals by 23% in 6 months

U.S. BANK ~ CINCINNATI, OH

Assistant VP Retail Sales and Secondary
Marketing Nov 2000–Jul 2006

Diversified sales channel and developed
alternative lending focused on
generating business exclusive of current
bank customers. Managed non-bank
footprint states of the North and
Southeast using Internet, telemarketing,
and direct mail. Assumed responsibility
for 5 direct reports including 3 sales
teams, a secondary market manager, and a
database programmer/manager.

- Played a vital role in expanding
secondary marketing programs to enhance
products and generate non-interest
income
- Amplified secondary sales from
less than $50M to $350M per year (2000–
2005) improving non-interest income by
$6M per year
- Formulated underwriting and
closing secondary marketing process for
non-delegated underwriting sales
- Grew up mortgage loan volume
from less than $200M to more than $550M
annually (2000–2006)


- Utilized internal lead and loan
management system to improve response
time to internal partners by 200%,
increase sales opportunities by 20%, and
boost customer satisfaction surveys
rankings by 18%
- Provided expert oversight to a
year-long project to introduce Internet
and telemarketing sales channel, thus
improving revenue and platform for
expansion for marketing in non-bank
footprint areas
- Seamlessly launched and managed
a pilot non-prime auto lending sales
program leveraging branch systems and
processes, which improved retail auto
loan production by 15% in 6 months
- Effectively managed new branches
upon its acquisition: introduced
systemic referrals, trained branch
staff, coordinated with vendors to
provide services, and worked with
internal managerial reporting purposes
- Introduced on site loan officers
to established profitable customer
relationships and exceptional partner
experience by having local staff thus
increasing the sales and revenue



PRIOR WORK EXPERIENCE

Provident Bank, PCFS Financial Services,
Cincinnati, OH: 1996–2000
- ASSISTANT VICE PRESIDENT,
DIRECTOR OF RETAIL SALES

Transamerica Financial Services, Inc.,
Los Angeles, CA: 1988–1996
- BRANCH MANAGER AND DISTRICT
MANAGER


Education:
EDUCATION & CREDENTIALS


GRADUATE SCHOOL OF RETAIL BANK
MANAGEMENT, INDUSTRY CERTIFICATION
- Consumer Bankers Association (CBA),
Furman University, Greenville, SC: Class
of 2012
One of eleven U.S. Bank employees chosen
to participate the industry
certification at Graduate School of
Retail Bank Management and was among
Freshman Class of 2010

BACHELOR OF SCIENCE IN BUSINESS
MANAGEMENT, Concentration in Human
Resources
- George Mason University, Fairfax, VA

COURSEWORK IN BUSINESS ADMINISTRATION
- Southern Methodist University, Dallas,
TX
Recipient of Division 1 full athletic
scholarship in swimming


Affiliations:
PROFESSIONAL AFFILIATION

Member, Mortgage Bankers Association and
Consumer Banking Association


Skills:
CORE STRENGTHS

- Sales Action Plans and
Development
- Deposit and Loan Production
- Business Management and
Operations
- Outstanding Customer Service and
Relations
- Financial Lending and Banking
Standards
- Marketing Campaigns and
Promotions
- Superior Interpersonal and
Presentation Skills
- Leadership, Training, and Team
Building
- Continuous Process and
Performance Improvement
- Product Launch and Development
- Problem Resolution and Decision
Making
- Articulate Oral and Written
Communication


Additional Information:
MAJOR ACHIEVEMENTS

World-Class Winner, U.S. Bank Consumer
Lending (Top 3% of all employees): 2006
Outstanding Contribution, U.S. Bank
Consumer Lending: 2004
Top Producer Division 2, Transamerica
Financial Services, Inc.: 1995



ACTIVITIES


Member, Finance Committee, St. Andrew
Church, 2010–present
Chairman, Finance Committee, School
Advisory Council, 2008–Present
President, School Advisory Council,
SASEAS School, Milford, OH: 2005–Present
Treasurer, Whole Again International,
Inc., Cincinnati, OH 2008–2010
Chairman, Long Range Planning Committee,
School Advisory Council, 2005–2008



TECHNICAL PROFICIENCY


Microsoft Office Suite: Word, Excel,
PowerPoint, and Access including Lotus
Notes
DOS System: ACAPS and Hogan (bank system
to track loans, customer information,
and others)
Sequel (SQL) Server databases to create
reports and run lead and contact
management systems


Reference:
Available upon request.


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