Manager, Sales, TPO

Carrington Mortgage•Plano, TX

About The Position

The Wholesale Sales Manager manages Account Executives and develops broker relationships within an assigned sales region, focusing on wholesale and correspondent lending. The role is responsible for monthly, quarterly, and annual sales goals, regional development, production forecasting, and the quality and timeliness of loan submissions. It provides day-to-day coaching, mentoring, training, and management guidance to assigned staff, and promotes Carrington loan programs, including Non-Agency/Non-QM, Government, Conventional, second mortgages, and other specialty products. The position carries out supervisory responsibilities, partners with operations, and ensures sales activities comply with company policies and applicable lending laws and regulations. The target pay range is $70,000 to $80,000 plus a monthly incentive plan. The role requires a flexible schedule and travel as necessary. It is part of Carrington Mortgage Services-Wholesale Lending, which provides third-party originators, mortgage brokers, and financial institutions access to government and conventional loan programs and other home-financing options.

Requirements

Demonstrated sales management skills.
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.
Excellent verbal, written, and communication skills.
Excellent organizational skills and ability to adapt quickly and effectively to change.
Strong decision-making and problem-solving ability.
Excellent customer service, leadership, and management skills.
Knowledge of Encompass or an equivalent loan origination system, or ability to learn it.
Knowledge of CRM systems, or ability to learn them.
Excellent knowledge of non-agency lending, mortgage origination, and non-agency/Non-QM and specialty-product lending.
Knowledge of Carrington policies, procedures, guidelines, and organizational structure.
Knowledge of mortgage-industry underwriting guidelines and investor requirements, with ability to learn 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, products, and the specialty lending industry.
Ability to follow CMS Mortgage Lending loan protocols.
Ability to proactively address and resolve interpersonal conflict.
Ability to understand complex problems, collaborate, and explore alternative solutions.
Familiarity with MS Office Suite, including Word, Excel, and PowerPoint.
Bachelor’s degree or equivalent work experience.
Two to five years of mortgage banking or consumer finance experience.
Minimum of two years of government mortgage experience.

Nice To Haves

Previous experience as a sales manager is strongly preferred.

Responsibilities

Achieve monthly, quarterly, and annual sales goals.
Carry out supervisory responsibilities, including hiring and training employees, assigning and directing work, monitoring performance, rewarding and disciplining employees, addressing complaints, and resolving problems.
Manage and coach direct reports to achieve regional objectives and sales goals, establish timelines, monitor progress, and make course corrections as needed.
Mentor and assist Account Executives in building and maintaining broker relationships and establishing new ones.
Oversee communication of changes to Carrington loan programs, rates, and policies to brokers.
Supervise loan submissions and maintain high service levels, quality, and timely results within the assigned region.
Complete regional sales forecasts and prepare daily, weekly, and monthly production projections and report findings to management.
Ensure Account Executives update the CRM with sales activities, marketing efforts, and broker and contact records.
Review and validate the completeness of new broker applications.
Resolve sales or operational issues efficiently and in accordance with company guidelines.
Partner with operations staff to facilitate timely file flow.
Communicate, implement, and maintain marketing strategies and policy and procedure changes within the assigned region.
Ensure sales activities and operations comply with local, state, and federal lending regulations and laws.
Participate in developing and facilitating training and presentations for sales meetings and training sessions.
Assist senior sales leadership with budgeting and development of regional goals.
Represent Carrington at trade shows or industry meetings from time to time.
Work a flexible schedule and travel as necessary.