SUSANA LOPEZ
Cape Coral,FL
Summary
Dynamic sales leader with extensive experience in financial services, consistently recognized as a top performer. Driven 70-90% penetration in high-ticket protection products, enhancing customer retention and satisfaction. Proven ability to lead and motivate teams, fostering a solution-focused approach in consultative selling.
Overview
15
15
years of professional experience
Work History
FINANCIAL SALES REPRESENTATIVE & LOAN CONSULTANT
REFIJET & AUTO APPROVE
01.2019 - Current
- Owned the full sales cycle for approximately 50-70 auto refinance loans monthly, from application intake and needs analysis through lender submission, underwriting documentation, closing and funding.
- Converted inbound web leads, live transfers, outbound prospects and dealer leads through consultative selling, strategic follow-up and objection handling.
- Evaluated customer profiles and aligned applications with lending partners to improve approval opportunities and secure competitive loan terms.
- Negotiated and closed refinance transactions, enhancing customer savings while increasing product penetration and maintaining gross profit.
- Achieved approximately 70-90% ESC penetration and 40-70% GAP penetration; sold GAP, Extended Service Contracts/vehicle warranty, tire & wheel, painless dent repair, key replacement and related protection products.
- Collected and reviewed lender-required stipulations, guiding customers through documentation processes including Proof.com, e-notary, LongPen, e-signatures, and mobile applications.
- Used negotiation, complaint resolution and de-escalation to retain customers, resolve escalations and overcome barriers to closing.
- Provided sales training, coaching and product/process guidance to strengthen team performance and closing effectiveness.
- Generated repeat business and referrals through consistent post-sale follow-up and effective relationship management.
- Maintained lender, internal-policy and consumer-finance compliance throughout the sales and funding process.
- Built value before price to earn true and close high-ticket financial sales
- Collaborated with lending partners to streamline loan approval processes.
- Educated clients on product offerings to enhance understanding and decision-making.
- Auto loan underwriter reviewing all three credit bureaus to assess credit (LTV) loan to value, (DTI) debt to income and lending risk.
REMOTE COMMERCIAL LOAN OFFICER
REACH OUT CAPITAL, LLC
10.2017 - 01.2019
- Sold business-financing solutions to prospects identified through UCC filings and existing commercial financing relationships.
- Managed opportunities from initial contact through qualification, needs analysis, objection handling, financial stipulations, documentation and funding.
- Maintained persistent follow-up and coordinated same-day closings when eligible, creating urgency through consultative, solution-based selling to enhance client satisfaction.
- Prospected small-business owners through high-volume outbound sales, making approximately 200 calls daily using Five9, to identify financing needs.
- Worked remotely to manage client accounts and communication.
ACCOUNT EXECUTIVE
THE ACADEMY OF SOUTH FLORIDA
01.2015 - 10.2017
- Managed prospective clients from initial inquiry through presentation, objection handling, enrollment/close and ongoing relationship management.
- Generated new business through consultative sales, appointment setting, and networking, leading to increased client engagement and sales opportunities.
- Prepared quotes, invoices, and sales analytics in Excel and QuickBooks; engaged prospects via Zendesk Chat to enhance customer support and drive sales.
- Represented the organization at career fairs, technology conferences and recruiting events while building employer and client relationships through networking, community outreach and social media.
SALES MANAGER & TRAINER
T-MOBILE
11.2011 - 01.2015
- Led daily sales operations while selling and driving individual and store revenue goals; consistently ranked within the Top 2% for regional sales performance.
- Trained and onboarded sales representatives on product knowledge, consultative selling, sales techniques, objection handling, upselling, cross-selling and closing.
- Coached representatives through one-on-one feedback, goal setting and development plans to improve confidence, consistency, conversion and overall sales performance.
- Monitored performance, recognized wins, and provided targeted coaching to enhance individual and team goal achievement.
- Identified and pursued opportunities for revenue growth, product penetration, and improved customer retention.
- Led by example on the sales floor, modeling discovery, needs analysis, relationship building, product recommendations and closing techniques.
- Built a positive, high-accountability team culture by reinforcing solution-focused thinking, motivation, resilience, goal ownership and consistent execution.
- Managed escalated customer concerns through de-escalation techniques and solution-focused resolutions while training team on effective customer recovery strategies.
- Conducted outbound prospecting and appointment setting to increase store traffic and sales opportunities.
Education
Associate in Arts (AA) - Business Management
Miami Dade College
Miami, FL01-2014
Skills
- Full-cycle sales processes
- Consultative selling
- Negotiation and closing
- Objection handling
- Prospecting and lead generation
- Pipeline management
- Auto finance and refinancing
- Consumer lending strategies
- Commercial lending strategies
- Financial services expertise
- Sales leadership
- Performance management
- Team motivation
- Relationship management
- Customer relationship management
- Loan processing
- Auto loan underwriting
- Self-motivation
Personal Information
Title: SALES LEADER | ACCOUNT EXECUTIVE | FINANCIAL SERVICES
Accomplishments
- TOP 3% Company-wide sales performance
- 50-70 / MONTH Auto refinance loans
- #1 PRODUCER Gross profit - peak periods
- 70-90% ESC Protection-product penetration
- TOP 2% T-Mobile regional sales
- 40-70% GAP Protection-product penetration
LEADERSHIP, SALES & FIELD MARKETING MANAGER
- LEADERSHIP Training, onboarding, coaching, motivation, accountability and performance improvement
- FULL-CYCLE SALES Discovery, qualification, analysis, objections, negotiation, closing and follow-up
- B2C + B2B EXPERIENCE Consumers, small-business owners, lending clients and career-service clients
- RETENTION Escalation management, customer recovery, referrals, reviews & relationship management
- BRAND AMBASSADOR + FIELD MARKETING MANAGER Built additional sales and marketing experience through promotional campaigns and live events for beverage, food and consumer-electronics brands. Recruited, trained and managed brand ambassadors, executed in-store product placement and represented brands directly with consumers to increase product awareness and drive sales
Timeline
FINANCIAL SALES REPRESENTATIVE & LOAN CONSULTANT
REFIJET & AUTO APPROVE
01.2019 - Current
REMOTE COMMERCIAL LOAN OFFICER
REACH OUT CAPITAL, LLC
10.2017 - 01.2019
ACCOUNT EXECUTIVE
THE ACADEMY OF SOUTH FLORIDA
01.2015 - 10.2017
SALES MANAGER & TRAINER
T-MOBILE
11.2011 - 01.2015
Associate in Arts (AA) - Business Management
Miami Dade College