Mortgage Sales Manager

Summary:  

The Mortgage Sales Manager at our community bank is a key leadership role responsible for overseeing and managing the mortgage lending team, including mortgage bankers and loan underwriters. This position plays a pivotal role in driving sales, ensuring compliance, and maintaining high-quality customer service for both real estate and non-real estate secured consumer lending products.  This role educates and develops our branch managers and personal bankers to be confident in cross-selling all consumer real estate and non-real estate secured lending products. Develops and maintains competitive interest rate structure consistent with the bank’s policies and goals.

Principal Responsibilities:

• Lead and manage a team of mortgage bankers and loan underwriters to achieve individual and departmental goals.
• Provide mentorship, guidance, and support to team members to enhance their performance and professional development.
• Foster a collaborative and positive team culture that emphasizes excellence in customer service and adherence to policies and procedures.

• Develop and implement strategies to drive consumer real estate and non-real estate secured loan origination and achieve sales targets.
• Establish and monitor key performance indicators (KPIs) to evaluate the performance of mortgage bankers and the overall sales team.
• Work closely with the team to identify opportunities, attract borrowers, resolve challenges, increase the loan portfolio and optimize the sales process.
• Understand full line of bank products for the purposes of deepening customer relationships with the bank and increasing household profitability.
• Educate and develop the branch managers and personal bankers with consumer real estate and non-real estate secured lending product knowledge to a point they can confidently take applications on some products and refer to the mortgage bankers.
• Suggest improvements to lending strategies, goals and activities as market conditions change.

• Provide direction and oversight to the consumer real estate and non-real estate secured loan underwriting team to ensure timely and accurate processing of loan applications.
• Collaborate with underwriters to address complex loan scenarios and ensure compliance with lending guidelines.
• Approve loans within authorized limits.

• Cultivate and maintain strong relationships with customers, real estate agents, and other stakeholders in the community.
• Ensure a high level of customer satisfaction by addressing concerns, resolving issues, and providing exceptional service throughout the lending process.
• When necessary, interview loan applications and collect/analyze financial and related data to determine creditworthiness and the merits of loan request.

• Stay informed about changes in consumer real estate and non-real estate secured lending regulations and ensure that the lending team operates in compliance with all relevant laws and policies.  Including secondary market underwriting requirements.
• Implement and enforce internal controls to mitigate risks associated with consumer real estate secured and non-real estate lending activities to protect the Bank’s assets.
• Monitor the residential mortgage, home equity and non-real estate secured portfolios and recommend appropriate changes to rates, terms, and product offerings.

• Generate regular reports on consumer lending activities, sales performance, and key metrics required by management, auditors and regulators.
• Analyze data to identify trends, areas for improvement, and opportunities for growth.

• Contribute to the development of the mortgage and consumer lending department's strategic plan.
• Collaborate with senior management to align consumer real estate and non-real estate secured lending goals with overall organizational objectives.

• Provide ongoing training to mortgage bankers, underwriters and branch staff on industry best practices, product knowledge, and compliance requirements.
• Support continuous learning and professional development initiatives within the team.
1. Community Involvement:
   • Participate in community organizations and activities, cultivate business relationships, market the bank, and promote banking products and services.

Requirements:

• Bachelor’s degree in business, finance, or related field preferred.
• Proven experience in mortgage lending, including business development and sales management.
• Strong knowledge of mortgage laws, regulations, and compliance.
• Strong leadership, communication, interpersonal and coaching skills.
• Ability to thrive in a dynamic, community-oriented banking environment.