Manager, Mortgage Sales

Job Description:

Position Summary:

The Manager, Mortgage Sales leads and supports Mortgage Loan Originators (MLOs) within the assigned territory, establishing and monitoring goals, providing training and coaching, developing action plans, and supporting business development. The role is responsible for day-to-day sales and outreach efforts and mortgage production within the designated geographical region to increase membership and community brand exposure. The manager also establishes, strengthens, and maintains personal external referral relationships to support individual production. The role includes in-person engagement with MLOs, internal business partners, and external referral sources across the assigned territory.

Primary Responsibilities and Duties:

• Collaborate with the Mortgage leadership team to build a team culture of respect, growth and peer-to-peer accountability.

• Lead the recruitment, selection, onboarding, and ongoing development of Mortgage Loan Originators, fostering a high-performing sales team through coaching, mentoring, training, and performance management.

• Establish and monitor team and individual mortgage production goals in partnership with the Mortgage Lending leadership. Review progress with MLOs, identify gaps in sales activity and results, and develop and follow up on action plans.

• Generate new mortgage lending opportunities through proactive business development and prospecting efforts.

• Build and maintain relationships to ensure longevity of existing referral sources both internally and externally with the various Everwise business units, with a heavy focus on the Retail Network.

• Coordinate pipeline management processes to support timely loan movement, operational efficiency, and sales performance objectives.

• Assist Mortgage Loan Originators with loan scenario analysis and structuring to support efficient loan origination and closing outcomes with exceptional member service.

• Partner with Mortgage Loan Originators to resolve file issues and develop alternative lending solutions that support borrower objectives and loan eligibility requirements.

• Address and resolve escalated member inquiries, complaints, and service-related issues to support a positive member experience.

•  effectiveness, operational efficiency, and sales performance.

• Apply expertise in mortgage loan products, underwriting guidelines, and regulatory requirements to support mortgage sales activities and provide guidance to Mortgage Loan Originators.

• Lead and support Mortgage Sales operational and administrative functions, coordinating projects and initiatives that enhance team effectiveness, operational efficiency, and sales performance.

• Accountable for understanding and applying government laws and regulations and Everwise Credit Union policies and procedures relating to the Anti-Money Laundering Regulations including but not limited to the Bank Secrecy Act (BSA), US PATRIOT ACT and OFAC.

• Assumes additional responsibilities as necessary for the continued growth and advancement of the Credit Union.

Knowledge/Skills:

• Proven ability to cultivate strong relationships with members and business partners, driving sales results and achieving established volume targets.

• Thorough knowledge of secondary market/government loan requirements and guidelines.

• Thorough knowledge of regulatory compliance requirements applicable to mortgage lending.

• Excellent written, verbal and interpersonal communication skills.

• Proactive approach to workload; ability to handle multiple priorities and tasks.

• Proficient use of Microsoft Office and mortgage systems applications, including but not limited to: Encompass, CRM systems, and other  applications. 

• Ability to analyze complex or high-end loan files according to investor and internal policy guidelines.

• Thorough knowledge of loan products and underwriting guidelines pertaining to residential mortgage lending.

• Ability to effectively manage a large volume pipeline and follow up as necessary on a consistent basis.

Minimum Requirements:

• Bachelor’s degree in business or related field or equivalent experience

• 4+ years of experience in real estate residential lending

• 3+ years of sales experience

• 2+ years of leadership experience

• Comprehensive knowledge of financial institution products and services.

• Must be registered with an active NMLS License ID or meet registration requirements with the Nationwide Mortgage Licensing System to obtain NMLS License ID