About this role
Lead mortgage sales operations for a defined area by managing a team of Mortgage Loan Originators and owning residential loan production from application through closing. Build referral relationships, maintain a sales-focused team environment, and partner with Fulfillment Operations to drive closed volume.
Key Responsibilities
- Develop and foster referral source relationships and sales culture within the team
- Manage a team of at least 5 MLOs and oversee personal and team production via reporting and KPIs
- Build strategic and tactical plans for volume growth and run business plan reviews
- Monitor compliance with state and federal regulation and bank policies, including required meetings
- Monitor loan originator quality levels and ensure a high level of customer service based on Gallup customer engagement data
Technical Overview
This role is not software/IT-focused; it centers on mortgage loan origination and sales management. It involves KPI-based performance tracking, compliance and quality monitoring, and using Gallup customer engagement data to improve customer service.
Ideal Candidate
The ideal candidate is a mortgage sales leader with experience managing Mortgage Loan Originators (MLOs) and driving residential mortgage loan production. They are strong in building referral relationships, running sales culture initiatives, monitoring compliance and quality, and using KPIs and reporting to deliver volume growth. They consistently deliver a customer-focused experience informed by Gallup customer engagement data.
Must-Have Skills
Manage a team of at least 5 MLOsManage personal and team production via local and Bancorp reporting and KPIsHold business plan reviews with sales teamBuild strategic and tactical plans for driving volume growth in assigned areaMonitor compliance issuesincluding that all loan originators attend required meetings and are in compliance with state and federal regulationas well as policies and procedures set by the bankMonitor quality levels of loan originators to insure adherence to standards
Tools & Platforms
Gallup customer engagement dataBancorp reporting
Required Skills
Residential mortgage loan originationMortgage loan salesCross-sellingLoan application-to-closing lifecycle managementPersonal production managementTeam production managementKPIsBusiness plan reviewsStrategic and tactical plansRisk identificationRisk assessmentRisk managementRisk monitoringRisk reportingCompliance monitoringState and federal regulation complianceQuality monitoringCustomer service improvementGallup customer engagement datareferral source relationshipsrealtor relationshipsbuilder relationshipssales culture developmentperformance feedbackcoaching and developmentsuccession planning
Hard Skills
Residential mortgage loan originationMortgage loan salesCross-sellingLoan application-to-closing lifecycle managementPersonal mortgage loan sales production managementTeam production managementKPIsBusiness plan reviewsStrategic and tactical planning for volume growthRisk identificationRisk assessmentRisk managementRisk monitoringRisk reportingCompliance monitoringState and federal regulation complianceLoan originator complianceQuality monitoringCustomer service improvementGallup customer engagement data
Soft Skills
LeadershipDay-to-day managementPerformance feedbackCoaching and developmentTalent developmentBench strength planningSuccession planningCommunicationElevating concernsCustomer-focused behaviorCross-functional partnershipPartnering with Fulfillment OperationsIntermediary problem solving for loan issues
Keywords for Your Resume
Area Sales Manager 1Area Sales Manager IMortgage Area Sales Manager Iresidential mortgage loansMortgage Loan OriginatorMLOloan originationapplicationclosingcross-sellingreferral source relationshipsrealtorsbuilderssales culturecustomer engagement dataGallup customer engagement datacompliance issuesstate and federal regulationquality levelsloan originatorsteam productionKPIsbusiness plan reviewsstrategic and tactical plansrisk identificationrisk assessmentrisk managementrisk monitoringArea Sales Manager
Deal Breakers
Must be able to manage a team of at least 5 MLOs, Must be able to monitor compliance with state and federal regulation and bank policies
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