Mortgage Area Sales Manager

FitzGerald Financial Group - Division of TowneBank Mortgage•Charlotte, NC

17h

About The Position

The Mortgage Area Sales Manager is responsible for leading, developing, and growing a high-performing team of Loan Officers across their region. This role focuses on recruitment, retention, coaching, performance management, and sales leadership, working closely with Regional Sales Managers and Sales/Branch Managers to drive consistent production, a strong culture, and long-term growth. The Mortgage Area Sales Manager will work closely with our bank partners to collaborate on initiatives that advance shared goals and business development. This position is not a branch operations role; the primary emphasis is on Business Development, people leadership, sales performance, and development. The Mortgage Area Sales Manager is responsible for recruiting, developing, coaching, and retaining Loan Officers within their region. This role partners with Regional Sales Managers and Sales/Branch Managers to ensure consistent execution of sales strategies, achievement of individual, branch, and regional production goals, and a strong, collaborative, and performance-driven sales culture.

Requirements

Active NMLS number in good standing
Strong written and verbal communication skills
Minimum 3 years of experience as a Loan Officer with a proven sales record

Nice To Haves

Working knowledge of FNMA/FHLMC, FHA, VA, and State Bond Program guidelines
Familiarity with current Mortgage Industry, Regulatory, and Mortgage Secondary Market requirements and conditions
Minimum 3 years of experience as a Mortgage Sales Manager (or equivalent management experience)

Responsibilities

Partner with Regional Sales Managers and Sales/Branch Managers to drive sales execution across the region
Partner with Regional Sales Managers and Sales/Branch Managers to establish, track, and support sales goals for Loan Officers, aligned with regional and company objectives
Support achievement of production and budget goals assigned to the region
Review company and sales performance reports to monitor progress and identify opportunities
Support pipeline management, profitability, customer satisfaction metrics, and performance reviews
Recruit and retain high-quality Loan Officers aligned with TowneBank’s culture and growth strategy
Coach Sales and Branch Managers on effective recruitment and retention practices
Develop strategies to attract top talent and reduce turnover
Support onboarding and early-stage success of new Loan Officers
Serve as a sales coach and leader, not just a manager
Coach Sales and Branch Managers on how to effectively coach their Loan Officers
Support and reinforce best practices in sales behaviors, activity management, and relationship development
Coordinate Loan Officer training with the Training Manager as needed
Promote a mindset of accountability, ownership, and continuous improvement
Support Sales/Branch Managers and Loan Officers in executing consistent, effective sales processes
Ensure sales activities align with TowneBank’s commitment to an exceptional client experience
Communicate and implement sales-related policy or process changes as needed
Maintain a strong working knowledge of mortgage products, pricing, and guidelines, market trends and competitive landscape, applicable laws, compliance, and regulatory requirements, and sales technology and industry best practices
Obeys all applicable federal laws, rules, and regulations relating to Anti-Money Laundering (AML), including the Bank Secrecy Act (BSA)
Work collaboratively with Marketing and Sales teams, supporting regional marketing agreements
Identify business development opportunities for TowneBank Mortgage and affiliated companies
Strengthen internal partnerships to support growth, efficiency, and market presence
Target $12 million in annual closed loan volume through the Area Sales Manager’s personal production