Inside Sales Manager - Wholesale

The Inside Sales Manager leads and manages a team of National Account Executives responsible for nurturing existing broker relationships and actively generating new business within Verus’ wholesale channel. This role is responsible for the overall performance, coaching, and development of the National Account Executive team, ensuring they effectively identify and pursue prospective clients in the wholesale market.

The Inside Sales Manager will guide the team in proactively seeking new business partnerships, engaging potential clients, and presenting the benefits of Verus’ non-Agency mortgage products. This involves overseeing a strategic approach to market analysis, ensuring the team stays abreast of industry trends, and understands the unique needs of potential clients.

Collaboration with the sales and marketing teams is crucial, as the Inside Sales Manager contributes insights gained from the team’s client interactions to refine strategies for attracting new business. The ability to articulate the value proposition of Verus’ mortgage products and showcase the company’s strengths, both directly and through team coaching, will be key in expanding market presence.

In essence, the Inside Sales Manager is both a steward of team performance and a driver of growth, actively leading the National Account Executive team in the acquisition of new clients and the overall success of the company in the non-Agency wholesale sector.

This position offers an annual base salary of $75,000, plus additional earning potential through sales overrides based on team production.

Responsibilities and Duties:

Team Leadership & Management

• Lead, manage, and develop a team of National Account Executives, setting performance goals and monitoring progress against targets.
• Hire, onboard, coach, and provide ongoing development to National Account Executives.
• Conduct regular team meetings and one-on-ones to review performance, pipeline, and broker relationships.

Client Relationship Management

• Ensure the National Account Executive team fosters and maintains strong relationships with existing Mortgage Brokers.
• Serve as an escalation point of contact for client inquiries, concerns, and support that require management involvement.

New Business Generation

• Guide the team in identifying and pursuing opportunities to expand the Broker base in the non-Agency wholesale market.
• Support National Account Executives in proactively engaging with potential clients and presenting the benefits of Verus’ mortgage products.

Transaction Facilitation

• Oversee the team’s management of the end-to-end loan application process, collaborating with brokers and internal teams.
• Ensure smooth and efficient transactions across the team’s pipeline, resolving escalated issues that may arise during the loan process.

Compliance and Industry Knowledge

• Ensure the team stays updated on industry regulations, compliance requirements, and changes in the non-Agency mortgage space.
• Ensure team adherence to industry compliance standards and maintenance of state licensing approvals, where needed.

Communication and Collaboration

• Effectively communicate with internal teams, including underwriters and loan processors, to streamline processes across the team.
• Collaborate with sales and marketing leadership to contribute insights for refining strategies.

Market Analysis and Strategy

• Conduct and oversee market analysis to identify trends and opportunities in the non-Agency wholesale sector.
• Contribute to the development and refinement of strategies for attracting new business.

Problem Resolution

• Address and resolve escalated issues or challenges that may arise during the loan process, ensuring client satisfaction.

Business Growth Contribution

• Actively contribute to the overall success of the company by driving team performance, client satisfaction, and maximizing business opportunities.

Adaptability and Innovation

• Stay adaptable to changing market conditions and proactively seek innovative approaches to enhance team service delivery.

Education and Experience:

• Must have recent/current experience in non-Agency mortgage sales, including prior experience leading or managing a sales team; an active broker “book of business” or team pipeline is a plus
• Recent team or individual average monthly funded non-Agency volume of $2m/month or greater preferred
• High school diploma required; bachelor’s degree in finance, business, or a related field preferred
• Staying updated on market trends and building relationships within the industry are valuable assets for this role
• Strong leadership, communication, and negotiation skills
• Ability to thrive in and lead a team within a production-driven environment
• Knowledge of the mortgage industry regulations
• A proven track record in sales and sales management is required
• Active Broker Connections
• Customer service focused
• Detail oriented
• Be a team player
• Computer/Technology savvy

Key Competencies:

• Sales Leadership: Proven ability to lead, coach, and develop a team of National Account Executives to achieve sales targets.
• Client Relationship Oversight: Ensures the team fosters and maintains strong partnerships with Mortgage Brokers.
• Business Development: Guides the team in identifying and pursuing new business opportunities.
• Market Knowledge: Up-to-date understanding of industry regulations, compliance, and mortgage trends.
• Communication & Negotiation: Strong interpersonal skills to effectively engage clients, brokers, and internal teams.
• Problem-Solving: Ability to address and resolve escalated challenges during the loan process.

How This Role Demonstrates Our Values:

• Integrity: Ensures the team maintains ethical sales practices and compliance with mortgage industry regulations.
• Collaboration: Works closely with internal teams, external brokers, and sales leadership to create a seamless loan process.
• Excellence: Drives high-quality client service and team performance, ensuring smooth transactions and business growth.
• Critical Curiosity: Leads market analysis, stays informed on industry trends, and seeks innovative solutions to meet broker and borrower needs.

Benefits

• Competitive compensation package, including base salary and performance-based bonus opportunities
• 401(k) plan with 100% company match up to 4%
• Comprehensive health coverage: medical, dental, vision, HSA, and FSA options
• Generous paid time off: 20 days PTO, company holidays, and sick time
• Paid parental leave
• Company-paid life insurance and disability coverage
• Employee Assistance Program (EAP): mental health, financial, and wellness support
• Professional development: tuition reimbursement and growth opportunities
• Commuter and transit benefits

Successful applicants will exemplify strong ethics, integrity, respect for others, accountability for decisions and actions, and good citizenship.

Maintaining a reliable, uninterrupted high speed internet connection is a requirement of hybrid or remote positions.All job duties and responsibilities must be performed within the guidelines of the Verus Residential Mortgage Employee Handbook and established company policies and procedures. It is the responsibility of each employee to maintain confidentiality of the company, its clients and to follow applicable laws and regulations in the performance of duties.Verus Mortgage Capital is an equal opportunity employer. All qualified applicants are welcomed to apply and will receive consideration for employment without unlawful discrimination because of a person’s race, religious creed, color, national origin, citizenship status, ancestry, marital status, sex, age, or sexual orientation, or because of a person’s disability or medical condition.

Originally posted on Himalayas