VP/SVP of Sales

PROFILE

Expert qualifications in identifying market opportunities to accelerate expansion, boost revenues, and develop profit contributions. Possess strong background in underwriting and implementing sales and marketing strategies, with equally strong qualifications in strategic planning, team building, and management. Proven ability to deal with diverse people complemented by superior oral and written communication skills and sharp analytical and organizational abilities. Stays abreast of the latest industry trends and is familiar with all governmental policies and regulations including federal mortgage lending and licensing laws and telemarketing laws.

CAREER HIGHLIGHTS

- Established inbound and outbound multi channel nationwide mortgage call centers to over 150 associates in six months.

- Supervised more than 100 sales professionals in centralized call centers and distributed retail branches selling to customers and business partners.

- Directed the entire business to business sales and marketing strategies for Ameriquest Mortgage, the nation’s largest subprime lender.

- Executed the utilization of co-branded marketing techniques with Fortune 500 companies such as American Express, Discover Card, HSBC, and Wells Fargo.

CAREER EXPERIENCE

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Countrywide Financial Corporation, Chandler, AZ 2007-Present

First Vice President of Lead Management

Administer inbound and outbound strategies for Internet, direct mail, and portfolio lead distribution to the entire centralized sales centers for Full Spectrum Lending Division. Supervise the production of internal and external telemarketing groups accountable for producing outbound leads for the sales associates.

LEAD DISTRIBUTION

- Utilize analytics tools and standard call centers key metrics such as abandon rate, conversion rate, and performance analytics in order to distribute prospect and portfolio leads to more than 1500 account executives in 10 nationwide sales centers.

- Manage the entire auto-dialer strategies for outbound sales campaigns dialing over 150K leads per month and call allocation modeling for over 50K inbound leads per month.

- Interface with both sales executives and marketing channel managers regarding lead distribution strategies, sales performance, and lead quality.

MORTGAGE LEAD GENERATION

- Supervise 75 electronic telemarketing service representatives within three sites and one external outbound telemarketing vendor. Design sales process and dialer campaign strategy.

- Direct capacity planning, training, scheduling, campaign script development and compliance, quality monitoring, production review, and lead forecasting.

- Augmented sales production to more than 10K mortgage leads per month consisting of leads generated from Internet, portfolio, and various recycle campaigns.

- Increased transfers per hour by 200% while cutting the cost per transfer by 50%.

Ameriquest Mortgage Company, Phoenix, AZ and Schaumburg, IL 1996-2007

Vice President of Sales

Streamlined and executed the sales process for a new centralized non-prime mortgage business model. Managed the sales training and production of 100 Account Executives on a day to day basis.

BUSINESS MODEL CONSTRUCTION

- Reengineered retail business model from a branch sales and processing network into centralized low cost business model, lowering the cost of loan acquisition by over 200 basis points.

- Designed, developed, and implemented various sales techniques focusing on lead conversion that balanced sales principles, customer service, existing information and telephony systems, and company fair lending goals.

PRODUCTION CENTER MANAGEMENT

- Launched a start up mortgage production center as part of the business model implementation.

- Increased month over month sales by at least 10% in each of our first six months of operations.

- Oversaw the management team and established 100 sales professionals within six months.

- Managed the entire operations such as cultural, recruitment, training, performance management, and sales strategies.

Vice President of Business Development and Director of Business Development

Oversaw the sourcing, execution, and maintenance of all new business-to-business partnerships resulting to mortgage leads. Created new business strategy in partnership with Compliance, Information Technology, and Marketing departments. Coordinated with internal marketing and outside advertising agencies in designing compliant marketing collateral for the advertising of these partnerships through telephone, mail, and Internet media channels.

BUSINESS TO BUSINESS PARTNERSHIP

- Produced referral business from collection agencies, debt buyers, collection attorneys, and credit card companies such as American Express and Discover Card, banks, credit unions, and real estate generating over $1B in mortgage loan volume

- Drafted legal agreements and marketing materials for Alternative Financing Program to provide loan officers with high converting referrals in a compliant manner

- Conducted extensive research and supervised the creation of desk rental and marketing service agreements for loan offices to be utilized in the recruitment of real estate agency partners

MORTGAGE LEAD GENERATION

- Produced mortgage leads from telemarketing firms TRANZACT and ChoicePoint to acquire efficiencies in lead management and loan office time management

- Designed a model and analyzed expected lead flows, lead conversions, and overall budget of mortgage loans. Generated more than 35,000 leads and more than $65M in mortgage loan volume

SPONSORSHIP

- Participated in the negotiation and implementation of marketing strategies of MLB and NASCAR sponsorship

- Achieved a 20% response rate lift across all marketing channels due to this brand initiative.

CREDIT CARD PROGRAM

- Negotiated marketing services agreement and co-branded credit card agreement with Metris Companies / Direct Merchant’s Bank (HSBC)

- Streamlined, executed, and supervised Ameriquest MasterCard program and Rewards Customer Loyalty Program generating more than 550,000 cardholders in less than two years

- Oversaw the marketing of mortgage products to Direct Merchant’s Bank declined, delinquent, and existing customer bases generating up to 6K mortgage leads per quarter

- Marketed Ameriquest MasterCard to Ameriquest employees, clients, and prospects to produce credit card leads

- Instituted business models for marketing to co-branded customer through phone and email on quarterly basis resulting in more than $200M in mortgage loan volume

LAUNCHED INTERNET LEAD AGGREGATOR WEBSITE

- Supervised the construction of Savingspath.com, an Internet lead aggregator. Collaborated with outside advertising agency in designing, licensing, marketing, and managing the website

- Savingspath.com generated over 10K mortgage leads on a monthly basis

- Sourced, negotiated, and piloted a mortgage lead generation program with LendingTree.com

Group Manager of Business Development

- Managed the entire sales and management operations of the Business Development Department such as recruitment, hiring, training, production, job performance, and client and customer service in Phoenix, Arizona and Shelton, Connecticut call centers

Branch Manager

- Supervised the loan officers responsible for creating new referral sources and maintaining current customers

- Managed monthly production goals and growth and provided customer services to referral sources, retail customers, and other Ameriquest branches

- Managed the first branch to ever originate 100 units in a month

- Twice coached an Account Executives to gain possession of “The Plaque” signifying the highest monthly production by an Account Executive in company history

Underwriting Manager, Retail

- Oversaw the quality and marketability of retail branch files to investors. Complied with the company underwriting procedures regarding the branch files and documents

Account Executive and Loan Origination, Retail

- Established new retail business through cold calling prospects, selling mortgage loan products, and closing mortgage loans

RELATED CAREER EXPERIENCE

Eagle Management Group / Banker’s United, Tempe, AZ

Management Trainee / Sales Representative Feb 1996-May 1996

S&S Foods, Phoenix, AZ

Restaurant Manager Sep 1995-Feb 1996

EDUCATION

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Bachelor of Arts in Political Science and Economics & Business Administration 1995

Graduated cum laude, Knox College, Galesburg, IL

SPECIAL SKILLS

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Deep understanding of FCRA, FDCPA, ECOA, HDMA, GLB, and RESPA laws, with working knowledge in telephone system technologies such as skill set design, call routing, CTI, and auto-dialers.

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