Senior Account Executive - Third Party Origination

Private National Mortgage Acceptance Company, LLC; United States; Remote; USD 60,000; Full time

Job summary

A leading financial services firm seeks a Senior Account Executive to drive growth in the Third Party Originator business. The role demands expertise in mortgage lending, client relationship management, and strategic sales to enhance revenue and customer satisfaction. Ideal candidates will have a proven track record in B2B sales within the mortgage sector, with strong communication and leadership skills.

Benefits

Comprehensive Medical, Dental, and Vision

Paid Time Off Programs

Wellness Programs

Retirement benefits and 401k match

Tuition reimbursement

Qualifications

• Strong understanding of mortgage processes and compliance.
• Experience in business development and client engagement.
• Leadership skills in the mortgage industry.

Responsibilities

• Identify and maintain relationships with Third Party Originators (TPOs).
• Drive revenue growth through business development strategies.
• Train and manage Mortgage Loan Originators (MLOs).

Skills

Problem Solving

Customer Service

Sales Skills

Relationship Management

Education

10+ years in mortgage lending or related B2B sales experience

Tools

Salesforce CRM

Google Suite

Job description

PENNYMAC

Pennymac (NYSE: PFSI) is a specialty financial services firm with a comprehensive mortgage platform and integrated business focused on the production and servicing of U.S. mortgage loans and the management of investments related to the U.S. mortgage market.

At Pennymac, our people are the foundation of our success and at the heart of our dynamic work culture. Together, we work towards a unified goal of helping millions of Americans achieve aspirations of homeownership through the complete mortgage journey.

A Typical Day

As a Senior Account Executive at Pennymac, you will play a pivotal role in driving the growth and success of our Third Party Originator (TPO) business. The Senior Account Executive (AE), TPO position involves identifying, creating, and maintaining new and existing TPO client relationships. You will leverage your extensive industry expertise to educate and train clients and prospects on Pennymac's products, services, operational protocols, technology, and pricing structures. As a TPO expert you will advise clients on strategies to successfully grow their business utilizing Pennymac’s technology, products and tools. You will provide the highest level of customer service and address client questions on loan processes, ensuring a seamless and supported experience. Your industry knowledge and leadership will be critical in positioning Pennymac as a trusted partner and driving the Division’s growth trajectory.

The Senior Account Executive will:

BUSINESS DEVELOPMENT AND REVENUE GENERATION• Work independently to source new business through daily/weekly/monthly contact with existing customers and prospects via in person meetings, trade shows, phone/zoom, and e-mail communication, and referrals to drive revenue for Pennymac• Activate new or existing client relationships on both company-provided and self-sourced client leads.• Perform market research to understand customer needs and competitor information on various matters that impact Pennymac’s ability to deliver competitive products, pricing and services. Recommend (internally and externally) based on knowledge and expertise to enhance Pennymac’s performance• Exercise discretion as to strategies and tactics that will drive growth of assigned book or market share within a geographic region• Follow through on inquiries received as a result of marketing activities• Serve as a highly visible market expert and representative of Pennymac for assigned territory or book.• Build and maintain relationships with high impact clients in assigned territory / market

RELATIONSHIP MANAGEMENT/CLIENT ENGAGEMENT• Exercise discretion and judgment in management of existing clients. Conduct regular meetings with clients to strengthen the trusted advisor relationship, ensuring alignment with their business objectives and fostering long-term partnerships• Lead and oversee client-facing activities, including training sessions, addressing inquiries, escalating issues promptly and effectively, and training customers on how to originate Pennymac programs and products• Utilize advanced consultative sales techniques, adhere to Pennymac playbook principles, and implement activity reporting plans to enrich the overall client experience and drive achievement of production goals• Train and coach MLOs as to strategies that will promote the growth of their respective businesses• Act as the Pennymac subject matter expert as it relates to guidelines, products, technology, pricing, policies and fulfillment workflow• Make recommendations to senior leadership as to market needs related to product, pricing, technology and client experience

• Align closely with teammates in the Mortgage Fulfillment Division (MFD) to drive a positive client experience and facilitate transparency and communication throughout the loan process

• Conduct regular meetings with Broker Operations Managers to direct pipeline management and engagement strategies surrounding the loan pipeline• Serve on committees and engage in pilot programs as requested

• Utilize TPO client relationship management system (Salesforce CRM) proficiently for comprehensive client activity tracking and efficient pipeline management

THIRD PARTY ORIGINATOR BOOK MANAGEMENT AND PROFITABILITY• Grow and maintain a book of Third Party Originators (TPOs) targeting mortgage brokers and licensed mortgage loan officers (MLOs). This includes continuously enhancing TPO growth strategies• Leveraging expert knowledge of the client base and in-depth technical understanding, work closely with internal teams to ensure optimal client service delivery• Manage client assessment and onboarding processes, including performing on-site visits, screening applications, and engaging Business Development and Counterparty risk teams during the customer approval process to ensure seamless client onboarding• Conduct client book reviews, provide reporting, and manage metrics to ensure book performance that aligns to the division's growth and profitability objectives• Address risk concerns that may arise within the assigned book of business

What You’ll Bring

• 10+ years preferred progressive background in mortgage lending, developing supporting and maintaining TPOs, Wholesale Account Executive or other B2B Sales, marketing or mortgage operational experience
• Required to have broad knowledge across multiple mortgage disciplines, i.e., compliance, fee calculations, pricing, underwriting, guidelines, loan structuring, process flow, details of disclosures, closing, funding, state regulations, differences in state taxing authorities, regulations, marketing, Loan officer origination strategies, market dynamics, etc.
• Regular ability to travel to client locations, trade shows and corporate and/or client events
• Knowledge of both Correspondent and Broker processes and channels required
• Leadership experience in mortgage and related trade organizations is preferred
• Strong understanding of business drivers and economics of mortgage lending
• Demonstrated competency in meeting customer service standards
• Ability to solve problems of diverse scope where analysis of data requires evaluation of identifiable factors
• Tenacious and entrepreneurial approach to working through product, process, and client challenges
• Ability to work both independently with little or no supervision, and to work as a positive team player
• Passion, great communication skills, self-motivation, positive attitude and competitive spirit
• Strong oral and written communication skills
• Strong presentation and sales skills with the ability to apply them via remote communication channels
• Strong organizational skills, and ability to multitask.
• PC proficiency, with knowledge of Google Suite, Salesforce CRM (preferred) and loan origination software

Why You Should Join

As one of the top mortgage lenders in the country, Pennymac has helped over 4 million lifetime homeowners achieve and sustain their aspirations of home. Our vision is to be the most trusted partner for home. Together, 4,000 Pennymac team members across the country are guided by our core values: to be Accountable, Reliable and Ethical in all that we do.Pennymac is committed to conducting a business that makes positive contributions and promotes long-term sustainable growth and to fostering an equitable and inclusive environment, where all employees and customers feel valued, respected and supported.

Benefits That Bring It Home: Whether you're looking for flexible benefits for today, setting up short-term goals for tomorrow, or planning for long-term success and retirement, Pennymac's benefits have you covered. Some key benefits include:

• Comprehensive Medical, Dental, and Vision
• Paid Time Off Programs including vacation, holidays, illness, and parental leave
• Wellness Programs, Employee Recognition Programs, and onsite gyms and cafe style dining (select locations)
• Retirement benefits, life insurance, 401k match, and tuition reimbursement
• Philanthropy Programs including matching gifts, volunteer grants, charitable grants and corporate sponsorships

To learn more about our benefits visit: https://pennymacnews.page.link/benefits

For residents with state required benefit information, additional information can be found at: https://www.pennymac.com/additional-benefits-information

Compensation: Individual salary may vary based on multiple factors including specific role, geographic location / market data, and skills and experience as defined below:

• Lower in range - Building skills and experience in the role
• Mid-range - Experience and skills align with proficiency in the role
• Higher in range - Experience and skills add value above typical requirements of the role

Some roles may be eligible for performance-based compensation and/or stock-based incentives awarded to employees based on company and individual performance.

Salary

$60,000 - $60,000
Work Model

REMOTE