Director, Consumer Direct Mortgage Sales

Capital Center Llc; Glen Allen (VA); On-site; USD 120,000 - 180,000; Full time

Job summary

CapCenter in Glen Allen, VA is seeking a Senior Manager, Consumer Direct Sales to build and lead the loan officer team, drive conversion from first contact to completed application, and expand outreach to past clients.

The role emphasizes managing a multi-source lead program, optimizing lead routing, applying AI in sales operations, and ensuring compliance with SAFE Act, TRID, ECOA and Fair Lending across the organization.

Qualifications

• 7+ years of mortgage sales experience, including at least 2 years leading a sales team.
• Experience managing multi-source lead programs (paid, credit trigger, retention, and partner).
• Working knowledge of FCRA firm-offer-of-credit rules, TRID, SAFE Act and Fair Lending.
• Strong command of sales conversion metrics and performance reporting.
• Active NMLS license, or eligibility and willingness to obtain one.

Responsibilities

• Recruit, hire, license, train and develop Consumer Direct loan officers.
• Lead the daily operation of the sales floor: set call standards, cadences and activity expectations; review calls and coach loan officers in real time.
• Own conversion performance from lead to contact, contact to application, and application to TRID across all lead sources.
• Manage lead routing, speed-to-lead, dispositions and lead recycling within the existing CRM and dialer; identify system gaps and recommend improvements.
• Lead the continued improvement and expansion of lead channels in partnership with Marketing; evaluate source quality and recommend where spend should increase or be cut.
• Develop and lead past-client outreach programs that generate repeat purchase, refinance and referral business from our client base of more than 60,000.
• Apply AI and automation to sales operations, including call review, lead scoring, outreach testing and performance reporting.
• Propose the team's compensation plan, in partnership with HR and Finance, for COO approval.
• Ensure compliance with SAFE Act, RESPA, TRID, Fair Lending, ECOA and FCRA firm-offer-of-credit requirements, working with Senior Counsel on script review.
• Report team performance weekly to the COO.

Skills

Mortgage sales experience

Team leadership

Multi-source lead programs

Sales conversion metrics

NMLS license

Compliance knowledge

AI in sales

Tools

HubSpot

Velocify

Salesforce FSC

Bonzo

Job description

CapCenter in Glen Allen, VA is seeking a Senior Manager, Consumer Direct Sales to build and lead the loan officer team, drive conversion from first contact to completed application, and expand outreach to past clients.

The role emphasizes managing a multi-source lead program, optimizing lead routing, applying AI in sales operations, and ensuring compliance with SAFE Act, TRID, ECOA and Fair Lending across the organization.