Stuart Will

Experience

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  Ford Motor Credit Company

  Jan 2001 - Jan 2006

  -Conduct presentations & training seminars (wholesale/loan acquisition, product/service/fee income, value proposition) as required supporting the achievement of profit, volume & satisfaction goals.-Conduct a review of data with dealers, based on, portfolio performance, and financial condition.-Champion/document sales calls reviewing financial results, audits, marketing, and finance campaigns.-Actively participate in the development/achievement of the Branch's annual Business Plan.-Develop and execute action plans for dealers, as needed, to address issues such as: low product / portfolio ROE's, purchase policy/quality issues, volume, market share, loan/wholesale issues, fee income opportunities, poor wholesale performance or financial condition. -Provide competitive rates and program details to executives on a regular basis. -Take proactive actions to protect against a competitive wholesale take-over and loss of revenues.-Assist in obtaining necessary documentation for the completion of credit packages.-Spearhead integration of Volvo Credit NA and Commercial Lending with branch and sales activities.-Deliver on key business plan objectives: Wholesale Share, market share, insurance products, and dealer and customer service indices -Support and assist other Team members and promote teamwork to achieve goals and objectives.2006 Lead role in transformation from branch environment to business center; actively participated in pre-transformation conference calls; organized, assigned & followed for completion of branch-related tasks.2006 Managed purchasing/liquidations for 60 Texas auto dealers/retailers; $41 million portfolio2005 Facilitated integration with Primus, Mazda, Land Rover, Jaguar, Volvo, & Commercial Lending2005 Prepared mortgage, capital loan, & revolving lines of credit resulting in $5M+ in incremental businesses. 2004, 2005, 2006 Six Sigma Greenbelt certified Show less -Achieve the required Customer Satisfaction Levels.-Ensure procedural compliance throughout the originations depart. in order to achieve compliant ratings on Branch Portfolio Reviews, Regional Operation Reviews, CSA's, and GAC Operation Reviews.-Maintain Purchase Policy quality guidelines maximums.-Sell the benefits of the Company's value proposition to dealers while effectively maintaining a consistent purchase policy based on dealer support and liquidation experience.-Maintain purchase policy guidelines and continue to improve origination processes to ensure a supportive yet responsible purchase policy. -Work with the credit dept. to ensure a consistent positive message is conveyed to the dealer body.-Ensure employees are reviewing/managing purchase policy to improve credit loss performance.-Develop appropriate training plans and ensure training is completed by assigned employees.-Hold regular career development discussions with employees and coach/counsel employees.-Build teamwork and work strategically with the facing vehicle sales divisions, Ford Credit Regional Office, Service Centers, Central Office staff and Ford Customer Service Division partners. -Support minority dealers and the Dealer Profit Support Initiative.-Support and implement all Six Sigma initiatives and ensure 100% of all Salary Grade 5 and above employees are Green Belt Certified. Show less -Achieve required Customer Satisfaction Levels.-Ensure compliance with all applicable dealer credit policies and procedures in order to achieve compliant ratings on Branch Portfolio Reviews, Regional Operation Reviews, and Accounting Operation Reviews. -Analyze and prepare all dealer credit packages and loan requests while ensuring financial analysis is complete, accurate and in line with company standards. -Follow established Regional guidelines regarding submission of dealer credit packages/loan requests. -Interact with dealership management as the branch liaison for required credit package information. -Ensure credit requests are expedited timely to meet the needs of our dealerships. -Ensure all required watch reports convey an accurate risk assessment and are submitted to the Region. Show less -Achieve required Customer Satisfaction Levels:-Ensure procedural compliance throughout the wholesale department in order to ensure compliant ratings on Regional Operation Reviews, and Accounting Operation Reviews.-Ensure all wholesale audits are conducted in accordance with procedure.-Maintain awareness and inform management of negative risk trends as well as late payment of any wholesale or dealer loan related charges. -Develop appropriate training plans and ensure training is available and delivered to assigned employees.-Hold regular career development discussions with assigned employees and coach and counsel employees when needed.-Support and implement all Six Sigma initiatives.-Support /Implement Strategic Initiatives: RouteOne, branch integration, and transformation.2003 Effectively communicated with dealers to maintain positive customer relations and client satisfaction which resulted in 95% of dealers’ contracts being sent to FMCC versus other lending institutes.2002 Facilitated local rollout of Pinnacle, Intuity, Route One, E.T.A. systems for branch and dealers.2001, 2002, 2003 IT Site Admin handling all telephone and IT (hardware & software) related issues at branch. Show less -Achieve required Customer Satisfaction Levels:-Ensure compliance with all applicable purchasing policies and procedures in order to achieve compliant ratings on Portfolio Reviews, Regional Operation Reviews, and Accounting Reviews.-Sell the benefits of the Company's value proposition to dealers while effectively maintaining a consistent purchase policy based on dealer support and liquidation experience.-Develop/ maintain a professional rapport while effectively selling credit decisions to customers.-Maintain purchase policy guidelines and continue to improve origination processes to ensure a supportive yet responsible purchase policy. -Actively review and manage purchase policy to improve credit loss performance.-Provide best-in-class service to our dealerships by assisting other Analysts when necessary and providing coverage of weekend and evening hours. -Instruct and monitor discounters and investigators to ensure procedural compliance with no backlogs. -Ensure the prompt release of all offerings with discrepancies.-Support minority dealers and the Dealer Profit Support Initiative.-Support /Implement Strategic Initiatives: RouteOne, branch integration, and transformation. 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  • Dealer Account Manager

    Jan 2005 - Jan 2006

  • Credit Director- Austin, TX

    Jan 2004 - Jan 2005

  • Financial Analyst/ Credit Package Specialist

    Jan 2003 - Jan 2004

  • Wholesale Inventory Manager

    Jan 2002 - Jan 2003

  • Credit Manager

    Jan 2001 - Jan 2002
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  Automotive Finance Corporation

  Jan 2006 - Jan 2013

  Responsible for stepping into difficult branch and dealer situations to independently lead a turnaround with limited oversight from Operations leadership. In addition, they will be involved in high exposure sales, service, and oversight. Involved in training and mentoring are new and existing Managers and staff throughout North America.-Provide daily onsite leadership at branches to effectively turnaround a difficult situation. The ability and experience to work independently will be necessary. -Lead the workout of large account loss situations.-Assist in managing large accounts using expertise to proactively identify potential growth opportunities or collection issues.-Assist in managing large account sales, service, collections, and oversight in person and/or via telephone.-Work with Senior Management and Executives on managing strategic initiatives for ongoing operational improvements.-Assist in the training and introduction of core competencies and AFC in general to new branch managers and new branch dealer representatives.-Fill in at branches which are understaffed due to a vacated branch manager position or other positions within the branch.-Assist in HR matters with regard to employee and branch investigations. -Uses leadership, management skills, creativity, with assigned and available resources to achieve goals set by operations management.-Assist in the interviewing and hiring of Branch Managers, and other branch employees as needed.-Assist the COO or Vice President on various special projects that require extra assistance and field expertise. -Provide support to Regional Managers. Assume and assist with Regional manager’s duties and responsibilities as needed. Show less -Uses leadership, management skill, creativity and available resources to achieve financial and non-financial goals of Branch.-Develops a thorough understanding of AFC policies, processes and procedures relative to business development, loan processing, collections, expense control, and staff development.-Utilizes all appropriate means to monitor and collect receivables, account for property used to secure loans, and to document business transactions (particularly communications related to “over credit line”, late payments, returned checks, note repayments, and “out of trust” situations).-Recruits, hires, trains, motivates, and develops members of the branch and regional financial services teams with the focus on providing prompt, accurate, and courteous service to both internal and external customers.-Understands the applicable laws and codes for their assigned geographic area and ensures the Branch operates in compliance with them.-Communicates potential loss situations to Regional Manager and Corporate Loss Prevention staff as soon as identified to develop a coordinated response. Leads efforts to take possession of vehicles or other property used to secure loans and acts as AFC’s agent/representative in legal matters, as required. 2011 Exceeded budget to 107%, $16M+ and 99.9% current 2010, 2011 Eagle Award recipient (highest award given to an AFC Branch Manager)2010 AFC MVP- Most profitable branch in N. America (85+ branches, after tax $ over budget- $611k)2010 Exceeded 141% of budget while being 99% current, $13M portfolio2009, 2010, 2011 Earned the highest internal audit rating of ‘Excellent’ 2009 Managed $7M+ portfolio while achieving 110% of budget and 99.7% current2008 Attained 165% of branch budget for the calendar year2007 Achieved 201% of budget for the year; #1 Nationwide for AFC, doubled portfolio from $2.5 to $5M Show less

  • Senior Operations Manager

    Jan 2012 - Jan 2013

  • Branch/ Area Manager

    Jan 2006 - Jan 2012
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  BBVA Compass

  Jan 2013 - Jan 2015

  Vice President- Dealer Commercial Services Specialist

  Contribute to the growth and profitability of BBVA by developing and managing a portfolio of wholesale relationships consisting of new floorplan lines of credit for automotive dealerships and rolling stock operations with the goal of developing multi-product commercial banking relationships. Responsible for serving as the subject matter expert and supporting a team of Commercial Relationship Managers in surrounding markets.Meet production goals while providing leadership and assisting regional Relationship Managers and City Presidents achieve their goals. Drive revenue opportunities by engaging partners to identify areas of opportunity in the market. Support the bank’s mission of cross selling products by anticipating and identifying needs and involving bank experts in Wealth Management, Private Banking, Trust, Treasury Management, Capital Markets, and Deposit Services. Responsible for training, coaching, and supporting the efforts of Relationship Managers as it relates to the floorplan production. Consistently involve City Presidents and Bank Executives in marketing plans and sales efforts in their respective geographies. Work directly with Indirect Lending Sales Managers to develop effective marketing plans to convert existing and prospective retail dealer customers to wholesale and commercial banking relationships. Recommend appropriate inventory credit line amounts and pricing; taking into account the customer’s sales cycles, financial performance, risk rating, inventory turnovers, and competition. Serve as the lead negotiator in loan structuring, pricing and documentation by making in person proposals to communicate term sheets, commitment letters, loan agreements, and collateral requirements. Responsible for on-going relationship monitoring and being proactive in problem detection by providing timely communication to executives as it relates to economic environmental changes, collateral audit, financial performance, and personnel issues. Show less

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  BB&T

  Jan 2015 - Jan 2019

  Senior Vice President- Dealer Commercial Services

  As a member of the one of the largest financial services holding companies in the U.S. with $220.7 billion in assets and market capitalization of approximately $40.6 billion as of March 31, 2018, take an active sales role in the Dealer Finance Floor Plan department through active personal participation and recording activities in Salesforce.com or other Client Relationship Management (CRM) processes. -Responsible for executing BB&T's Consultative Sales Process and supporting the Bank's sales and credit cultures. -Responsible for profitability, quality and growth of assigned loan portfolios by ensuring the servicing of all client relationships, including credit proposal write-ups, file documentation, legal documentation, compliance, loan closing, clearing exceptions, identifying potential portfolio weaknesses and managing problems/delinquent credit lines. -Develop and execute a focused marketing and sales plan, growing new relationships and expanding existing client relationships. -Help to develop dealer client full relationships with noncredit services (including deposits) in coordination with commercial relationship managers (Community Bank City Executives, Business Services Officers and Corporate Bankers) to promote Integrated Relationship Management strategies. -Work closely with Dealer Commercial Manager (DCM) to develop and implement a successful and consistent underwriting strategy for Floor Plan lines. -Assist Dealer Commercial Manager in preparation of Dealer Finance Floor Plan annual Profit Plan. -Provide leadership to reinforce and strengthen BB&T values-driven credit culture while accomplishing balanced performance objectives of quality, yield, and growth. -Coordinate Floor Plan management system initiatives and new product development.2015, 2016, 2017, 2018 Top Dealer Commercial Services Producer2016, 2017, 2018 BB&T Sterling Award Winnerhttp://www.bbt.com/bbtdotcom/business/lending/dealer-financial-services/dealer-finance.page Show less

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  Truist

  Jan 2019 - Jan 2023

  Senior Vice President-Dealer Commercial Services

  2022 Truist Ranked #1 Dealer RM -Performance Scorecard2021 Truist Performance Award Winnerhttps://www.truist.com/commercial-corporate-institutional/industry-expertise/auto-dealer

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  Huntington National Bank

  Jan 2023 - now

  Senior Vice President- Auto Finance