Secondary Markets Manager

What You'll Do

• Lead, coach, and develop a capital markets team, including the lock desk, providing ongoing training, guidance, and performance feedback.
• Manage daily secondary marketing and lock desk workflows to ensure lock requests, re-pricing, extensions, and cancellations are handled quickly and accurately.
• Set and monitor team performance metrics (KPIs), ensuring service levels, accuracy, and compliance standards are consistently met.
• Implement secondary marketing and pricing initiatives established by senior leadership.
• Partner closely with sales, operations, finance, and senior leadership to resolve escalated issues and support company objectives.
• Communicate market, pricing, product, and investor updates to the team, ensuring timely and consistent adoption.
• Identify process gaps and recommend solutions to improve efficiency, accuracy, and scalability.
• Provide regular reporting to leadership on lock desk activity, pipeline performance, service levels, and operational trends.

Pricing & Pipeline Management

• Maintain oversight of daily pricing and make approved adjustments based on market conditions, company margins, investor pricing, and leadership direction.
• Review pricing exceptions, concessions, re-locks, extensions, and other requests in accordance with company policies and approval guidelines.
• Maintain monitoring of the locked-loan pipeline, including lock expirations, pull-through trends, fallout, and other factors affecting loan delivery.
• Support senior leadership with pipeline analysis, hedging activities, and interest-rate risk management.
• Perform best-execution analysis to support investor selection and loan allocation decisions.
• Verify investor pricing, loan-level price adjustments (LLPAs), and other factors affecting loan profitability.
• Affirm maintenance of pricing tools, product eligibility rules, investor overlays, and system configurations.
• Escalate significant pricing, pipeline, market, or investor concerns to senior leadership.

Investor & Lock Desk Operations

• Maintain day-to-day relationships with investors and other secondary-market partners.
• Review investor pricing, programs, guidelines, and delivery requirements, communicating relevant changes to internal teams.
• Collaborate with operations and post-closing teams to resolve loan eligibility, documentation, suspense, and delivery issues.
• Process and track loan lock requests across retail, correspondent, wholesale, and delegated channels when additional support is needed.
• Provide accurate pricing scenarios to loan officers and correspondent partners based on product and investor guidelines.
• Affirm data integrity across the loan origination system (LOS), product and pricing engine, and investor platforms.
• Confirm the accuracy of investor delivery documentation, including notes, allonges, and assignments.
• Affirm secondary marketing and lock desk activities comply with company policies, investor requirements, and applicable regulations.