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Business Development, Commercial Mortgage Sales Director

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Job ID: 1000721
Company: PHH Mortgage

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Job Description


Reporting to the Senior Vice President, Enterprise Sales, this position is responsible for driving new enterprise sales opportunities across all 5 business lines: Commercial Subservicing, Residential Subservicing, Mortgage Servicing Rights (MSRs)/Co-Issue, Correspondent Lending (forward & reverse), and Portfolio Recapture. This position is specifically focused on developing new & existing relationships with originators, investors, and other mortgage servicing rights owners specifically in the Commercial space – small balance, single family rental (SFR), large balance, fix & flip, bridge lending etc. Managing the entire sales cycle from lead to close, this role is specifically designed to drive new servicing assets and accelerate growth for the PHH servicing & originations platforms.

Job Functions and Responsibilities:

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily:

60% Deal Generation

  • Utilize your established network of executive/C-suite relationships and industry contacts to source new Commercial subservicing opportunities
  • Create outreach campaigns to variety of originators & MSR owners to identify volumes, product mix, delivery methods, & custom requirements to quickly build pipeline
  • Interact and collaborate with Commercial Servicing operations teams and capital markets desk to help manage subservicing engagements, contract negotiations, and closing
  • Interact with Client Management and Loan Boarding to ensure smooth transfer of servicing between Client and PHH. Serve as key point of contact with client for all relationships
  • Promote PHH participation as buyer on Fannie/Freddie/Ginnie/Other co-issue platforms
  • Foster relationships with repeat Clients to gain better pricing and operational efficiencies
  • Seek out cross-sell opportunities with prospects to sell multiple PHH business lines. Work with Finance to derive creative, bundled Enterprise pricing for select clients

20% Marketing & Outreach

  • Attend industry conferences & tradeshows to promote PHH across all business lines
  • Generate and execute on cold call campaigns to build pipeline of new Commercial Subservicing opportunities, particularly within the first 60-90 days
  • Work with Marketing team, as needed, to drive awareness of the PHH business model including email campaigns, social media, and various marketing opportunities
  • Build case studies, white papers, and other marketing collateral to promote PHH as a market leader across each of our business lines

20% Pipeline Analysis & Metrics

  • Manage weekly pipeline report to include new prospects, portfolio characteristics, client strategy, and timing through closing/transfer. Manage all key stakeholders through closing
  • Meet/exceed metrics for each step of the sales pipeline. Set regular goals with management to achieve both team and corporate acquisition goals
  • Report regularly to enterprise sales team and executive management on progress, market feedback, and areas for improvement across the organization.
  • Experience with Salesforce a plus
  • All other duties as assigned

Qualifications:

To perform this job successfully, an individual must have the following education and/or experience:

  • Seasoned mortgage servicing professional with a minimum of 10 years’ experience in subservicing/servicing, mortgage banking, originations, and/or MSR transactions – preferably in a business development / enterprise sales capacity
  • Established network of mortgage banking executives, operators, and MSR/Correspondent sellers, including but not limited to mortgage bankers, banks, private investors, community banks, REITs, and credit unions. Existing pipeline of acquisition targets a strong plus.
  • Solid servicing background including a deep knowledge of servicing operations, activities and key requirements for today’s clients
  • Solid Business Development background, with the ability to manage entire sales cycle: from initial outreach through contracts through closing/onboarding
  • Knowledge of Commercial servicing operations, securitization market, and secondary marketing activities is a strong plus
  • Experience reviewing and negotiating legal contracts
  • Resourceful and aggressive “hunter” to identify strategic partners for long-term relationships
  • Ability to research & report on market trends through trade associations and publications
  • Must work well independently, make decisions in a fast-paced environment, and pay very close attention to detail when working with internal & external stakeholders
  • Proficient experience with Microsoft Office, particularly Excel, Word, and PowerPoint
  • Must be able to travel 15-20% of the time- visiting clients, attending conferences, facilitating site visits, etc.
  • Excellent communication and interpersonal skills required

Ocwen and its subsidiaries are proud to be equal opportunity workplaces. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status. If you have a disability or special need that requires accommodation, please let us know.

Disclaimer:

This position is not eligible to be performed in the state of Colorado.

About Us


Company: PHH Mortgage

PHH Mortgage, a wholly owned subsidiary of Ocwen Financial Corporation, is one of the largest subservicers of residential mortgages in the United States. PHH Mortgage provides servicing solutions to companies who own mortgage servicing rights and offers portfolio retention services to extend and enhance customer relationships.

PHH has been providing mortgage lending and servicing solutions since 1984 and is dedicated to responsible and ethical practices while delivering an exceptional customer experience. We strictly focus on subservicing and portfolio retention allowing our diverse professional clients – representing some of the largest and most recognizable financial and wealth management institutions, investors of MSRs, regional and community banks, and credit unions – to concentrate on their core businesses, while providing borrowers with exceptional customer service throughout the life of their loans.

Adhering to the highest levels of risk and compliance, built to bank-like standards, we build relationships with our clients and their customers to promote a philosophy of retaining “customers for life.” We strive to be a natural extension of each client’s team, helping them to keep their expenses down, borrowers satisfied and service levels up while meeting today’s regulatory demands and changing market conditions.

Ocwen is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status. If you have a disability or special need that requires accommodation, please let us know.

This position is not eligible to be performed in the state of Colorado.

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