Regional Mortgage Sales Manager - TX

Regional Mortgage Sales Manager - TX

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General Function :

The Regional Sales Manager role performs a wide range of duties relating to the origination of 1-4 family residential mortgage loans for Financial Centers, internal and external referral sources. Meet standards and objectives defined by management for team mortgage loan sales and One Bank objectives. Responsible for the overall production of the team and the day-to-day management of each Mortgage Loan Originators (MLO) inclusive of structuring of loans, pricing, investment of market dollars, group affiliations, and prioritization of MLO utilization. Effectively partner with Fulfillment Operations to drive closed loan volume. Increase market share thru recruitment of loan officers and sales managers. Coach and train Mortgage team members on behaviors and activities required to effectively originate 1-4 family residential mortgage loans. May participate in Regional residential mortgage financial planning, strategic planning, sales support, and other duties as assigned by the National Sales Director.

Essential Duties and Responsibilities :

Manage a minimum of 30 MLOs and / or 3-4 managers.

Manage a team of Area Sales Managers and applicable supervisory personnel. Overall responsibility for all mortgage team members.

Develop and foster referral source relationships (realtors, builders, professional and personal contacts, etc.).

Recruit, hire, and train new loan officers. Develop a sales culture and sales focused environment within team.

Develop and foster relationships with Financial Center personnel to build business and referrals.

Manage team production via local and Bancorp reporting and KPIs.

Coach direct reports to achieve production goals. Actively manages underperformers via performance improvement plans to meet established performance levels.

Facilitate the development of business plans with MLOs and manage / coach to those plans.

Build strategic and tactical plans for driving volume growth in assigned area.

Hold sales force accountable to daily, weekly, and monthly operating rhythms necessary to achieve sales objectives and performance measures.

Hold regular periodic business plan reviews with sales and management teams.

Lead and facilitate sales calls with MLOs as well as fellow sales leaders focused on driven a high performing sales culture.

Assist department management in identifying possible improvements in systems and procedures.

Demonstrate and coach to the bank's promise to serve to ensure that MLOs provide a high level of customer service to external customers based on Bancorp customer satisfaction data.

Monitor all operational, risk and compliance related issues and take appropriate action when standards are not met.

Monitor quality levels of MLOs to insure adherence to standards.

Serve as an intermediary for loan issues with processing manager and underwriting manager.

Perform Human Resource tasks for the team, such as exception time reporting, performance reviews, coaching, performance management and identifying training issues.

Supervisory Responsibilities :

Responsible for providing employees timely, candid, and constructive performance feedback; developing employees to their fullest potential and provide challenging opportunities that enhance employee career growth; developing the appropriate talent pool to ensure adequate bench strength and succession planning; recognizing and rewarding employees for accomplishments. Team Reporting Structure : Minimum of 30 MLOs and / or three to four managers (ASM I / ASM II).

Minimum Knowledge, Skills & Abilities Required :

Affiliate must have at least $500MM in annual volume to be eligible for regional manager position.

High school diploma or GED equivalent. Four-year college degree preferred.

5-7 years residential mortgage sales experience required.

In-depth knowledge of conventional, government, and portfolio guidelines.

3-5 years mortgage management experience preferred.

In-depth knowledge of residential mortgage processing, underwriting, and closing procedures.

In-depth knowledge of federal lending regulations governing real estate lending.

Demonstrated organizational skills.

Demonstrated leadership skills.

Must lead by example and have a high level of integrity.

Demonstrated teamwork and customer service skills.

Ability to analyze policies, procedures, and guidelines in a way that maximizes productivity but protects the level of risk desired.

In-depth sales technique / sales coaching skills.

Strong desire to excel in a competitive environment.

Strong interpersonal and communication skills.

Strong analytical and problem-solving skills are required.

Excellent verbal, written, presentation, people, and diplomacy skills are required.

Work requires the ability to multi-task and to be flexible.

PC proficient in Windows based software programs (Outlook, Word, Excel, PowerPoint).

Experience with Mortgage origination systems and automated decisioning tools required.

Ability to motivate team, work independently, manage multiple projects, work under pressure, and adapt to sudden changes in the work environment.

This position requires S.A.F.E. Act registration at the time of employment through the Nationwide Mortgage Licensing System (NMLS). The NMLS web site provides the MU4R questions and registration required for employment in this position.