Sales Manager - Wholesale

AD Mortgage•Troy, MI

2d•Onsite

About The Position

The Manager – Wholesale Teams is a senior leadership role responsible for overseeing multiple inside sales teams and their respective Team Leads at AD Mortgage’s Troy, MI office. This individual sets the strategic direction for the inside sales function, ensures teams are aligned to company goals, and drives a high-performance culture focused on broker growth, volume production, and service excellence. Reporting to senior sales leadership, this manager is accountable for the overall performance, development, and daily operations of their teams — translating company objectives into measurable results on the floor.

Requirements

5+ years of experience in wholesale mortgage lending, with at least 2 years in a sales management or team leadership role.
Demonstrated success leading and developing inside sales teams in a high-volume, metrics-driven environment.
Strong working knowledge of Conventional, Government (FHA/VA), and Non-QM loan products, guidelines, and the wholesale mortgage channel.
Proven ability to build and manage to KPIs, drive accountability, and execute against sales targets.
Excellent leadership, coaching, and interpersonal communication skills.
Experience with CRM platforms, LOS systems, and mortgage sales technology.

Responsibilities

Team performance feedback, and professional development support.
Oversee the overall structure, staffing, and day-to-day operations of multiple inside sales teams spanning broker development, account management, and inbound/outbound sales functions.
Conduct regular 1:1s, team meetings, and performance reviews with Team Leads to ensure alignment on priorities, expectations, and career growth.
Foster a culture of accountability, collaboration, and continuous improvement across all teams.
Partner with HR and senior leadership on hiring, onboarding, and talent development for inside sales roles.
Own and drive key performance indicators (KPIs) across all inside sales teams, including call volume, broker activations, loan submissions, pipeline conversion rates, and funded loan volume.
Establish team-level and individual goals in partnership with senior leadership; monitor performance against targets on a daily, weekly, and monthly basis.
Analyze sales data and pipeline reporting to identify trends, gaps, and opportunities, taking proactive corrective action where needed.
Develop and implement performance improvement plans (PIPs) for underperforming team members in coordination with Team Leads and HR.
Report regularly to senior leadership on team performance, forecasts, and strategic initiatives.
Collaborate with senior sales leadership to define and execute the inside sales strategy, market coverage model, and broker segmentation approach.
Identify growth opportunities within existing broker portfolios and untapped markets, directing teams accordingly.
Ensure teams are effectively leveraging A&D Mortgage’s proprietary tools to support broker partners and drive operational efficiency.
Champion broker onboarding initiatives and partner retention strategies to grow and deepen AD Mortgage’s network.