Sales Manager
Resume:
ELLEN STEINFELD
adgkni@r.postjobfree.com https://www.linkedin.com/in/ellen-steinfeld-9644832/ SUMMARY
Results-oriented executive with strong leadership and management experience in mortgage banking, small business lending, home equity lending and other consumer lending products. Outstanding record of launching and growing businesses, and leading high-performing diverse teams across Sales, Operations, Secondary Marketing and Credit. Areas of expertise include:
• Strategic and Business Planning
• Team Engagement and Development
• Process Design and Re-engineering
• Compliance and Regulatory Audits
• Product Development and Revenue Growth
• Sales Management and Digital Marketing
• New Market Development
• Credit and Risk Management
• Full P&L Responsibility
• Customer Experience
EXPERIENCE
Innovative Lending Strategic Solutions, New York, NY 2017-Present President
Working with financial service organizations including Mortgage Banks, Credit Unions and Regional Banks advising CEO’s and senior leadership teams in key areas such as strategy, sales and revenue growth, channel diversification, operating effectiveness, credit and risk, customer experience, organizational design, succession development, performance planning and measurement, talent inventory and change management. Focus has been on mortgage banking, home equity lending, student lending, small business lending, credit card, personal loans and other consumer lending products. TIAA Trust Company FSB, New York, NY 2015-2016
Managing Director of Lending
Full P&L responsibility for mortgage banking, small business lending and consumer lending products and services across TIAA Trust Company FSB. Mission was to develop products and services to support the not-for-profit market while managing existing business. Crafted new product offerings, go-to-market strategy and implemented several new programs including affinity lending, relocation assistance and financing for high-net-worth individuals. Hired key leaders and ultimately built team of approximately 500 across Sales, Operations, Secondary Marketing, Product Development, Credit, Post Closing, Investor Delivery and Servicing. Member of the Credit and ALCO committee of the Bank.
• Grew Retail Mortgage business from $250M to $2B with a strong focus on serving participants and not-for-profit institutions.
• Developed Correspondent Lending business that purchased in excess of $5B in originations with a focus on agency product and portfolio ARMs. Led team that implemented state-of-the-art operating system and workflows for delegated and non- delegated third -party business.
• Re-engineered sales and operational processes. Increased Sales productivity by 25% and Operations productivity by 18% across all consumer lending products. Improved customer satisfaction scores by 21%.
• Insourced TIAA’s Home Equity Business which provided greater product flexibility, best-in-class utilization and improved profitability.
• Sourced and managed strategic vendor relationships. Budget of $18M.
• Worked on merger and acquisition strategy for the bank. Hudson City Savings Bank, Paramus, NJ 2014-2015
Executive Vice President, Director of Home Lending (Consultant) Developed new strategic direction for HCSB as a standalone entity across the Home Lending Business while the organization was in the midst of a merger with M&T Bank. Evaluated existing lines of business to determine viability and ensured operating models were compliant with all state and federal regulations.
• Obtained GSE approval to convert the mortgage business from a portfolio lender to a full-service lender for all channels of business including retail, wholesale, correspondent and bulk purchase business.
• Led re-engineering of operational processes such as Pre and Post-Funding Quality Control and the establishment of an independent Appraisal Review department to support the sale of mortgage product into the secondary market. Managed documentation of policies and procedures to comply with GSE guidelines.
• Finite assignment while non-compete from RBS expired.
• Restructured the unsecured lending products and servicing platform. RBS CITIZENS, Garden City, N.Y. 2007-2013
Senior Vice President, National Mortgage Production Executive Hired to build Mortgage Banking business during the financial crisis. Built new infrastructure in Marketing, Training, Finance and Customer Experience in advance of recruiting and deploying a team of 500 premier Loan Officers. Developed new referral and implementation strategies in concert with key executives in Community Development, Retail Banking, Commercial Banking, Wealth Management and Private Banking.
• Grew Retail Mortgage business from $1B to $8B. Achieved top 3 mortgage market share in all key markets.
• Market share ranking for Retail production went from 100th in 2007 to 17th in 2012 per Inside Mortgage Finance.
• Developed and implemented programs to deepen customer relationships with retail lines of business to increase household penetration for existing and new bank clients for Credit Cards, Home Equities, Checking Accounts, Wealth Management and Investment Products.
• Implemented Sales Management program to increase lending in CRA designated areas which resulted in RBS Citizens exceeding their Fair Lending goals.
E*TRADE FINANCIAL SERVICES, Melville, N.Y. 2004-2007 Senior Vice President, Director of Third- Party Originations Developed and managed the Direct-to-Consumer and National Wholesale and Correspondent businesses. Hired and managed key Sales, Secondary Marketing and Operational Leadership across the US to support $6.5B of originations. RBC MORTGAGE COMPANY, Melville, N.Y. 2002-2004
Senior Vice President, East Coast Regional Manager Launched and managed the Retail and Wholesale Mortgage Sales and Fulfilment functions on the East Coast. Developed co-op product for conforming and jumbo loan sales in the secondary market. Implemented programs targeted for the Wealth Management and Private Banking clients.
DIME SAVINGS BANK, Hicksville, N.Y. 1999-2002
Senior Vice President, Tri-State District Manager
Managed the growth of the Retail and Wholesale Mortgage Origination business in the Northeast Region. Designed a sales structure that supported internal and external referral sources, resulting in the growth of the business by 40%. Reduced fixed cost expenses through process re-engineering. Net Profit exceeded $7M in 2000 and $21M in 2001. CHASE MANHATTAN MORTGAGE CORPORATION, New York, N.Y. 1985-1998 Senior Vice President, Divisional Manager
Identified by Executive Leadership as a high performer, was afforded opportunities to lead various functions in order to attain a broad view of the home lending business. As part of the leadership team, participated in due diligence for multiple acquisitions as well as other strategic priorities such as the selection and installation of new systems, compensation plan re-design for loan officers and managers, operational re-engineering and data mining that resulted in deepening customer relationships. Divisional Manager 1995-1998
• Led re-engineering effort that resulted in savings in excess of $1M through the integration of Chase Manhattan Mortgage Retail Division with Chemical Bank Mortgage Group in 1996 by consolidating multiple operational and underwriting centers into one supporting a decentralized sales environment with outstanding customer service.
• Grew Retail origination business from $815M to $2.2B by designing and implementing ongoing marketing strategies to optimize sales and marketing penetration; created direct mail advertising campaigns targeting specific market segments.
• Trained and implemented Migration and Cross Sell Programs for Home Equity, Insurance, Credit Card and Personal Banking. Regional Manager 1987-1995
• Built and managed all aspects of the Wholesale and Correspondent Lending businesses on the East Coast. Credit Manager 1985-1987
EDUCATION
STATE UNIVERSITY NEW YORK AT ALBANY
Bachelor of Science Degree, Psychology
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