SVP consumer pricing

Marcus B. Starnes, MBA

Charlotte, NC 704-***-**** ***********@*****.*** linkedin.com/in/marcus-b-starnes

Pricing and Product Business Strategist

An analytical and innovative professional possessing diverse financial experience. Exceptional business strategist with proven history of developing, implementing efficient pricing solutions, and products based on extensive market research. Skilled in team leadership and cross-functional collaboration. Strong written, analytical, and verbal communication skills focused on driving business processes and building long-lasting client relationships. Areas of expertise include:

Market Research Business Strategy Program & Project Management Business Consulting Capacity Planning Customer Experience Change Management Training and Development Financial Planning & Forecasting Product Development Portfolio Management Executive Communication

Experience

BANK OF AMERICA, Charlotte, NC October 2016 – Present

Home Equity Pricing Manager, Senior Vice President

Develop and implement pricing and business strategy within the Consumer Bank for revenue optimization and maximum market share, while identifying high-risk areas and monitoring internal controls and mitigation strategies.

Promote executive awareness of strategic initiative profitability, pricing recommendations, current economic impacts, and industry competitive position by creating and presenting new origination and portfolio management playbook to executive leaders.

Partner with senior-level executives to develop current and long-term pricing and product strategies while engaging with business leaders to manage execution.

Provide leadership and mentoring to analysts performing strategic analysis of portfolio risk, profitability, and performance forecast planning of consumer products.

Developed new and enhanced pricing strategies resulting in a 20% market share improvement and increased credit line utilization of 14%.

Built consumer complaint/feedback process to develop insights to inform solution strategy.

Analyze data to identify existing and emerging risks while performing oversight of current business practices, internal controls, and mitigation strategies.

Led cross-functional teams in all aspects of projects, including discovery work sessions to identify and develop requirements, project schedules, risk and mitigation plans.

Responsible for senior analysts that managed technology projects, portfolio analytics, strategic mapping for growth initiatives, and pricing optimization models

First Mortgage Margin Manager, Senior Vice President February 2010 – October 2016

Channel partnership, partner closely with Sales and Fulfillment to cross functionally prioritize and implement new initiatives, processes, communication, etc. to drive growth in product profitability and to ensure mutual goals are achieved.

Monitor and analyze market trends, competitive activity, and obtain customer & colleague feedback to identify risks or opportunities for innovation and improvement.

Collaborate with Legal, Risk, Compliance, Product and Technology partners to deliver product solutions.

Provide leadership and mentoring to analysts performing strategic analysis of portfolio risk, profitability, and performance forecast planning of consumer products.

Partner with peers to explore opportunities to expand low-to-moderate income housing lending.

Analyze data to drive oversight of current business practices, internal controls, and mitigation strategies.

Marcus Starnes Page 2

NEXGEN MORTGAGE SERVICES, Charlotte, NC June 2007 – February 2010

President

Principal owner and founder of residential and commercial mortgage broker company serving both North and South Carolina real estate markets.

Established effective and scalable process for loan delivery in collaboration with multiple business partners.

Cultivated and nurtured partnerships with national and private investors to increase market penetration and brand recognition.

Provided oversight and management of experienced and specialized team of lending professionals.

Exceeded year one revenue goal by reaching cumulative net positive cash flow within 10 months and increasing volume to $6.5 million in sales.

Employed four loan officers focused on real estate agent and online referrals.

EQUIFIRST, Charlotte, NC May 2006 – May 2007

Product Development Executive, Vice President

Managed product guidelines, credit risk, business and product development, and training while contributing as an active member of the Business Executive Leadership team.

Collaborated with portfolio management, legal, compliance, risk, sales, and secondary investors to develop and integrate new products contributing to the generation of $11 billion in annual loan volume.

Increased efficiencies within the real estate product offering by evaluating and monitoring the performance of products and initiatives.

Conducted market research and competitor analysis, developed product pricing and business strategy to meet client/customer needs.

Optimized value proposition within a dynamic and complex marketplace by developing and maintaining a deep understanding of the regulatory environment.

Maintain project documentation for enterprise-wide business initiatives.

Oversaw four analysts focused on loan performance, investor relations, developing mortgage markets, and guideline management.

HSBC MORTGAGE SERVICES, Charlotte, NC July 2004 – May 2006

Regional Pricing Manager

Directed a portfolio acquisition team while establishing pricing strategy, operational procedures, acquisition guidelines, and revenue optimization models.

Negotiated with corporate executives to develop pricing strategies to generate repeat and referral business, resulting in increased sales volume in the West Region from $340 million to $1.5 billion within 10 months.

Oversaw pricing activities to ensure portfolio met forecasted profitability hurdles via pricing model assumptions, including historical attrition and volume and return targets.

Collaborated with Sales to build and target new client relationships while maintaining ongoing relationship management with existing real estate mortgage aggregators.

Created and implemented real estate pricing strategy to improve competitive position by conducting in-depth profitability analysis and financial and portfolio reporting.

Represented HSBC at trade shows, seminars, and conferences to deepen existing client relationships and cultivate new business opportunities.

Trained and managed ten analysts who were responsible for reviewing/preparing pool analytics and facilitating bid prices to the clients.

Marcus Starnes Page 3

Technical Skills

SQL VBA Tableau SAS Advanced Microsoft Excel Alteryx

Education

Master of Business Administration (M.B.A.)

Wake Forest University School, NC

Bachelor of Science (B.S.), Marketing

Clemson University, SC

Certifications

Diversity, Equity, and Inclusion in the Workplace

University of South Florida

Contact this candidate