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Role Description

The Wholesale Sales Manager will be responsible for the management of Account Executives and broker relationship building within a Sales area, focusing on wholesale and correspondent lending. Responsible for achieving sales goals on a monthly, quarterly, and annual basis. Provide day-to-day mentoring, coaching, training, and broker relationship building, sales region development and management guidance to assigned staff. Perform all duties in accordance with company policies and procedures and all state and federal regulations.

Responsible for promoting Carrington’s loan programs including Non-Agency/Non-QM, Government, Conventional, 2nd Mortgages, and other specialty lending products.

The target pay range for this position is $70,000.00 to $80,000.00 + Monthly Incentive plan.

What you’ll do:

• Responsible for achieving sales goals on a monthly, quarterly, and annual basis.
• Carries out supervisory/management responsibilities in accordance with the organization’s policies and applicable laws, including hiring and training employees; planning, assigning and directing work; monitoring performance; rewarding and disciplining employees; addressing complaints; and resolving problems.
• Manage and coach direct reports to achieve region objectives and sales goals, including establishing appropriate timelines, monitoring progress, and course correction as necessary.
• Mentor, coach, and assist Account Executives in building & maintaining exceptional relationships with brokers and setting up new broker relationships.
• Provide oversight to Account Executives in communicating changes in Carrington loan programs, rates and/or policies to brokers.
• Supervise loan submission, maintain high levels of service, and manage for high quality and timely results within an assigned sales region.
• Responsible for timely completion of regional sales forecasts.
• Prepare daily, weekly, and monthly production projections and report projections/findings to management.
• Ensure that Account Executives are updating CRM system with sales activities, marketing efforts, and broker/contact records they are soliciting.
• Review and validate completeness of new broker applications submitted.
• Resolve any sales or operational issues that may arise in the most efficient manner and in line with company guidelines.
• Partner with operations staff to ensure expedient process of file flow.
• Responsible for communicating, implementing and maintaining marketing strategies and policy and procedure changes within assigned region.
• Ensure that all sales activities and operations are performed in compliance with local, state and federal lending regulations and laws.
• Participate in the development and facilitation of training and presentations for sales meetings, training sessions, etc.
• Assist senior sales leadership in the budgeting process and development of regional goals.
• Will attend and represent Carrington at trade shows or industry meetings from time to time.
• Work a flexible schedule and travel as necessary.

Qualifications

• 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 communications skills
• Excellent organizational skills with 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 equivalent loan origination system, or ability to learn it
• Knowledge of Customer Relationship Management (CRM) systems, or ability to learn it
• Excellent knowledge of non-agency lending
• Excellent knowledge of the mortgage origination process
• Excellent knowledge of non-agency/Non-QM and specialty products lending
• Knowledge of Carrington policies, procedures, guidelines and organization structure
• Knowledge of underwriting guidelines and investor requirements generally in the mortgage industry with ability to learn the Carrington specific policies
• Ability to learn Carrington’s loan origination system if new to the company
• Ability to learn quickly 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 and to collaborate and explore alternative solutions
• Familiarity with MS Office Suite (Word, Excel, PowerPoint)
• Bachelor’s degree or equivalent work experience
• 2 to 5 years mortgage banking or consumer finance
• Minimum 2 years in government mortgage experience
• Previous experience as a sales manager strongly preferred

Benefits

• Comprehensive healthcare plans for you and your family. Plus, a discretionary 401(k) match of 50% of the first 4% of pay contributed.
• Access to several fitness, restaurant, retail (and more!) discounts through our employee portal.
• Customized training programs to help you advance your career.
• Employee referral bonuses so you’ll get paid to help Carrington and Vylla grow.
• Educational Reimbursement.
• Carrington Charitable Foundation contributes to the community through causes that reflect the interests of Carrington Associates.