Manager, Sales, TPO

Jobtailor

Orange (CA)

On-site

USD 110,000 - 180,000

Full time

14 days+

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Job summary

Carrington Mortgage Services is seeking a Sales Manager to drive regional sales goals across a multi-state footprint in California, with a focus on non-agency lending and mortgage products. You will mentor Account Executives, manage broker relationships, and ensure adherence to lending regulations.

Responsibilities include overseeing loan submissions, forecasting, and coordinating with operations to maintain high service levels and timely results.

Qualifications

Demonstrated sales management skills.
Deep knowledge of non-agency lending and mortgage products.
Understanding of mortgage origination, underwriting, processing, and closing.

Responsibilities

Lead and coach Account Executives to meet regional sales goals.
Develop broker relationships and expand new broker pipelines.
Ensure compliance with state and federal lending regulations.
Oversee loan submission, timelines, and quality of service.
Prepare and report regional forecasts and performance metrics.
Coordinate with operations for efficient file flow and issue resolution.

Skills

Sales management

Non-agency lending knowledge

Mortgage origination process

FHA/VA/USDA/conventional products

CRM proficiency

MS Office Suite

Education

Bachelor’s degree or equivalent experience

Tools

CRM Systems

MS Office

Job description

Responsible for achieving sales goals on a monthly, quarterly, and annual basis.
Carries out supervisory/management responsibilities in accordance with the organization’s policies and applicable laws, including hiring and training employees; planning, assigning and directing work; monitoring performance; rewarding and disciplining employees; addressing complaints; and resolving problems.
Manage and coach direct reports to achieve region objectives and sales goals, including establishing appropriate timelines, monitoring progress, and course correction as necessary.
Mentor, coach, and assist Account Executives in building & maintaining exceptional relationships with brokers and setting up new broker relationships.
Provide oversight to Account Executives in communicating changes in Carrington loan programs, rates and/or policies to brokers.
Supervise loan submission, maintain high levels of service, and manage for high quality and timely results within an assigned sales region.
Responsible for timely completion of regional sales forecasts.
Prepare daily, weekly, and monthly production projections and report projections/findings to management.
Ensure that Account Executives are updating CRM system with sales activities, marketing efforts, and broker/contact records they are soliciting.
Review and validate completeness of new broker applications submitted.
Resolves any sales or operational issues that may arise in the most efficient manner and in line with company guidelines.
Partner with operations staff to ensure expedient process of file flow.
Responsible for communicating, implementing and maintaining marketing strategies and policy and procedure changes within assigned region.
Ensure that all sales activities and operations are performed in compliance with local, state and federal lending regulations and laws.
Participate in the development and facilitation of training and presentations for sales meetings, training sessions, etc.
Assist senior sales leadership in the budgeting process and development of regional goals.
Will attend and represent Carrington at trade shows or industry meetings from time to time.

Requirements

Demonstrated sales management skills
Excellent knowledge of non-agency lending
Excellent knowledge of the mortgage origination process
Excellent knowledge of non-agency/Non-QM and specialty products lending
Expert knowledge of FHA, VA, USDA, conventional, and non-agency/Non-QM products, guidelines, and requirements.
Knowledge of state and federal lending regulations
Complete understanding of credit, title, escrow, underwriting, loan processing and closing functions
Knowledge of Carrington policies, procedures, guidelines and organization structure
Knowledge of underwriting guidelines and investor requirements generally in the mortgage industry with ability to learn the Carrington specific policies
Ability to learn Carrington’s loan origination system if new to the company
Ability to learn quickly and retain information about Carrington, its sales process flow, its products and the specialty lending industry
Ability to follow CMS Mortgage Lending loan protocols
Excellent verbal, written and communications skills
Excellent organizational skills with ability to adapt quickly and effectively to change
Strong and proven decision making and problem solving ability
Excellent customer service, leadership and management skills
Knowledge of Encompass or equivalent loan origination system, or ability to learn it
Knowledge of Customer Relationship Management (CRM) systems, or ability to learn it
Ability to proactively address and resolve interpersonal conflict
Ability to understand complex problems and to collaborate and explore alternative solutions
Familiarity with MS Office Suite (Word, Excel, PowerPoint).
Bachelor’s degree or equivalent work experience
3 – 5+ years’ experience in mortgage origination, preferably in a multi-state company required.
Minimum 2 years experience in government mortgage products required.
Minimum 2 years experience in non-agency/Non-QM mortgage products required.
Previous experience building Account Executive teams in the mortgage industry required, preferably in a sales management role.
Valid drivers license and an acceptable motor vehicle record required.

Core Competencies

Demonstrates expertise in sales management within the mortgage industry, with a strong focus on non-agency lending and compliance with lending regulations. Proven ability to lead teams, mentor Account Executives, and achieve sales goals through effective communication and organizational skills.

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