About this role
Area sales manager responsible for originating residential mortgage loans and managing a team of Mortgage Loan Originators (MLOs). Leads production and sales strategy for the assigned area, builds referral relationships, and ensures compliance, quality, and customer service standards are met.
Key Responsibilities
- Develop and foster referral source relationships
- Develop a sales culture and sales focused environment within team
- Manage a team of at least 5 MLOs
- Monitor compliance and quality levels of loan originators
- Build strategic and tactical plans for driving volume growth in assigned area
Technical Overview
Focuses on mortgage origination operations, sales execution, and performance management using KPIs and local/Bancorp reporting. Emphasizes risk and compliance monitoring across state and federal regulation, and uses Gallup customer engagement data to drive customer service improvements. No specific technology stack beyond reporting/metrics is stated.
Ideal Candidate
The ideal candidate is a mortgage sales leader who has managed a team of Mortgage Loan Originators (MLOs) and driven residential mortgage production from application through closing. They build strong referral relationships (realtors and builders), manage performance using KPIs, and consistently meet compliance and quality expectations while improving customer service using Gallup customer engagement data.
Must-Have Skills
Manage a team of at least 5 MLOsOriginate residential mortgage loansManage personal and team production via local and Bancorp reporting and KPIsMonitor compliance issues for loan originatorsMonitor quality levels of loan originators to insure adherence to standards
Tools & Platforms
Gallup customer engagement dataBancorp reportinglocal reportingKPIs
Required Skills
Origination of residential mortgage loansResidential mortgage loan salesCross-selling objectivesMortgage Loan Originator (MLO) managementDay-to-day managementFulfillment Operations partnershipReferral source relationship developmentGallup customer engagement dataRisk identificationRisk assessmentRisk managementRisk monitoringRisk reportingCompliance monitoringState and federal regulation compliancePolicy and procedure adherenceQuality monitoringBusiness plan reviewsStrategic and tactical planningKPIslocal reportingBancorp reporting
Hard Skills
Origination of residential mortgage loansResidential mortgage loan salesCross-selling objectivesMortgage Loan Originator (MLO) managementTeam production managementDay-to-day management of Mortgage Loan OriginatorsFulfillment Operations partnershipReferral source relationship developmentCustomer engagement data utilization (Gallup customer engagement data)Risk identificationRisk assessmentRisk managementRisk monitoringRisk reportingCompliance monitoringState and federal regulation complianceLoan compliance monitoringPolicy and procedure adherenceQuality monitoring of loan originatorsCustomer service improvement effortsBusiness plan reviewsStrategic and tactical planning for volume growthLocal reportingBancorp reportingKPIs tracking
Soft Skills
LeadershipSales culture developmentCommunicationPerformance feedbackConstructive performance feedbackCoaching and employee developmentRelationship buildingCustomer-focused mindsetRisk escalation and concern elevationInterpersonal collaborationCross-functional partnership
Keywords for Your Resume
Area Sales Manager IMortgage Area Sales Manager Iresidential mortgage loansFinancial Center officesoutside referralsMortgage Loan Originator (MLO)originationcross-selling objectivesapplication to closingcustomer serviceGallup customer engagement datarisk appetiteidentify risksassess risksmanage risksmonitor risksreport risksstate and federal regulationcomplianceloan originatorsquality levelspolicies and proceduresreferral source relationshipsrealtorsbuildersprofessional and personal contactsKPIsbusiness plan reviewsstate and federal regulation compliance
Deal Breakers
Must be able to manage a team of at least 5 MLOs, Must demonstrate experience with mortgage loan origination and residential mortgage sales, Must demonstrate knowledge/ability to monitor compliance with state and federal regulation
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