Manager of Mortgage Sales

Desert Financial Credit Union•Phoenix, AZ

7d•Hybrid

About The Position

The Mortgage Sales Manager oversees and directly manages a sales team of retail Mortgage Loan Officers (MLOs). The Mortgage Sales Manager leads and develops MLOs to build strong borrower, branch network, and partner relationships and ensures team success in meeting defined sales goals with a large focus on growing sales capability and enhancing sales potential within the team. Provides retail/branch-level sales leadership with primary accountability for branch-assigned Mortgage Loan Officers (MLOs), overseeing recruitment, selection, training, and performance management to achieve defined sales targets, deliver exceptional member service, strengthen internal branch partnerships, expand in-market referral partner relationships and drive growth of the mortgage portfolio.

Requirements

Bachelor's Degree in Business, Finance or related field; or equivalent combination of education and experience.
4+ Years of previous mortgage banking experience; including 3+ years of direct Mortgage Loan Officer (MLO) experience required.
2+ Years of previous leadership experience, previous sales leadership experience preferred required.
Demonstrated ability to lead with servant leadership, motivation, and emotional intelligence to drive team sales performance, achieve production goals, and build a high-engagement, high-performing team required.
Working knowledge of mortgage lending compliance requirements (ECOA, Reg B, TRID, RESPA, fair lending) with the ability to coach team adherence, identify risk, and drive timely performance improvements required.
Proven ability to identify, develop, and retain talent through coaching, mentoring, and performance management required.
Excellent interpersonal, verbal and communication skills with ability to effectively represent the organization in community, civic and professional settings required.
Advanced analytical, problem-solving, and decision-making skills with the ability to assess performance and identify opportunities required.
Strong technical aptitude with the ability to quickly learn and effectively utilize mortgage origination and sales enablement systems (e.g., LOS, CRM, pricing, disclosures), including troubleshooting issues and supporting team adoption required.
Advanced product knowledge and working understanding of underwriting guidelines and investor requirements, paired with strong discipline in file structuring and pipeline management, enabling effective coaching, improved quality, and reduced rework required.
Ability to travel and work remotely as needed.
Must maintain active federal NMLS registration in good standing in accordance with applicable federal requirements required.

Nice To Haves

previous sales leadership experience preferred

Responsibilities

Leads the branch-assigned MLO team with a servant leadership approach, fostering a high-accountability, coaching-first culture grounded in motivation, emotional intelligence, compliance-first execution, and respectful partnership with internal and external partners.
Drives improved sales performance while reinforcing the Credit Union’s Member First philosophy and “people helping people” culture.
Sets clear performance expectations and drives results through ongoing counseling, mentoring, and coaching.
Responsible for goal setting, performance monitoring, and evaluation of individual and team outcomes, proactively addressing production volumes, results, and growth opportunities.
Deepens and maintains strong relationships across the branch network while building and expanding Realtor/community referral partner relationships within the local market.
Ensures MLOs are effective in both internal branch partnership development and external business generation to support member engagement, business development, and mortgage portfolio growth.
Reinforces a compliance sales culture by coaching MLOs on adherence to applicable mortgage regulations and operational requirements, including ECOA, Reg B, TRID, RESPA, fair lending expectations, disclosure timing, and rate lock management, while escalating risks and ensuring timely corrective action when needed.
Fosters a high-performance, growth-oriented sales culture with a strong emphasis on accountability, continuous learning, and skill development.
Serves as the primary education and enablement resource for the retail MLO team, designing and executing comprehensive sales training programs that equip team members to excel in mortgage production.
Acts as the subject matter expert on sales systems and tools (e.g., LOS, CRM, pricing, disclosures, e-signature, and communication platforms), ensuring adoption and effective utilization of credit union technologies and updates.
Trains and coaches the team on product knowledge and underwriting guideline awareness to improve loan quality, conversion rates, and overall member experience, while holding the team accountable to established sales goals and performance expectations.
Oversees lead intake, assignment, follow-up, and conversion activity across branch, digital, Realtor, community partner, and member referral channels to ensure timely engagement and consistent sales execution.
Manages the MLO pipeline to ensure consistent production flow, effective lead progression, compliance, and achievement of sales goals.
Generates and analyzes reports on loan production, pipeline status, and overall sales performance, using data and systems to diagnose bottlenecks, improve conversion rates, and drive pipeline efficiency.
Ensures strong file structure, high documentation quality, and underwriting-ready loan packaging through coaching, quality checks, and process discipline.
Works with leadership to evaluate sales objectives and supports the development of annual sales quotas by forecasting and projecting expected sales volume and profit for existing and new products.
Identifies opportunities for growth by staying current on market trends, economic indicators, and competitive landscape.
Maintains and strengthens the mortgage sales team by recruiting, selecting, onboarding, and developing branch-focused talent.
Partners closely with branch leadership to build local sales capacity, ensuring the team is equipped to meet production goals and deliver a strong member experience.
Contributes to company and team results by performing other duties and projects as assigned.