Summary:The Producing Mortgage Sales Manager is responsible for driving mortgage loan growth through both personal production and the leadership of a high-performing sales team. This dual-role position combines hands-on origination with strategic coaching, sales management, and community relationship-building to expand market presence and deliver an exceptional borrower experience. The Manager leads Mortgage Loan Officers in achieving production goals, provides ongoing sales development, and ensures operational excellence in compliance with regulatory and bank standards.
In addition to originating loans, this role builds and strengthens referral networks with real estate professionals, builders, financial advisors, and community partners. The Manager analyzes market trends to inform strategy, partners across internal departments to ensure efficient loan processing, and represents the bank at community and industry events. Success in this position requires strong sales acumen, deep mortgage expertise, leadership capability, and the ability to foster a culture of accountability, collaboration, and customer-centric service.
Essential Duties and Responsibilities: Sales Leadership & Team Management- Lead, coach, and develop a team of Mortgage Loan Officers to achieve individual and team production goals.
- Conduct regular one-on-one coaching sessions focused on pipeline review, prospecting discipline, product knowledge, and sales effectiveness.
- Recruit, onboard, and mentor new loan officers to build a strong, sustainable sales team.
- Foster a culture of accountability, collaboration, and continuous improvement.
- Represent the bank in various civic community functions to further enhance the bank's image in the community.
- Develop and promote business relationships and be able to cross-sell different lines of products such as checking savings, investment, commercial, small business loans, and other related products.
- Ability to attend events during working hours and if needed during the evening and weekends, dependent on the needs of the Bank and customers.
Personal Production- Originate mortgage loans through initiative-taking prospecting, referral partner development, and exceptional customer service.
- Maintain a strong personal pipeline and consistently meet or exceed individual production targets.
- Serve as a subject-matter expert on mortgage products, pricing, and guidelines to support both personal clients and team members.
Business Development & Market Growth- Build and maintain strong relationships with real estate agents, builders, financial advisors, attorneys, and community partners.
- Represent the bank at community events, networking functions, and industry associations to expand brand presence.
- Identify market opportunities and develop local strategies to increase loan volume and customer acquisition.
Operational Excellence & Compliance- Ensure all loan files meet regulatory, investor, and bank compliance standards, including fair lending and CRA expectations.
- Partner closely with processing, underwriting, and closing teams to ensure a smooth, timely borrower experience.
- Monitor team pipelines for quality, timeliness, and adherence to credit policy.
- Leverage technology, LOS tools, and reporting dashboards to manage performance and drive efficiency.
- Interviews applicants for loans and conduct or coordinate analysis of credit information. During interview process, identify and cross-sell other relative Bank products.
- Must be available for potential customers during non-traditional hours (early morning/evening/weekends) by appointment. Must be available for flexible schedule.
- Provides information and assistance to customers relating to loan applications. Ensures accuracy and completeness of loan applications and related documentation.
- Follows quality control steps to ensure that all policies, procedures, and compliance with mortgage lending regulations are being followed.
Strategic Planning & Reporting- Analyze market trends, competitor activity, and internal performance metrics to inform sales strategies.
- Prepare and deliver regular production reports, forecasts, and performance updates to senior leadership.
- Collaborate with marketing and product teams to support targeted campaigns and product rollouts.
Education and Experience: - High school diploma or equivalent / Bachelor's degree preferred
- 5 + years of recent experience as a Mortgage Sales Manager or Loan Originator with proven production history
Skills Required: - Deep knowledge of mortgage products, underwriting guidelines, regulatory requirements, and secondary market practices.
- Prior leadership or team-lead experience are strongly preferred.
- Strong communication, coaching, and relationship-building skills.
- Ability to thrive in a fast-paced, goal-driven environment while maintaining high standards of integrity and compliance.
- Demonstrated success in prospecting, generating leads, closing business and consistently meeting/exceeding production goals.
- Verifiable, established network of referral business including Real Estate professionals and other centers of influence.
- Must be eligible to register as a Mortgage Loan Originator with the Nationwide Mortgage Licensing System & Registry (NMLS); must continue to meet eligibility requirements for duration of employment.
- Must have knowledge of regulatory compliance.
- Initiative-taker and entrepreneur with strong sales abilities and negotiation skills.
- Excellent analytical, organizational, interpersonal, and customer service skills.
- Must be able to provide own transportation with about 20-25% to generate business; availability to attend networking and work-related events outside of normal business hours required.
Computer Skills:- Expertise in MS Office 365 (Word, Excel)
- Proficiency with loan origination systems and CRM tools
INDEPENDENT ACTIONPerforms work independently within scope of established guidelines and practices. Consults with Manager where clarification or exception to Bank policy may be required.
NOTE: These statements are intended to describe the general nature and level of work involved for this job. It is not an exhaustive list of all responsibilities, duties and skills required for this job.
