MICHAEL PINTO

2 Marble Creek Lane Coto de Caza, CA 92679

mpa432da@westpost.net (949) 888-8839 h (949) 257-8838 c
EXECUTIVE SALES MANAGEMENT
Leadership DevelopmentHigh Sales & ProfitabilityCustomer Relationships
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Results-generating Sales Executive with extraordinary talent for developing and
motivating highly successful management teams and a proactive approach to resolv
ing performance and operational challenges. Excellent business and financial sav
vy for capitalizing on new business opportunities and identifying areas for impr
ovement. Expertly coordinate activities between Sales, Marketing, Human Resource
s, and additional departments to achieve company objectives, building strong int
ernal relationships. Maintain strong emphasis on retaining and building upon a s
olid customer base.
CORE COMPETENCIES
a Training & Team Building
a Procedure Development
a Complex Issue Resolution
a Performance Tracking
a Sales / P&L Reporting
a High-impact Presentations
a Multi-state Territories
a Financial Management
a Strategic Planning
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PROFESSIONAL EXPERIENCE
REDC / Red Crown Realty a" Irvine, California
National Director of Sales (7/2009 to Present)
Manages and facilitates the growth of the companyas buy-side and listings busine
ss in the forms of sales revenue and transaction volume. Oversees four branch o
ffices across four states with responsibility for 125 sales and support staff.
Successfully recruits, retains and develops a team of State VPas responsible for
managing, coordinating and facilitating brokerage compliance laws, regulations,
policies, procedures and related issues. Leverages state and corporate resourc
es to successfully grow sales revenue, listings penetration, develop and grow ma
rket share and ensure client expectations are exceeded. Develops sales objective
s with activity and productivity accountability programs/reporting. Effectively
maintains operational accountability of P&L/Budgets, marketing, business operat
ions and all aspects of penetrating and growing the companyas residential real-e
state sales activities throughout the nation.
Key Achievements:
Improved key performance metrics across the board.
Implemented strategic recruiting and agent development and coaching programs.
Has generated over $162 million in sales volume in 2010.
Has generated over $4.7 million in sales revenue in 2010.
Developed performance management reports to review daily/monthly/quarterly perfo
rmance results, allowing management to identify and work with low performers and
resulting in significantly increased productivity.
Developed and maintains Client relations/partnerships through business developme
nt and strategic planning sessions.
HSBC NORTH AMERICA HOLDINGS INC. a" Brea, California
Promoted through roles of increasing scope and responsibility to executive-level
role at HFC / Beneficial Finance, retaining Senior Vice President / Division Ge
neral Manager position following companyas acquisition by HSBC in 2002.
Senior Vice President / Division General Manager (2000 to 5/2009)
Oversee up to 100 branch offices across 3 states with responsibility for 500+ fu
ll-time sales and support staff; set goals and develop / implement strategic pla
ns to optimize sales of lending and auxiliary products, ensuring high profitabil
ity and full customer satisfaction. Work with district managers to resolve escal
ated issues. Develop executive management, sales, and support associates; create
and implement comprehensive training programs. Hold monthly District Manager me
etings and annual sales meeting for entire division. Communicate closely with al
l departments, driving strong performance to exceed loan accounting goals and en
suring compliance with all financial and human resources regulations; analyze mo
rtgage audits.
Key Achievements:
Recognized expert in Fannie Mae, Freddie Mac and Portfolio lending.
Division shared first place ranking in 2001; ranked 2nd in 2002 & 2003.
Have earned more than 20 national and regional awards for sales performance.
Developed performance management system to review monthly performance results fo
r all sales positions, allowing management to identify and work with low perform
ers and resulting in significantly increased productivity.
Developed and implemented a national auto loan sales program, resulting in incre
ased revenue for the company.
Additionally managed company's regional operations (telemarketing & collection)
center employing 50 people from 2005 to 2008.
Previously oversaw up to 150 branches across 6 states as SVP / Division General
Manager.
District Sales Manager (1995 to 2000)
Managed 14 branches across 6 states, maintaining frequent communication with bra
nch managers to discuss goals, branch progress, and relevant issues affecting pe
rformance. Implemented company initiatives, tracking / reporting sales and addit
ional performance-based figures. Managed and maintained staffing levels by recru
iting, interviewing, and hiring quality candidates. Controlled expenses within a
llocated budgets.
Key Achievements:
Ranked #1 District Sales Manager in 1998, earning a company-sponsored trip.
Trained several managers to attain the next promotional level.
Assistant to Regional General Manager (1994 to 1995)
Gained invaluable understanding of regional operations while providing critical
support to the Regional General Manager. Analyzed production reports and conduct
ed branch visits to evaluate branch strengths and challenges. Presented training
to regional staff members and coordinated meetings. Worked closely with Underwr
iters, Auditors, and Human Resources professionals, building strong relationship
s within all areas of the company.
Branch Sales Manager III (1992 to 1994)
Branch Sales Manager II (1991 to 1992)
Branch Sales Manager (1990 to 1991)
Promoted to lead companyas largest branch, driving a 10-member team to meet all
company goals in terms of account management, sales, and customer service. Liais
ed directly with customers to provide assistance and ensure timely processing of
lending products, coordinating with all relevant departments. Certified recentl
y promoted Branch Sales Managers.
Key Achievements:
Ranked #1 Branch Sales Manager company-wide (out of 600 branches) in 1991 and #1
Branch Sales Manager Region-wide (out of 300 branches) in 1993; earned company-
sponsored trips for exceptional performance in both years.
Consistently turned around underperforming branches to achieve top sales.
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Served as Account Executive for Household Finance Corporation from 1988 to 1990.
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EDUCATIONAL BACKGROUND
FLORIDA INSTITUTE OF TECHNOLOGY a" Melbourne, FL
Bachelor of Science in Finance
Professional Association
Member, American Financial Services Association (AFSA) (2000 to Present)
Community Associations
Member, Junior Achievement
Head Coach, Saddleback Valley Unified School District