Vice President, Secondary Marketing

bankESB • Millbury, MA

1d • Remote

About The Position

The Vice President of Secondary Marketing is responsible for the leadership and execution of the organization’s secondary market activities for residential mortgage lending. This role oversees loan pricing, pipeline risk management, hedging strategies, investor relations, lock desk governance, and loan sale execution to manage balance sheet demand and optimize profitability while ensuring compliance with investor and regulatory requirements. The VP partners closely with Production, Operations, Finance, and Executive Leadership to align secondary market strategy with overall business objectives.

Requirements

• Bachelor’s degree in Finance, Business, Economics, or a related field, or an equivalent combination of education and experience
• 7-10 years of experience in residential mortgage secondary marketing, capital markets, or related mortgage banking functions
• Demonstrated experience managing mortgage pricing, hedging strategies, investor execution, and secondary market risk
• Strong understanding of residential mortgage products, investor and agency guidelines, and secondary market execution
• Advanced analytical and financial modeling skills with the ability to interpret market data and assess risk
• Proficiency with mortgage loan origination systems and secondary marketing platforms
• Excellent leadership, communication, and cross‑functional collaboration skills

Nice To Haves

• Experience in a bank or depository‑based residential lending environment
• Experience with the Encompass LOS and the Optimal Blue Pricing Engine preferred
• Proven ability to operate effectively across varying interest rates, volume, and market cycles
• Strategic mindset with a hands‑on, execution‑oriented leadership style

Responsibilities

• Develop and execute the overall secondary marketing strategy for residential mortgage production, balancing profitability, risk management, and market competitiveness
• Oversee loan pricing, rate sheet development, and margin management in alignment with market conditions and organizational goals
• Manage loan sale execution, including best‑execution analysis, loan pooling, investor commitments, and delivery to investors or agencies.
• Direct pipeline risk management strategies, including the use of approved hedging instruments and execution methods
• Monitor market trends, interest rate movements, fallout assumptions, and pull‑through metrics to minimize exposure and volatility
• Partner with EVP Residential and Finance to ensure accurate gain‑on‑sale forecasting, hedging performance analysis, and financial reporting
• Oversee lock desk operations, ensuring accuracy, consistency, and integrity across all lock, relock, extension, and concession activities
• Establish and maintain policies, procedures, and controls to ensure pricing and lock practices comply with investor, agency, and regulatory requirements. Monitor and document pricing exceptions
• Ensure transparent communication and coordination between Secondary Marketing, Production, and Operations teams
• Maintain and strengthen relationships with investors, correspondent partners, agencies, and approved counterparties
• Serve as the primary point of contact for investor negotiations, pricing discussions, product eligibility, and issue resolution
• Coordinate onboarding of new investors and mortgage products in collaboration with Compliance, Operations, and Legal teams
• Ensure all secondary marketing activities comply with investor guidelines, agency requirements, and applicable regulatory standards
• Oversee reporting related to loan sales, hedge positions, pipeline metrics, and secondary market performance
• Support internal and external audits by providing documentation, analysis, and subject‑matter expertise related to secondary market activities
• Lead, mentor, and develop secondary marketing and lock desk personnel, promoting a culture of accountability and continuous improvement
• Collaborate with Production, Operations, Underwriting, Servicing, and Compliance to improve execution, reduce friction, and enhance overall loan profitability
• Participate in strategic planning initiatives related to growth, product expansion, and market positioning

Benefits

• Compensation for this position is commensurate with experience. The posted range is intended to provide a general estimate and does not guarantee a specific rate of pay.

What This Job Offers

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