Senior Manager Secondary Marketing

Fulton Financial; Lancaster (Lancaster County); Hybrid; USD 128,000 - 213,000; Full time

Benefits offered by this job

Equity in RSUs

Short-term incentive plan

Total Rewards benefits

Job summary

Fulton Bank is seeking a seasoned professional to develop and manage mortgage investor relationships, supporting secondary marketing goals. You will evaluate opportunities, negotiate terms, and lead partnerships to improve liquidity and profitability.

The role requires deep experience in Mortgage Banking, 10+ years, with 5+ years in Secondary/Capital Markets, and strong Excel skills. Hybrid work within the Fulton Bank footprint is offered, with a focus on strategic growth and market leadership.

Qualifications

• Bachelor's degree in Finance, Business, Economics or related field.
• 10+ years Mortgage Banking experience.
• 5+ years Secondary Market/Capital Markets experience.
• Proficient in Excel and investor relationship management.

Responsibilities

• Identify, source, and onboard investor and correspondent relationships.
• Cultivate wholesale and investor partnerships to diversify funding sources.
• Evaluate mortgage loan sale opportunities and negotiate terms with investors.
• Monitor capital markets and provide leadership with market insights.
• Represent Fulton Bank at investor conferences and industry events.

Skills

Investor relationships

Advanced Excel

Stakeholder management

Education

Bachelor's degree in Finance/Business/Economics

Master's degree in Finance/Business (preferred)

Tools

Encompass

Optimum Blue

Compass Analytics

Copilot AI

Job description

Value Proposition

Our values define us and our culture inspires us to change lives for the better. Our employees are the heart and soul of our company, and every success we experience begins with them. Together we are committed to making a positive impact in our local communities. We champion a culture of continuous learning, work-life integration, and inclusion. We promote a digitally enabled work environment to continuously enhance the experience of our employees and customers.

Overview

This is a full-time career opportunity that can be hybrid within the Fulton Bank footprint as follows: DC, DE, MD, NJ, PA, VA.

This role is responsible for developing, managing, and expanding relationships with mortgage investors and strategic partners to support the company's secondary marketing and capital markets objectives. The position evaluates investor opportunities, negotiates business terms, and recommends execution strategies that enhance profitability and support organizational goals. The incumbent leads investor partnership and diversification strategies, provides recommendations to executive leadership on market opportunities and investor relationships, and influences initiatives that support the company's long-term growth and competitive position.

Responsibilities

• Lead the identification, sourcing, evaluation, negotiation, and onboarding of new investor and correspondent relationships to expand secondary market opportunities, diversify investor channels and support organizational growth objectives. Conduct due diligence, assess strategic fit, and facilitate the implementation of new investor programs and partnerships to enhance execution capabilities and market access.
• Develop, cultivate, and maintain strategic wholesale, correspondent, and investor partnerships to enhance market access, diversify funding sources, and strengthen the organization's secondary market presence. Serve as a trusted relationship manager for key investors and partners, fostering long-term engagement, performance reviews, and ongoing business development opportunities.
• Identify, evaluate, and recommend mortgage loan sale opportunities, investor execution alternatives, and strategic initiatives that optimize secondary market performance and align with organizational goals. Negotiate investor pricing, purchase agreements, program terms, and other contractual arrangements to maximize loan liquidity, profitability, and execution outcomes. Partner with Secondary Marketing leadership to support investor negotiations, develop strategic partnerships, and implement initiatives that advance the organization's secondary market strategy. Analyze investor performance, pricing opportunities, and execution results to identify opportunities for increased profitability, enhanced liquidity, and improved operational effectiveness.
• Monitor capital markets, investor appetite, industry trends, and competitive activities to provide market intelligence, execution recommendations, and strategic insights to leadership.
• Represent the organization at industry conferences, investor meetings, trade associations, and other external events to enhance market visibility, strengthen professional networks, and identify emerging business opportunities. Prepare and present analyses, recommendations, and reports regarding investor relationships, market conditions, pricing trends, and strategic partnership opportunities to senior leadership.
• Serve as a strategic advisor and influence cross-functional initiatives involving Secondary Marketing, Capital Markets, Mortgage Operations, Risk Management, and Executive Leadership to drive investor partnership strategies, optimize secondary market execution, and support the Company's growth objectives.
• Ensure compliance with applicable investor requirements, contractual obligations, regulatory standards, and company policies related to secondary market activities and investor relationships.

Education

Bachelor's Degree or the equivalent experience. Specialty: Finance, Business Administration, Economics, Accounting, or related field. (Required)

Master's Degree or the equivalent experience. Specialty: Business Administration or Finance. (Preferred)

Experience

10 or more years Mortgage Banking. (Required)

5 or more years Secondary Market / Capital Markets. (Required)

Knowledge, Skills, and Abilities

• Proven track record in establishing and maintaining investor relationships (Required)
• Microsoft Office with advanced Excel knowledge (Required)
• Encompass and Optimum Blue, Compass Analytics, and Copilot skills (Preferred)

Other Duties as Assigned by Manager

This role may perform other job duties as assigned by the manager. Each employee of the Organization, regardless of position, is accountable for reading, understanding and acting on the contents of all Company-assigned and/or job related Compliance Programs, regulations and policies and procedures, as well as ensure that all Compliance Training assignments are completed by established due dates. This includes but is not limited to, understanding and identifying compliance risks impacting their department(s), ensuring compliance with applicable laws or regulations, and escalating compliance risks to the appropriate level of management.

Pay Transparency

To provide greater transparency to candidates, we share base salary ranges on all job postings regardless of state. We set standard salary ranges for our roles based on the position, function, and responsibilities, as benchmarked against similarly sized companies in our industry. Specific compensation offered will be determined based on a combination of factors including the candidate’s knowledge, skills, depth of work experience, and relevant licenses/credentials. The salary range may vary based on geographic location.

The salary range for this position is $127,800.00 - $213,000.00 annually.

Additional Compensation Components

This job is eligible to receive equity in the form of restricted stock units. This job is eligible to participate in a short-term incentive compensation plan subject to individual and company performance.

Benefits

Additionally, as part of our Total Rewards program, Fulton Bank offers a comprehensive benefits package to those who qualify. This includes medical plans with prescription drug coverage; flexible spending account or health savings account depending on the medical plan chosen; dental and vision insurance; life insurance; 401(k) program with employer match and Employee Stock Purchase Plan; paid time off programs including holiday pay and paid volunteer time; disability insurance coverage and maternity and parental leave; adoption assistance; educational assistance and a robust wellness program with financial incentives. To learn more about your potential eligibility for these programs, please visit Benefits & Wellness | Fulton Bank.

EEO Statement

Fulton Bank (“Fulton”) is an equal opportunity employer and is committed to providing equal employment opportunity for all qualified persons. Fulton will recruit, hire, train and promote persons in all job titles, and ensure that all other personnel actions are administered, without regard to race, color, religion, creed, sexual orientation, national origin, citizenship, gender, gender identity, age, genetic information, marital status, disability, covered veteran status, or any other legally protected status.

Sponsorship Statement

As a condition of employment, individuals must be authorized to work in the United States without sponsorship for a work visa by Fulton Bank currently or in the future.