Director, Subservicing Sales and Business Development

POSITION TITLE:   Director, Subservicing Sales

Position Summary:

The Director, Subservicing Sales is a key role to our business, responsible for driving new residential & commercial subservicing sales opportunities.  Reporting to the SVP of Subservicing Business Development, this position is specifically focused on developing new & existing relationships with targeted segments of originators, investors, and other mortgage servicing rights owners to grow the PHH subservicing portfolio.  This seasoned professional will be responsible for managing the entire sales cycle – from lead to close – as this role is specifically designed to drive new subservicing clients to PHH 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. Examples below:

Deal Generation

• Utilize your established network of Executive / C-Suite relationships and industry contacts to source new residential & commercial mortgage subservicing opportunities
• Create outreach campaigns that uniquely target Loan Originators, Large Banks, Regional Banks, Community Banks and Credit Unions, MSR Buyers, and whole loan buyers to identify volumes, product mix, delivery methods, & custom client requirements to quickly build pipeline
• Interact and collaborate with Servicing Operations & pricing teams to structure subservicing proposals, cost analyses, contract negotiations, and closing
• Interact with Client Management and Loan Boarding teams to ensure smooth integration and servicing transfers between Client and PHH
• Serve as key point of contact to manage entire subservicing sales cycle with Client 
• Use these same relationships / contacts to facilitate introductions with your partners in Correspondent Lending to develop MSR and Whole Loan purchase relationships as well as Fannie / Freddie / Ginnie co-issue opportunities.
• Partner with the Correspondent Lending Team on subservicing and interim servicing opportunities that are generated via their network of contacts.

Marketing & Outreach 

• Attend industry conferences & tradeshows to promote PHH’s market-leading subservicing capabilities and complementary business lines
• Generate and execute on new client solicitation campaigns to build pipeline of new Subservicing opportunities, particularly within the first 60-90 days
• Target specific market segments and clients with incumbent subservicer / in-house teams in place. Communicate PHH’s value propositions around onboarding, technology, economics, etc.
• 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

Pipeline Analysis & Metrics

• Manage weekly pipeline report to include new prospects, portfolio characteristics, client strategy, and timing through closing/transfer.  Manage all key internal & external 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 Subservicing Sales team and executive management on progress, market feedback, and areas for improvement across the organization 

Qualifications:

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

• Bachelor’s degree in related field is desired but not required if the candidate has 5+ years experience in sales or business development
• 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
• Experience in either capital markets or servicing operations -- including a deep knowledge of operations, activities and key requirements for today’s clients 
• Established network of mortgage banking and financial services contacts, including but not limited to mortgage bankers, banks, private investors, community banks, REITs, and credit unions.  Existing pipeline of subservicing acquisition targets a strong plus.
• Working experience and connections with Privite equity firms are strongly preferred. 
• Solid servicing background 
• Solid Business Development background, with the ability to manage entire subservicing sales cycle: from initial outreach/discovery through pricing/contracts through closing/onboarding
• Knowledge of residential & commercial servicing operations, securitization market, and secondary marketing activities is a strong plus
• Experience reviewing and negotiating legal contracts, as well as a conceptual understanding about what matters and where we can give
• Resourceful and aggressive “hunter” to identify strategic clients & partners 
• 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.  Experience with Salesforce is helpful but not required.
• Excellent communication and interpersonal skills required

Training / Licensing Requirements: (only add if needed)

• Must pass the Company’s Background Screening process prior to beginning employment. Additionally, as a condition of employment, you may be required to pass client-specific background check requirements or Federal/State licensing requirements, if applicable.

Work Schedule: 

Moderate travel expected – visiting clients, attending conferences, facilitating due diligence site visits, etc

The salary range for this position is expected to be $150,000 – $175,000 per year, depending on geographic location, experience, and other qualifications of the successful candidate. This position is also eligible for significant production-based incentives based on performance and subject to the terms of the Company’s applicable plans.