Manager of Lead Generation and Retention Strategy

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Location: Glen Allen, VA
Job ID/Req. Number: 396946
Category: Product Support
Full/Part Time: Full Time
Regular/Temporary: Regular



This position is responsible for crafting and executing strategy to implement new sources of internal leads for Home Lending asset generation and to retain the Home Lending Solutions customer base.  The Director of Lead Generation & Retention Strategy will also be responsible for overseeing analytical projects, performance reporting, and predictive modeling within the context of lead generation and retention.  Finally, this position will lead the coordination effort with HLS Sales and Corporate Marketing in developing strategy and tactically implementing that strategy across multiple channels, such as Direct Mail, branch engagement, outbound calling efforts, and internal referral activities. 

Identifying new lead sources and strategies for leveraging new lead sources. 

Developing and implementing new lead source engagement models, including 360 degree performance measurement and continuous improvement programs. 

Partnering with Sales Management leaders to assess needs, develop plans to address needs deficiencies, and provide thought leadership on sales strategy and optimization.   

Working with support partners to provide the business with all the tools to succeed in lead generation and implementation.  This includes technical resources, marketing resources, predictive science and analytical resources, as well as compliance, risk and other partners in the asset generation process. 

Leads or participates on special projects needed.


The position’s scope applies to the entire breadth of Home Lending Solutions and the customer experience and activity therein.  The position also is responsible for partnerships outside of HLS, including Risk, Marketing, Technical Services, Business Services, Finance, and Business Performance Management.


This position is a direct influence to net income of Home Lending Solutions.  It is directly responsible for maintaining and expanding customer relationships through the retention responsibilities as well as generation of new assets and cross-sell of HLS products to existing customers.





  • Bachelor Degree in Business Administration, Finance, or similar


  • Master’s Degree


  • Strong organizational and leadership skills: plans, reviews and tackle obstacles to excellence; ability to utilize persuasion and build relationships to win support for the benefit of the business; builds confidence and inspires others to achieve success for the business;
  •  Excellent analytical and research skills:  ability to interpret financial results and business indicators to identify trends
  • Skilled in software applications:  Microsoft Word, Excel, Access, Powerpoint, SQL, SAS a plus
  •  Proficiency in analytical spreadsheet skills and data manipulation
  • Excellent communication skills, both written and verbal
  • Comfortable asking challenging questions yet collaborate for success of the business
  • Experience with statistical and quantitative analysis a plus

Work Experience:

  • 10 years -  Experience conducting quantitative, financial or business case analysis Predictive modeling background Marketing experience and Direct Marketing experience preferred
  • 5 years - Involvement in retention or lead generation activities for home lending product sets


Hours and Work Schedule

Hours per Week:   40
Work Schedule:    Monday-Friday 8:00AM-5:00PM


Equal Employment Opportunity

It is the policy of CCO Mortgage Corporation to provide equal employment and advancement opportunities to all colleagues and applicants for employment without regard to race, color, ethnicity, religion, gender, pregnancy/childbirth, age, national origin, sexual orientation, gender identity or expression, disability or perceived disability, genetic information, citizenship, veteran or military status, marital or domestic partner status, or any other category protected by federal, state and/or local laws.



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