Sales Manager
Resume:
Craig K. Cohen
Round Rock, TX *8664
ac0cvk@r.postjobfree.com
512-***-****(Home)
512-***-****(Mobile)
OBJECTIVES
I am an extremely qualified candidate for any executive position within banking, sales or operations due to my extensive knowledge, educational background, and 20+ years of work experience. I am a dedicated employee, and this is evident through my prior work history. I have held many positions within executive management focused on sales, credit, and operations, and excelled at all. I strive to find a position at a rapidly growing company which will utilize my abilities, strengths, and knowledge, that offers room for continued success and advancement.
WORK EXPERIENCE
Chase Bank, Cedar Park, TX August 2014 to current.
National Mortgage Banker
Originated over $12MM in personal production during the first 12 months in the position.
Build numerous relationships with real estate agents, financial planners, and bankers to build referral business.
Increased branch production 125% during the first 12 months in the position.
Funded Fannie/Freddie, FHA, VA, and portfolio Jumbo loans.
IndyMac Bank, OneWest Bank, Austin, TX September 2006 to. March 2014
Retail National Sales Manager, VP Strategic Asset Group,
AVP Wholesale Division
Second employee hired in Austin, Texas for IndyMac Bank.
Developed and implemented a team sales plan from start-up to 15 wholesale account executives within 6 months of new office opening.
Within the 1st year, became the leading producing wholesale team in revenue, units funded, and number of newly approved brokers.
Focused on NCA business and produced MOM increases in approved brokers.
Followed all credit and underwriting requirements set forth by the bank.
Once wholesale lending was discontinued by IMB (2008), moved to co-head the Strategic Asset Group (SAG) in establishing a platform for current borrowers facing financial hardship due to declining home values. Created, implemented and managed this program working with FDIC regulators directly.
Formulated a FHA program with a privately held second mortgage up to 125% CLTV. This program was later adopted by the Obama administration, and converted into the current HARP and HAMP programs.
Using a hands-on management style, I personally received over 1,000 workout packets completed by IMB borrowers, reviewed them and forwarded recommendations to the Chief Credit Officer for final determination on relief.
Once IMB was purchased by OWB (2009), moved into a retail role as a national sales manager, building new sales and operation teams and merging them with the current lending group.
Developed and implemented a sales plan to accomplish short and long-term goals for staffing, production, P & L, and customer satisfaction.
Increased production over 400% in # of units funded, revenue, and volume within the first year while increasing customer satisfaction ratings.
For the 4th quarter 2009 and 1st quarter 2010, maintained the top position among all sales teams nationwide. In addition, managed the only team which had increased production MOM for 6 consecutive quarters, and the first team to earn the company over $500,000 in revenue for a given month (March 2010), and over $1,000,000 in revenue (August 2010).
Extensive knowledge and working background with all IMB/OWB computer systems including Lending Space, OWB Intranet, Homepage, MIPS, Xcel, MS Word, MS Office, PowerPoint, Emits, Eflow, WebX, Fidelity, pipeline and bucket reporting programs, CIC manager, and others used for day-to-day management and operations.
Maintained excellent retention, with over 80% of my hires still employed with IMB or OWB as of 2012.
Bay Capital Corp., Owings Mills, MD June 2002 to July 2006
SVP Wholesale/Retail Sales and Operations
Oversaw entire mortgage operation focusing on sales and sales operations.
Trained over 200 new Wholesale Account Executives and supported them internally and in the field.
Produced sub prime Alt-A, FHA, VA and Fannie/Freddie products in both retail and wholesale environments.
Developed an inside account executive group to handle sales calls to states where no outside AE's were available. Grew this group of 18 AE’s to over $50 million in sub prime funded volume monthly within 12 months from startup.
Reported directly to the president of the company, gave monthly, quarterly and yearly reports on progress, portfolio performance, default ratios, recruiting progress, state licensing, training of new employees, overall sales volume, operational staffing, servicing and investor relations.
Formulated a business plan for launching “net branching”, growing this division to over 50 net branches in 17 states nationwide.
Grew this startup company from $2 million a month in wholesale funded volume in Nov. 2002, to over $75 million monthly in 2006.
Handled payroll for the entire sales force of over 100 employees.
Co-built “Datatrac” system to aid in all aspects of servicing, secondary marketing, and communications between sales, operations, credit, and servicing.
Wrote product guidelines, job descriptions and underwriting manuals for both wholesale and retail sales and operations channels.
Hired and trained middle management for roles in operations, sales, servicing, marketing, and investor relations.
Sold loan pools to investors on a flow and bulk basis, negotiated forward commitments with investors.
Worked personally with Household, Countrywide, Chase, Wells Fargo, Citibank, Lehman Brothers, AIG, Compass, and many other investors.
In June 2002 the company consisted of 12 employees; by 2006 we had grown the company to over 400 employees in 17 states.
Numax Mortgage Corporation, Germantown, MD Dec. 1994 to Jan. 2002
FVP Retail Sales Manager, Loan Officer
Started in 1994 as a retail loan officer required to make over 50 outbound cold calls per day.
Out of 20 loan officers, achieved top producer 20 of 24 months during my first two years.
Awarded Loan Officer of the Year 1996.
Promoted to Retail Sales Manager 1997.
Grew the retail division over 40% during the next 12 months. Focused on Fannie/Freddie business, FHA, and Alt-A business.
Hired, trained and motivated over 25 new loan officers.
Once 125% CLTV loans were introduced into the industry, met with senior management and discussed starting a wholesale division exclusively for the 125% CLTV product. They agreed, and over the next 4 years, we grew to become one of the largest 125% lenders on the east coast.
In 2000 with a staff of 100, promoted to Operations Manager, FVP, over wholesale lending.
Negotiated warehouse lines with many local and national banks.
Built a secondary marketing department, and focused on bulk and flow sales of loan pools ranging from $10MM to $50MM.
EDUCATION
Elon University
Elon, North Carolina
January 1991 to December 1994
B.S. Pre-Med, primary focus on Kinesiology
Computer Learning Center
Rockville, Maryland
September 1996 to October 1998
Certified in MS Word and MS Excel
REFERENCES
References are available upon request.
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