Job Details

Internal Sales Manager

The Internal Sales Manager plays a critical leadership role within the Smart Growth sales team. Reporting directly to the Vice President of Sales, this position is responsible for managing Internal Loan Officers (ILOs), overseeing the Loan Application Support Coordinator, and supporting the broader team in deal analysis, prequalification, and operational excellence.

This role ensures that a consistent pipeline of high-quality, prequalified loan leads are developed and referred to Relationship Managers (RMs) and File Managers (FMs) for further processing. Additionally, the Internal Sales Manager helps maintain adherence to credit guidelines, supports cross-functional collaboration, and may engage with external vendors and referral sources to generate viable loan prospects.

This role offers the opportunity to shape a growing sales function, develop emerging talent, and make a meaningful impact in supporting small business growth.

Team Leadership

• Lead and develop a high-performing team that is collaborative, supportive of company-wide staff, and operates with a holistic approach and operational excellence.
• Establish divisional performance objectives that align with the corporate goals and mission, promoting employee recognition.
• Promote a culture of accountability and high performance within the team, implementing training and professional development opportunities.
• Cultivate a results-driven, collaborative, and ethical company culture.
• Attend Smart Growth management meetings.
• Attend and participate in monthly Smart Growth Sales Leadership meetings.
• Work on special projects that arise.

Internal Loan Officer Management

• Conduct regular 1:1 meetings with Internal Loan Officers for coaching and performance review.
• Guide the team on deal structuring, credit evaluation, and program eligibility.
• Provide deal review support to both Internal and External Loan Officers as needed.
• Lead hiring, training, performance evaluations, and day-to-day support of the ILO team.
• Approve time-off requests and expense reports for direct reports.
• Handle customer complaints related to Internal Loan Officer clients.
• Support the development and delivery of training content for weekly sales meetings.
• Share weekly RM/FM pipeline reports and key updates with the team.
• Ensure prompt contact of prospects, communication about CDC products, and the collection of necessary information required for a loan prequalification.
• Ensure effective communication with potential borrowers so that those that are likely qualified will remain interested in CDC products. Support team in assessing those that are not likely qualified and refer out accordingly.

Deal Vetting & Prequalification

• Review all Internal Loan Officer prequalified loan submissions to ensure credit and eligibility compliance.
• Provide written feedback to LOs to enhance understanding of credit standards and improve quality.
• Assist in reviewing external LO deals as needed to ensure consistency and compliance.
• Collaborate with the VP of Sales to review complex or borderline deals.
• Assign approved loans to the appropriate RM/FM for next steps.

Loan Application Support Oversight

• Supervise and mentor the Loan Application Support Coordinator.
• Serve as backup during absences exceeding two days.
• Oversee and analyze Lender Match pipeline and tracking tools for trends and process improvement.
• Support improvements to intake and lead management processes.

Prospect Management & Lead Generation

• Support the team in handling inbound inquiries and guiding potential borrowers through the prequalification process.
• Ensure the use of CDC tools and spreadsheets for credit analysis and program matching.
• Foster strong communication with prospects to maintain engagement and refer out unqualified leads appropriately.
• Collaborate with external vendors and referral sources to maximize lead generation and conversion.