Manager Marketing

Greg S. Genua - CIPP, LUTCF

Phone: 918-***-****

Fax: 918-***-****

E-Mail: abnlw8@r.postjobfree.com

Executive and Senior Management Experience:

Twenty plus years leadership experience with proven track record in marketing and sales. Pioneered innovative marketing concepts in

the financial services industry. Successfully developed, established and managed sustainable strategies with significant increase of

revenues and profitability. Set industry standards for generating quantifiable results, improving operational effectiveness, and reducing

costs. Contributed on industry’s critical issues and actively involved at various high-profile events. Consulted for Fortune 500

companies (GE Money & GE Capital), and other top organizations including the City of Broken Arrow, Dime Savings Bank, National

Bank of Commerce, and Telespectrum. Respected for business acumen, problem solving, team building, and delivering on or

exceeding expectations. An effective two-way communicator at all organizational levels and with key decision makers. Documented

history as speaker, facilitator, motivator, and trainer. Have a demonstrated ability to select and develop talent, and mentor direct

reports. Proficient at establishing networks, and maintain long-term relationships. Capable of rapid absorption of information on

complex issues. Solid secondary skills in operations, compliance, and project management. Insurance licensed since 1985.

Areas of Expertise:

Program/Campaign Management Cost Reduction Strategies Distribution Channel Methodologies

Revenue Growth Strategies Business Unit P&L / Audits Benchmarking & Best Practices

Billing Collection Mechanisms Vendor Contract Negotiations B2B & B2C Relations

Database Analysis/Segmentation Technology Solutions/Integration Executive Reporting/Presentations

Public Relations & Training Programs Govt Regulations/Compliance Process Improvement / Documentation

Marketing-Sales Background, Qualifications, Accomplishments:

For GE Money; hired as consultant to evaluate the Mortgage Market Opportunity (MMO) and serve as primary information source.

Delivered findings and recommendations to Senior Leadership Team of PMG (GE Affiliate). Managed project and resources in

developing operational gap analysis, competitor assessment, technology requirements, revenue forecasting, and action plan.

MMO presentation included executive summary, mortgage space overview, process, analysis/data, pro forma, marketing strategy,

and action plan. Additional supporting data included servicing volumes segmentation data, premium by market share and

distribution channel, compliance-risk assessment, marketing calendar, product offering matrix, and prospecting tools.

MMO project required strict adherence to internal protocols, and a compelling value proposition with detailed and well-supported

analysis. Developed Resource Document with current industry trends assessment, segmentation data, affinity marketing overview,

billing collections matrix, loan administration/servicing process map, and marketing distribution channel flow charts.

For Ocwen (national loan servicing company); dramatically increased business unit’s net pre-tax income, ROI and NPM through

innovative Affinity Marketing initiatives. Planned and directed organization’s optional product cross-sell solicitations to customers.

Set industry standards by generating $13 Million Total Revenues in less than 5 years from a customer base that averaged less

than 325K loans. Established Net Profit Margin (NPM) that exceeded 80% with a Return On Expense (ROE) greater than 500%.

Produced 641% increase in Annual Revenues from Optional Product Marketing [OPM] by taking OPM Annual Revenues from

$536K in 2001 to $3.97 Million in 2005. OPM included a wide variety of insurance products, and financial/non-financial programs.

Developed and introduced product, added 30 new product offerings to menu, built and implemented quantitative benchmarking

metrics. During recent 4.5 year period [12/01 - 05/06] exceeded expectations by improving numerous Key Performance Indicators:

~ Revenue Per Loan: increased 282%; from $2.26 in 2001 to $8.63 in 2005.

~ Portfolio Product Penetration: increased 78%; Optional Product Loans from 3.3% in 01 to 15% in 05

~ Statement Penetration Rate: increased from 22% to 75%.

~ Bill-Through Rate: from 76% to 82%.

~ Accounts Receivable [60 Days +] from 46% to 14%.

Created and implemented complex model for Multi-Channel, Multi-tiered Marketing Calendar that drove customer acquisition

through the Statement Marketing, Direct Mail, Telemarketing, Customer Service Agent and IVR/VRU Cross Sell, and Website.

Advanced the issue of optional product and affinity marketing to mortgage customers. Provided leadership at various industry

events and spoke on critical subjects; Increasing Revenues, Improving Profitability, Alternative Distribution Methods, Ancillary

Income, Privacy Impact on Fee Income, Statement Marketing, and Privacy Rules vs Growing the Business.

Successfully facilitated introduction of lender placed hazard insurance vendor, provided actionable recommendations on multi-

million dollar revenue opportunity, and assisted in general contract negotiations. Developed “Tagline Marketing” concept,

negotiated SLAs and compensation terms, and helped to secure five-year commitment paying substantial annual reimbursements.

For CMG; Developed marketing strategy, process, materials, technology requirements, and a five-year business plan. Authored

“AARK©” training manual and managed DDE link process with the telemarketing firm’s preview-dialing system.

For Metlife; Served as Regional Training Director and Territorial Quality Liaison Officer. Administered selection and development of

agents and managers [16 branches; 22 managers, 160+ agents]. Developed 4-year training curriculum and video tape series on

agent training. Conducted “Advanced Markets” training. Member of Regional Advisory Council and Training Directors Task Force.

Assigned as Branch Manager to a low performing insurance agency/branch, and rapidly improved its rating/ranking and

productivity. Primary duties were agent recruitment, training and supervision, facilitating policy underwriting, client service,

managing P&L and clerical staff. Developed, proposed and secured one person EBP group health coverage for Oklahoma Region.

As Agent in first year; Qualified for Leader's Conference, MetLife Olympic Sales Campaign, Regional Quarterly Production

Contests, and Branch Top Producers Awards. Finished #3 (out of 80+ agents) in OK region in consistent production category, and

placed 113 Life policies. Assigned as Oklahoma Regional Training Assistant for OKC. Promoted to Associate Branch Manager.

Additional Operational, Compliance, Project Management Experiences:

For City of Broken Arrow; consulted on FACT Act “Red Flags” Identity Theft Prevention Program. Conducted comprehensive

assessment, developed required documentation, presented to City Council, reviewed existing contracts, created Supporting

Documentation Resource Directory, implemented plan, produced training materials and conducted training of key personnel.

For Ocwen; used “Balanced Scorecard” methodology to create comprehensive Strategic Plans that included mission statement,

strategic issue identification, critical success factors, strategy map, business unit’s role, product analysis, and scorecard summary.

Provided analysis and actionable recommendations to executives on operational functions and marketing issues, regarding privacy

regulatory environment. Assigned Process Owner for compliance oversight of corporate-wide Privacy Notices & Opt-Out process.

Protected company against risk and financial loss by revising required annual privacy notices with opt-out form, developing

monthly reports, and establishing formal control processes. Created comprehensive procedure manual.

Improved Strategic Marketing Partner (SMP) relations by instituting stringent qualifying standards and monthly SMP meetings. This

elevated operational efficiency, enhanced reconciliation processes, expedited invoice payment and improved accounts receivable.

Responsible for department P&L, financial feasibility, and audit compliance (i.e., Sarbox). Provided CEO, President, CRO, and

executive staff, with detailed Quarterly Business Reviews, and year-to-date status reports on key initiatives.

Built, established, and maintained a Business Continuity Plan that documented the detailed step-by-step actions for disaster

recovery. Worked closely with IT department to test and verify plan, and trained department personal.

Established Annual Strategic Marketing Partner Conference to review YTD results, identify new marketing opportunities, create

competitive environment, coordinate solicitations, and host appreciation events (i.e., dinners, golf tournaments, social outings).

Contributed to major corporate initiatives and projects including Global Business Process Outsourcing, “On-Line Customer Access”

for IRS Tax Form 1098, VA Vendee Loan Origination, Website Improvement, Loan Refinance and Customer Retention.

For CMG; assisted National Mortgage Bankers Association’s with Implementation Guide Manual on Gramm-Leach-Bliley Act

[GLBA] Privacy Requirements. Featured speaker on “Campus MBA” 2001 audio program “Are You Ready for the Privacy Act?”

Conducted due diligence of insurance companies for their financial strength and ratings, product pricing, compensation schedules,

marketing support, underwriting processes and efficiency, and overall suitability for profitable joint marketing efforts.

Hired by Dime Savings Bank to perform comprehensive review and analysis of various financial reports including; 3 year business

projections, budget pro forma, account unit rollups, insurance product line performance, and agent compensation matrix.

Consulted to National Bank of Commerce, assisting with “insurance services” initial program role out for In-Branch personal,

Broker-Dealer and Trust departments. Developed PowerPoints and hand out materials, and conducted training sessions.

For Old Kent; directed cross-functional teams and department managers to establish cross-sell of internal products to mortgage

customers. Initiated dialog and built consensus with other lines of businesses (LOB). Negotiated revenue sharing arrangements

with key LOB executives. Responsible to oversee change process and report to executive committees on project progress.

Chaired financial parent corporation’s “Privacy Opt-out Sub-group.” Directed group and developed implementation strategies for

delivering initial Privacy Statement and Opt-Out Notice under GLBA. One specific recommendation delivered savings of $750K.

Initiated and facilitated “GLBA–Marketing” peer group meeting with industry leaders from top financial institutions [including; Bank

of America, GE Financial, Wells Fargo, Washington Mutual, Chase, Minnesota Life, AEGON, Bank of Oklahoma, etc.].

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Additional Skills / Capabilities,

Strong Public Speaking and Presentation: Proven history includes moderating and coordinating group presentations, facilitating

workshops and roundtable discussions, serving on planning committees, initiating peer groups, and participating in development of

industry best practices. Consistently volunteered at high-profile industry activities and supported association objectives.

Solid Team Building: Directed cross-functional teams and department managers on cross-sell of internal financial products to

existing mortgage customers. Initiated dialog and built consensus with other lines of businesses. Negotiated revenue sharing terms

and conditions with key stakeholders. Served as Change Manager and reported to executive committees on critical projects.

Research and Written Communication: Extensive analysis on Privacy Compliance’s impact on marketing, and the FACT Act

compliance obligations, culminated in published articles for Servicing Management magazine in October 2006 and March 2008.

Experience with Microsoft Products: Word, Excel, Visio, PowerPoint, Outlook, Project, and Publisher. Familiar with additional

software programs including Adobe, Snagit, Quicken, and various database marketing tools (i.e., Access, SQL Server).

Work History:

Independent Consultant: Greg Genua Consulting / Profit & Privacy Consulting (May 06 – Present), Broken Arrow, OK

Senior Manager – Marketing: Ocwen [Federal Bank, FSB., Loan Servicing] (Dec 01 – May 06), Orlando, Fl / Broken Arrow, OK

Vice President - Ancillary Income: Old Kent Mortgage (Oct 99 – Oct 00), Grand Rapids, MI

President & CEO: Covenant Marketing Group (Apr 93 – Oct 99, Oct 00 – Dec 01), Tulsa, OK

Managing Associate: Southwest Financial Associates (Jun 92 – Apr 93), Tulsa, OK

General Manager: Ameritas Insurance (Jun 91 – Jun 92), Tulsa, OK

Regional Training Director / Branch Manager / Agent: Metropolitan Life (Nov 87 – Jun 91), Tulsa / Broken Arrow / OKC, OK

Education / Professional Development / Certificates / Licenses / Affiliations:

Master of Business Administration (2008), Bachelors of Science in Business Administration (2001) California Coast University

Certified Information Privacy Professional (CIPP) designation (2006). Currently, one of only 2,300 CIPPs worldwide

Currently hold insurance licenses in OK, FL, MD, MI, and OH

Passed Utah Mortgage Lender Exam (2004)

Graduated Life Underwriter Training Course Fellowship (LUTCF) (1989)

Member of the International Association of Privacy Professionals (IAPP); and, the Oklahoma Business Ethics Consortium

Board Member of Gatesway Foundation, Inc., a Non-Profit organization benefiting individuals with developmental disabilities

Characteristics / Skill Sets / Reputation:

Personality type is “pragmatic-optimist,” and achievement oriented with high energy. Dedicated to high standards of integrity and

ethical behavior. Thrives on change. Leadership style is visionary / situational. Management method is synergistic / value-driven.

Communication skills deliver results on top-priority projects. “Win-Win-Win” approach includes developing internal resources and

setting clear expectations with external partnerships. Candid and confident attitude is effective with executives and peer groups.

Acknowledged for innovative thinking, anticipating market trends, and new product introduction. Respected for contributions on

critical issues, attention to detail, and collaborative approach. Recognized for commitment towards new educational experiences.

Prior Military Experience:

US Air Force: School of Aerospace Medicine graduate. Aeromedical Specialist and Registered EMT. Served in the Flight Surgeon’s

Office, Emergency Room, and Ambulance Service. Responsible for flying personnel examinations, accuracy of data, maintenance of

USAF medical records and compliance manuals, and preparation for IG evaluations. Assisted physicians with patient’s urgent care.

References, recommendation letters, testimonials, speaker evaluations, and published articles available upon request

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