Mortgage Sales Director

Virginia Credit Union•Midlothian, VA

9d•$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 team’s pipeline and service delivery. The role maintains effective communication with members and staff to support the credit union’s commitment to quality member service, makes mortgage sales directly and through assigned staff, and works toward origination and budget goals. The Director collaborates with Membership Development and Branch Management to build relationships with CPAs, builders, real estate brokers, and other centers of influence to generate mortgage leads. The position also promotes the credit union’s products and services and those of its affiliates. The Director manages mortgage sales goals, staffing and coverage, pipeline progression, employee performance, training, recruiting, and process improvements. The role supports the Vice President in establishing and meeting closed-loan goals, maintains a broad understanding of mortgage products and guidelines, and ensures mortgage operations comply with applicable credit union policies and regulations. The Director may also work directly with members from application through closing, explain mortgage and homeownership processes, and resolve escalated issues. The position requires significant mortgage origination, processing, and sales-management experience, including knowledge of conventional and government loan programs, mortgage forms and documentation, and real estate regulations. A high school diploma or equivalent is required; college education focused on real estate or business is preferred but not required. Overtime and/or Saturday hours may be required. The stated salary range is $123,050–$149,103.

Requirements

High school graduate or equivalent.
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 each type of mortgage.
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, e-mail, and voice mail.
Excellent oral and written communication skills and ability to make sound decisions.
Strong mathematical aptitude and ability to analyze financial information.
Excellent problem-solving and organizational skills and attention to detail.
Ability to work as a team player and motivate a sales staff.
Self-starter with creativity and flexibility.
Ability to register with NMLS.
Ability to sit for long periods and infrequently lift or carry objects weighing up to 10 pounds.

Nice To Haves

College education focused on real estate or business.
Experience building Realtor relationships and marketing mortgage products.
Experience using automated underwriting systems.
Demonstrated ability to achieve consistently high monthly closed-loan volume across multiple interest-rate environments.

Responsibilities

Oversee the Mortgage Loan Officer team and manage the mortgage application process, pipeline, and service delivery expectations.
Make mortgage sales directly and through assigned staff to achieve origination and budget goals.
Collaborate with Membership Development and Branch Management to develop and maintain business relationships that generate mortgage leads.
Manage a team environment that encourages employee participation, efficient operations, member service, and achievement of annual financial goals.
Set mortgage production goals and identify ways to meet them; promote accountability for origination goals, document quality, and member service.
Assist the Vice President with establishing and meeting monthly and annual closed-loan goals.
Assist with determining staffing levels and ensure sufficient coverage to meet member service expectations.
Review Mortgage Loan Officers’ pipelines, ensure loans and files progress appropriately, and resolve bottlenecks.
Assist in developing and implementing process improvements to streamline mortgage operations, improve productivity, and improve member service.
Ensure Mortgage Loan Officers cross-promote VACU depository services, mortgage origination at branch locations, finance seminars, and other financial services opportunities.
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 Mortgage Loan Officers.
Prepare newly hired loan officers for commissioned loan officer roles and recruit new team members as needed.
Maintain mortgage policies, procedures, practices, documents, and controls, and ensure compliance with applicable state, federal, NCUA, and other regulations.
Occasionally interview members to assess qualifications and appropriate products for first mortgage purchase and refinance loans.
Help members understand mortgage and homeownership processes and related products, including raw land loans, HELOCs, and HELs.
Present mortgage structures that balance leverage and home affordability.
Serve as a member contact from application through closing, communicate application status and 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 required and assigned by management.