Jul 2004 - Dec 2007
Senior Regional Vice President
Countrywide Home Loans
Senior Regional Vice PresidentCountrywide Financial Corporation
Overview….. Multi-billion dollar mortgage company. My mandate was to manage all Wholesale originations for seven branches including five states while achieving market penetration, profitability, credit quality, efficiency and compliance goals.
Strategy 1Turned around under performing region where the branches had been ranked at the bottom in every measurable category.Implemented marketing initiatives for new business development while ensuring compliance with Federal, State, and local laws and regulations.Supervised more than 100 employees in both sales and operations. Eliminated inefficiencies, and increased sales revenues through precision hiring, team building, coaching and mandating the use of monthly Performance Development Meetings throughout the region.
Strategy 2Countrywide had a reputation for poor customer service in the Florida region.Developed and implemented best practices for Customer Service in operations and sales including the introduction and implementation of FISH! Philosophy®.Introduced an innovative concept of customer service to Account Executives.Developed superior customer relations focus including phone and email communications.
Strategy 3Instrumental in developing the Foreign Nationals program for Countrywide.Countrywide was missing an opportunity with this segment due to unfamiliarity with Foreign National buyers.Identified target market. Established and implemented sales and marketing plan to gain significant competitive advantage.
Results♦SalesDrove region to the #1 in growth for Countrywide in one year.
Generated $6.7B and a net profit of $109.5M.
Maintained up to $10M monthly profits.
♦Customer ServiceImproved Customer Service ratings from 70% to 93% in three months.
♦Market ShareGrew market share 50%.
Final………….ImpactProduced more than 20 Platinum Producing Account executiveswithin the region (the most for one region within Countrywide).
Feb 1999 - Jun 2004
VP / Sales Manager
Vice President / Sales ManagerWashington Mutual Bank
Overview…..Multi-million dollar mortgage/lending company.Managed all wholesale production and partnered with operations for the state of Florida.Was responsible for overall market share and production goals.
Strategy 1Integrated sales divisions throughout seven mergers in five years.Selected to integrate divisions following mergers based on extensive change management experience. Trained newly acquired employees on standard company procedures and policies.
Strategy 2Coached and led over 25 Account Representatives throughout the state.Trained, motivated and supported the Account Representatives in order for them to achieve their funding and pull through goals.
Strategy 3Controlled and supervised one of the most profitable centers in the country by maximizing production on profitable loans while successfully controlling expenses.
Results ♦IntegrationBuilt sales and operations staff of 100 employees and successfullyled change management process.
♦SalesConsistently generated over $300M in fundings per month.
♦ProfitabilityGenerated $3 M per month in total net income.
Final………….ImpactBecame the first Sales Manager, along with producing the firstAccount Executive from Florida to attend President’s Club.
Nov 1993 - Jan 1999
VP / Residential Mortgage Lending
Vice President / Residential Lending BankUnited, FSB
Overview…..Full service banking, residential, retail and wholesale lending company.Managed all areas of Residential Lending.Supervised all aspects of operations including production, processing, underwriting and closing.
Strategy 1Restarted the bank’s Wholesale Division by hiring and training all sales and operations personnel including Account Executives, processors and closers.Created and oversaw operations and workflow.
Strategy 2Met daily / weekly with the Chairman of the Board and had direct input on programs, pricing and underwriting strategies.
Strategy 3Responsible for daily/weekly/monthly reports, as well as the mortgage origination and processing software.
Results♦RestartIncreased Wholesale’s production from $500K to $39M per month.
♦ProgramsDeveloped and wrote the program and underwriting guidelines for the bank’s Foreign National program still in use today.
♦ProcessingStreamlined operations by fully utilizing and changing the processing software utilized by the department.
Final…………ImpactHelped to springboard the bank from three branches in Florida to over 30 branches nationwide.