Douglas R.

Stein
14703 Wedgestone Court * Fishers, Indiana 46037 * H (317) 595-9421 * C (317) 714
-9915 * ds4b9c56@westpost.net

SUMMARY
A results-driven, forward-thinking and highly accomplished SALES AND MARKETING E
XECUTIVE with profit and loss responsibility as well as extensive experience in
all facets of the following areas:
Business Development * Sales Management * Strategic Planning
Best Practices * Channel Development * Operational Efficiency
Possesses a proven track record in significantly improving market share. Provid
es effective direction to expedite sales growth, profitability, customer satisfa
ction and strategic positioning. Leverages strong leadership expertise and fina
ncial acumen to increase business results. Fosters a strategic alignment with b
usiness channels and corporate operations to impact the bottom line positively.
Effectively builds high-productivity teams with a goal-oriented and customer ser
vice focus. Institutes continuous improvement initiatives, refining process eff
iciencies to achieve objectives. With a cost-conscious mindset, oversees proced
ures to maximize operational results and profits. A key contributor who identif
ies prospects and generates future growth. Uses exceptional foresight to discov
er market niches and business models leading to an organization's rapid progress
.

EXPERIENCE

METLIFE HOME LOANS/FIRST HORIZON HOME LOANS, Indianapolis, IN January 2008 - Pr

esent
Branch Manager - Mid Central Wholesale, August 2008 - Present
Manage daily operations as well as Sales Management for the Mid-Central Wholesal
e Branch (IN, OH, KY & WV). Managed hiring, on-boarding, retention, sales train
ing and coaching. Managed wholesale origination volume in excess of $325,000,00
0 while improving profit margin by 72%.
* Expanded Account Executive coverage by 60% in the first 4 months while increas
ing average loan balance by $37,000.
* Doubled net income in F2009 versus F2008
* Devised and implemented procedures to more efficiently manage volume
* Fostered Account Executives to more proficiently manage their account base

Regional Builder Manager January - August 2008

Supported both retail and wholesale channels in identifying builders to utilize
the specialty products available to expand relationships and expand the product
mix and market share utilized by selected builders. Identified local outlets fo
r construction financing and implemented these options to retail Loan Officers.
Managed marketing agreements with builders and realtors throughout the region.
Coordinated marketing efforts with all local homebuilders associations.
CTX MORTGAGE COMPANY, Dallas, Texas 2003-2007
Executive Vice President, Midwest Region, 2006-2007
Oversaw daily operations for seven builder branches throughout Midwest. Produce
d profit in excess of $8,600,000 annually. Provided key operational leadership
in establishing and maintaining strong working relationships with Centex Homes m
anagement, focusing on strategic alignment in reaching sales targets and custome
r satisfaction goals while maximizing profitability for CTX branches and Centex
divisions. Ensured achievement of key performance targets.
* Devised individual branch marketing strategies to increase market penetration.
* Implemented branch process flows to increase productivity and deliver exceptio
nal customer service levels.
* Established and employed staffing models to deliver superior margin results.
Hired and trained operations as well as sales team members.
* Created compensation plans for sales and operations to produce desired results
.
* Successfully implemented corporate directives for growth and overhead cost man
agement.
* Held responsibility for establishing budgets, profit and loss, as well as staf
f management.
* Coached loan officers in developing more innovative sales strategies.
* Analyzed and approved regional wholesale/broker relationships.
* Managed 98 direct/indirect reports generating $730,000,000 annually in origina
tions.
* Increased profit margin 7%.
* Improved market penetration 4%.
* Improved customer satisfaction 7%.
* Reduced monthly fixed expense 27%.
* Instituted new staffing models based on branch volume to focus on efficiencies
and margin, modifying commission structures to limit revenue deviations and imp
roving fee income.

Senior Vice President, Midwest Region, 2005-2006

Exceeded financial and operational goals for seven Midwest branches, focusing on
operational efficiencies and sales targets. Managed originations of $882,000,0
00. Delivered profit of $9,000,000. Improved regional margin by 17% and custom
er satisfaction results by 10%. Implemented new backlog management tools. Intr
oduced enhanced staffing models to support Centex home sales projections to ensu
re available resources consistent with growth initiatives.
* Held budgeting as well as profit and loss responsibilities.
* Improved market penetration in underperforming branches by 20%.

Regional Builder Liaison, 2004-2005

Served as liaison between regional management and branch management to ensure st
rategic alignment working with up to 18 branches. Established efficient branch
processes to increase productivity, ensure outstanding customer service and achi
eve superior margin results managing originations of $750,000,000. Improved mar
ket penetration by 14%.
* Devised and implemented strategic marketing initiatives for each division.
* Coordinated implementation of new sales training strategies for loan officers.
* Utilized best practices for improved efficiencies in market penetration, hirin
g, process-flow efficiency, staffing models, customer satisfaction initiatives,
integration with related entities and margin improvement.
* Created sales consultant business review format to utilize relationship sales
approach.
Branch Manager, Indianapolis, Indiana, 2003-2004
Oversaw origination, processing and closing of mortgage loans. Managed hiring,
on-boarding, retention, sales training and coaching. Provided excellent custome
r service, preparing for continued growth of company and maximizing branch profi
ts.
* Produced branch profits of $867,000 and improved market share 6%.
* Achieved branch ranking as fifth in company in customer satisfaction rating.
* Managed $68,000,000 in annual originations.
* Devised strategically aligned financing initiatives to achieve sales objective
s.
* Implemented financial training program for newly hired sales consultants.
* Identified opportunities to utilize financing promotions to accomplish sales g
oals.

DAVIS FINANCIAL SERVICES, LLC, Indianapolis, Indiana 1991-2003

President, 1996-2003
Managed daily operations, including profit and loss as well as staff accountabil
ity for 15 direct reports. Selected and leveraged vendor relationships for whol
esale lenders, mortgage insurance, credit, appraisal and title companies. Coord
inated title company relationships for two building divisions. Produced over $8
,000,000 in net profit. Managed production growth to 800 loans annually. Initi
ated and implemented new technology integration as well as automated underwritin
g functions. Selected to national advisory panel for Contour mortgage processin
g software. Implemented strategic alignment with second building division focus
ing on entry-level market.
* Crafted and implemented strategic financing promotions, resulting in 30% utili
zation for new sales.
* Coordinated and integrated company website.
* Established pre-loan cost analysis process for building divisions, saving $100
,000.
* Improved capture/market share from 0% to 80%.
Executive Vice President, 1991-1996
Managed start up of builder-owned mortgage brokerage company. Established and i
mplemented processes/procedures for staffing, production, agency approvals, whol
esale relationships, vendor relationships, builder backlog management, builder f
inancing promotions, new sales consultant training and office automation. Incre
ased production 300%.

IRWIN MORTGAGE CORPORATION, Indianapolis, Indiana

Loan Officer, 1991
PRECEDENT FINANCIAL CORPORATION, Indianapolis, Indiana
Loan Officer, 1987-1991
NAEGELE OUTDOOR ADVERTISING, Indianapolis, Indiana
Account Executive, 1981-1982 and 1985-1987
FRITO-LAY, INC, Plano, Texas
Territory Manager, 1984-1985
QUAKER OATS, STOKELY VAN CAMP, Chicago, Illinois and Indianapolis, Indiana
National Sales Manager - Gatorade, 1982-1984

EDUCATION
BALL STATE UNIVERSITY, Muncie, Indiana
B.S., General Management, 1981
Sigma Chi Fraternity
PROFESSIONAL DEVELOPMENT
Northwestern University Kellogg School of Management Executive Program
Energizing People for Performance

COMMUNITY INVOLVEMENT
Hamilton Southeastern Schools Foundation
Board Member 2009 - 2010
Hamilton Southeastern High School Hockey Club
Board Member 2003 - 2009
Assistant Coach 2006 - 2010