SUMMARY:

Highly self - motivated and results-oriented sales professional with over 30 years experience in all aspects of sales and sales. I’ve developed superior consultative sales and business development skills and demonstrated ability to lead highly-profitable sales teams in both B2B and B2C channels. I have significant expertise in developing and implementing strategic and tactical sales plans and proven negotiation and relationship management skills. Extensive experience in complex financial analysis, budgetary management and sales forecasting.

PROFESSIONAL EXPERIENCE:

Confidential

National Account Executive, Los Angeles CA

Responsibilities:

• Responsible for sales and business development activities with key and high-profile accounts to customize solutions for appraisal management engagements.
• I source strategic relationships with lenders, Confidential brokers, loan servicers, investors and other groups and manage the overall client relationship.

Confidential

Relationship Loan Officer, Los Angeles CA

Responsibilities:

• I originated conventional & High-balance Confidential loans and small balance commercial real estate loans from a variety of referral sources including real estate professionals, CPA’s & Business Managers and other industry sources.
• In addition to sales activities, I’m also responsible for ensuring regulatory disclosure compliance and managing the overall customer relationship.

Confidential

Business Development Mgr/Producer, Sherman Oaks CA

Responsibilities:

• I was the lead marketing representative responsible for launching a new product, Aon Rent Protect, to the Confidential .
• Developed marketing partnerships with real estate associations, apartment owners associations, property management firms, law firms, lenders, real estate websites and other sources to launch the program in the Confidential .
• In addition to sales activities, I helped develop the CA sales strategy and developed marketing collateral as well as being the “face of the program” with extensive public speaking responsibilities.
• Position was eliminated when company elected to go to all on-line sales model.

Confidential

Real Estate Consultant

Responsibilities:

• After being laid-off when Confidential was shut down by the Confidential, I leveraged my knowledge and experience in residential and commercial real estate lending by brokering loans (primarily high-balance SFR Mortgages and small apartment & commercial loans) and taken a contract position with Confidential .
• Additionally, I also worked with a former colleagues’ development firm to raise equity capital to help fund his commercial development project.

Confidential, Pasadena, CA

Senior Account Officer

Responsibilities:

• In a production role, I solicited and structured complex construction loans for sub-divisions, condominium, MFR and mixed use commercial projects.
• Sourcing deals nationally from builders and developers, architects, Confidential brokers, correspondent lenders and other real estate industry sources, I was responsible negotiating pricing and terms, structuring loan requests, analyzing tax returns and other credit documents, determining project feasibility and presenting credit approval memorandums to the division loan committee. Also responsible for engaging 3rd party service such as appraisals, cost and environmental reviews and managing the client contact database in Siebel.
• I also inherited a portfolio of existing loans and managed the client relationships and loan draws as well as ensuring proper recording of trust deeds, mortgages and lien releases.

Confidential, Woodland Hills, CA

AVP, Divisional Business Development Mgr.

Responsibilities:

• I was responsible for managing all sales and business development activities for Chase’s Affiliated Business Arrangements (ABA) program, covering two retail divisions and seven western states. I was the lead sales person for the program and provided sales guidance, direction and management to over 45 Loan Officers attached to the ABA program.
• My primary duties included identifying and calling on high profile Home Builders & Developers, Real Estate firms and other financial services firms (typically builder-owned Confidential brokerages and bankers) to develop strategic partnerships. These firms ranged in scope from national publicly traded firms to local and regional companies.
• Other primary functions were developing marketing strategies and business plans to maximize loan production from each relationship and managing each individual P & L and ensuring Confidential compliance.
• I was also deeply involved in the recruiting of key Loan Officer candidates and representing the company at trade shows and conferences.
• Business relationships I established generated approximately $342,000,000 in retail loan production during my nine month tenure
• Secured most new retail partnerships (27) in the ABA program
• More than tripled the number of active business relationships
• My territory had the highest builder capture rate for the ABA program

Confidential, Encino, CA

Sales Director

Responsibilities:

• In a newly-created position, I was the primary sales person and program manager for the GM Supplier Confidential & Real Estate, Builder Power and Commercial Lending initiatives in Southern California. I managed a staff of approximately 30-35 Loan Officers/Account Managers and was responsible for strategically targeting and calling firms to maximize real estate loan production and real estate referrals.
• As these firms were typically Confidential highest profile and best business partners, I also originated loan applications for high-priority clients, typically C-level executives of publicly traded firms. I also helped to develop the program’s online marketing strategy and worked closely with client firms and Confidential ’s IT department to establish a presence on the client internal websites. I also worked closely with Confidential ’s Relocation Division to source relationships.
• I also took over management of the Builder Power initiative for the So Cal and Nor Cal regions. I established new builder relationships to develop Confidential business for new SFR and condominium developments. I oversaw loan production and developed and implemented regional sales strategies and overall relationship management for the Builder program. I also served on the national builder product development committee.
• My other duties included recruiting and selecting Loan Officer/Account Manager candidates, and developing the on-going sales training syllabus and presenting product seminars both internally and externally. I also represented the company at various trade shows, conferences and other networking events and coordinated with Confidential to integrate their Workforce Housing Initiatives to participating firms. I also developed and managed the Commercial Lending program for the region which targeted small balance MFR, commercial and mixed use financing.
• My region ranked 3rd in overall Supplier loan production (only behind MI & IL, traditionally GM strongholds)
• Obtained more program endorsements of national and multi-national firms than any other Sales Director
• Developed the Concierge Lending Program within the region, targeting high profile and high net-worth clients

Confidential, Los Angeles, CA

Construction Loan Officer

Responsibilities:

• I was responsible for residential, MFR and mixed use construction and land loan production for Los Angeles, Ventura and Santa Barbara counties.
• Focusing on the high-end home market and an affluent client base, I solicited loans from builder & developers, Confidential, architects, Confidential brokers, correspondent lenders and other industry sources for custom and spec construction loans.
• I also generated construction loan production for small in-fill tract and condominium projects.
• Duties included preparing credit packages and project feasibility for loan committee approval and helped formulate sales and marketing strategies and developed marketing collateral for the program.
• I ensured proper recordation of security instruments and releases, ordering flood certificates.
• Average SFR construction loan was approx. $2,250,000
• Top producing loan officer for tract and condominium projects

Confidential, Los Angeles, CA

Senior Account Manager

Responsibilities:

• I was the Senior Sales team leader with two junior Account Managers reporting to me. In this newly-created position, I was responsible for sales and marketing activities in the western United States to generate business for commercial real estate due diligence services, construction project management engagements.
• Confidential clients were commercial real estate investors, lenders and brokers, CMBS conduit lenders and underwriters, REITS, pension funds, corporate real departments and government agencies. Primary duties included extensive contact with current and prospective clients and representing the firm and various industry conference and functions.
• Additional duties included soliciting commercial property owners and other referral sources for cost segregation studies.

Confidential, Encino, CA

Loan Consultant

Responsibilities:

• I generated agency, portfolio and construction SFR loan business from a variety of referral sources such as Confidential, CPA’s, Builders & Developers and generated wholesale loan production business from Confidential brokers.
• Also developed the Premier Lending Group for WAMU, which targeted affluent and high net-worth clients.

Confidential, Encino, CA

Senior Loan Officer

Responsibilities:

• As a Sr Loan Officer, I generated 1st Confidential and HELOC loan production from Confidential, CPA’s, Builders and developed and implemented several highly successful consumer direct sales strategies. I also developed several strategic relationships with other financial institutions to capture their real estate loan referrals.
• I obtained the Construction Loan Specialist designation and with Commercial Loan Specialist designation and successfully generated business for these products.
• I went through the company’s beta testing and obtained credit underwriting authority for Confidential Desktop Underwriter program and issued point-of-sale credit commitments.

Confidential, Woodland Hills, CA

Senior Loan Representative

Responsibilities:

• In this position, I solicited retail SFR Confidential business from outside referral sources, internal branch referral and wholesale business from select area Confidential brokers.
• In addition to sales production, I played a key role in developing the residential lending sales training syllabus for bank branch personnel and developed individual branch Confidential marketing strategies and oversaw Confidential loan production for several flagship branches.
• I was the primary Confidential department contact with the bank’s Private Banking and Entertainment Banking units and helped develop niche programs these groups and serviced their high net-worth clientele.