Manager, Sales, TPO,

Carrington Holding Company, LLC; Texas; On-site; USD 63,000 - 77,000; Full time

Benefits offered by this job

Healthcare plans

401(k) match

Discount programs

Training programs

Employee referrals

Educational reimbursement

Job summary

Carrington Mortgage Services-Wholesale Lending in the United States seeks a senior sales leader to manage Account Executives and broker relationships across a multi-state region. You will drive monthly, quarterly, and annual sales goals while mentoring staff and ensuring regulatory compliance.

The role covers Non-Agency/Non-QM, Government, Conventional and specialty lending products, with a base pay up to $70,000 plus incentives and attainable personal production.

Qualifications

• Demonstrated sales management experience in mortgage or financial services.
• Knowledge of non-agency/non-QM and government mortgage products.
• Understanding of mortgage origination processes and guidelines.
• Proven ability to mentor, coach, and lead Account Executives and brokers.
• Familiarity with CRM systems and loan origination platforms.

Responsibilities

• Meet monthly, quarterly and annual sales targets across the region.
• Supervise and train staff, including hiring, planning, directing and evaluating performance.
• Mentor Account Executives to build broker relationships and grow the broker network.
• Communicate program updates, rates, and policy changes to brokers.
• Oversee loan submissions, maintain high service levels and timely results.
• Prepare production forecasts and ensure CRM activity is up to date.
• Collaborate with operations to streamline file flow and process improvements.
• Participate in marketing, budgeting, and regional goal setting.

Skills

Sales leadership

Mortgage origination knowledge

Non-QM lending

CRM management

Encompass/LO system

Broker relationships

Education

Bachelor’s degree or equivalent

Tools

Encompass LO system

CRM software

MS Office

Job description

Responsible for the management of Account Executives and broker relationship building within a Sales area, focusing on wholesale and correspondent lending. Responsible for achieving sales goals on a monthly, quarterly, and annual basis. Promote Carrington’s loan programs including Non-Agency/Non-QM, Government, Conventional, 2nd Mortgages, and other specialty lending products. Provide day-to-day mentoring, coaching, training, and broker relationship building, sales region development and management guidance to assigned staff. Perform all duties in accordance with company policies and procedures and all state and federal regulations. In addition to management responsibilities, this role may have personal production according to parameters established by and on accounts approved by Senior Management. The target pay range for this position is up to $70,000.00 + Incentive.

What You’ll Do

• 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.

What You’ll Need

• 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.

Our Company

Carrington Mortgage Services-Wholesale Lending is part of The Carrington Companies. We provide third-party originators, mortgage brokers and financial institutions with access to government and conventional loan programs, as well as low credit score home financing and low down payment options. We hope you’ll consider joining our growing team of uniquely talented professionals as we transform residential real estate. To read more visit: www.carringtonwholesale.com .

What is the value proposition to joining the team?

• Increased earning capacity due to access to our 48 state territory.
• Ability to market faster and more efficiently inside the operation.
• Superior service levels offered to the broker as you’re inside presence ensures every step of the loan process is handled in the most efficient manner possible.
• Professional account manager’s partner with you and your brokers to add value every step of the way.
• Base pay plus an industry leading commission plan.
• Take over existing accounts.

What We Offer

• Comprehensive healthcare plans for you and your family. Plus, a discretionary 401(k) match of 50% of the first 4% of pay contributed.
• Access to several fitness, restaurant, retail (and more!) discounts through our employee portal.
• Customized training programs to help you advance your career.
• Employee referral bonuses so you’ll get paid to help Carrington and Vylla grow.
• Educational Reimbursement.
• Carrington Charitable Foundation contributes to the community through causes that reflect the interests of Carrington Associates. For more information about Carrington Charitable Foundation, and the organizations and programs, it supports through specific fundraising efforts, please visit: carringtoncf.org.