Job SummaryThe Area Sales Manager (ASM) is a production leader responsible for developing Loan Officers and driving measurable growth in production, partnerships, and performance within Key Mortgage and Baird & Warner offices. The ASM is accountable for the performance, development, and professionalism of the Loan Officers within their region while strengthening One Company alignment with Baird & Warner. The goal is growth of people, production, and partnerships.
Core ResponsibilitiesRetention & EngagementRetain and develop a high-performing, engaged Loan Officer team.
- Drive Loan Officer performance through consistent coaching, accountability, and clear production and quality expectations
- Execute a standardized, company-wide operating rhythm, including weekly pipeline reviews, bi-weekly one-on-ones, and quarterly business reviews (QBRs) for all assigned Loan Officers.
- Utilize a standardized coaching framework and scorecard to ensure uniform performance management across all regions.
- Conduct weekly shadowing or joint sales calls with Loan Officers to provide real-time feedback and model best practices.
- Identify and address performance gaps or disengagement early to maintain momentum
- Reinforce disciplined execution across pipeline management, agent engagement, and professional standards
- Maintain strong alignment with Managing Brokers to ensure service quality and team integration
RecruitmentAttract and onboard Loan Officers who align with Key Mortgage's performance and culture.
- Actively identify and engage high-quality recruiting opportunities within the market
- Leverage relationships with Managing Brokers and industry networks to build a consistent talent pipeline
- Participate in and support the interview, selection, and onboarding process
- Ensure new hires are positioned for success through clear expectations, coaching, and integration into offices
Growth & ProductivityDrive measurable increases in production, partnerships, and performance.
- Establish and manage production expectations, business plans, and performance metrics across the team
- Audit individual Loan Officer business plans quarterly, ensuring their daily prospecting activities align with their volume and unit targets.
- Monitor pipeline, conversion, and capture to drive measurable improvement
- Coach Loan Officers on relationship development, sales strategy, and competitive positioning
- Ensure 100% adoption of company-provided CRM, marketing platforms, and sales technology among the Loan Officer team.
- Expand office-level performance, partnerships, and overall market share through partnering with branch managers and developing relationships with top brokers.
- Identify bottom-quartile producers and implement 30-60-90 day performance improvement plans with strict, measurable activity requirements.
Customer Experience & Quality- Actively monitor Net Promoter Score (NPS) and customer feedback for the region, identifying trends and implementing corrective coaching for any Loan Officers falling below company benchmarks.
- Enforce company-defined Service Level Agreements (SLAs) regarding communication and response times with borrowers, agents, and internal operations staff.
- Intervene and act as an escalation point for complex customer or agent issues, ensuring rapid resolution and preserving the client relationship.
- Partner closely with Operations (processing/underwriting) to review regional quality metrics, including file submission completeness, pull-through rates, and conditions per file.
- Hold Loan Officers accountable to Key Express usage and scorecard metrics, ensuring files are submitted cleanly to reduce operational drag.
- Provide targeted training for Loan Officers who consistently exhibit high error rates or slow submission-to-close timelines.
Capture Rate & Partnerships- Lead joint monthly business planning sessions with Baird & Warner Managing Brokers to review specific capture rate data, identify lost opportunities, and map out agent-engagement strategies.
- Present capture rate progress, market updates, and mortgage strategies at weekly/monthly real estate office sales meetings to increase visibility.
- Identify 'low-adoption' real estate agents within assigned offices and partner with Loan Officers to build targeted relationship-building campaigns to win their business.
Success Measure- Build, retain, and grow a high-performing team that delivers consistent production and strengthens the One Company strategy
RequirementsExperience & Background- Prior Origination Track Record: Minimum of 5+ years of success as a top-producing Loan Officer or Sales Manager. This foundational experience is critical for establishing credibility and deep subject matter expertise among the sales team.
- Leadership & Recruitment: 3+ years of documented experience managing or mentoring loan officers, demonstrating a proven ability to actively recruit, seamlessly onboard, and retain high-performing talent in a competitive market.
- Real Estate Partnership Expertise: A strong history of working alongside real estate leadership (such as Managing Brokers and top-tier agents) to successfully drive joint venture production and meet aggressive branch capture goals (e.g., 30%+ capture rate target).
- Minimum years in a production leadership or coaching role
- Track record managing/developing a team of Loan Officers (team size, tenure)
- Prior production history if applicable (own book of business before moving into leadership)
Technical Mastery & Sales Orientation- Purchase Process & Deal Structuring: Comprehensive mastery of purchase mortgage workflows, changing industry guidelines, and complex deal structuring. The candidate must be capable of helping Loan Officers navigate underwriting obstacles to win and retain agent trust.
- Sales Execution & Technology: A dynamic, highly sales-oriented leader capable of leading by example. They must be comfortable conducting joint sales calls, shadowing field agents, and driving 100% adoption of organizational sales technology, CRM systems, and automated marketing platforms.
- Operational & Quality Standard Enforcement: Thorough understanding of processing and underwriting timelines. Must enforce SLAs firmly, manage file submission quality strictly (e.g., maximizing Key Express utilization), and continuously work to minimize conditions per file.
Salary Range$150,000-$350,000
Benefits- Medical
- Dental
- 401k
- PTO
- VTO
