Secondary Market Team Lead

AD Mortgage•Troy, MI

6d•Onsite

About The Position

The Secondary Market Team Lead is responsible for overseeing the daily operations, execution strategy, and performance of the Secondary Marketing function. This role combines hands-on secondary market execution with leadership responsibilities, ensuring the company maximizes profitability, effectively manages interest rate risk, maintains strong investor relationships, and delivers loans efficiently in compliance with agency and investor requirements. The ideal candidate is a strategic thinker with strong analytical capabilities, leadership experience, and a deep understanding of mortgage capital markets. This individual will lead a team of analysts while partnering closely with Production, Operations, Finance, Risk Management, and Executive Leadership to drive revenue growth, operational excellence, and sound risk management practices.

Requirements

Bachelor's Degree in Finance, Economics, Accounting, Mathematics, Business Administration, or a related field required.
3+ years of experience in Secondary Marketing, Capital Markets, Mortgage Banking, or Financial Analysis.
Prior experience managing secondary market execution, hedging, pricing, and investor relationships.
Strong understanding of mortgage secondary markets, agency guidelines, loan sale execution, and capital markets principles.
Advanced proficiency in Microsoft Excel, financial modeling, reporting, and data analysis.
Strong analytical, forecasting, and problem-solving abilities.
Excellent verbal and written communication skills with the ability to present complex financial information to senior leadership.
Proven leadership, coaching, and team development capabilities.
Ability to thrive in a fast-paced, deadline-driven environment while managing multiple priorities.
Strategic mindset with strong business acumen and decision-making skills

Nice To Haves

Advanced certifications related to capital markets, mortgage banking, or financial analysis are preferred.
Previous leadership, supervisory, mentoring, or project leadership experience preferred.
Demonstrated success in developing strategies that improve profitability, efficiency, and risk management outcomes.
Experience with secondary market platforms such as Optimal Blue, MCT, MIEC, QRM, PPE systems, and hedge management tools preferred.

Responsibilities

Lead, mentor, and develop the Secondary Marketing team, fostering a culture of accountability, collaboration, continuous improvement, and professional growth.
Establish departmental goals, performance metrics, and development plans aligned with organizational objectives.
Monitor team workload, prioritize projects, and ensure timely completion of all secondary market activities.
Provide guidance and expertise on market conditions, execution strategies, pricing methodologies, and investor requirements.
Serve as the primary escalation point for secondary market and capital markets issues.
Build cross-functional partnerships with Sales, Operations, Underwriting, Finance, Compliance, and Executive Leadership to support strategic initiatives and organizational growth.
Oversee loan pricing strategy to ensure competitiveness while maximizing profitability and gain-on-sale opportunities.
Monitor and analyze real-time market data, including Agency, Government, and Private Investor pricing, to optimize loan execution decisions.
Direct and oversee daily best-efforts and mandatory loan sales, pooling, securitization, and loan delivery activities.
Evaluate investor pricing, execution opportunities, and product offerings to enhance profitability and borrower solutions.
Ensure accurate management of commitments, pair-offs, extensions, and investor deliveries
Lead pipeline management efforts by monitoring interest rate, credit, and operational risk exposure.
Develop and maintain hedge strategies designed to protect profitability and reduce market risk.
Review hedge performance and reconciliation processes to ensure accuracy and effectiveness.
Analyze fallout, pull-through, lock volume, and conversion trends to improve forecasting accuracy and execution outcomes.
Partner with executive leadership on balance sheet, liquidity, and capital planning initiatives.
Produce and present executive-level reporting on secondary market performance, gain-on-sale results, hedge effectiveness, loan sale execution, and profitability metrics.
Develop and enhance financial models used for forecasting, pricing optimization, profitability analysis, and strategic decision-making.
Identify market trends, emerging risks, and business opportunities, providing actionable recommendations to leadership.
Utilize data and analytics to improve pricing strategies, operational efficiency, investor allocation decisions, and overall market execution performance.
Support annual budgeting, forecasting, and strategic growth initiatives.
Serve as the primary relationship manager for investors, warehouse lenders, servicers, and secondary market partners.
Evaluate and onboard new investors and execution channels to improve profitability and operational flexibility.
Negotiate investor agreements, delivery requirements, and pricing opportunities when appropriate.
Maintain awareness of changing market conditions, investor trends, and industry developments that may impact business performance.
Represent the organization in investor and industry meetings as a subject matter expert.
Ensure adherence to agency, investor, regulatory, and internal policy requirements related to loan sales, securitization, and secondary market operations.
Develop and maintain departmental procedures, controls, and documentation standards.
Conduct quality reviews of pricing, delivery, hedge reconciliation, and investor reporting activities.
Partner with Compliance, Internal Audit, and Risk Management teams to address findings and implement corrective actions.
Ensure readiness for investor, regulatory, and internal audits.