Manager, Sales, TPO

Carrington Mortgage • Cranston, RI

3h • $70,000 - $80,000

About The Position

The Wholesale Sales Manager manages Account Executives and broker relationships within an assigned sales area, focusing on wholesale and correspondent lending. The role is responsible for meeting monthly, quarterly, and annual sales goals and for developing and managing the sales region. It provides day-to-day mentoring, coaching, training, and guidance to assigned staff, while promoting Carrington loan programs, including Non-Agency/Non-QM, government, conventional, second mortgages, and other specialty lending products. Duties must be performed in accordance with company policies and procedures and applicable state and federal regulations.

The role oversees sales execution, loan submissions, service quality, regional forecasting, broker applications, CRM activity records, and coordination with operations. It also contributes to regional strategy, budgeting, goal setting, training, and sales presentations, and represents Carrington at occasional industry events. A flexible schedule and travel as necessary are required.

The target pay range is $70,000 to $80,000, plus a monthly incentive plan.

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, the mortgage origination process, and non-agency/Non-QM and specialty-products 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 quickly learn and retain information about Carrington, its sales process flow, its 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 and collaborate to explore alternative solutions.
• Familiarity with Microsoft 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 sales goals on a monthly, quarterly, and annual basis.
• Carry out supervisory and management 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, establishing timelines, monitoring progress, and making course corrections as needed.
• Mentor and assist Account Executives in building and maintaining broker relationships and establishing new broker relationships.
• Oversee communication to brokers about changes to Carrington loan programs, rates, and policies.
• Supervise loan submissions, maintain high service levels, and manage for high-quality, timely results in the assigned sales region.
• Complete regional sales forecasts on time and prepare daily, weekly, and monthly production projections and report findings to management.
• Ensure Account Executives update the CRM system with sales activities, marketing efforts, and solicited broker and contact records.
• Review and validate new broker applications for completeness.
• Resolve sales or operational issues efficiently and in accordance with company guidelines.
• Partner with operations staff to support expedient file flow.
• Communicate, implement, and maintain marketing strategies and policy and procedure changes within the assigned region.
• Ensure sales activities and operations comply with applicable 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.
• Attend and represent Carrington at trade shows or industry meetings from time to time.
• Work a flexible schedule and travel as necessary.

Benefits

• Comprehensive healthcare plans for the employee and family.
• Discretionary 401(k) match of 50% of the first 4% of pay contributed.
• Fitness, restaurant, retail, and other discounts through the employee portal.
• Customized training programs to support career advancement.
• Employee referral bonuses.
• Educational reimbursement.
• Base pay plus a monthly incentive plan; the posting also describes an industry-leading commission plan.
• Access to existing accounts.
• Carrington Charitable Foundation community support through fundraising efforts.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager