SVP, Sales - Business Purpose Lending (BPL)

Job Locations: Preference for Tampa, FL or Dallas, TX or Chicago, IL. However, this role is also open to completely remote candidates.

Reports To: Group President, Financial Services

Manages: Sales Team for Business Purpose Lending

Position Summary: 

(A brief overview that summarizes the purpose and objectives of the job)

This role is responsible for building, managing and maintaining a profitable and highly productive sales organization for the business purpose mortgage originations business. This position is accountable for the performance of the BPL sales organization to include the recruitment, development and management of the sales team; collaborating on the implementation of a competitive product mix; leveraging the marketing team to deploy effective lead strategies and marketing plans; building and maintaining efficient resource/ capacity models and productivity plans with the goal to achieve sales forecasts, manage to budget, attain revenue targets and meet the overall financial plan for the business. The SVP, Sales will collaborate internally across lines of business and with Shared Services partners to achieve priorities, as well as manage strategic relationships with external third parties.

Core Functions and Responsibilities: 

• Oversight and accountability for the organization and performance of the BPL mortgage origination sales team.

• Build and lead a high performing team responsible for originating business purpose loans (BPL). Provide leadership, manage performance, foster development and providing mentoring to employees.

• Determine staffing levels, identify talent and selection, and ensure sufficient training is available for the department.

• Achieve production goals and budget expectations related to the origination of BPL mortgages with the objective to grow revenue and achieve margins for the business.

• Oversee daily sales activities to include establishing performance goals, setting sales targets, and driving achievement while adhering to quality standards and compliance requirements.

• Establish productivity standards, develop and monitor reporting against standards, and manage resources required to achieve targets.

• Partner with the marketing team to deploy effective lead strategies and marketing plans to drive new business and maximize lead sources from existing businesses.

• Oversee mortgage lending policy adherence; monitor and make recommendations for policy changes, as  appropriate.

• Develop, maintain and manage appropriate sales incentive plans in collaboration with the compensation and legal teams.

• Manage relationships with vendors, including contract negotiations, renewals and cancellations.

• Ensure compliance with State and Federal regulations.

• Prepare and provide appropriate reporting of loan production to senior management team; collaborate with the

Technology team to develop dashboards and scorecards to effectively manage performance and quantify

individual, team and business results.

• Monitor competitive pricing trends, and work closely with marketing to ensure all products are appropriately priced and competitive.

• Track and manage loan mix and yield analysis, including secondary market sales and purchases.

• Manage efforts required to develop and establish internal/external programs, relationships and joint marketing agreements to drive loan production.

• Oversee the continued development of mortgage technology for the department.

• Develop domain knowledge of business to include an understanding of short-term goals and long-term strategies for the organization.

• Lead with broad influence through ongoing development of relationships across the organization.

• Ensure compliance with policies, processes and practices. Establish and sustain an operating environment with effective audit and controls to drive compliance and mitigate risk.

• Role model ethical standards, professionalism and code of conduct.

• Establish and promote a culture that aligns with Values and Operating Principles.

• Maintain a current working knowledge of federal, state and local regulations; establish processes to ensure knowledge transfer and application of regulatory requirements and guidelines to department(s) and teams.

• Perform other duties and responsibilities as assigned.

Qualifications Required: 

(Minimum knowledge, skills, and abilities required to be considered for the job)

• Bachelor’s degree in business administration, Finance or related field

• 10+ years’ experience in mortgage sales leadership roles managing a full P&L

• 5+ years’ experience in mortgage originations specific to business purpose lending

• 7+ years’ experience managing people and leading teams

• Prior experience in warehouse line management and secondary marketing

• Proven experience in building out retail and wholesale/ correspondent sales channels specifically within the BPL  mortgage banking vertical

• Experience with industry-standard tools and applications

• Strong skills in Microsoft Office products (Visio, Excel, Word and Power Point); self-sufficiency from an administrative perspective

Skills & Abilities 

• Strategic leadership with proven ability to foster a positive, collaborative work environment

• Strong verbal and written communication skills; ability to effectively communicate at C-Suite level

• Strong interpersonal skills with the ability to develop and maintain effective relationships across the organization  to influence and drive required results

• Collaborative and consultative work style; demonstrated investment in the success of the broader team and  organization

• Effective management skills to include talent selection, training, coaching, mentorship and performance  management

• Demonstrated ability to quickly establish credibility; coupled with for recognizing and supporting the organization’s culture, values and priorities

• Able to manage and lead change; agile; high learning agility

• Customer focused with strong execution skills and results orientation; able to link to strategic business needs with  tactical execution and results

• Demonstrated critical thinking and problem-solving abilities coupled with strong analytical skills and sound  judgement

• Demonstrated ability to identify, aggregate, analyze and interpret data to identify opportunities and propose  solutions; ability to establish measures of success for operating areas and core processes

• Strong project management skills with the ability to effectively lead matrix teams

• Strong attention to detail; strong quality and compliance orientation

• Ability to effectively prioritize under tight deadlines in a fast-paced, dynamic environment

• Self-directed; ability to proactively surface questions, opportunities, issues and concerns

• Professional maturity, integrity, ability to maintain confidential data and information

• Strong business acumen; strong fiscal and technical aptitude

Physical Demands & Work Environment: 

The ideal candidate must be able to complete all physical requirements of the job with or without a reasonable accommodation. While performing the duties of this job, the employee is required to sit as well as work at a computer for extended periods of time, utilizing a keyboard and mouse. The employee should be able to communicate by telephone, email and face-to-face.