Area Sales Manager I Southern CA

Fifth Third Bank • Virtual - California, CA

2d • Remote

About The Position

The Area Sales Manager I originates residential mortgage loans for Financial Center offices and outside referrals, meeting management-defined standards and objectives for personal mortgage loan sales and cross-selling. The manager assumes responsibility for personal residential mortgage loans from application through closing and is accountable for the overall production and day-to-day management of a team of Mortgage Loan Originators (MLOs). The role partners with Fulfillment Operations to drive closed volume.

The position develops referral relationships with realtors, builders, professional and personal contacts, and Financial Center personnel, while building a sales-focused team culture. It manages personal and team production through reporting and KPIs, leads business plan reviews, creates plans for volume growth, participates in sales calls, and supports improvements to systems and procedures.

The manager oversees customer service, loan quality, compliance, and adherence to bank policies and regulatory requirements. The role also handles team-related human resources activities, including coaching, performance reviews and management, commission administration, training needs, recruitment, hiring, and onboarding. The position is virtual in California.

The role is accountable for managing risk by communicating concerns, following policies and procedures, and identifying, assessing, monitoring, and reporting risks while working within the Bank’s risk appetite. Compensation is largely incentive-based and is combined with either a base salary or a draw; total incentive compensation depends on company, line of business, and/or individual performance. The company describes its benefits as comprehensive and intended to support employees’ and families’ physical, financial, emotional, and social well-being, but does not specify individual benefits in this posting.

Requirements

• High school diploma or GED equivalent.
• Two to four years of residential mortgage sales experience.
• In-depth knowledge of conventional, government, and portfolio lending guidelines.
• Knowledge of residential mortgage processing, underwriting, and closing procedures.
• Knowledge of federal lending regulations governing real estate lending.
• Demonstrated leadership, organizational, teamwork, and customer service skills.
• High integrity and the ability to lead by example.
• Ability to analyze policies, procedures, and guidelines to maximize productivity while protecting the desired level of risk.
• In-depth sales techniques and sales coaching skills.
• Strong interpersonal, communication, analytical, and problem-solving skills.
• Excellent verbal, written, presentation, people, and diplomacy skills.
• Ability to multitask and remain flexible.
• Proficiency with Windows-based software, including Outlook, Word, Excel, and PowerPoint.
• Experience with mortgage origination systems and automated decisioning tools.
• Ability to motivate a team, work independently, manage multiple projects, work under pressure, and adapt to sudden changes in the work environment.
• S.A.F.E. Act registration through the Nationwide Mortgage Licensing System (NMLS) is required at the time of employment.

Nice To Haves

• Two- or four-year college degree preferred.
• Previous management experience preferred.

Responsibilities

• Originate residential mortgage loans for Financial Center offices and outside referrals, managing personal loans from application through closing.
• Meet management-defined standards and objectives for personal mortgage loan sales and cross-selling.
• Manage overall team production and the day-to-day activities of at least five Mortgage Loan Originators (MLOs).
• Partner effectively with Fulfillment Operations to drive closed volume.
• Develop and foster referral relationships with realtors, builders, and professional and personal contacts.
• Develop a sales culture and sales-focused environment within the team.
• Develop relationships with Financial Center personnel to build business and referrals.
• Maintain knowledge of Fifth Third Mortgage Company policies and procedures.
• Manage personal and team production using local and Bancorp reporting and KPIs.
• Hold business plan reviews with the sales team and build strategic and tactical plans to increase volume in the assigned area.
• Participate in sales calls with MLOs.
• Assist departmental management in identifying potential improvements to systems and procedures.
• Ensure MLOs provide a high level of customer service and participate in efforts to improve internal and external customer service.
• Monitor compliance, including required meetings and compliance with state and federal regulations and bank policies and procedures.
• Monitor MLO loan quality and adherence to standards.
• Act as an intermediary on loan issues with processing and underwriting managers.
• Perform team human resources activities, including exception time reporting, performance reviews, coaching, performance management, commission administration, and identifying training needs.
• Recruit, hire, and train new loan officers.
• Provide timely, candid, and constructive feedback; develop employees, provide challenging career-growth opportunities, support succession planning, and recognize employee accomplishments.
• Manage risk by raising concerns, following policies and procedures, and identifying, assessing, monitoring, and reporting risks.

Benefits

• Comprehensive benefits programs intended to support employees and their families’ physical, financial, emotional, and social well-being.
• Incentive-based compensation combined with either a base salary or a draw; incentive compensation is based on company, line of business, and/or individual performance.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager
• Education Level: High school or GED