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Senior Relationship Manager
2 months ago
- Responsible for delivering the Redwood value proposition to key contacts, stakeholders and decision makers at large scale independent mortgage banks and financial institutions. To achieve this effectively, the Correspondent SRM will need to become a subject matter expert on all Redwood programs and business processes. This role is considered a leadership role and, as such the SRM will act as a Redwood “culture carrier” both internally and externally.
- Develop and execute annual sales and marketing plans in the pursuit of company market share and volume objectives. Flexible and capable of adapting plans to fit changing market dynamics throughout the calendar year.
- Manage and maintain a customer account base of 30-40 seller relationships with a goal of 100% penetration and a representative market share within each.
- Analyze and manage personal pipeline with an eye towards recognizing opportunities to add programs and provide training resources as needed.
- Ensure that customers achieve target pull through results. Collaborate with the Redwood’s Capital Markets and Operational stakeholders as well as key customer stakeholders in the development of a remediation plan when necessary.
- Assess seller training needs and will initiate and facilitate a training plan that will ensure mutual success. SRM should deliver a professional product training presentation to customers when appropriate whether in person or through video conference technology. SRM will plan and prepare for on-site presentation including arriving in time to diagnose any technical challenges ensuring a professional and on time start to each presentation.
- Maintain an extensive travel calendar in multiple time zones and effective at achieving revenue goals while staying within the prescribed expense budget.
- Responsible for setting and conducting meetings with Underwriters, Loan Officers and/or Account Executives at customer locations and/or trade events.
- Working knowledge of the competitive environment for non-Agency programs as well as specific knowledge of competitor strengths and weaknesses.
- Capable of using a consultative sales approach and making appropriate recommendations to customers and prospective customers.
- Responsible for effectively screening prospective sellers, initiating the application process, and quality reviewing each prospective seller.
- Responsible for effectively on boarding new customer and ensuring that key contacts are provided with the necessary tools and materials to insure a rapid and mutually successful ramp up.
- Act in partnership with Redwood colleagues including but not limited to teammates in the Business Development, Operational and Risk management roles with the firm.
- Effective at using company provided tools to capture accurate records of all customer interactions. These tools include maintaining a current record through the company CRM and other software applications as required.
- Maintain a current knowledge of the company’s policies, procedures, and ethics. Participate in all corporate compliance training activities and apply knowledge accordingly.
- Highly motivated, passionate about growing a business/business line with an emphasis in residential jumbo mortgages.
- College degree required - business or finance major is preferable.
- At least 5 to 10 years’ experience in the mortgage and financial services sales working with substantial sized independent mortgage bankers, banks, and credit unions.
- Existing and verifiable relationships with institutions having an existing relationship with Redwood with the Western US Region.
- Existing and verifiable relationship with senior Capital Markets, Production, and Operations people with these institutions inside the Western US Region.
- Experience in handling and grasping several financial related products at one time to be communicated to institutional clients.
- Individual must have a working knowledge of how an IMB, or financial institution operates regarding mortgage originations and sales into the capital markets.
- Experience with residential mortgage credit particularly with jumbo mortgage loans.
- Ability to build strong personal relationships with customer contacts and Redwood internal contacts.
- Experience delivering sales presentations and training materials to institutional clients.
- Experience in regular travel for client meetings in multi-state territories.
- Highly Analytical and able to adapt on the fly.
- Strong problem-solving skills.
- Detail-oriented and capable of displaying a high degree of accuracy.
- Strong ability to adapt to a business culture.
- Strong communication skill including both written and verbal skills.
- Strong work ethic and not at all confused about what is right and what is wrong.
- Submit accurate and timely expense reports.
- Steady track record of employment duration.
A reasonable estimate of the total compensation range for this role is 125k - 150k. The actual salary offer to the successful candidate will be based on job-related education, geographic location, training, licensure and certification, and other factors. Redwood Trust also offers a competitive benefit package including discretionary corporate bonus program, multiple health plans, STD and LTD options, company sponsored life insurance, fitness reimbursement, paid parental leave, time to volunteer, Paid Time off, ESPP, and 401K matching.
