Mortgage Area Sales Manager

Key Mortgage Services•Schaumburg, IL

18d•$150,000 - $425,000

About The Position

The Area Sales Manager (ASM) is a production leader responsible for developing retail 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 in their region while strengthening alignment with Baird & Warner. The role focuses on growing people, production, and partnerships. The ASM builds, retains, and develops an engaged, high-performing team through coaching, accountability, consistent performance management, recruiting, and onboarding. The role establishes production expectations and business plans, monitors pipeline and conversion performance, coaches sales strategy and relationship development, and ensures adoption of company sales technology and CRM platforms. The ASM also supports customer experience and operational quality by monitoring customer feedback and service metrics, enforcing communication standards, addressing escalations, and partnering with Operations on file quality and processing metrics. In collaboration with Baird & Warner leadership and real estate agents, the ASM develops partnerships and strategies to improve capture rates and market share.

Requirements

At least 5 years of success as a top-producing retail Loan Officer or Sales Manager.
At least 3 years of documented experience managing or mentoring Loan Officers.
Experience recruiting, onboarding, and retaining high-performing talent in a competitive market.
A strong history of partnering with real estate leadership, including Managing Brokers and top-tier agents, to drive joint venture production and meet branch capture goals.
Track record managing or developing a team of retail Loan Officers and prior production history.
Comprehensive knowledge of purchase mortgage workflows, changing industry guidelines, and complex deal structuring.
Strong sales orientation and ability to lead by example through joint sales calls and field-agent shadowing.
Ability to drive adoption of organizational sales technology, CRM systems, and automated marketing platforms.
Thorough understanding of processing and underwriting timelines.
Ability to enforce service-level agreements and file-submission quality standards, including Key Express usage and reducing conditions per file.

Responsibilities

Retain and develop a high-performing, engaged retail Loan Officer team.
Coach Loan Officers, set clear production and quality expectations, and hold them accountable for performance.
Conduct weekly pipeline reviews, bi-weekly one-on-ones, quarterly business reviews, and weekly shadowing or joint sales calls.
Use the standardized coaching framework and scorecard to manage performance consistently across regions.
Identify 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, participate in interviews and onboarding, and help new hires integrate and succeed.
Establish and manage production expectations, business plans, and performance metrics across the team.
Audit Loan Officer business plans quarterly and ensure prospecting activity supports volume and unit targets.
Monitor pipeline, conversion, and capture, and coach Loan Officers on relationship development, sales strategy, and competitive positioning.
Ensure full adoption of company-provided CRM, marketing platforms, and sales technology.
Grow office performance, partnerships, and market share by partnering with branch managers and developing relationships with top brokers.
Identify bottom-quartile producers and implement measurable 30-60-90 day performance improvement plans.
Monitor regional Net Promoter Score and customer feedback, identify trends, and provide corrective coaching.
Enforce service-level agreements for communication and response times with borrowers, agents, and internal operations staff.
Resolve complex customer or agent issues and preserve client relationships.
Partner with Operations to review regional quality metrics, including file completeness, pull-through rates, and conditions per file.
Hold Loan Officers accountable for Key Express usage and scorecard metrics, and provide training to address error rates or slow submission-to-close timelines.
Lead monthly business planning sessions with Baird & Warner Managing Brokers to review capture rates, lost opportunities, and 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 work with Loan Officers on targeted relationship-building campaigns.