Personal, Small Business, Sales Manager, Credit Risk, and Lending Mgr

Guillermo "Bill" Carias

***** ** *** ***. *****, Fl 33177 E-mail: *******@*****.*** 407-***-**** - Cell

Objective: To obtain a Credit Risk Management position with emphasis in either Personal or Small Business Banking with a leading financial institution that encourages the utilization of my diverse skills in areas of specialization, and will further challenge them to its fullest potential in order to achieve all goals and promote company growth.

Experience

Regional Small Business Banking Officer, AVP. – Banco Popular N.A. May 2008 - Present

• Execute national pilot program in the acquisition of new business banking relationships and portfolio management at the branch level focused on Small Business clients in the Small Cap and Mid Cap group.

• Generate and pre-underwrite Small Business Lines of Credit, SBA 7a, and SBA 504 loans for representative branches as well as create new business banking relationship through the sale of diverse banking products and services.

• Work in conjunction with Merchant Service, Cash Management, Commercial Loan, SBA, Investment Services, and other divisions in order to enhance and amplify potential business relationships thus providing added value to services and increased profitability for the bank.

• Work with Small Business owners of all industry types in order to insure proper loan and banking products are adequate to meet ever changing needs and address changes accordingly.

• Direct Branch Managers, RM’s and Business Bankers in attracting low cost and high deposit volume clientele to the branches, increasing market share for the branch and further enhance the client relationship by cross selling with other products and services.

• Manage acquisition, retention and expansion of customer portfolios throughout region and 10 financial centers throughout Central Florida region.

• Coach, mentor, and train team in areas of business development, lending, banking services, and further development of referral networks.

Business, Sales and Credit Management Consultant – Florida Sept. 2005 – May 2008

• Contracted by various organizations throughout the State of Florida to provide guidance and direction in key areas such as Business Development, Credit Risk and Policy Implementation, Budgeting, Operations, Marketing, Relationship Management, Portfolio Management, Process Improvement, Budgeting, and Performance Reviews.

Managing Director of Operations and Credit Risk Policy – Great Florida Lending/Miami, FL

• Responsible for coordinating all residential, commercial, and small business lending activity while insuring compliance to regulatory and secondary market guidelines.

• Direct and monitor lending operations to insure that sales goals and objectives are met with regards to credit risk criteria.

• Responsible for developing a business/commercial portfolio of clients, including a strong B to B referral network and marketing, in the small and middle market business segments.

• Responsible for coordinating sales and review of packages provided from venture bankers as well as guide venture banking officers in the development of new relationships and customer retention.

• Responsible for pre-underwriting of loans and making recommendations including restructuring of business to better position it for growth and acceptable impact to risk management objective.

• Directed the execution of complex commercial transactions with different participating entities.

• Establish and monitor loan goals insuring they are consistent with budget targets.

• Hire, coach, train, and mentor a staff of 200 members in new lending products, new credit development, changing lending guidelines for both portfolio, government, SBA, commercial, and agency loans as well as new selling and networking techniques to maximize and improve total business capture and client retention.

Regional Business Development Manager - Greystone Residential Funding, LLC Florida Region

• Developed, retained, and expanded strategic relationships with wholesale mortgage brokers and bankers in order to insure a quality loan portfolio was acquired and maintained thus meeting established individual and department sales goals for pilot program.

• Conducted face to face and telephone business development efforts through individual presentations to prospects.

• Recognized, qualified, and developed new Mortgage Broker clients in order to meet established goals.

• Assisted Account Executives in the further development of business and new broker account acquisitions throughout the specified territory.

• Recognized and qualified wholesale broker and banker prospects for relationship building as it pertained to the business needs of the client and Greystone Residential Funding.

• Provided quality, personalized service to ensure customer satisfaction and retention.

• Effectively utilized technology to accurately complete required client files, documentation, and paperwork.

Director of Operations - Metroplex Mortgage, LLC/Wayfarer Financial Corp. Orlando, FL

• Provided leadership to associates in production operations as well as insured proper operational support was being delivered to our internal and external sales force.

• Developed and implemented market standards for superior customer service and customer retention while managing teams that efficiently and effectively performed duties to insure proper completion of the front and back end of the loan cycle.

• Oversaw entire sales division and insured that target goals were achieved by: Account Executives, Sales Managers and the Regional Sales Manager in accordance to residential and small to medium commercial loan business objectives.

• Developed and implemented a yearly budget and insured that all personnel and processes were managed according to its specifications.

• Developed and implemented Credit and Risk Management metrics in order to assure sound credit decisions were executed in a consistent basis and in accordance to our business exit strategy objectives.

• Developed performance standards specific to industry trends.

• Directed further company growth into a multi-divisional organization, concentrating on residential and commercial loans, thus amplifying its capture and processing of business within the local and national marketplace.

• Developed pre and post-closing/funding Quality Control parameters to insure proper adherence to regulatory governmental compliance as well proper loan documentation obtained for loan approval such as cash flow analysis for Commercial Loans as well as AGI worksheets for residential loans.

• Responsible for correspondent product pricing and strategic planning of loan pools, as well as the execution of the Secondary Market Department’s allowance for more business capture through warehouse line maximization and utilization.

• Coached, lead and developed department managers, underwriters, processors, closers, secondary market analysts, broker liaisons, business development representatives, administrative personnel, accounts executives, relationship managers, and sales managers to achieve better than expected monthly performance results.

• Work jointly with CFO to insure financial guidance is provided to all functional operational areas.

• Consistently reviewed and implemented new product guidelines in an effort to capture more business within the marketplace that coincided with organizational branding and insured a more profitable exit strategy.

Transaction Manager (FICC), VP – Goldman Sachs and Co. New York, NY April 2005 – Sept. 2005

• Directed the Due Diligence and review of bulk loan sales prior to securitization in the bond market.

• Managed credit, compliance, and valuation of loan pools ranging between $50MM to $2 billion dollars (In total on-going transactions) in mortgages and determined the risk exposure for the firm.

• Performed on-site and off-site management of Due Diligence teams in order to complete total risk review of files prior to settlement dates.

• Assisted the Asset Management department in providing Credit Risk insight to current loan portfolios.

• Assisted in coordination of purchases and pricing with traders in Wall Street

• Responsible for Risk Management review of current lending guidelines and provided insight to required changes based on statistical analysis.

•Performed corporate review of national and international companies being entertained to qualify for purchases of loans in bulk/flow transactions. Corporate reviews included audit of all legal, credit, compliance, financial liquidity, review of business plan model, and better business practices being implemented.

Senior Mortgage Underwriter – JP Morgan Chase Orlando, FL (Division closure/merger) Dec. 2002 – March 2005

• Duties include complete credit risk analysis for potential investment by the bank in the areas of indirect home equity as well as first mortgage loans, while adhering to all underwriting guidelines.

• Consistently exceeding high production goals also adhering to strict Quality Assurance, and Government regulatory guidelines.

• Acknowledgement of DU/LP automated underwriting criteria, and execution.

• Assist account executives, and brokers with the sales of products, services, and underwriting guidelines that would benefit our customers, and improve the bank’s return on investment, while building business relationships, and enhancing the customer experience.

• Provided second review to less seasoned underwriters or those having a lower credit authority.

• Loans underwritten met conforming (FNMA/FHLMC), non-conforming, government (FHA/VA/USDA), portfolio or sub-prime guidelines.

Branch Mgr. AVP - Citigroup/Citifinancial – Central Florida Region March 1998 – Dec. 2002

• Responsible for day-to-day operations management of all aspects of centralized lending office including underwriting, credit risk policy implementation, loan origination, business development, customer service, project management, regulatory compliance, risk review, quality assurance auditing, hiring, and staff training on a daily basis. Managed offices of 8-22 staff members per office.

• Exceeded a monthly quota in sales of financial products such as personal/consumer loans, small business/commercial products, automobile, home mortgages/equity (specializing in non-conforming, B-C lending and sub-prime products), and debt consolidation programs to both self procured and provided leads through strong relationship management of clients.

• Responsible for Risk Management and Asset Management of branch loan portfolio.

• Responsible for production, revenue forecasting, action plan implementation and workflow management to insure forecasted results were always achieved.

• Directed cross-sell programs involving credit card services, insurance and other financial service products with other “umbrella” company members within Citigroup.

• Consistently surpassed collection, and loan renewal goals insuring asset retention levels where kept at a maximum.

• Offices managed achieved revenue volumes of $7 million to $32 million.

• Chairman’s Forum Winner 2001. Ranked 2 in peer group of 182 branches nationwide.

Assistant City Manager – Alamo rent-a-car Orlando, Fl Jan.1997-March 1998

• Met aggressive car rental sales goals to improve profit year over year.

• Responsibilities included performing outside sales calls to insurance companies, tour & travel agencies, auto dealers, and hotels in order to further develop business in the immediate market area.

• Maintained the highest possible utilization and efficiency of available fleet on a daily basis.

Manager on Duty – Orange Lake Resort and C.C. Kissimmee, FL Sept. 1995-Feb. 1997

• Supervised total resort operations during specified shift.

• Ensured complete guest satisfaction was achieved in conjunction with no decrease in departmental performance and efficiency.

• Assisted general manager and department heads by improving overall guest services and operational efficiency.

• Duties included substantial daily troubleshooting and objective thinking.

Education

MBA – University of Miami 2005 Specialization: Business Management and International Business

BS - Florida International University 1995 Specialization: School of Hospitality Management/School of Business

Languages

Fluent in English, Spanish, and French.

Professional affiliations

Member FAMB, NAMB, Hispanic Business Chamber of Commerce

Director of Business Development – Dominican Chamber of Commerce of Central Florida

Skills

Six-Sigma Champion. Strong Analytical Problem-Solving Skills. Formal Credit Training. Superior Relationship Building Skills, High Level Negotiation Skills, Sales/Business Development Coach, Proficient in Microsoft Windows, Excel, Minitab Statistical Analysis, ACAPS, Springer Miller HMS Host, Megasys, and AS/400 Systems.

Certifications

State of Florida Notary

Excellent references are available upon request.

Contact this candidate