Area Sales Manager (ASM) II

Fifth Third Bank•Cleveland, OH

About The Position

The Area Sales Manager II manages residential mortgage loan origination for Financial Centers and outside referrals, overseeing the team’s production and sales and cross-selling objectives. The role manages Mortgage Loan Originators (MLOs) day to day, including loan structuring and pricing, marketing investment, group affiliations, and prioritization of MLO utilization. The manager partners with Fulfillment Operations to drive closed volume and recruits, onboards, coaches, and trains MLOs. The position is accountable for identifying and managing risks while following bank policies and procedures and supporting positive customer experiences. It leads the team’s sales activity and performance, maintains referral and Financial Center relationships, manages production using reporting and KPIs, and monitors loan quality, operational practices, risk, and compliance. The role also handles team-related human resources responsibilities and provides employee feedback, development, recognition, and succession planning.

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.
High integrity and ability to lead by example.
Demonstrated 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 technique and sales coaching skills.
Strong desire to excel in a competitive environment.
Strong interpersonal and communication skills.
Strong analytical and problem-solving skills.
Excellent verbal, written, presentation, people, and diplomacy skills.
Ability to multitask and be flexible.
PC 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.

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.
Develop and foster relationships with Financial Center personnel to build 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 MLO business-plan development and manage and coach to those plans.
Hold regular business-plan reviews with the sales team.
Build strategic and tactical plans to drive volume growth in the assigned area.
Participate in sales calls with MLOs.
Help departmental management identify potential improvements to systems and procedures.
Demonstrate and coach the bank’s service promise to support a high level of customer service, using Bancorp customer-satisfaction data.
Monitor operational, risk, and compliance issues and take appropriate action when standards are not met.
Monitor loan-originator quality to ensure adherence to standards.
Serve as an intermediary on loan issues with processing and underwriting managers.
Perform team human resources tasks, including exception time reporting, performance reviews, coaching, performance management, commission administration, and identifying training issues.
Provide timely, candid, and constructive performance feedback; develop employees and provide career-growth opportunities; build bench strength and succession plans; and recognize and reward employee accomplishments.
Manage risk by identifying, assessing, monitoring, and reporting risks, elevating concerns, and following bank policies and procedures.

Benefits

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

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