About this role
Manage a team of Mortgage Loan Originators (MLOs) to originate residential mortgage loans and achieve mortgage loan sales and cross-selling objectives. Build referral relationships, coach the team to hit production goals, and partner with Fulfillment Operations to drive closed volume.
Key Responsibilities
- Develop and foster referral source relationships with realtors and builders
- Recruit, hire and onboard new loan officers/MLOs
- Manage personal and team production via local and Bancorp reporting and KPIs
- Coach MLOs through business plans and performance improvement plans
- Monitor operational, risk and compliance issues and ensure adherence to loan originator standards
Technical Overview
This is a mortgage operations and sales leadership role focused on loan origination workflow accountability, quality monitoring, and risk/compliance oversight (identify, assess, manage, monitor, report). It uses local and Bancorp reporting with KPIs to manage production and team performance.
Ideal Candidate
The ideal candidate is an experienced mortgage sales leader who has managed a team of Mortgage Loan Originators (MLOs) and driven residential mortgage loan origination from application to closing. They can build referral partnerships, coach underperformers using performance improvement plans, and partner with Fulfillment Operations to increase closed volume while maintaining strong operational, risk, and compliance discipline.
Must-Have Skills
day-to-day management of Mortgage Loan Originators (MLOs)manage team mortgage loan sales and cross-selling objectivesrecruit and grow talentcoach and train MLOspartner with Fulfillment Operations to drive closed volumeidentifyassessmanagemonitorand report risks of all typesmonitor operationalrisk and compliance related issuesensure loan originator quality and adherence to standardsdevelop referral source relationshipsmanage personal and team production via local and Bancorp reporting and KPIs
Tools & Platforms
Bancorp reportinglocal reportingKPIs (Key Performance Indicators)
Required Skills
residential mortgage loans originationresidential mortgage loan salescross-selling objectivesloan structuringloan pricinginvestment of marketing dollarsclosed volume productionMortgage Loan Originator (MLO) onboardingMortgage Loan Originator (MLO) coachingMortgage Loan Originator (MLO) trainingrisk identificationrisk assessmentrisk managementrisk monitoringrisk reportingreferral source relationship developmentrealtors relationship developmentbuilders relationship developmentsales culture developmentsales focused environmentFinancial Center relationship developmentlocal reportingBancorp reportingKPIs (Key Performance Indicators)performance improvement plansbusiness plan facilitationbusiness plan reviewsstrategic and tactical plan developmentsales calls participation with Mortgage Loan Originators (MLOs)operational issue monitoringrisk issue monitoringcompliance issue monitoringquality level monitoring of loan originatorsintermediary for loan issues with processing manager and underwriting managerHuman Resource tasksexception time reportingperformance reviewscommission administrationtraining needs identificationcustomer service coaching
Hard Skills
residential mortgage loans originationresidential mortgage loan salescross-selling objectivesloan structuringloan pricinginvestment of marketing dollarsclosed volume productionteam production managementMortgage Loan Originator (MLO) onboardingMortgage Loan Originator (MLO) coachingMortgage Loan Originator (MLO) trainingrisk identificationrisk assessmentrisk managementrisk monitoringrisk reportingreferral source relationship developmentrealtors relationship developmentbuilders relationship developmentsales culture developmentsales focused environmentFinancial Center relationship developmentlocal reportingBancorp reportingKPIs (Key Performance Indicators)performance improvement plansbusiness plan facilitationbusiness plan reviewsstrategic and tactical plan developmentsales calls participation with Mortgage Loan Originators (MLOs)operational issue monitoringrisk issue monitoringcompliance issue monitoringquality level monitoring of loan originatorsintermediary for loan issues with processing manager and underwriting managerHuman Resource tasksexception time reportingperformance reviewscommission administrationtraining needs identificationcustomer service coaching
Soft Skills
team leadershipday-to-day managementcoachingtrainingrecruitingtalent developmentcommunicationproblem solvingrisk-aware decision makingaccountabilitycustomer-focused mindsetcross-functional partnership
Keywords for Your Resume
Area Sales ManagerArea Sales Manager IIresidential mortgage loansmortgage loan originationMortgage Loan Originator (MLO)MLOoriginationclosed volumeFulfillment Operationsrisk identificationrisk assessmentrisk managementrisk monitoringrisk reportingreferral source relationshipsrealtorsbuilderssales cultureFinancial CenterKPIs (Key Performance Indicators)performance improvement plansbusiness plansloan structuringpricingcommission administrationprocessing managerunderwriting manager
Deal Breakers
Must have experience managing Mortgage Loan Originators (MLOs) and meeting mortgage sales/cross-selling objectives, Must demonstrate ability to manage mortgage loan origination risk (identify, assess, manage, monitor, report)
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