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39 Walter Street Newton Centre, MA 02459 |
Phone (617) 965-1951 |
Stephen
A. Wojnar
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Objective |
Dedicated team player seeking to manage consultative sales-based relationships for a dynamic and goal-oriented organization. Offers extensive and successful sales, marketing, business development, project management and product management experience for some of the largest companies in the financial services industry. |
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Work experience |
2/98 – 3/01 Residential Funding Corporation Boston, MA Marketing Director § Developed and managed RFC’s consultative relationships with 45 mortgage lenders in New England and the mid-Atlantic States. Produced an annual territory volume of over $250 million. § Managed cross-divisional competitive issues task force. Determined scale, scope and impact of competitor behavior and recommended RFC responses to senior management. § Managed and participated in projects and task forces for regional and corporate management. Established timelines, criteria and deliverables for project teams and groups. § Negotiated terms of business, long-term strategic commitments and overall mortgage delivery parameters with and for assigned clients. § Sold, delivered and implemented RFC’s mortgage and technology products to C-level management of assigned clients. |
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Education |
4/94 – 2/98 Freddie Mac McLean, VA Account Manager § Managed Freddie Mac’s consultative business relationships with 280 lenders in the Midwest, Southwest and Rocky Mountain States. Produced an annual territory volume of over $1.8 billion. § Managed and participated in projects and task forces for corporate management. Developed content, format and interactive structure for annual customer conference, which brought together more than 250 customers for three days of seminars, strategic planning and meetings with Freddie Mac’s senior management. § Created, organized and delivered targeted Loan Prospector sales presentations to selected groups of clients at coordinated sites throughout the country. Was responsible for more than 35% of Freddie Mac’s Loan Prospector sales during the system’s first year of release. § Represented Freddie Mac at state, regional and national industry conferences and conventions. Participated in panel discussions, delivered speeches and conducted educational seminars at these events. § Sold and delivered Freddie Mac’s technological and mortgage securitization products to C-level management of assigned customers. 9/92 – 4/94 Freddie Mac McLean, VA Marketing Product & Project Manager § Project manager for cross-divisional development and systems projects with large staffs and multi-million dollar budgets. Projects managed included Note-level Buyup and Buydown and Gold Rush which was Freddie Mac’s largest standalone development project of the 1990’s. Both were completed ahead of schedule and on budget. § Managed the marketing of Freddie Mac’s securitization product line. Coordinated marketing initiatives and product plans with sales, advertising and promotions. § Designed and implemented creative strategies, national marketing plans and initiatives for Freddie Mac’s securities products. § Performed detailed competitive analyses of other investors’ products. Maintained database of Freddie Mac's competitive position. and recommended and implemented both active and reactive improvements to Freddie Mac’s products. 7/89 – 9/92 Freddie Mac Sherman Oaks, CA Marketing Representative § Provided in-house sales support for four field Account Managers. § Negotiated credit waivers and delivery contracts with assigned accounts. § Developed and implemented marketing product plans for Freddie Mac’s western region. 6/86 – 7/89 Freddie Mac Washington, DC Trading Assistant – Security Sales § Managed Freddie Mac’s securities clearing account for trades of Ginnie Mae and other definitive securities. § Managed the exercise, clearance and settlement of Freddie Mac’s options trades. § Developed management reporting structures for the calculation and tracking of daily positions and monthly and annual income. Bachelor of Science Degree in Finance. University of Connecticut, 1986 Graduate, Mortgage Bankers Association School of Mortgage Banking, 1992 Graduate Program, School of Mortgage Banking, 1994 |
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Volunteer experience |
Chairman of the Board, Save Fenway Park Member, Greater Hartford Open Volunteer Committee Member, City of Newton Historic Preservation Committee |
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Awards received |
1996 Chairman’s Award – Freddie Mac Account Manager of the Year 1995 Loan Prospector Sales Achievement Award – LP Sales record 1995,1997 Freddie Mac Affordable Housing Achievement Award 1995 Freddie Mac Market Share Achievement Award 1996 Freddie Mac Highest Portfolio Quality Award 1996, 1997 Freddie Mac Highest Customer Satisfaction Award 1994 Cash Bonus and Stock Option Award for Gold Rush project excellence |
