Mortgage Sales Manager

TD Bank•Vienna, VA

2d•Onsite

About The Position

The Mortgage Sales Manager maintains responsibility for the loan production of a defined team consisting of four to six Mortgage Loan Officers located within a defined geographic area. Coordinates sales and business development for the sub-market under the supervision of the Regional Mortgage Sales Manager for that particular region. Recruits Mortgage Loan Officers for their territory. Works with the Regional Mortgage Sales Manager to influence revenue growth, expense adherence, and improved efficiencies for that sub-market. In addition to supervisory accountabilities, the Mortgage Sales Manager maintains accountability for selling and originating residential mortgage loans to sales goals.

Requirements

Bachelor's Degree or work experience equivalent to Bachelor's degree required
5+ years' experience in mortgage origination
3 + years' management experience required
Must have extensive mortgage industry & guideline knowledge
Excellent sales skills
Excellent communication oral & written skills
Excellent motivational skills
Keeps updated on all residential mortgages industry trends, products, etc.
Must have competitive nature to stay motivated to exceed goals; must be able to work in a fast-paced and changing environment
Must be eligible for employment with a covered financial institution under the standards established by Regulation Z of the Truth in Lending Act, 12 CFR Part 1026.36
Must be eligible for registration as a registered mortgage loan originator with the NMLS (Nationwide Mortgage Licensing System and Registry) in accordance with the Secure and Fair Enforcement for Mortgage Licensing Act of 2008 (SAFE Act), 12 U.S.C. §§ 5102 et seq., and its implementing regulations, 12 CFR Part 1007
Satisfactory results on a criminal background check and a credit report check, and statements/certification from job applicant regarding administrative, civil, and/or criminal findings by any government agency/authority, are required by federal law for this position

Responsibilities

Provides people management leadership by hiring the best talent, setting goals, developing staff, managing employee performance and compensation decisions, promoting teamwork and handling any/all disciplinary actions, as required
Responsible for profitable growth for designated team within sub-market to meet or exceed established goals and objectives for the Region
Works directly with the RSM in managing all production elements of the business in the sub-market
Helps coordinate the business pipelines for the RSM by having knowledge of team files in process
Consistently contributes to the prospecting for new referral sources for the individual MLO within the defined sub-market
Continually assesses on behalf of the RSM development and training needs for the defined team
Manages 8-12 MLOs; responsible for Performance Reviews, PIPs, training, time cards, expense approvals
Actively recruits MLOs for their markets
Attends Regional Retail meetings in conjunction of or absence of Regional Sales Managers
Develops and maintains relationships with Retail Management in local markets and supports referral model (MORE) as well as Wealth and other bank partners to ensure success of Internal Referral strategies
Assists with coordination of the business pipelines for the Regional Mortgage Sales Manager via knowledge of team files in process
Successful completion of all compliance training required by TD Bank and/or by applicable law or regulation and management of MLO direct reports to ensure timely completion and compliance
Accountability for personal achievement and managing MLO team to CRA/LMI lending goals for assigned market
Meets with Prospects identified directly as well as referred by realtors, developers, attorneys and other external and internal referral sources
Explains variety of mortgage products and services available and offers recommendations based on evaluation of individual prospect needs
Guides Customers through the mortgage application process; explains information required and other aspects of the loan process to Customers
Ensures applications are completed accurately and contain required information and supporting documentation
Manages Customers expectations regarding processing times and closing dates
Sells and originates residential mortgage loans according to established policies and procedures and applicable legal and regulatory guidelines
Generates referrals for mortgage sales opportunities and sales of other Company business line products
Develops plan to achieve sales goals with assistance from sales management
Enters information into mortgage loan system so that loans will appear accurately in the pipeline
Creates supporting files with backup and explanatory documentation and information for underwriting, regulatory and other purposes
Sends application and other required information to underwriting area
Underwrites loans using point-of-sale underwriting systems within scope of authority; communicates loan decisions directly to Customers and explains any additional information needed
Submits application materials and other required information to processing area to clear any conditions, finalizes the loan commitment, and prepares for closing
Communicates regularly with Customers, underwriters, processors, realtors, closing agents and others to ensure application process proceeds as planned; attends closings as needed
Develops knowledge of current industry practices and trends by learning from more experienced sales personnel and by attending continuing education training and seminars, including but not limited to the full array of Company products and services as well as mortgage laws and regulations
Develops knowledge of policies, procedures, rules and regulations related to retail mortgage products; participates in homebuyers' seminars, home shows, brokers' meetings and other home financing workshops
Recommends changes to products, programs and/or pricing
Ensures TD Bank maintains successful audits and exams within all areas
Deals with complex mortgage needs