Sales Manager Loan Officer
Resume:
Jeffrey I. Larrabee
North Tonawanda, NY 14120
adt08n@r.postjobfree.com
Objective
A challenging and long-term career with a progressive corporation using my management expertise, sales skills, experience, and education.
Professional Summary
Top performing mortgage banker and manager. Ranked in the top 1% of mortgage originators as published in the top industry resources, National Mortgage News, and Scotsman Guide. Mortgage executive on a national level for 2015,2016,2017 & 2018. Consistently a top sales and operations performer with previous employers. Highly effective and motivated team player, who understands the value of leading while working together toward a common goal. Skilled at cross-selling and building relationships, while deepening current ones. A skilled sales strategist, who demonstrates the ability to drive business through high-caliber negotiation and closing skills, while providing strong presentation and customer service oriented skills. Experienced sales and regional sales manager within the banking and private banking mortgage industry, with a mass-affluent customer base.
Experience
Sr. Loan Officer, VP 11/1/2021 – Current
Citizens Bank
Successfully organized and managed a large pipeline of loans, averaging $50 Million in new loan production each year, and ranking in the top 1% of mortgage originators in the nation.
Built and maintained relationships in 12 banking centers across the bank, in business banking, commercial lending, and wealth management
Sr. General Sales Manager, VP 01/02/2020-11/1/2021
Sunwest Mortgage company, Germantown, MD
Origination of loans, coaching, recruiting, hiring, skill development, and product training. Monitored and analyzed financial profitability, product penetration, opportunity and market share capture. Managed expense controls, draw management, pricing exceptions, pricing and bonus reporting, production, and quality control. Maintained strong relationships with COIs, realtors, and builders
Produced reporting for both mortgage and financial services line of business.
Successfully managed nine loan officers, and fostered the relationship with Wealth Management, as well as with assigned banking centers in Northern Virginia.
Producing sales manager in wealth management, ranking in the top 1% in the country in production.
Leader in new money referred back to the Bank, ranking top 1% in the country.
Helped develop lending programs, policy, and procedure.
Helped roll out a new origination system bank-wide.
Sr. Loan officer, VP 07/2019-1/2/2020
United Nations Federal Credit Union, Tysons Corner, VA
Origination of loans, coaching, recruiting, hiring, skill development, and product training. Maintained strong relationship with COIs, realtors, and builders.
Monitored and analyzed financial profitability, product penetration, opportunity and market share capture.
Built Strong Realtor/Builder relationships
Sr. Loan officer & Sales manager, VP 1/2019-07/2019
First National Bank, Bethesda,MD
Successfully organized and managed a large pipeline of loans, averaging $50 Million in new loan production each year, and ranking in the top 1% of mortgage originators in the nation.
Built and maintained relationships in 12 banking centers across the bank, in business banking, commercial lending, and wealth management
Sales Manager and Senior Loan Officer,VP 4/2018-11/2018
PNC Bank- Tysons Corner, VA
Origination of loans, coaching, recruiting, hiring, skill development, and product training. Monitored and analyzed financial profitability, product penetration, opportunity and market share capture. Managed expense controls, draw management, pricing exceptions, pricing and bonus reporting, production, and quality control. Maintained strong relationships with COIs, realtors, and builders
Produced reporting for both mortgage and financial services line of business.
Successfully managed nine loan officers, and fostered the relationship with Wealth Management, as well as with assigned banking centers in Northern Virginia.
Producing sales manager in wealth management, ranking in the top 1% in the country in production.
Leader in new money referred back to PNC Bank, ranking top 1% in the country.
Helped develop lending programs, policy, and procedure.
Helped roll out a new origination system bank-wide.
Wealth Management Lending Officer, Sales Manager, VP, 3/2017-2/2018
Merrill Lynch- Tysons Corner, VA
Successfully managed seven loan officers and fostered the relationship with 140 Merrill Lynch financial advisors, with a total team production of $130 million, at top 5% in the country.
Producing sales manager in wealth management at top 1% in the country in production; leader in new money referred back to Merrill Lynch (top 1%)
Assisted in developing lending programs, policy and procedure.
Origination of loans, coaching, recruiting, hiring, skill development, and product training. Maintained strong relationship with COIs, realtors, and builders. Monitored and analyzed financial profitability, product penetration, opportunity and market share capture. Managed expense controls, draw management, pricing exceptions, pricing and bonus reporting, production and quality control. Produced reporting for both mortgage and financial services line of business.
Sr. Mortgage Loan Officer, VP of Consumer Lending, 6/2012-2/2017
Burke and Herbert Bank, Alexandria, VA
Successfully organized and managed a large pipeline of loans, averaging $50 Million in new loan production each year, and ranking in the top 1% of mortgage originators in the nation.
Built and maintained relationships in 12 banking centers across the bank, in business banking, commercial lending, and wealth management.
Helped in writing loan policy, pricing and guidelines for the mortgage portfolio.
Compliance leader in a very challenging regulatory environment.
Worked alongside mortgage operations to rebuild systems and processes.
Executive Loan committee member for 4 years.
Knowledge and development of portfolio products in lending.
Knowledge of portfolio and secondary market loans. Selling of loans on the secondary market to investors.
Strong knowledge of FHA/VA, Conventional, NON-Conforming loan programs.
Built Strong Realtor/Builder relationships.
Recognized for above-average job performance, goal achievement, and strong participation in bank volunteer and chamber events.
Sr. Loan Officer, VP, 10/2011-6/2012
Capital One, Bethesda, MD
Origination of loans, coaching, recruiting, hiring, skill development, and product training. Maintained strong relationship with COIs, realtors, and builders.
Monitored and analyzed financial profitability, product penetration, opportunity and market share capture.
Built Strong Realtor/Builder relationships
Senior Loan Officer, VP, 9/201*-**-****
Bank of America, Potomac, MD
High level of Mortgage Origination, maintaining 400% of goal monthly and number one in specialty store model.
Deepened relationship with mass-affluent wealth clients, at top 3% in the country.
Rated top 5% in closing percentage, app quality, and customer satisfaction.
Strong knowledge of FHA/VA, Convention, Non-conforming loan programs.
Built strong realtor relationships.
Motivated and educated personal bankers and tellers on how to uncover leads throughout the banking center channel market wide.
Top referring agent to Merrill Lynch banking center products.
Took a branch from bottom 3% in the country, to number one in the country.
Helped in creation of the new Mortgage Sales Playbook, used nationwide.
Sales Manager, 9/2009-9/2010
Verizon Fios, Tampa FL
Achieved Top Sales Manager in the country.
Maintained strict adherence to federal lending-product safety regulations.
Motivated sales and operational personal, keeping morale at a high level.
Regional General Manager, 9/2007-9/2009
Safe Touch Security, Tampa, FL
Provided executive sales development for a security company, maintaining 200% of sales quota, while managing 35 sales representatives.
Presided as official fiduciary in matters of marketing, sales and personnel, and acted as reliable conduit of communications for executive management.
Opened new offices in new markets, and built the platform for the new market.
Wholesale Account Executive, 10/2004-9/2007
Saxon Mortgage, Morgan Stanley, Miami, FL
Provided executive sales development for a $500M real-estate sales firm.
Conducted budgetary authority over an operating cash-fund of $950,000+.
Implemented parent organizations cash-asset management procedures, and served as market-analyst for static and dynamic monthly sales modeling.
Maintained strict adherence to federal lending-product safety regulations, and trained personnel regarding proper governmental policies and practices.
Deployed & monitored execution of branch-fitness reporting mechanisms.
Coordinated ongoing record keeping for local, county and state agencies, and received recognition for consistent overall regional sales production.
Skills
Sales Management- able to direct, motivate, delegate, and modify staff to reach objectives
Sales- able to establish the client rapport needed for product order acceptance.
Marketing- able to devise intuitive client-traps and concepts to attain sales goals.
Education
Bachelor of Business Administration: GPA 3.5/4.0
(Upon Graduation 2021)
Honors and Achievements
Chairman for MSAG, Operation Home Front.
State of Maryland Election Judge
Portfolio Lending, Credit Risk, Loan Approval committe
Ranked in the Top 1% Mortgage originators as published in the Top industry resources
President’s List Member: 2004-2008, Morgan Stanley Investment Bank.
Recognized for over 10 years in sales management and development.
Certified Six Sigma Green Belt
Graduated Tom Hopkins University
Chairman of community volunteers for the Wounded Warrior Project
Regional Sales Manager, Senior Branch Manager, General Manager, Division Sales Director, Wholesale Broker, Senior Team Leader, Account Executive
Exceptional Customer Service Award four years in a row, Burke and Herbert Bank
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