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Vice President, Regional Builder Manager (Northern California)
senior · Sales & Business Development
The Vice President, Regional Builder Manager (RBM) is responsible for driving residential purchase mortgage growth through the development, management, and expansion of strategic builder and developer relationships across an assigned region. This role serves as the business development leader for the Condo Builder lending channel in its designated region, partnering with home builders, developers, sales leadership to increase mortgage capture rates, enhance customer experience, and expand market share. The RBM is accountable for executing regional growth strategies, identifying new partnership opportunities, and ensuring successful delivery of mortgage solutions within builder communities.
The successful candidate will possess extensive knowledge of residential mortgage lending, the new construction financing process, builder sales environments, and relationship-based business development.
Role Overview
Strategic Business Development
- Identify, pursue, and secure new builder and developer relationships that support regional growth objectives.
- Develop and execute business plans designed to increase purchase mortgage production and builder referral volume.
- Build and maintain relationships with builder executives, sales leaders, and operational stakeholders.
- Represent the organization at industry events, builder functions, and trade association meetings.
Builder Relationship Leadership
- Serve as the primary relationship manager for assigned builder and developer partnerships.
- Conduct regular business reviews and performance evaluations with builder partners.
- Collaborate with builder leadership to identify opportunities to improve customer experience, mortgage penetration, and operational efficiency.
- Act as the escalation point for builder-related issues and ensure timely resolution.
Sales Enablement & Market Growth
- Partner with Division Managers, Senior and Area Lending Managers, and Home Lending Advisors to execute builder growth strategies.
- Support recruiting, onboarding, and development of builder-focused Home Lending Advisors.
- Deliver coaching, education, and best practices related to builder sales execution and new construction lending.
- Monitor relationship performance and drive accountability around referral conversion, application pull-through, and funding results.
Cross-Functional Leadership
- Collaborate with Operations, Underwriting, Marketing, Product and Compliance partners to support builder initiatives.
- Advocate for builder partner needs while maintaining adherence to regulatory and corporate requirements.
- Support implementation of new products, programs, and strategic initiatives impacting builder business.
Market Intelligence
- Maintain expertise in regional housing trends, builder activity, competitive positioning, and new construction lending practices.
- Analyze market opportunities and provide recommendations to leadership regarding growth strategies and partnership development.
- Utilize reporting and analytics to measure relationship performance and identify opportunities for improvement.
Qualifications
- 7+ years of mortgage lending experience.
- 5+ years’ experience in business development, account management, or relationship management.
- Demonstrated success developing and managing strategic referral partnerships.
- Extensive knowledge of residential purchase transactions and new construction lending.
- Proven ability to influence stakeholders and drive results across multiple levels of an organization.
- Exceptional communication, presentation and relationship-building skills.
- Strong analytical skills with proficiency in Excel, PowerPoint, and performance reporting tools.
- High School Diploma or equivalent work experience is required.
Preferred
- Experience working directly with national/regional home builders, or residential sales and marketing firms.
- Knowledge of condominium lending and project approval processes.
- 5+ years leadership experience supporting sales teams across multiple markets.