Manager, Sales, TPO

Carrington Mortgage•Plano, TX

8d•$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 achieving monthly, quarterly, and annual sales goals; developing the sales region; and providing day-to-day mentoring, coaching, training, and management guidance to assigned staff. The manager promotes Carrington’s Non-Agency/Non-QM, government, conventional, second-mortgage, and other specialty lending products, while ensuring work is performed in accordance with company policies and applicable state and federal regulations. The position oversees sales activities, loan submissions, broker applications, production forecasts, and regional marketing strategies. It works closely with operations to support efficient file flow, maintains service and quality standards, and helps resolve sales and operational issues. The manager may attend trade shows and industry meetings and should be prepared to work a flexible schedule and travel as necessary. 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 and proven 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, non-agency/Non-QM and specialty products lending, and the mortgage origination process.
Knowledge of Carrington policies, procedures, guidelines, and organization 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, collaborate, and 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, training, 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 by 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 Account Executives’ communications to brokers regarding changes in Carrington loan programs, rates, and policies.
Supervise loan submissions and maintain high service levels, quality, and timely results within the assigned sales region.
Complete regional sales forecasts in a timely manner.
Prepare daily, weekly, and monthly production projections and report projections and findings to management.
Ensure Account Executives update the CRM system 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 ensure 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 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.