Bob Schwartz



COO * CMO * Business Development * Sales Leader * Creative Marketer

A dynamic business executive with broad experience starting, operating and managing all aspects of a sales and service corporation of financial institutions.  Emphasis has been on sales, marketing, administration, strategic and tactical business planning, product development, cross sell development, process improvement, budgeting and revenue forecasting, board reporting, contract negotiations and innovative marketing delivery systems.

Selected Highlights

  • Hired and trained specific sales, operational, and marketing professionals for numerous cross sell programs generating $46M in annual revenues for CitiMortgage, Cal Fed Bank and Standard Federal Savings Bank
  • Integrated sales processes across major servicing platforms (2M accounts) achieving cross sell ratios above 27% for Cal Fed Bank
  • Developed and integrated product sales into major origination platforms ($30B+ annually) resulting in product adoption rate of 30% for Cal Fed Bank and Standard Federal Savings Bank
  • Launched, maintained and supported annual telemarketing, direct mail and face-to-face marketing programs to DDA, Mortgage and Credit Card customer bases resulting in "best in peer group" rating by KPMG for Cal Fed Bank
  • Executed 40+ marketing campaigns annually, driving individual and corporate goals, meeting or exceeding budget 19 years consecutively with Cal Fed Bank and Standard Federal Savings Bank

Areas of Expertise

General Management

Sales Management


  • Creative leadership
  • Multi-product financial services sales
  • Product development/enhancement
  • Aggressive revenue growth
  • Marketing and Sales support
  • Innovative marketing systems
  • Best-in-Class team building
  • Emerging Distribution Channels
  • Direct response insurance
  • Relationship building/Mgt.
  • Product competitive analysis
  • Contract negotiations/Vendor Mgt.
  • Internal realignment
  • Cross Selling/Customer Retention
  • Compliance

Work History

Work History
Nov 2003 - Present

Independant Contractor


Assignments include sales, marketing, operations, finance, IT, customer service and other business solutions to enhance client's performance.  Notable clients include Stone Street Capital - Senior Annuity Consultant, 4 mos, 1st National Bank of AZ - SVP, 12 mos, Financial Resources of America - COO, 9 mos, AEGON - Client Solutions Consultant, 4 mos, Regional Bank - Agency Management Consultant, 3 mos, and Large National MGA - Product Consultant, 18 mos.  Product lines included financial services programs sold through multiple channels and in direct/cross sell environments.  Accomplishments included:

  • Created new marketing material, sales kits re-branded, printed and in use by all to use in Internet, broker, financial advisor, banking, direct mail and insurance agent channels
  • Launched website, up and fully functional with re-branded material and links to forms for all channels
  • Process implemented to handle incoming inquires from all forms of marketing campaigns and channels
  • Strategic legal position established on commissions and disclosure
  • Worked with existing and new corporate clients to identify needs and place appropriate resources for clients
  • Identified and leveraged marketing channels to maximize name brand, exposure and placement fees
  • Managed regional offices and sales staff increasing deposits from $216 M to $378 M.
  • Reorganized and reengineered six organizations: National Sales, Finance, HR, Recruiting, Call Center, and Information Systems
  • Doubled sales force, increased premium volume 30%, launched two new IT platforms, and initiated cash flow analysis and reporting
  • Developed a three-year business plan to launch a wholly owned financial services subsidiary for a regional bank in Baltimore
  • Evaluated viability of building an internal internet solutions system for AEGON's client base
Nov 2002 - Sep 2003

CMO/COO Acquired Financial Services Subsidiaries


In November 2002 Citigroup acquired Cal Fed Bank.  Citigroup retained my services for Cal Fed's two subsidiaries as well as a third previously acquired by them, to assist with transition issues to new ownership.

Feb 1995 - Nov 2002

CMO/COO Cal Fed/FNC Financial Services Subsidiaries (2)


Cal Fed Bank acquired Standard Federal Savings Bank's mortgage servicing and subsidiary insurance assets in February 1995.  Cal Fed retained me as senior officer of the subsidiaries in Maryland and California to manage sales and administration of all products.     

  • Managed both subsidiaries for 8 years - successfully meeting or exceeding revenue targets every year
  • Built subsidiaries to top five in peer group contributing over $500M in transaction volume annually
  • Attained the highest cross-sell revenue per household in the peer group by leveraging six distribution channels
  • Developed and launched innovative statement marketing programs achieving 25% revenue growth
  • Marketing and insurance advisor to Mortgage company for hazard insurance
  • Negotiated and maintained agreements with 25 vendors on multiple product lines
  • Attained above satisfactory ratings from internal audit and external regulators
  • Trained and Mentored seven direct reports, 75 FTEs and Recognized by Chairman as "best in company" team builder
Mar 1985 - Feb 1995

CMO/COO Stan Fed Financial Services Subsidiary


I was retained by Standard Federal Savings Bank to start and grow a financial services subsidiary for the bank.  Starting in 1985 I implemented sales, marketing and support initiatives for all core and supplementary product lines.

  • Launched & Managed a successful sales program for Annuities, Mutual Funds and Equity-based products to bank customers
  • Successfully grew the subsidiary life, disability, health, credit card and personal lines insurance to $80M in annual sales
  • Developed and Launched innovative statement marketing programs, achieving 25% revenue growth
  • Developed the Commercial Protection program insuring assets used as collateral; generated $14M in annualized premium revenue
  • Created the BiWeekly Advantage Program electronic bill paying service generating $400 M in transaction volume annually
  • Created Certificate of Deposit sales team for Standard Federal Savings Bank generating $100M CD volume annually
  • Served on the Executive Committee with EVPs from all 7 divisions
  • Involved in daily sales authority while managing subsidiary with Board reporting responsibility



BA in Sociology

Masters in Business Administration and Masters in Marketing

Shaftesbury University
Jun 2000 - Jun 2002


Shaftesbury University
Jun 1998 - Jun 2000


Shaftesbury University