Mortgage Sales Manager

Wellby Financial•Hercules, TX

About The Position

The Mortgage Sales Manager leads, coaches, and develops a team of Mortgage Loan Officers (MLOs) to drive production, strengthen member relationships, and execute mortgage lending strategies. This role serves as a key liaison between sales and operations, partnering with processing, underwriting, and servicing teams to optimize workflows, improve pipeline conversion, and enhance the overall member experience. The manager is responsible for fostering a high-performing, results-driven sales culture that expands mortgage market share while ensuring compliance and operational excellence. Additionally, this position maintains an individual pipeline of mortgage loans and meets established production, quality, and performance goals.

Requirements

High School Diploma required.
Minimum of five (5) years of mortgage sales experience, including at least two (2) years of credit union management experience required.
Experience working with Mortgage Loan Officers and branch management is required.
Experience with Loan Origination Systems (LOS), including system integration knowledge, required.
Valid Texas driver’s license, or ability to obtain one within 30 days of hire.
Bondable For All Candidates
Knowledge of Wellby’s organizational functions and general operating policies and procedures.
Knowledge of general office practices and procedures, business English, spelling, and punctuation.
Knowledge of personal computers, utilizing Microsoft Office Suite and other software.
Knowledge of secondary market mortgage loan sales and related activities.
Knowledge of mortgage compliance and regulatory requirements.
Skilled in operating computer equipment and general office machines such as personal computers, copiers, projection equipment, audio/video, Microsoft Teams, Zoom Video Communications, and adding devices.
Skill in evaluating and improving operational processes and workflows.
Skill in conducting constructive performance and development discussions with leadership to support business objectives.
Ability to apply mortgage quantitative analysis and portfolio management techniques.
Ability to collaborate effectively across departments and functions to achieve strategic goals.
Ability to thrive in a fast-paced, team-oriented environment while delivering exceptional member service.
Ability to communicate clearly and concisely, orally and in writing.
Ability to efficiently understand and follow oral and written instructions, perform routine duties without close supervision, and establish and maintain effective working relationships with other team members.
Ability to coordinate several concurrent activities simultaneously.
Ability to exercise independent judgment.

Nice To Haves

Bachelor’s degree in Business or equivalent of four (4) years of credit union mortgage experience preferred.

Responsibilities

Lead and manage the Mortgage Loan Officer (MLO) team, overseeing daily performance, pipelines, and productivity to achieve individual and organizational goals.
Meet with prospective and current members to analyze credit and financial data, present appropriate loan products and rates, and collect required documentation to fulfill loan requirements.
Recruit, onboard, coach, and develop MLOs in sales techniques, mortgage structuring, relationship building, and market knowledge to drive production and accountability.
Analyze market trends, member demographics, and business opportunities to inform sales strategy and team focus.
Support MLOs in developing and maintaining relationships with referral partners, community contacts, and industry professionals to expand market presence.
Collaborate with processing, underwriting, and servicing teams to optimize workflows, improve efficiency, and enhance loan production.
Ensure loan applications meet internal and investor guidelines; assist MLOs with structuring, prequalification, and pipeline optimization.
Maintain compliance with all regulatory requirements, documentation standards, and high-quality member communication throughout the mortgage process.
Address escalations and operational issues promptly, balancing member needs with compliance and risk considerations.
Monitor and evaluate key performance metrics, including pipeline conversion, loan mix, days to close, production per MLO, and member satisfaction.
Maintain in-depth knowledge of regulatory requirements (e.g., BSA, CIP, USA Patriot Act, OFAC, Fair Lending, HMDA, TRID, ATR/QM, Reg Z, FCRA, HOEPA, HPM, RESPA) and ensure alignment with team practices.
Performs other related duties as assigned.