Area Sales Manager

Key Mortgage Services•Schaumburg, IL

18d•$150,000 - $350,000

About The Position

The Area Sales Manager (ASM) is a production leader responsible for developing Loan Officers and driving measurable growth in production, partnerships, and performance within Key Mortgage and Baird & Warner offices. The ASM is accountable for the performance, development, and professionalism of Loan Officers within their region while strengthening alignment with Baird & Warner. The role focuses on growth of people, production, and partnerships. The ASM leads retention, engagement, recruitment, growth, productivity, customer experience, quality, capture-rate improvement, and real estate partnerships. They coach Loan Officers, establish performance expectations, monitor business and quality metrics, support recruiting and onboarding, and partner with Managing Brokers and Operations to improve customer and business outcomes.

Requirements

At least 5 years of success as a top-producing Loan Officer or Sales Manager.
At least 3 years of documented experience managing or mentoring Loan Officers, including recruiting, onboarding, and retaining talent.
Strong history of working with real estate leadership, such as Managing Brokers and top-tier agents, to drive joint venture production and meet branch capture goals.
Comprehensive mastery of purchase mortgage workflows, changing industry guidelines, and complex deal structuring.
Ability to help Loan Officers navigate underwriting obstacles and maintain agent trust.
Highly sales-oriented leadership approach, including comfort conducting joint sales calls and shadowing field agents.
Ability to drive full adoption of organizational sales technology, CRM systems, and automated marketing platforms.
Thorough understanding of processing and underwriting timelines.
Ability to enforce SLAs and file-submission quality standards, including Key Express utilization, and reduce conditions per file.

Responsibilities

Retain and develop a high-performing, engaged Loan Officer team through coaching, accountability, and clear production and quality expectations.
Execute weekly pipeline reviews, bi-weekly one-on-ones, and quarterly business reviews for assigned Loan Officers.
Use the standardized coaching framework and scorecard to manage performance consistently across regions.
Conduct weekly shadowing or joint sales calls to provide real-time feedback and model best practices.
Identify and address performance gaps or disengagement early, and reinforce disciplined pipeline management, agent engagement, and professional standards.
Maintain alignment with Managing Brokers to support service quality and team integration.
Identify and engage recruiting opportunities; leverage broker and industry relationships to build a talent pipeline; participate in interviews, selection, and onboarding; and set new hires up for success.
Establish and manage production expectations, business plans, and performance metrics across the team.
Audit Loan Officer business plans quarterly and ensure daily prospecting aligns with volume and unit targets.
Monitor pipeline, conversion, and capture rates, and coach Loan Officers on relationship development, sales strategy, and competitive positioning.
Ensure Loan Officers adopt company-provided CRM, marketing platforms, and sales technology.
Expand office-level performance, partnerships, and market share by partnering with branch managers and developing relationships with top brokers.
Identify bottom-quartile producers and implement 30-, 60-, and 90-day performance improvement plans with measurable activity requirements.
Monitor regional Net Promoter Score and customer feedback, identify trends, and coach Loan Officers who fall below company benchmarks.
Enforce service-level agreements for communication and response times with borrowers, agents, and internal operations staff.
Act as an escalation point for complex customer or agent issues and ensure rapid resolution.
Partner with Operations to review regional quality metrics, including file submission completeness, pull-through rates, and conditions per file.
Hold Loan Officers accountable for Key Express usage and scorecard metrics, and provide targeted training to address high error rates or slow submission-to-close timelines.
Lead monthly business planning sessions with Baird & Warner Managing Brokers to review capture-rate data, identify lost opportunities, and plan agent-engagement strategies.
Present capture-rate progress, market updates, and mortgage strategies at real estate office sales meetings.
Identify low-adoption real estate agents and partner with Loan Officers on targeted relationship-building campaigns.
Build, retain, and grow a high-performing team that delivers consistent production and strengthens the One Company strategy.