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AVP, Correspondent Sales

Location: Santa Ana, CA, United States
Req ID: 016733

Job Description

Description

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Ready to be a Cooper too? This might just be right up your alley!

We’re here to keep the dream of home ownership alive. Oh, and while we’re at it, we’re determined to change the lending industry itself. It’s simple, but it won’t be easy. And we’ll need a great team behind us. (That’s where you come in.) We want to show the world that transparency, candor and collaboration aren’t just good values. They’re good business. Working here isn’t for people who want to punch a clock. It’s for people who want to punch a hole in the status quo. Come join us. And make a difference instead of just a living.

Summary:

The West Region Correspondent Division Manager (“DM”) will manage and direct the sales efforts of their assigned Division.  DM will manage a team of Account Executives, Account Representatives & their personal clients by developing new and maintaining existing relationships within the Correspondent Lending channel.   DM will promote the sale of company products, services, and programs to clients while maximizing business opportunities of assigned clients. DM will work in close collaboration with other Division Managers in a team environment supporting each other and the needs of all Correspondent Lending clients, including. the ability to develop and share best practices. Division Manager hours of operation will be regionally based and align with their clients and company hours.

Job Functions:

  • Drive Divisional Sales initiatives as directed by the VP Correspondent Sales

  • Manage, develop, coach and lead a team of Account Executive’s and Account Representatives to optimize and generate volume and revenue

  • Support Correspondent Lending channel business plan objectives overall and with their respective division sales team

  • Regular travel to visit clients on-site or at industry conferences to conduct regular sales calls to review business, provide guidance/feedback and uncover new opportunities to expand partnerships 

  • Effectively solicit prospects via networking and cold calling to assess opportunity and pre-qualify based on Mr. Cooper approval requirements

  • Drive client activity across Mr. Cooper breadth of products and delivery options – including Best Efforts (Delegated and Non-Delegated), Mandatory Bulk, Hybrid AOT, and Co Issue according to client needs/market conditions

  • Develop comprehensive knowledge/understanding of each client’s business and how Mr. Cooper can maximize each client relationship

  • Actively monitor account performance trends to minimize risk for both client and Mr. Cooper; regularly review with stakeholders and work collaboratively for continuous improvement

  • Manage monthly post purchase remediation requests to ensure they are satisfied/resolved within acceptable timeframes

  • Partner with operations to improve purchase efficiency via by reducing suspensions, decreasing turn times and increasing First Pass %

  • Partner with Capital Markets where applicable on respective trades, strategies and solutions

  • Manage purposeful and effective client communication as directed by management including the compilation and distribution of key reports, sales/operational strategy, lender recognition, and client retention planning

  • Prepares and delivers presentations to prospective and current customers via effective sales techniques and using company marketing and communication resources and tools as appropriate

  • Ensures client readiness by conducting, arranging and/or facilitating client readiness appropriate education, training, and knowledge of Mr Cooper products, programs, processes, and technology

  • Serve as a client advocate, deliver full-circle client satisfaction while simultaneously creating and implementing process improvements to improve the client experience

  • Develops proficient understanding of internal technology and processes to educate and train clients on Mr. Cooper policies, loan programs, and delivery protocols in accordance with company guidelines

  • As Division Manager it’s a visible leadership role within Mr. Cooper Correspondent channel; be a strong and vocal leader and ambassador to the entire Correspondent channel to promote our Core Values: Challenger of Convention, Champions for our Clients and Cheerleaders of our Team

Job Competencies:

  • Integrity and Trust:  Is widely trusted; is seen as a direct, truthful individual; can present the unvarnished truth in an appropriate and helpful manner; keeps confidences; admits mistakes; doesn’t misrepresent him/herself for personal gain.

  • Drive For Results:  Can be counted on to exceed goals successfully; is constantly and consistently one of the top performers; very bottom-line oriented; steadfastly pushes self and others for results

  • Customer Focus:  Is dedicated to meeting the expectations and requirements of internal and external customers; gets first-hand customer information and uses it for improvements in products and services; acts with customers in mind; establishes and maintains effective relationships with customers and gains their trust and respect.

  • Negotiating:  Can negotiate skillfully in tough situations with both internal and external groups; can settle differences with minimum noise; can win concessions without damaging relationships; can be direct and forceful as well as diplomatic; gains trust quickly of other parties to the negotiations; has a good sense of timing.

Education/Experience Requirements:

  • Preferred: Bachelor's degree from an accredited university or college

  • Required skills include effective communication ability including strong presentation, telephone, and email skills. 

  • Strong analytical and problem solving skills.

  • Proficient in Word, Excel, and PowerPoint.  

  • Knowledge of all aspects of the mortgage origination process including pricing, underwriting, closing, and compliance.  

  • Proven relationship management experience.

  • Demonstrated strong verbal and written communication skills with demonstrated facilitation experience

  • Strong working knowledge of English language (written and oral)

  • Travel is required.

  • 10+ years of mortgage related outside sales, business development, or account management with relevant experience. 

  • Previous Correspondent lending experience is preferred.

Mr. Cooper is committed to nurturing a diverse and inclusive environment where every employee is empowered to be their authentic self.  We know that a large part of our success as a business is directly tied to our ongoing efforts to attract and retain diverse talent and maintain an inclusive environment where each employee can thrive.  Embracing and leveraging diversity through an inclusive work environment fosters new ideas, new insights, and constant innovation.  We strive to weave the principles of diversity and inclusion throughout the fabric of how we work, how we interact, and how we engage with our customers and the community.

Job Requisition ID:

016733

Job Category:

Sales

Primary Location City:

Santa Ana

Primary Location Region:

California

Primary Location Postal Code:

92705

Primary Location Country:

United States of America

Posting Organization:

Mr. Cooper

Line of Business:

Origination

Additional Posting Location(s):

Home - Arizona, Home - California, Home - Colorado, Home - Oregon, Home - Washington

Alternate Requisition:

No

Summary

The West Region Correspondent Division Manager (“DM”) will manage and direct the sales efforts of their assigned Division. DM will manage a team of Account Executives, Account Representatives & their personal clients by developing new and maintaining existing relationships within the Correspondent Lending channel. DM will promote the sale of company products, services, and programs to clients while maximizing business opportunities of assigned clients. DM will work in close collaboration with other Division Managers in a team environment supporting each other and the needs of all Correspondent Lending clients, including. the ability to develop and share best practices. Division Manager hours of operation will be regionally based and align with their clients and company hours.
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