Mortgage Business Development Specialist

M&T Bank•Portland, ME

2d•$62,200 - $103,600•Onsite

About The Position

The Retail Mortgage Business Development Specialist is an in-field, relationship-driven role designed to expand residential mortgage opportunities through the Retail Bank branch network. This position spends the vast majority of time onsite at assigned branches, partnering directly with branch leadership and frontline staff to educate, coach, and reinforce strategies for identifying customers who may benefit from residential mortgage financing solutions. The role is not responsible for personally originating mortgage loans. Instead, it serves as a critical connector between the Retail Bank and the centralized Mortgage Origination team, ensuring qualified customer opportunities are consistently identified, positioned appropriately, and referred for pre-qualification, application, and fulfillment. A successful incumbent brings prior experience as a retail mortgage loan officer, a deep understanding of mortgage products and processes, and a strong ability to influence without direct authority.

Requirements

Prior experience as a Retail Mortgage Loan Officer with hands-on origination responsibility
Comprehensive understanding of residential mortgage products, processes, and customer lifecycle
Strong knowledge of regulatory requirements impacting mortgage referrals and origination
Proven ability to educate, coach, and influence frontline teams
Excellent interpersonal, presentation, and communication skills
Ability to work independently in a highly field-based environment
Adhere to all Bank policies, procedures, and regulatory requirements
Ensure mortgage-related education and referral practices are compliant and customer-focused
Maintain required licenses and registrations, including SAFE Act requirements where applicable

Nice To Haves

Experience partnering with retail branch networks or consumer banking teams
Demonstrated success in mortgage business development or branch activation roles
Familiarity with centralized or consumer-direct mortgage operating models
SAFE Act registration (or ability to maintain registration, as applicable)

Responsibilities

Spend the majority of working time in assigned Retail Bank branches
Build strong working relationships with branch managers, assistant managers, and frontline staff
Serve as the primary mortgage subject-matter expert supporting branch-based customer conversations
Train and educate all branch personnel on mortgage fundamentals, product overviews, customer profiles best suited for residential mortgage solutions, and effective discovery questions and needs-based referral conversations
Reinforce compliant, customer-centric sales behaviors aligned with Bank standards
Provide ongoing coaching, refreshers, and reinforcement based on observed needs
Support branch teams in identifying customer opportunities across purchase, refinance, construction, and portfolio lending needs, and life events such as relocation, family growth, or financial restructuring
Guide branch staff on proper handoff of opportunities to the centralized mortgage origination team
Ensure referrals are well-positioned and include appropriate customer context
Act as a liaison between Retail Banking and the Mortgage Origination team
Collaborate with mortgage leadership to align on priorities, programs, and feedback
Support smooth transition of customers from branch introduction through application and fulfillment
Track branch engagement activity and referral trends
Identify gaps in knowledge, execution, or opportunity capture
Provide feedback and recommendations to Retail and Mortgage leadership to enhance results
Influences mortgage production indirectly through education, coaching, and referral activation
Supports multiple Retail Bank branches within an assigned territory
Does not carry an individual loan production goal or personal pipeline
Plays a key role in strengthening the Bank’s overall residential mortgage growth strategy