Mortgage Sales Director

Virginia Credit Union•Midlothian, VA

10d•$123,050 - $149,103

About The Position

The Mortgage Sales Director oversees the Mortgage Loan Officer team and manages the mortgage application process, including the loan pipeline and service delivery expectations. The position makes mortgage sales directly and through assigned staff to achieve origination and budget goals, maintains effective communication with members and employees, and collaborates with Membership Development and Branch Management to build relationships with CPAs, builders, real estate brokers, and other sources of mortgage leads. The role also promotes the credit union’s products, services, and affiliates. The director sets production goals, supports the achievement of monthly and annual closed-loan goals, manages pipeline workflow and staffing coverage, and helps improve mortgage operations. The position mentors, trains, evaluates, and recruits mortgage loan officers; promotes cross-selling of credit union services; and maintains compliance with applicable policies, controls, and state and federal regulations. The director may also work directly with members from application through closing, explain mortgage and homeownership processes, and resolve escalated application issues. The position requires significant mortgage origination, processing, and sales management experience, along with knowledge of mortgage programs, pricing, insurance guidelines, documentation, and real estate regulations. College education focused on real estate or business is preferred but not required. Overtime and/or Saturday hours may be required. The salary range is $123,050–$149,103.

Requirements

High school graduate.
Significant mortgage origination and processing experience, including comprehensive knowledge of mortgage lending, conventional and government loan programs, pricing, and insurance guidelines.
Significant mortgage sales management experience.
Knowledge of preparing mortgage forms for different mortgage types.
Excellent knowledge of mortgage documentation requirements and federal, state, and local real estate regulations.
Experience in the financial services industry.
Strong PC skills, including demonstrated proficiency with Microsoft Word, Excel, PowerPoint, the Internet, email, and voicemail.
Must be able to register with NMLS.
Excellent oral and written communication skills and sound decision-making ability.
Strong mathematical aptitude and ability to analyze financial information.
Strong sales ability, demonstrated by consistently high monthly closed-loan volume in multiple interest-rate environments.
Excellent problem-solving and organizational skills and attention to detail.
Ability to work as a team player and motivate sales staff; must be a self-starter, creative, and flexible.
Ability to sit for long periods of time.
Ability to infrequently lift or carry objects weighing up to 10 pounds.

Nice To Haves

College education focused on real estate or business.
Prior experience building Realtor relationships and marketing mortgage products.
Experience using automated underwriting systems.

Responsibilities

Manage a team environment that encourages employee participation, efficient operations, quality member service, and achievement of annual financial goals.
Set mortgage production goals and manage the sales function to meet those goals, while holding staff accountable for origination goals, document quality, and member service.
Assist the Vice President with establishing and meeting monthly and annual closed-loan goals and determining staffing levels to support anticipated volume and service expectations.
Manage the mortgage loan officer pipeline, review individual pipelines, ensure loans and files progress appropriately, resolve bottlenecks, and maintain adequate service coverage.
Assist with developing and implementing mortgage operations process improvements to streamline work, improve productivity, and improve service.
Ensure mortgage loan officers cross-promote depository services, branch mortgage origination, financial seminars, consumer lending, investment advisory, insurance, title and settlement, and real estate services.
Maintain knowledge of products, guidelines, and pricing strategies and assist with implementing approved products and promotions.
Conduct monthly and semiannual staff performance reviews; mentor, advise, and train loan officers; prepare new officers for commissioned roles; and recruit team members as needed.
Maintain mortgage policies, procedures, practices, documents, and controls and ensure compliance with applicable regulations, including NFIP and Regulations B, C, X, and Z.
Occasionally interview members to assess qualifications and products for first mortgage purchase and refinance loans, explain mortgage and homeownership processes and related products, and present mortgage structures that balance leverage and affordability.
Serve as a member contact from application through closing, communicate application status and current interest rates, and resolve escalated issues.
Maintain cooperative working relationships with mortgage lending managers, branches, the contact center, and credit union affiliates to support smooth operational transitions.
Assist in training all mortgage team members.
Complete required BSA and OFAC training and report suspicious activity to Security.
Perform other duties as assigned by management.