Areas of Expertise
* Client Relationship Development
* Service Turnaround
* Transition Management
* Talent Development
* Transformational Thought Leadership
* Profit & Loss Management
* Strategic Marketing
* Production Analysis
* Sales Forecasting
* Standardization & Process Improvement
Professional Experience
CITIMORTGAGE, St. Louis, MO 1995-Present
Achieved multiple performance-based promotions over frequent
organizational restructures. Excelled at transforming transactional, non-mortgage industry professionals into ethical, technically proficient,
relationship-driven experts.
National Sales Director, Smith Barney HomeLoan Program, 2005
A swiftly changing economic environment following five years of booming
refinance activity created unique and robust opportunities. Market
changes required immediate attention to increasing sales accountability,
identifying and addressing infrastructure and internal control issues,
defining our end-client value proposition, and elevating morale.
* Over $1 million saved while maintaining existing productivity levels
through infrastructure evaluation and the resulting national internal
and external sales realignment.
* Negotiated key strategic alliance with Global Wealth Management’s
Private Bank Mortgage Company that led to over $10 million savings
annually and almost $500 million additional cross-sell activity through
negotiated price agreements and client placement rules of engagement.
* Facilitated a 100% improvement in profitability through the
development and administration of an advanced sales training curriculum centered
on teaching the value in an enhanced mission statement, a new client
value proposition, and the sales consultation skills required in order to
directly influence our overall product mix while still providing
appropriate client solution options.
* Increased closed Home Equity Line sales 20%, over $500 million, 2006
over 2005 in a financially conservative environment through creative
consultation and sales positioning.
* Drove over $450 million in annual sales since inception (2005) of a
private-label business development service by launching the initial test
pilot and advising on program enhancements.
* Led the first intra-company inside sales distribution integration
involving systems, consolidated product responsibility, and
multi-functional leadership team training while still managing to dual profit and
loss responsibility, thus resulting in a more streamlined coverage model,
enhanced client service delivery, and increased productivity.
* Selected to present at 2006 Citigroup Senior Management forum to the
top 300 global senior directors regarding recent successes involving
sales maximization process innovation and cross-channel collaboration.
Divisional Director, Smith Barney HomeLoan Program, 2003
Key team accomplishment was growing sales volume over 600% ($300
million to > $2 billion). Achieved through implementation of several
performance enhancing leadership activities: developing deep and influential
relationships with key client decision makers, creating flexibility
within and further developing the management team’s ability to positively
impact their sales contributors’ performance, and streamlining and
standardizing talent development practices and sales responsibilities. Key
results of leadership:
* Led the country in production per Financial Advisor through over 50
outside, decentralized sales staff who contributed by building
relationships and gaining commitments and creating client awareness activities
from over 5,500 Financial Advisors throughout the Midwest and South.
* Maximized outside sales representative retention rates to over 85%
and improved their first six-month period of sales productivity by
formalizing and developing a five-week on-boarding training curriculum.
Regional Sales Manager, Smith Barney HomeLoan Program, 2001
Identified and facilitated territory alignments and recruiting efforts
to allow for increased client penetration and velocity. The ability to
attract progressive, non-mortgage industry business development
professionals with transferable client relationship-building skills resulted
in high levels of accountability, ethical standards, production, and
service. Fostered a friendly, healthy competition in an enthusiastic team
environment.
* Recruited nine Regional HomeLoan Specialists within 90 days who
became the most productive outside sales team in the country within 12
months.
* Tripled the business under 18 months.
Regional Account Manager, Smith Barney HomeLoan Program, 1998
Drove $300 million in home loan sales up from $60 million from an
account territory consisting of 3600 Smith Barney Financial Advisors over 10
states. Matrix management was incorporated into overall productivity
responsibilities as Citi’ acquired a national retail lender.
* Partnered with Smith Barney and CitiMortgage to educate and mentor
Loan Officers on volume goals, partnership communications, and timeline
objectives within the Smith Barney branches.
* Cross-sold Credit & Lending Products to Financial Advisors and their
clients.
Senior Mortgage Consultant, 1996
* Generated $120 million in closed loan volume, number one in employee
sales, thus becoming the first sales representative at the time to
achieve President’s Club in their first year.
* Chosen to represent the organization at the first national campaign
to increase employee mortgage sales as a result of high professionalism
and strong sales performance.
Education & Recognition
MBA, Maryville University, 1998
BA Art History/Psychology, Northeast Missouri State University (Truman
State University), 1995
Multiple award winner including President’s Club, recognizing the top
5% of CitiMortgage leaders, as a direct sales contributor and multiple
people leadership roles, the Service Excellence Award, recognizing
exceptional service by the top 5% of employee population, as a direct sales
contributor, as well as Reach for the Stars and the Leadership Forum,
leadership initiatives for high-potential employees of CitiGroup.
KEY WORDS
Business Development, National Sales Director, Director, Business
Development Executive, Senior Sales Leader, MBA, Talent Development, Client Relationship Development, Sales Forecasting, Profit & Loss Management, People Leadership, Pricing and Profitability Knowledge, Wealth Management, Liability Management, Financial Planning, Lending Competency, Commercial Lending, Tailored Lending, & Securities-Based Lending Cross-sell, Direct Marketing, Business-to-Business, Business Planning, Matrix Organization, Portfolio Lending, Planning and Executing Negotiations, Mortgage Industry Experience, Communication, Prospecting, Driving Revenue, Problem-Solving |
