Correspondent Sales Director

The Correspondent Sales Director is responsible for representing Silvergate Bank in an external sales capacity to correspondent sellers. The incumbent is the key contact for customer prospecting and relationship management. The Sales Director will also represent Silvergate Bank to other portions of the mortgage industry, including MI companies, warehouse lenders, etc.ESSENTIAL DUTIES AND RESPONSIBILITIESGeneral

Source new business in assigned territory through daily/weekly/monthly contact with existing customers and prospects via face-to-face meetings, telephone and e-mail communication

Market Silvergate Bank as a firm and its products to potential customers who fit the Silvergate Eligibility criteria, perform on-site visits as required, screen applications and assist Credit/Client Administration as necessary during the customer approval process

Act as primary contact to match customer needs to Silvergate Bank products, programs and services. Sell the benefits of Silvergate Bank and train customers on how to sell and originate Silvergate Bank programs and products

Meet or exceed loan volume/revenue and quality goals as established by the Production Manager

Manage Lender/Seller performance via monthly review of scorecards, delinquency reports and other data. Develop and administer performance action plans with the assistance of the Counterparty Risk Oversight Committee or other quality control groups.

Assist with the resolution of aged risk management issues including, but not limited to, collection of monies owed, repurchases and final document collection

Perform market research to understand customer needs and competitor information on various matters that impact Silvergate Bank?s ability to deliver consistent and competitive products, pricing and services to correspondents

Contribute recommendations based on knowledge and expertise to enhance Silvergate?s performance

Maintain and improve industry knowledge and overall professionalism through continuing education and by staying current with market trends and conditions, regulatory issues and MBA-related issues

Effectively communicate and present mortgage products, company policies and company procedures

Maintain current knowledge of all federal and state laws and regulations, along with the Bank?s policies and procedures

Must adhere to the company?s core values of Integrity, Innovative, Act Like an Owner, Work Hard/Have Fun, Superior Service, and Teamwork

Not to harm consumers with any act that could be misleading, unfair, deceptive, or abusive in act or practice

Supervisory Responsibilities

The position may be responsible for meeting with Executive Management and the Board of Directors, upon request. The position may be required from time to time to fulfill supervisory responsibilities in accordance with the Bank's policies and applicable laws, ensuring adherence to EEO guidelines.

Decision Making

Determining the viability of a proposed business relationship

Negotiating terms with correspondent clients

KNOWLEDGE, SKILLS AND ABILITIES

Bachelor?s degree from a college or university; or 5 ? 10 years of related experience and/or training. Prior originations experience with emphasis in correspondent account management required. Work related experience must consist of secondary marketing management experience in the financial services industry. Educational experience, through in-house training sessions, formal school or financial industry related curriculum, should be business or financial industry related.

Intermediate math skills; ability to calculate interest, commissions, proportions, and percentages; balance accounts; add, subtract, multiply and divide in all units of measure, using whole numbers, common fractions and decimals; locate routine mathematical errors; compute rate, ratio and percent, including the drafting and interpretation of bar graphs.

Working knowledge of secondary market investors, mortgage lending policies and process and loan pricing

Strong working knowledge and capabilities using a variety of software programs: Microsoft Word; Excel; and PowerPoint

Comfortable using the internet to do relevant research and investigative work in support of the Correspondent Lending group

Excellent organizational and time management skills with the ability to provide leadership, supervision and training for employees using positive supervisory techniques to ensure maximum productivity; demonstrated ability in organization and delegation skills.

Exceptional verbal, written and interpersonal communication skills with the ability to apply common sense to carry out instructions and instruct others, train personnel, read, analyze and interpret documents and professional journals, understand procedures, write reports, correspondence and procedures, speak clearly to customers and employees.

Must be able to work under pressure and meet deadlines while maintaining a positive attitude and providing exemplary internal and external customer service

Ability to work independently and to carry out assignment to completion within standard, accepted practices

Ability to deal with complex problems involving multiple facets and variables in non-standardized situations

Ability to work with no supervision while performing duties

Knowledge of the loan programs, standard underwriting guidelines, processing and QC requirements

Knowledge of regulatory lending guidelines

Ability to overcome sales objection

Strong problem-solving skills

Ability to question and listen to the client to determine needs and fulfill them

BANK SECRECY ACT REQUIREMENTSResponsible for adhering to the reporting and recordkeeping requirements of the Bank Secrecy Act and Anti-Money Laundering rules and regulations, observing economic sanctions by prohibiting transactions as specified by the Office of Foreign Asset Control (OFAC), following the bank?s customer identification program (CIP) rules, observing all Bank policies and procedures relating to BSA, OFAC, CIP, and related acts, and participation in ongoing related training.WORK CONDITIONSStandard office environment with a moderate noise level.PHYSICAL DEMANDSWhile performing the duties of this job, the employee is:

Regularly required to talk or hear

Required to communicate with customer and coworkers verbally and in writing

Occasionally required to stand; walk

Required to sit for long periods and reach with hands and arms

Occasionally required to lift up to 25 pounds

Able to read documents, computer screens, reports, other communications and have the ability to adjust focus and close vision

Management reserves the right to add to, change and revise this description at any time. This description does not include any marginal functions that are incidental to the essential functions. Also, it does not imply that these are the only tasks to be performed by the incumbent. Employees are required to follow any other job-related instructions and to perform any other job-related tasks requested by their supervisor. Any requirement may be modified to reasonably accommodate individuals with disabilities.Silvergate is an EEO/AA/Disability/Vets Employe