Area Sales Manager (ASM) II

Fifth Third Bank•Cleveland, OH

About The Position

The Area Sales Manager (ASM) II manages a team responsible for originating residential mortgage loans through Financial Centers and outside referrals. The role is accountable for team production, sales and cross-selling objectives, and the daily management of Mortgage Loan Originators (MLOs), including loan structuring, pricing, marketing investment, group affiliations, and prioritization of MLO utilization. The manager partners with Fulfillment Operations to drive closed volume, recruits and develops talent, and onboards, coaches, and trains MLOs. The role also manages risk and compliance within the Bank’s risk appetite, follows applicable policies and procedures, and supports positive customer experiences. The manager guides team business planning and production, maintains referral and Financial Center relationships, monitors quality and operational standards, addresses performance concerns, and handles human-resource activities for the team. This position requires S.A.F.E. Act registration through the Nationwide Mortgage Licensing System at the time of employment. Compensation is largely incentive-based and combined with either a base salary or a draw. Incentive compensation depends on company, line-of-business, and/or individual performance. The Bank offers comprehensive benefits intended to support employees’ and their families’ physical, financial, emotional, and social well-being.

Requirements

High school diploma or GED equivalent.
Three to five years of residential mortgage sales experience.
Two to three years of mortgage management experience.
In-depth knowledge of conventional, government, and portfolio guidelines.
In-depth knowledge of residential mortgage processing, underwriting, and closing procedures.
In-depth knowledge of federal lending regulations governing real estate lending.
Demonstrated organizational and leadership skills, integrity, teamwork, and customer-service skills.
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 at the time of employment.

Nice To Haves

Two- or four-year college degree preferred.

Responsibilities

Develop and foster referral-source relationships with realtors, builders, and professional and personal contacts.
Recruit, hire, and onboard new loan officers.
Develop a sales culture and sales-focused environment within the team.
Build relationships with Financial Center personnel to generate business and referrals.
Manage personal and team production using local and Bancorp reporting and KPIs.
Coach direct reports to achieve production goals and manage underperformers through performance improvement plans.
Facilitate business-plan development with MLOs, manage and coach to those plans, and hold regular business-plan reviews.
Develop strategic and tactical plans to grow volume in the assigned area.
Participate in sales calls with MLOs.
Help departmental management identify improvements to systems and procedures.
Demonstrate and coach the Bank’s promise to serve, supporting high customer-service standards for external customers.
Monitor operational, risk, and compliance issues and take appropriate action when standards are not met.
Monitor loan-originator quality and adherence to standards.
Act as an intermediary for loan issues with processing and underwriting managers.
Perform team human-resource tasks, including exception time reporting, performance reviews, coaching, performance management, commission administration, and identifying training needs.
Provide timely, candid, and constructive feedback; develop employees, support career growth and succession planning, and recognize and reward accomplishments.
Manage team mortgage-loan sales and cross-selling objectives, including loan structuring, pricing, marketing investment, group affiliations, and prioritization of MLO utilization.
Partner with Fulfillment Operations to drive closed volume.