Sales Professional
JAMES A. ZARNOWSKI
Metro Directories/ YellowBook USA
Peachtree Corners,GA
Work Preference
Job Search Status:
Open to work
Desired Job Title
Senior Account Executive
Work Type
Full TimeConsultingContract Work
Location Preference
On-SiteRemoteHybrid
Location:
Peachtree Corners, GA, USPeachtree Corners, GA
Open to relocation:
No
Minimum Desired Compensation
$65000/yr
Important To Me
Work-life balanceCompany CultureFlexible work hours
33
years of professional experience
Revenue-focused sales professional with consistent success expanding sales results, strengthening operational control, and reducing loan-level risk exposure. Recognized for expertise in structured transactions, risk management, insurance products, strategic marketing, and contract negotiations. Delivered results by exceeding sales goals and deadlines, building trusted relationships across all levels through consultative selling, protecting largest accounts with structured products, and supporting high-performing sales units through strong training, analytical thinking, research, organization, entrepreneurial judgment, project management, hiring, employee recognition, accounting, asset management, commercial and residential mortgage lending, and banking operations.
Work History
Post Closing Asset Manager/Loss Share Specialist
17 Years 6 Months- Guided 14 failed bank receiverships, I managed teams in the successful resolution of assets in accordance with agency standards. My leadership has been recognized in advancing the timely business resolution of these receiverships. I successfully worked with all other FDIC departments, Receivership Assistance Contractors, Department of Justice, FBI, OIG, TARP and other stakeholders. I have been repeatedly recognized as having made significant contributions through innovation; creatively addressing needs within guidance, gaining consensus among parties with competing interests, and fulfilling my role as technical monitor. I have authored Strategic Resolution Plans (SRPs), and established asset resolution strategies at these receiverships. Received a regional award for outstanding work at the sixth largest ever FDIC receivership and three star awards from the Irvine, CA office. In my role at this FDIC Receivership I provided routine updates and insight to Washington, DC executive management and the Division of Resolution and Receiverships Dallas senior management. Senior management has consistently charged me with difficult and complex assignments. I have contributed substantially to the development of five new PCAM’s who have cited my mentoring as vital to their accelerated development.
Media Consultant
1 Year- Education and account management of Yellow Book Internet Products and Yellow Page print media with proven results as compared to returns on investments of other media forms. Within four months became the #1 Consultant in new business revenues. I received multiple awards for achievements.
Senior Vice President
1 Year- I led the start-up of a National Wholesale Lending Division from the writing of the initial business plan to writing operational policies and procedures. Recruited, hired and trained three regional managers and 14 account executives. I acted as the team lead in directing the licensing of 30 offices with state departments of banking and led the development of marketing materials with outside marketing firms. Achieved profitability in the seventh month of operation with average margins of 80 basis points, which was well beyond targeted goals. Assisted with the testing, design, and implementation of LoanStar; an in-house proprietary origination, secondary marketing and loan delivery system. Hired, trained, and managed 15 account executives and three sales managers.
Senior Vice President, Eastern Division Manager
6 Years- Served in various management roles, including risk related areas; created and insured structured financial transactions for regulatory capital relief and arbitraged opportunities, new product development and national accounts. I exceeded all metrics for profit and loss ratio goals while holding full responsibility of seven states, ultimately expanded to 25 eastern states. Reporting personnel included five Vice Presidents (Regional Managers), one Regional Account Manager, Vice President Director of Credit Enhancement, 32 field sales people, 152 operations personnel and 480 contractors.
- As Business Unit Manager, managed the operations and sales staff, led the success of all field contract underwriting and field operations and successfully managed product risk metrics. Was responsible for on-site and our office staff placement, work product review of CRA and fair lending practices, expense load for over 250 contract underwriting personnel.
Vice President, Regional Sales Manager
13 Years- In this position I managed profit and loss accounts for seven states. Handled all major and national accounts in the region and took a major role in segmenting them into the creation of the company’s national accounts team. At CMAC, I led a diverse team in the development of five new and unique products that helped keep the company highly competitive, gaining one third of its total premiums. Chosen as a “retained manager” in the Amerin/CMAC merger in 1998, subsequently promoted to Senior Vice President.
SVP
1 Year- Responsible for loan offering & delivery of mortgage operations, warehouse lending, and branch lending operations.
Vice President, Controller
5 Years- Managed all accounting functions, including payroll, accounts payable, daily and monthly reconciliations of general ledger, produced monthly board reports. I was promoted from assistant to the Chief Financial Officer and Chief Executive Officer.
Education
MBA - Financial Services
BS - Insurance And Risk Management
Skills
Qualitative analysis
Property appraisals
Real estate analysis
Risk management
Risk mitigation
Consumer Lending
Credit-worthiness determination
Asset management
Strategic development
Attention to detail
Reliability
Excellent communication
Team collaboration
Active listening
Effective communication
Adaptability and flexibility
Client relationship building
Relationship building
Team building
Sales skills
Self motivation
Interpersonal skills
Conflict resolution
Goal setting
Risk assessment
Professionalism
Document analysis
Continuous improvement
Adaptability
Performance monitoring
Relationship management
Professional demeanor
Affiliations
- Management and leadership training courses; Eight of Ken Taylor & Associates, Three Pratt/Duncan Sales Training, quarterly training through Radian Guaranty’s Training Department, Member of the Financial Managers Society
- Income-Producing Property Course I and II- Institute of Financial Education at the University of San Francisco and University of San Antonio, Leadership Program at University of Southern California Institute of Financial Education
- Mortgage Bankers Course I, Berkeley Campus, University of California
Timeline
Post Closing Asset Manager/Loss Share Specialist
Federal Deposit Insurance Corporation (FDIC)
03.2009 - 2014Read More
Media Consultant
Metro Directories/ YellowBook USA
01.2008 - 01.2009Read More
Senior Vice President
National Wholesale Lending, Liberty Home Lending
01.2006 - 01.2007Read More
Senior Vice President, Eastern Division Manager
Radian Guaranty, Inc.
01.1999 - 01.2005Read More
Vice President, Regional Sales Manager
Commonwealth Mortgage Assurance Company
01.1985 - 01.1998Read More
SVP
AMERICAN SOUTHERN/AMERICAN SAVINGS MORTGAGE
01.1981 - 01.1982Read More
Vice President, Controller
United Federal Savings & Loan
01.1976 - 01.1981Read More
University of Miami
MBA from Financial Services
Read More
University of Connecticut
BS from Insurance And Risk Management
Read More