Senior Account Executive - Third Party Origination

Pennymac

1d•$60,000 - $60,000•Remote

About The Position

As a Senior Account Executive at Pennymac, you will play a pivotal role in driving the growth and success of our Third Party Originator (TPO) business. The Senior Account Executive (AE), TPO position involves identifying, creating, and maintaining new and existing TPO client relationships. You will leverage your extensive industry expertise to educate and train clients and prospects on Pennymac's products, services, operational protocols, technology, and pricing structures. As a TPO expert you will advise clients on strategies to successfully grow their business utilizing Pennymac’s technology, products and tools. You will provide the highest level of customer service and address client questions on loan processes, ensuring a seamless and supported experience. Your industry knowledge and leadership will be critical in positioning Pennymac as a trusted partner and driving the Division’s growth trajectory. The Senior Account Executive will:

Requirements

10+ years preferred progressive background in mortgage lending, developing supporting and maintaining TPOs, Wholesale Account Executive or other B2B Sales, marketing or mortgage operational experience
Required to have broad knowledge across multiple mortgage disciplines, i.e., compliance, fee calculations, pricing, underwriting, guidelines, loan structuring, process flow, details of disclosures, closing, funding, state regulations, differences in state taxing authorities, regulations, marketing, Loan officer origination strategies, market dynamics, etc.
Regular ability to travel to client locations, trade shows and corporate and/or client events
Knowledge of both Correspondent and Broker processes and channels required
Strong understanding of business drivers and economics of mortgage lending
Demonstrated competency in meeting customer service standards
Ability to solve problems of diverse scope where analysis of data requires evaluation of identifiable factors
Tenacious and entrepreneurial approach to working through product, process, and client challenges
Ability to work both independently with little or no supervision, and to work as a positive team player
Passion, great communication skills, self-motivation, positive attitude and competitive spirit
Strong oral and written communication skills
Strong presentation and sales skills with the ability to apply them via remote communication channels
Strong organizational skills, and ability to multitask.
PC proficiency, with knowledge of Google Suite, Salesforce CRM (preferred) and loan origination software

Nice To Haves

Leadership experience in mortgage and related trade organizations is preferred

Responsibilities

Work independently to source new business through daily/weekly/monthly contact with existing customers and prospects via in person meetings, trade shows, phone/zoom, and e-mail communication, and referrals to drive revenue for Pennymac
Activate new or existing client relationships on both company-provided and self-sourced client leads.
Perform market research to understand customer needs and competitor information on various matters that impact Pennymac’s ability to deliver competitive products, pricing and services. Recommend (internally and externally) based on knowledge and expertise to enhance Pennymac’s performance
Exercise discretion as to strategies and tactics that will drive growth of assigned book or market share within a geographic region
Follow through on inquiries received as a result of marketing activities
Serve as a highly visible market expert and representative of Pennymac for assigned territory or book.
Build and maintain relationships with high impact clients in assigned territory / market
Exercise discretion and judgment in management of existing clients. Conduct regular meetings with clients to strengthen the trusted advisor relationship, ensuring alignment with their business objectives and fostering long-term partnerships
Lead and oversee client-facing activities, including training sessions, addressing inquiries, escalating issues promptly and effectively, and training customers on how to originate Pennymac programs and products
Utilize advanced consultative sales techniques, adhere to Pennymac playbook principles, and implement activity reporting plans to enrich the overall client experience and drive achievement of production goals
Train and coach MLOs as to strategies that will promote the growth of their respective businesses
Act as the Pennymac subject matter expert as it relates to guidelines, products, technology, pricing, policies and fulfillment workflow
Make recommendations to senior leadership as to market needs related to product, pricing, technology and client experience
Align closely with teammates in the Mortgage Fulfillment Division (MFD) to drive a positive client experience and facilitate transparency and communication throughout the loan process
Conduct regular meetings with Broker Operations Managers to direct pipeline management and engagement strategies surrounding the loan pipeline
Serve on committees and engage in pilot programs as requested
Utilize TPO client relationship management system (Salesforce CRM) proficiently for comprehensive client activity tracking and efficient pipeline management
Grow and maintain a book of Third Party Originators (TPOs) targeting mortgage brokers and licensed mortgage loan officers (MLOs). This includes continuously enhancing TPO growth strategies
Leveraging expert knowledge of the client base and in-depth technical understanding, work closely with internal teams to ensure optimal client service delivery
Manage client assessment and onboarding processes, including performing on-site visits, screening applications, and engaging Business Development and Counterparty risk teams during the customer approval process to ensure seamless client onboarding
Conduct client book reviews, provide reporting, and manage metrics to ensure book performance that aligns to the division's growth and profitability objectives
Address risk concerns that may arise within the assigned book of business

Benefits

Comprehensive Medical, Dental, and Vision
Paid Time Off Programs including vacation, holidays, illness, and parental leave
Wellness Programs, Employee Recognition Programs, and onsite gyms and cafe style dining (select locations)
Retirement benefits, life insurance, 401k match, and tuition reimbursement
Philanthropy Programs including matching gifts, volunteer grants, charitable grants and corporate sponsorships

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