About this role
This role manages residential mortgage loan origination for Financial Centers and external referrals by leading and coaching Mortgage Loan Originators (MLOs). The manager drives closed volume via referral relationship development, team production management using reporting and KPIs, and ongoing business plan reviews.
Key Responsibilities
- Recruit, hire and onboard new loan officers
- Develop and foster referral source relationships
- Manage personal and team production via local and Bancorp reporting and KPIs
- Monitor operational, risk and compliance related issues and take appropriate action
- Coaches MLOs to meet production goals and ensure customer service based on Bancorp customer satisfaction data
Technical Overview
This position focuses on mortgage sales operations, including structuring and pricing loans, coordinating between processing and underwriting, and maintaining controls through risk appetite-aligned risk identification, assessment, monitoring, and reporting. It relies on local and Bancorp reporting and KPIs to measure production and ensure quality and customer service standards are met.
Ideal Candidate
The ideal candidate is a mortgage banking sales manager who has managed Mortgage Loan Originators (MLOs) and is accountable for residential mortgage loan production and cross-selling. They are skilled at building referral pipelines, coaching and improving underperformers using structured performance plans, and maintaining loan quality while monitoring operational, risk, and compliance issues.
Must-Have Skills
origination of residential mortgage loansday-to-day management of Mortgage Loan Originators (MLOs)recruit and onboard new loan officersbuild strategic and tactical plans for driving volume growthmonitor all operationalrisk and compliance related issues and take appropriate actionmonitor quality levels of loan originatorsensure MLOs provide a high level of customer service based on Bancorp customer satisfaction datacoaching direct reports to achieve production goals
Tools & Platforms
local reportingBancorp reportingKPIs (Key Performance Indicators)Bancorp customer satisfaction data
Required Skills
residential mortgage loan originationmortgage loan salescross-selling objectivesloan structuringloan pricingmarketing dollars investmentgroup affiliationsMLO utilization prioritizationclosed volumerisk identificationrisk assessmentrisk managementrisk monitoringrisk reportingrisk appetite adherencereferral source relationship developmentrealtors relationship developmentbuilders relationship developmentsales culture developmentFinancial Center relationship developmentlocal reportingBancorp reportingKPIsbusiness plan developmentbusiness plan reviewsstrategic and tactical planssales calls with MLOsloan originator quality monitoringloan processing coordinationunderwriting coordinationoperational risk and compliance monitoringcustomer service coachingexception time reportingperformance reviewscommission administrationidentifying training issuesrecruitinghiringonboardingcoachingtraining
Hard Skills
residential mortgage loan originationmortgage loan salescross-selling objectivesloan structuringloan pricingmarketing dollars investmentgroup affiliationsMLO utilization prioritizationclosed volumerisk identificationrisk assessmentrisk managementrisk monitoringrisk reportingrisk appetite adherencereferral source relationship developmentrealtors relationship developmentbuilders relationship developmentsales culture developmentFinancial Center relationship developmentlocal reportingBancorp reportingKPIs (Key Performance Indicators) managementbusiness plan developmentbusiness plan reviewsstrategic planningtactical planningsales call participation with Mortgage Loan Originators (MLOs)loan originator quality monitoringloan processing coordinationunderwriting coordinationoperational issue monitoringrisk issue monitoringcompliance issue monitoringcustomer service coachingBancorp customer satisfaction data monitoringexception time reportingperformance reviewscommission administrationtraining issue identificationrecruitinghiringonboardingcoachingtrainingperformance improvement plans managementsupervisory performance feedback
Soft Skills
team leadershipcoachingtrainingcommunicationstakeholder managementrelationship buildingproblem solvingrisk escalationaccountabilitycustomer focusmanaging under-performersperformance managementcross-functional collaboration
Keywords for Your Resume
Area Sales ManagerArea Sales Manager IIresidential mortgage loansmortgage loan salescross-selling objectivesMortgage Loan OriginatorMortgage Loan Originator (MLO)MLOFulfillment Operationsclosed volumerisk appetiteidentifying risksassessing risksmanaging risksmonitoring risksreporting risksreferral source relationshipsrealtorsbuilderssales cultureBancorp reportinglocal reportingKPIsbusiness plan reviewsperformance improvement plansloan processing managerunderwriting managerrisk and compliancecustomer service
Deal Breakers
Must have mortgage management experience with Mortgage Loan Originators (MLOs) and residential mortgage loan origination, Must be able to demonstrate risk appetite-based risk identification, monitoring, and reporting along with compliance oversight
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