Sales Manager, Producing

Responsibilities

• 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.

• Demonstrated sales management skills
• Excellent knowledge of non-agency lending
• Excellent knowledge of the mortgage origination process
• Excellent knowledge of non‑agency/Non‑QM and specialty products lending
• 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
• 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
• 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
• 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
• 3 – 5+ years’ experience in mortgage origination, preferably in a multi‑state company required.
• Minimum 2 years experience in government mortgage products required.
• Minimum 2 years experience in non-agency/Non‑QM mortgage products required.
• Previous experience building Account Executive teams in the mortgage industry required, preferably in a sales…