Internal Product Sales Representative

Guild Mortgage Company, closing loans and opening doors since 1960. As a mortgage banking firm, we are dedicated to serving the homeowner/buyer. Our goal is to provide affordable home financing for our customers, utilizing the best terms available while providing a level of professionalism and service unsurpassed in the lending industry.

Position Summary

The Internal Product Sales Representative plays an important role in the organization by supporting a number of activities related to the company’s Capital Markets functions. The Internal Product Sales Representative drives mortgage production in Guild’s retail channel by providing expert loan structuring, product guidance, and training to field teams. This person responds immediately to loan scenarios, identifies opportunities to bring brokered business in-house, and delivers feedback to enhance Guild’s product strategy. This role serves as the key link between Loan Officers, operations, and product teams, helping structure loans, grow market share, and strengthen the Guild value proposition across all product types, including Non-QM and traditional financing.

Compensation 

This role is an exempt position with a Targeted Salary Range of $77,000 to $105,000 annually.

Compensation at Guild is influenced by a wide array of factors including but not limited to local and federal minimum wage requirements, education, level of experience, and applicant’s geographical location.

Essential Functions

• Sales and Scenario Support
  • Respond immediately to loan scenario requests from Loan Officers to help structure deals accurately and competitively.
  • Analyze brokered loan activity to identify opportunities for retail retention or conversion to in-house programs.
  • Provide direct, scenario-specific guidance on eligibility, pricing, and loan structure to accelerate decision-making.
  • Maintain an active pipeline of opportunities and monitor account activity to increase retail volume and market share.
• Training and Market Development
  • Develop and deliver training (onsite and virtual) tailored to each market’s product mix and experience level.
  • Educate Loan Officers and branch staff on Conventional, Government, Jumbo, and Non-QM products.
  • Collaborate with marketing and branch leaders to organize product trainings, promotional sessions, and events that drive engagement.
  • Build and maintain relationships with branch and regional leadership to stay aligned on production goals.
• Market Intelligence and Business Growth
  • Gather feedback from the field on competitive trends, pricing challenges, and borrower needs; share actionable insights with Product Strategy.
  • Recommend product or guideline enhancements to drive incremental retail volume.
  • Prepare and deliver reports summarizing account activity, training effectiveness, and loan submission trends.
• Client Relationship Management
  • Develop and manage relationships with internal sales teams and external partners to grow origination volume.
  • Conduct regular outreach to maintain satisfaction and retention among retail branches and referral partners.
  • Communicate Guild’s value proposition clearly, reinforcing the advantages of keeping business in-house.
  • Support new branch openings and expansion efforts by providing product training and scenario assistance.
• Key Performance Indicators (KPIs)
  • Response time and accuracy on scenario support.
  • Broker-to-retail loan conversion rate.
  • Number and quality of training sessions per month.
  • Volume and activity growth within assigned markets.
  • Adoption rate of new products or guideline changes.
  • Sales partner satisfaction and engagement.
  • Quality of field insights and actionable feedback shared with Product Strategy.

Qualifications

• Bachelors Degree directly related to the position or equivalent, required.
• Minimum five years' experience in a similar role, mortgage origination, underwriting, or product management.
• Strong analytical and problem-solving skills in loan structuring and credit analysis.
• Experience
  • Deep understanding of Conventional, Government, Jumbo, and Non-QM products.
  • Experience working directly with Loan Officers and branch teams to structure loans.
  • Proven presentation and training skills, both virtual and in-person.
  • Regular use of CRM tools, LOS systems, and pipeline reporting.
• Skills
  • Strong analytical and problem-solving skills in loan structuring and credit analysis.
  • Excellent communication and writing skills; able to simplify complex product guidelines.
  • Strong verbal and written communication skills; able to communicate within all levels of the organization.
  • Organized, accountable, and quick to respond to field needs.
  • Collaborative and confident working across functions and leadership levels.
  • Proficient in Microsoft Office and collaboration platforms.
  • Self-motivated, with a strong attention to detail and accuracy.
  • Ability to meet deadlines while managing multiple tasks simultaneously.
  • Ability to work in fast-paced environments.
  • Ability to negotiate and facilitate work across other departments.
  • Ethical, with a commitment to company values.
  • Minimal to limited supervision required, depending on experience.
  • High-level of independent judgment and decision making.
  • Ability to develop a team atmosphere, including mentoring team members.
  • Use sound judgment in executing core job responsibilities and in assigning work.
• Excellent verbal and written communication skills required.
• Highly organized and detail-oriented; ability to work in a fast-paced, metrics-driven environment required.
• Proficiency in Microsoft Office Suite, Word, Excel, Wiki, collaborative cloud-based programs, and third-party software applications required.
• Commitment to company
  • Customer Service - Proactive attention to each person
  • Integrity - Do and say what's right
  • Respect - Treat others with dignity
  • Collaboration - Listen and work together
  • Learning - Seek knowledge and strive for improvement
  • Excellence – Deliver the unexpected

Supervision

• Job Scope: Plays a key role in area by generating insights and ideas on policies, processes, procedures, and efficiency; contributes ideas to strategic and operational plans to ensure alignment

• Complexity: Problems are often complex and specialized and may involve unprecedented circumstances; resolution requires investigation, analysis and review of professional/organizational standards

• Impact: Decisions and actions have an impact on the smooth operation and timeframes of the department, programs/projects; impact on the broader organization is generally indirect

• Interaction/Supervision: Works under broad direction with considerable latitude for independent actions; guided by professional standards, desired outcomes and unit/project/program specifications

Requirements

Physical: Mobility in an office and may occasionally meet with customers or business partners outside of the office.

Manual Dexterity: Ability to operate standard office equipment and keyboards.

Audio/Visual:  Ability to accurately interpret sounds and associated meanings at a volume consistent with interpersonal conversation. 

Environmental:  Office environment – moderate noise, no substantial exposure to adverse environmental conditions.

Travel: 20 - 50%

Mental: Ability to communicate with visitors, ability to complete tasks in situations that have a speed or productivity quota.

Schedules: Work is primarily performed during the business week, Monday - Friday; occasional night or weekend may be necessary.

Guild offers a pleasant work environment, competitive compensation and excellent benefits package, including medical, dental, vision, life insurance, AD&D, LTD and 401(k) with employer match.

Guild Mortgage Company is an Equal Opportunity Employer.

REQ#: INTER017694

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