Manager Community Lending Mortgage Sales Manager

City National Bank • Nashville, TN

7d

About The Position

The Community Lending Mortgage Sales Manager manages and directs community lending mortgage loan sales activities to meet the Residential Lending Division’s production, loan quality, and profitability goals. The role coaches, develops, motivates, and supports a team of mortgage sales representatives; sets and reviews individual production goals; provides sales coaching; directs marketing and lead coordination; identifies cross-selling opportunities; and manages the production pipeline.

The manager also originates first mortgages and concurrent second-loan products for existing and prospective clients, with a focus on e-banking diverse segments, underserved communities, and low- to moderate-income consumers and geographies. The role cultivates referral relationships and new business through outside sales, provides consultative and ethical loan counseling, assesses client needs, presents mortgage solutions, and supports applicants through processing and underwriting.

The position works across the Bank to build a strong Residential Lending sales culture, develop products and capabilities, and maintain sound credit, risk, policy, and regulatory practices. The colleague must be in good standing under the SAFE Act and registered or licensed with the Nationwide Mortgage Licensing System and Registry, or be eligible to register under the SAFE Act. Reporting to a designated City National location is an essential function unless the role is otherwise indicated as fully remote.

Requirements

• Bachelor’s degree or equivalent.
• At least 10 years of mortgage lending experience in a financial services environment.
• At least 3 years of management experience.
• Must be in good standing under the SAFE Act and registered or licensed with the Nationwide Mortgage Licensing System and Registry, or able to register under the SAFE Act; must remain in good standing.
• Well-developed sales and client management skills, with expert knowledge of mortgage products, services, and solutions.
• Demonstrated sales leadership or management experience and success in a sales management role.
• Proficiency with Microsoft Office, including Word, Excel, and PowerPoint.
• Extensive industry and business knowledge of practices and regulations affecting mortgage lending.
• Demonstrated management skills and excellent verbal and written communication skills to interact with all levels of Bank personnel and clients.
• Ability to promote the Bank’s CRA efforts, fair and responsible banking goals, and service to underserved communities.

Nice To Haves

• A network of professional and nonprofit referral sources is highly preferred.
• Demonstrated superior sales and marketing ability.

Responsibilities

• Manage Community Lending sales staff and establish production goals for each Community Lending Loan Officer (CLLO).
• Review sales goals against actual results and provide direct coaching on assessing client needs, developing solutions, and closing deals.
• Call on existing and prospective clients and referral sources with sales staff to generate business.
• Exercise sound credit and risk judgment when approving or recommending transactions, and ensure compliance with Bank policy and regulatory requirements during applications.
• Represent the Bank in civic, community, business, industry, and professional organizations, using these activities as appropriate to promote Bank products and services.
• Work with product managers to develop and enhance Residential Lending capabilities, products, and services.
• Interface with senior Bank management, relationship managers, team leaders, and business development officers on Residential Lending sales issues, processes, and activities.
• Monitor competitive products, practices, and market conditions.
• Comply with Bank operational and credit policies, procedures, and regulatory requirements, including the Bank Secrecy Act, Know Your Client, Community Reinvestment Act, fair lending practices, and the Code of Conduct.
• Support established Bank programs, including Community Reinvestment Act and Affirmative Action efforts.
• Complete special projects as requested and maintain appropriate quality controls related to financial products, services, processes, and colleague incentives.
• Provide City National products and services ethically and with integrity, consistent with the Bank’s client-first culture and PRIDE values.
• Manage relationships and work with trade, realtor, and nonprofit organizations, contributing positively to the community.
• Focus lending efforts on underserved communities, low- to moderate-income consumers and geographies, and targeted areas.
• Originate residential mortgage loans and related Bank products through outside sales and expand referral networks, including relationships with realtors, attorneys, CPAs, business managers, nonprofits, trade organizations, and financial advisors.
• Visit clients, designated representatives, and referral sources at their businesses or other locations away from the office to prospect for and originate mortgage loans.
• Provide sound and ethical loan counseling to potential applicants.
• Act as a liaison between the Bank and customers during processing and underwriting to help ensure timely processing and high-quality customer service.
• Complete loan applications and related processes in accordance with Bank policies, procedures, product guidelines, laws, regulations, and accepted business practices.
• Forward substantially complete application packages to Processing and Underwriting using a process that adheres to TRID requirements.
• Develop or implement sourcing strategies as required by written goals.

Benefits

• Medical, dental, and vision coverage, available the first of the month following the start date.
• 401(k) company matching contribution.
• Tuition reimbursement and internal upskilling and training resources.
• Vacation, sick, and volunteer time.
• Fertility benefits and cancer, diabetes, and musculoskeletal support programs.
• Career mobility support from a dedicated recruitment team.
• Colleague Resource Groups for networking and community engagement.
• Eligible for bonus and/or commissions.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager