SVP, Sales - Business Purpose Lending (BPL)

Total positions: 2. Relocation assistance not provided. Preferred locations: Tampa, FL; Dallas, TX; Chicago, IL. Open to fully remote candidates. Reports to Group President, Financial Services; manages the Business Purpose Lending sales team.

About the role

This role is responsible for building, managing, and maintaining a profitable and highly productive sales organization for business-purpose mortgage originations. The SVP, Sales is accountable for the performance of the BPL sales organization, including recruitment, development, and management of the sales team; collaborating on competitive product mix; leveraging marketing for effective lead strategies; and building efficient resource models to achieve sales forecasts, manage budgets, attain revenue targets, and meet the overall financial plan. The role involves internal collaboration across business lines and with Shared Services partners, as well as managing strategic external relationships.

Responsibilities

• Oversee and ensure accountability for the organization and performance of the BPL mortgage origination sales team.
• Build and lead a high-performing team responsible for originating business-purpose loans (BPL).
• Provide leadership, manage performance, foster development, and mentor employees.
• Determine staffing levels, identify talent, handle selection, and ensure sufficient training for the department.
• Achieve production goals and budget expectations for BPL mortgage originations to grow revenue and margins.
• Oversee daily sales activities, including establishing performance goals, setting sales targets, and driving achievement while adhering to quality and compliance standards.
• Establish productivity standards, develop and monitor reporting against standards, and manage resources to achieve targets.
• Partner with the marketing team to deploy effective lead strategies and marketing plans to drive new business and maximize lead sources.
• Oversee mortgage lending policy adherence; monitor and recommend policy changes as appropriate.
• Develop, maintain, and manage sales incentive plans in collaboration with compensation and legal teams.
• Manage vendor relationships, including contract negotiations, renewals, and cancellations.
• Ensure compliance with state and federal regulations.
• Prepare and provide loan production reporting to senior management; collaborate with the Technology team to develop dashboards and scorecards for performance management.
• Monitor competitive pricing trends and work with marketing to ensure competitive product pricing.
• Track and manage loan mix and yield analysis, including secondary market sales and purchases.
• Develop and establish internal/external programs, relationships, and joint marketing agreements to drive loan production.
• Oversee the continued development of mortgage technology for the department.
• Develop domain knowledge of the business, including short-term goals and long-term strategies.
• Lead with broad influence through relationship development across the organization.
• Ensure compliance with policies, processes, and practices.
• Establish and sustain an operating environment with effective audit and controls to drive compliance and mitigate risk.
• Role model ethical standards, professionalism, and code of conduct.
• Establish and promote a culture aligned with company values and operating principles.
• Maintain current knowledge of federal, state, and local regulations; establish processes for knowledge transfer and application of regulatory requirements.
• Perform other duties and responsibilities as assigned.

Requirements

• Bachelor’s degree in business administration, Finance, or related field.
• 10+ years of experience in mortgage sales leadership roles managing a full P&L.
• 5+ years of experience in mortgage originations specific to business-purpose lending.
• 7+ years of experience managing people and leading teams.
• Prior experience in warehouse line management and secondary marketing.
• Proven experience building retail and wholesale/correspondent sales channels within the BPL mortgage banking vertical.
• Experience with industry-standard tools and applications.
• Proficiency in Microsoft Office products (Visio, Excel, Word, PowerPoint); self-sufficiency from an administrative perspective.

Skills

• Strategic leadership with a proven ability to foster a positive, collaborative work environment.
• Strong verbal and written communication skills; ability to effectively communicate at the C-Suite level.
• Strong interpersonal skills with the ability to develop and maintain effective relationships across the organization.
• Collaborative and consultative work style; demonstrated investment in the success of the broader team and organization.
• Effective management skills, including talent selection, training, coaching, mentorship, and performance management.
• Demonstrated ability to quickly establish credibility and support the organization’s culture, values, and priorities.
• Ability to manage and lead change; agility and high learning agility.
• Customer-focused with strong execution skills and results orientation; ability to align strategic business needs with tactical execution.
• Demonstrated critical thinking and problem-solving abilities, coupled with strong analytical skills and sound judgment.
• Ability to identify, aggregate, analyze, and interpret data to propose solutions and establish measures of success.
• Strong project management skills with the ability to lead matrix teams effectively.
• Strong attention to detail; quality and compliance orientation.
• Ability to prioritize effectively under tight deadlines in a fast-paced, dynamic environment.
• Self-directed; ability to proactively surface questions, opportunities, issues, and concerns.
• Professional maturity, integrity, and ability to maintain confidential data and information.
• Strong business acumen; fiscal and technical aptitude.

Physical Demands & Work Environment

The ideal candidate must be able to complete all physical requirements of the job with or without a reasonable accommodation. While performing the duties of this job, the employee is required to sit and work at a computer for extended periods, utilizing a keyboard and mouse. The employee should be able to communicate by telephone, email, and face-to-face.