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Secondary Marketing Manager

Tulsa, OK, US

Req ID: 50361 

Areas of Interest: Mortgage Banking; Professional 

BOK Financial (BOKF), Headquartered in Tulsa, Oklahoma, BOK Financial Corporation (NASDAQ: BOKF) is a top 25 U.S.-based financial services holding company with operations in ten states – Oklahoma, Texas, Arkansas, Arizona, Colorado, Kansas/Missouri, New Mexico, Nebraska and Wisconsin. The company began more than 100 years ago in Tulsa and has successfully diversified into a variety of industries, businesses and geographies.                  .

The Secondary Marketing Manager is primarily responsible for optimizing the value of mortgages originated by BOKF Mortgage.  This is accomplished through best execution analysis of delivery channels, creation and distribution of daily rate sheets to the sales force, and effectively measuring and hedging the interest rate risk inherent in the pipeline.  The incumbent is also responsible for managing three Secondary Marketing analysts.




1. Optimize the value of mortgages originated by BOKF Mortgage through optimizing loan sales and minimizing hedging costs.

  • “Best execution” analysis of all delivery channels
  • Modeling of projected mortgage production volume under various interest rate and spread scenarios
  • Analyzing gain on sale (GOS) profitability across multiple dimensions
  • Modeling and hedging the interest rate risk of the pipeline

2. Relationship Management: 

Internal Partners

  1. Production Channels.
    1. Create and distribute rate sheets
    2. Create and distribute pricing and capacity reports
    3. Respond to pricing related inquiries and clarification requests from production channels
    4. Monitor internal profit margin (gain on sale) with respect to Plan and volume goals for each channel and explain changes from month-to-month.
  2. Interact with Audit and Risk Management during periodic review of Secondary Marketing function by promptly and adequately responding to their requests and providing education where necessary.
  3. Provide periodic reports to Finance and Accounting Group for recording asset value and cash transactions.

 External Partners

  1. Participate in regularly scheduled meetings with secondary market investors including Fannie Mae, Freddie Mac, GNMA, and others to collect pricing and market intelligence with an objective to influence pricing strategies at BOK.
  2. Periodically negotiate investor pricing for the benefit of BOK.
  3. Maintain strong relationships with dealers for trading securities and forward commitments.
  4. Interact with the OCC/external auditors during periodic examination/review of Secondary Marketing function by promptly and adequately responding to their requests and providing education where necessary.

3. Monitor Secondary Marketing activity to ensure compliance with all regulations, policies and procedures. Recommend changes to policies and procedures as necessary.

4.  Production analysis and reporting:

  • Create and maintain meaningful analytics and reporting tools for presentation to executive and board level committees
  • Keep apprised of market best practices and create reporting and analytics as needed to track our competitive position



  • Comprehensive knowledge and understanding of the Secondary Market for residential mortgage loan products.
  • Working knowledge of Secondary Market loan delivery and settlement systems.
  • Working knowledge of generally accepted accounting principles (GAAP) applicable to the mortgage and banking industry.
  • Thorough understanding of financial markets and instruments, specifically fixed-income investments
  • Excellent quantitative and analytical skills with a working knowledge of the principals and application of statistics.
  • Thorough knowledge of financial modeling and familiarity with the advanced functions in Microsoft Excel
  • Advanced knowledge of the principals and application of financial concepts including NPV, IRR, financial valuation and risk measurement; and familiarity with option valuation and return characteristics
  • Familiarity with R, Visual Basic, SQL, and SAS preferred.
  • Working knowledge of the principals and application of statistics
  • Ability to lead conversations with external parties including secondary market investors, regulatory bodies, auditors, and internal business and operational teams
  • Solid interpersonal skills including proficient oral and written communication skills with the ability to prepare concise executive reports for senior management deliver persuasive oral and written arguments to senior management
  • Superior organizational skills
  • Resourceful and self-motivated with the ability to manage multiple assignments

This level of knowledge is normally acquired through completion of a Master’s Degree in Finance, Economics, Engineering, Mathematics or the like and 10+ years of experience in Secondary Marketing pipeline management and hedging.  Chartered Financial Analyst (CFA) designation is strongly preferred.


BOK Financial is a stable and financially strong organization that provides excellent training and development to support building the long term careers of our employees. With passion, skill and partnership you can make an impact on the success of the bank, our customers and your own career!

Apply today and take the first step towards your next career opportunity!
BOK Financial is an equal opportunity employer.  We are committed to providing equal employment opportunities for training, compensation, transfer, promotion and other aspects of employment for all qualified applicants and employees without regard to sex, race, color, religion, national origin, age, disability, sexual orientation, genetic information or veteran status.

Attention All Third Party Agencies, Headhunters, and Recruiters
BOK Financial and its Subsidiaries will not accept candidate submission by unsolicited third parties through this site or any company email address. All unsolicited candidates presented to BOK Financial and its Subsidiaries will be considered the property of BOK Financial. BOK Financial and its Subsidiaries will not be responsible for any fees associated with unsolicited candidates, nor will a contractual relationship be formed by the submission. BOK Financial and its Subsidiaries are not obligated and will not under any circumstances pay any fees to said third parties submitting candidates in this manner. BOK Financial and its Subsidiaries only forms contracts with recruiters with whom we have an established business relationship and with whom we have in place a signed agreement. All contact with BOK Financial and its Subsidiaries from third parties must be through our Human Resources Department. Any contact made outside of the BOK Financial Human Resources Department by a third party will cancel any future business relationships between the third party and BOK Financial.

Please contact with any questions. 


Investing in our talent and building a great workplace is a top priority at BOK Financial.

  • Empowered employees
  • Award-winning culture
  • Community commitment


BOK Financial is a regional banking powerhouse and one of the top 25 banks in the U.S. We are based in Tulsa, Oklahoma, and diversified in a variety of industries, businesses, and geographies throughout the U.S.


  • 4,900 employees
  • 27 Years of financial profitability
  • $30+ billion in assets
  • $5.2 million in charitable contributions in 2017

Nearest Major Market: Tulsa
Nearest Secondary Market: Oklahoma

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