Role OverviewThe Mortgage Area Sales Manager is responsible for leading, developing, and growing a high-performing team of Loan Officers across their region. This role focuses on recruitment, retention, coaching, performance management, and sales leadership, working closely with Regional Sales Managers and Sales/Branch Managers to drive consistent production, a strong culture, and long-term growth. The Mortgage Area Sales Manager will work closely with our bank partners to collaborate on initiatives that advance shared goals and business development.
This position is not a branch operations role; the primary emphasis is on Business Development, people leadership, sales performance, and development.
Primary Purpose:The Mortgage Area Sales Manager is responsible for recruiting, developing, coaching, and retaining Loan Officers within their region. This role partners with Regional Sales Managers and Sales/Branch Managers to ensure:
- Consistent execution of sales strategies
- Achievement of individual, branch, and regional production goals
- A strong, collaborative, and performance-driven sales culture
Essential Responsibilities:Sales Leadership & Performance- Partner with Regional Sales Managers and Sales/Branch Managers to drive sales execution across the region
- Partner with Regional Sales Managers and Sales/Branch Managers to establish, track, and support sales goals for Loan Officers, aligned with regional and company objectives
- Support achievement of production and budget goals assigned to the region
- Review company and sales performance reports to monitor progress and identify opportunities
- Support pipeline management, profitability, customer satisfaction metrics, and performance reviews
Recruitment, Retention & Talent Development- Recruit and retain high-quality Loan Officers aligned with TowneBank's culture and growth strategy
- Coach Sales and Branch Managers on effective recruitment and retention practices
- Develop strategies to attract top talent and reduce turnover
- Support onboarding and early-stage success of new Loan Officers
Coaching, Training & Development- Serve as a sales coach and leader, not just a manager
- Coach Sales and Branch Managers on how to effectively coach their Loan Officers
- Support and reinforce best practices in sales behaviors, activity management, and relationship development
- Coordinate Loan Officer training with the Training Manager as needed
- Promote a mindset of accountability, ownership, and continuous improvement
Sales Process & Client Experience- Support Sales/Branch Managers and Loan Officers in executing consistent, effective sales processes
- Ensure sales activities align with TowneBank's commitment to an exceptional client experience
- Communicate and implement sales-related policy or process changes as needed
Industry Knowledge & Compliance- Maintain a strong working knowledge of:
- Mortgage products, pricing, and guidelines
- Market trends and competitive landscape
- Applicable laws, compliance, and regulatory requirements
- Sales technology and industry best practices
- Obeys all applicable federal laws, rules, and regulations relating to Anti-Money Laundering (AML), including the Bank Secrecy Act (BSA)
Collaboration & Business Development- Work collaboratively with Marketing and Sales teams, supporting regional marketing agreements
- Identify business development opportunities for TowneBank Mortgage and affiliated companies
- Strengthen internal partnerships to support growth, efficiency, and market presence
Personal Production- Target $12 million in annual closed loan volume through the Area Sales Manager's personal production
Measures of Success- Strong Loan Officer recruitment and retention
- Consistent achievement of regional production goals
- Engaged, motivated, and accountable sales teams
- Sales Managers who coach effectively and lead strategically
- A positive, collaborative, high-performance sales culture
Minimum Required Skills & Competencies:- Active NMLS number in good standing
- Strong written and verbal communication skills
- Minimum 3 years of experience as a Loan Officer with a proven sales record
Desired Skills & Competencies: - Working knowledge of FNMA/FHLMC, FHA, VA, and State Bond Program guidelines
- Familiarity with current Mortgage Industry, Regulatory, and Mortgage Secondary Market requirements and conditions
- Minimum 3 years of experience as a Mortgage Sales Manager (or equivalent management experience)
Physical Requirements:- Express or exchange ideas by means of the spoken word via email and verbally
- Exert up to 10 pounds of force occasionally, use your arms and legs, and sit most of the time
- Have close visual acuity to perform activities such as analyzing data, viewing a computer terminal, reading, and preparing documentation
- Not substantially exposed to adverse environmental conditions
- The physical demands described here are representative of those that must be met by an employee to successfully perform the essential responsibilities of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential responsibilities.
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