Business Development, Relationship Management, Sales, Consumer Credit

Summary

Extensive experience in Indirect Automobile business development and relationship management. Strong Indirect Credit underwriting background. Ability to train Indirect as well as Direct underwriting personnel. Experienced in branch coordination relative to Direct Consumer Loans. Strong emphasis in portfolio management and sales. Powerful communicator with ability to develop and maintain lasting customer relationships.

Experience

Vice President Dealer Sales May 1982 – December 2007

AVP Consumer Credit

Consumer Loan Sales and Marketing Officer

Sr.Consumer Loan Underwriter

Partners Trust Bank, Utica, NY 13501

Indirect Lending

Achieved and exceeded sales goals and profit targets for indirect automobile loans, while growing a high quality indirect portfolio of $440MM. Currently, Indirect Automobile loans represents 65+% of all Consumer Loans, including the Home Equity Portfolio.

Responsible for Central NY region (Syracuse, Utica, Rome, Oneida, Herkimer, Oneonta, Watertown, Johnstown, Saratoga, and Albany)

Establish the Indirect Automobile Program, including policies, underwriting criteria, rates, reserve program staffing, training, operations, administration, documentation, dealer agreement, as well as a effective call program.

Established a strong relationship between Partner’s Trust Bank and dealers by maintaining a regular schedule of productive client visits.

Accountable for the overall credit quality of respective loan portfolio

Developed automatic approval program.

Liaison for Indirect Credit with Management Committee

Consumer Lending

Supervised Direct and Indirect Lending Staff (6 – 10)

Exercised the Highest level of Loan and Exception authority (100K unsecured, 200K secured)

Analyzed Consumer, Small Business, and Consumer Loans

Trained indirect and direct consumer loan underwriters.

Developed Indirect Auto Dealer call program

Developed Consumer Loan Credit Policy

Liaison for branches with Marketing Department relative to Direct Consumer Loan sales promotions.

Liaison to Compliance Department

Liaison to IT Department

Liaison to Collection and Recovery Department

Developed line of credit product, including credit policy, underwriting criteria, staffing, operations, administration, and initial marketing.

Measured and reported on individual sales/service performance standards and goals.

Participated with Branch Sales Managers on sales and referral calls to create new business.

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Accountable for knowing and understanding all products and services offered. Acted as an advisor to branch personnel in area of consumer lending and closing requirements.

Lending and Portfolio Management

Accountable for service related activities to ensure portfolio management was done accurately and in a timely manner.

Worked with the Vice President of Consumer Loans for overall sales, services, and portfolio management activities.

Responsible for maintaining efficient processes and followed all bank procedures in order to maintain compliance with bank policies, as well as state and federal regulations.

Responsible for correct loan legal documentation.

Accountable for regular review of portfolio for asset quality, compliance, and profitability.

Proposed sound lending recommendations and strategies.

Developed and was accountable for the maintenance of strong credit and negotiating skills and used all training tools necessary to continue high level of credit expertise.

Monitor and collect dealer deficits related to dealer reserve

Administration

Developed strategy and procedures for the Branch Sales Managers regarding Direct Consumer Loans.

Responsible for the overall sales growth and education of all branch customer service personnel and branch sales managers relative to sales and delivery.

Served on Integration Committee representing the Consumer Loan Division for 2 mergers

Member of Rate Committee approving rates for all loan and deposit products

Served as Bank Representative for Eastern States Bank Card Association User Group

Served on Disaster Recovery Committee

Key Bank of Central N.Y. 1976 - 1982

Syracuse and Utica N.Y. 13501

Indirect Credit Underwriter

Dealer Sales Representative

Underwrite Indirect Auto, Boat, RV, and Home Improvement Loans

Developed, maintained, and expanded indirect dealers Syracuse Region

Established Indirect Dealer Program in Utica Region

Trained Indirect Underwriters and office staff

Developed a strong dealer relationship by maintaining a productive client call program

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Monitor and collect dealer deficits related to dealer reserve

Skills

Microsoft Word and Excel

Lakewood Software

Aptitude to become proficient with computer software

Education

Graduate Advanced Consumer Loan Underwriting, University of Oklahoma

Graduate Control Data Institute

Seminars

Attended several RMA seminars covering Consumer Loan Underwriting, Portfolio Management, Risk Assessment, Sales, Staffing and Administration

Attended AIB Loan Seminars Attended annual CBA Auto Finance Seminars

Attended annual CBA Auto Finance Trade shows

Guest speaker CBA Conference, Chicago “The Differences between Direct and Indirect Auto Lending”

Guest speaker CBA Conference San Diego “How to Start a Indirect Auto Program”

Community Involvement

Past President Central Association for the Blind and Visibly Impaired

NY Mills Lions Club

United Way Committee

Whitestown Optimist Club

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