Senior Manager, Consumer Direct Sales
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Posted: 10/20/2026
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Posted: 10/20/2026Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates extensive experience in leading and developing a Consumer Direct loan officer team, with a strong focus on sales conversion metrics, compliance with industry regulations, and leveraging AI and automation for performance improvement.
Highest-signal resume keywords
Mortgage Sales ExperienceSales Team LeadershipLead Program ManagementActive NMLS LicenseCompliance Knowledge
About the role
Key responsibilities & impact- Build and lead CapCenter’s Consumer Direct loan officer team
- Own conversion from first contact to completed application across all lead sources
- Recruit, hire, license, train, and develop Consumer Direct loan officers against an approved headcount plan
- Recommend headcount growth based on performance
- Lead daily sales-floor operations, including call standards, cadences, and activity expectations
- Review calls and coach loan officers in real time
- Own conversion performance from lead to contact, contact to application, and application to TRID
- Manage lead routing, speed-to-lead, dispositions, and lead recycling within the existing CRM and dialer
- Identify system gaps and recommend improvements
- Improve and expand lead channels in partnership with Marketing
- Evaluate lead-source quality and recommend where spending should increase or be reduced
- Develop and lead past-client outreach programs generating repeat purchase, refinance, and referral business
- Apply AI and automation to call review, lead scoring, outreach testing, and performance reporting
- Propose the team’s compensation plan with HR and Finance for COO approval
- Ensure compliance with SAFE Act, RESPA, TRID, Fair Lending, ECOA, and FCRA requirements
- Report team performance weekly to the COO
- Manage performance measures including speed-to-lead, lead-to-contact, contact-to-application, application-to-TRID, loan officer productivity, and cost per funded loan
Requirements
What you’ll need- 7+ years of mortgage sales experience
- At least 2 years leading a sales team
- Demonstrated success building or scaling a direct-to-consumer or inside-sales loan officer team
- Experience managing multi-source lead programs, including paid, credit trigger, retention, and partner leads
- Working knowledge of FCRA firm-offer-of-credit rules, TRID, SAFE Act, and Fair Lending
- Strong command of sales conversion metrics and performance reporting
- Active NMLS license, or eligibility and willingness to obtain one
- Discretion and integrity in handling confidential information
- Preferred: experience applying AI or automation in a sales environment
- Preferred: experience growing a direct sales team from under 10 to more than 20 loan officers
- Preferred: experience improving speed-to-lead and conversion on an existing CRM and dialer
- Preferred: proficiency with HubSpot, Velocify, Salesforce FSC, Bonzo, or comparable platforms
- Preferred: multi-state East Coast licensure
Benefits
Comp & perks- Medical insurance
- Dental insurance
- Vision insurance
- Life insurance
- 401(k) plan with company match
- Paid vacation
- Paid holidays
- Other programs designed to support employee well-being and professional growth
- Incentive compensation and/or discretionary bonus opportunities, where applicable
ATS Keywords
✓ Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Sales Conversion MetricsPerformance ReportingLead Routing ManagementCall Standards ImplementationLead Source Evaluation
Soft Skills
CoachingDiscretionIntegrity
Tools & Technologies
CRMDialerHubSpotVelocifySalesforce FSC
Certifications & Qualifications
Active NMLS License
Industry Keywords
SAFE ActRESPATRIDFair LendingECOA