Sales Real Estate

JEFFREY PIRHALLA

***** ********** **, **** ****, SC 29707 Cell 704-***-**** Email:

*********@*****.***

Additional Information and recommendations: www.linkedin.com/in/jpirhalla

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NATIONAL SALES / BUSINESS DEVELOPMENT / KEY ACCOUNT MANAGENENT

National/Regional sales and business development professional with a 20-

year accomplished career track in Financial and Professional Services, Real

Estate and Technology including startups and expanding businesses.

Exceptional communicator with a consultative sales style, strong

negotiation skills and problem solving abilities. Aggressively identify

opportunities, develop focus, and provide win-win business solutions.

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CORE COMPETENCIES

- New Business Initiatives

- Sales Channel Development

- Territory Startup & Expansion

- National Account Management

- Strong Technical Skills

- Strong Relationship Building

- Exceptional Public Speaker

- Extensive business travel throughout U.S.

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ACCOMPLISHMENTS

Technology Startup - Identified a market need, successfully raised two

rounds of venture capital and managed the development, sales, marketing

and rollout of the top selling niche Software as a Service (SaaS); became

profitable in Year 2 and maintained $1MM in net profit annually for three

years.

Commercial Lending Startup - Identified a market need, successfully

created a niche real estate lender and realized profitability at 300%

above plan in Year 1. Managed the product launch of three new products.

Regional Sales Development - Managed the SE Region (7 states) expansion

ranked within the Top 3 Producers out of 10 nationally 9 out of 12 months

(Ranked #1 in new loan originations for 4 months).

Sales Channel Development - Inherited a $60MM declining portfolio and grew

it 200%+ within six months. Consistently ranked in the Top 5 Producers

within the State.

Educational Contributions - Authored three certified Professional CEU

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PROFESSIONAL EXPERIENCE

WELLS FARGO BANK, Charlotte, NC (Feb 2010-Present) Sr.

CMBS Financial Consultant

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Design, develop and perform portfolio surveillance and reporting functions

on a $400 billion servicing portfolio of CMBS and Agency pools. Liaise

between Sales, Technology and Operations; Special projects including

operational and technical deep-dive projects, portfolio stratification,

valuation, and systems integration for legacy platforms.

. Manage OSAR and Watch List production for multiple CMBS shelves.

. Project Manager for multiple deep-dive projects including Deal/Loan

Boarding, Annex A review, systems integration, business process

enhancement and technology enhancements. PL/SQL, Pivot tables.

REAL ESTATE CAPITAL COMPANY, LLC, Charlotte, NC (Aug 2006-Feb 2010)

Founder and Managing Partner

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Identified a market need and created a wholesale commercial and

multifamily national real estate lender. Successfully developed a network

of banks, credit unions, mortgage brokers and real estate brokers with

concentrations in major U.S. markets utilizing a combination of face-to-

face (typically CEO/CFO), group presentations and email marketing

campaigns.

. Developed the Business Plan; created the company's Underwriting and

Credit Model (Excel), customized CRM (Salesforce), and Loan Pipeline

Module (Access).

. Sourced and negotiated correspondent profitable lending agreements with

multiple secondary market investors that resulted in a 23% increase in

profit margin.

. Hired and managed a staff of 11 sales reps with multiple field offices.

. Developed Underwriting Guidelines, Policy and Procedures and Quality

Control Guidelines.

IMPAC COMMERCIAL CAPITAL CORP, Tampa, FL (Apr 2005- Aug 2006)

Regional Vice President, Southeast U.S.

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Created and executed the Southeast Region expansion (consisting of 7

states) and developed and managed a highly successful sales channel. Cold

called and successfully sold the company's wholesale loan programs and

services into banks, credit unions, mortgage bankers and brokers.

. Developed a 4-hour Educational Workshop to introduce new programs and

successfully gained market share from the company's top competitor.

SUNTRUST BANKS, INC., Tampa, FL (Aug 2004-Apr 2005) First

Vice President, Sr. Relationship Manager

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Designed and successfully implemented the Bank's long-term lending

footprint by creating a new sales channel for the Real Estate Finance

Group. Managed all aspects of CRE credits, portfolio management, credit

quality, relationship management, cross-selling bank services and

mentoring staff members.

. Prepared credit memoranda and issued recommendations for approval,

modifications or denial of loan requests; presented loan requests to

Loan Committee.

LENDINGAPPS, INC., Woodland Hills, CA (Oct 2000-Aug 2004) Founder

and President

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Identified a market need, designed and managed the development of a

commercial mortgage origination and underwriting software program (SaaS).

Managed the company's direction and operations including financial, sales

and marketing, technology and operational aspects.

. Developed and implemented marketing plans and acquired over 2,500 paid

customers within a two-year period.

. Hired and co-managed a staff of four developers through all phases of

the project following SDLC and Iterative Project Development (IPDM)

methodologies.

. Developed the Operating Business Plan; conduct software demonstrations

to lending institutions, mortgage brokers and investors; successfully

released three interoperable software programs including multiple

program updates within a one-year time frame.

. Conducted face-to-face presentations and sales calls to C-level

executives and sales teams nationally.

JP MORGAN MORTGAGE CAPITAL, Laguna Niguel, CA (Mar 1998- May 2000)

Consultant, Vice President

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Managed the company's New England and Southern California Regional sales

offices. Sourced, originated and underwrote commercial loans ranging from

$500,000 to $30 million.

. Promoted to serve as the primary originator for the Large Loan Division

with management responsibility for seven states; developed and managed

multiple national accounts.

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EDUCATION / PROFESSIONAL DEVELOPMENT

Marylhurst University, BS/MBA Real Estate (completing online, 2011)

Pennsylvania State University, Dunmore, PA, BS Organizational Leadership

Undergraduate studies, 1984-1990

Former Licensed Paramedic, ACLS, Paramedic Instructor, Phlebotomist

Author, 8-hour National Accredited Course, Practical Application of

Advanced Commercial Lending

Author, 4-hour National Accredited Course, Principles of Commercial Real

Estate Finance

Author, 2-hour National Accredited Course, Marketing for Commercial Real

Estate Brokers

CA DRE Real Estate Broker, NAMB National Commercial Instructor

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