Real Estate Sales Manager

MONTERRA CREDIT UNION•Redwood City, CA

6d•$133,000 - $156,000•Onsite

About The Position

Monterra Credit Union is seeking a Real Estate Sales Manager to lead their high-performing team. This role involves building strong relationships with Realtors, community organizations, and members, and working within a collaborative organization focused on outstanding member service. Monterra Credit Union is a community-centric, growth-oriented financial institution in the Bay Area, committed to investing in people and the community. They value diversity, equity, and inclusion, and seek individuals who value collaboration, forward-thinking, and giving back.

Requirements

Five (5) years’ Real Estate lending experience at a financial institution.
Three (3) years in a lead/supervisory capacity.
Background should include Loan Officer, Underwriting, Processing, Funding and understanding the Secondary Market standards.
Thorough understanding of a complete loan submission, including analyzing credit reports, income, title reports, loan documents (mortgage notes, deeds, etc.) and appraisals.
Understanding of back-office operations/accounting department functions including document preparation, funding and preparing loan packages for secondary market sales.
Thorough understanding of complex loan analysis, underwriting and decision-making.
Broad knowledge of financial products and services.
Knowledge of credit fundamentals.
Effective cross-selling skills.
Organized and able to handle a high volume of work.
Strong verbal, written, analytical, and interpersonal skills.
Must demonstrate flexibility in taking advantage of internal and external training resources available.
Show willingness to provide back-up support in other departments/branches.
Proficient use of a personal computer with Windows-based programs.
Must maintain a valid registration with the National Mortgage Licensing System and Registry.

Nice To Haves

Some college background desirable (emphasis on business courses preferable).
Licensed Notary desirable.
Fluent in Spanish is a plus.

Responsibilities

Overseeing the Real Estate Sales team and directing and managing all sales, member experience, and service of real estate mortgage loan production from origination to funding.
Achieving all sales objectives for mortgage loan products, suggesting sales production goals, and meeting them on an annual basis.
Managing and developing a team of high-producing internal/external Loan Officers activities during the application, approval, and funding process.
Prospecting and business development efforts with Realtors, SEG’s and Community Partners.
Underwriting files to FNMA guidelines and portfolio standards.
Directing the management of the mortgage loan portfolio and assuring that policies and procedures are implemented and maintained to optimize the potential for the achievement of goals and objectives in volume, revenues, loan quality and charge-offs.
Ensuring that all mortgage loans are underwritten to FNMA guidelines and portfolio lending standards.
Managing the Real Estate Sales team, including assigning, directing, coordinating, and reviewing work.
Recommending departmental goals, personnel performance expectations, and appropriate staffing levels.
Creating a culture of success within the department and reviewing and preparing employee performance evaluations.
Recommending salary adjustments, promotions, disciplinary actions, discharges, and other personnel-related needs.
Developing and implementing strategies and tactics to attain mortgage loan growth and profitability goals.
Developing marketing strategies and campaigns for the various mortgage loan products and services.
Serving as system administrator for Surefire CRM, including vendor contact, system access, and error resolution.
Providing training and refresher training for Empower LOS and Surefire CRM to staff.
Assisting with UAT testing for new products and updates for LOP and Empower.
Personally producing a pipeline and performing some operational duties to assure the quality of loans produced.
Responding appropriately to member inquiries and complaints and conducting follow-up to ensure satisfactory resolution.
Cultivating branch awareness of mortgage products and services through frequent interaction with staff.
Supporting the achievement of Real Estate Loan Officer sales goals and development of new realtor relationships.
Participating in various business development and community activities to increase sales and market share.
Making recommendations regarding loan policy and underwriting guidelines.
Ensuring the timely process of mortgage applications from any delivery channel; Pipeline management and quality control; ability to meet timelines.
Working within the community to promote the credit union, including managing Credit Union Home Buying seminars and other mortgage business development activities.
Assisting with staff training in quality service standards, product knowledge, and handling complex member concerns.
Collaborating with the Operations Manager to meet monthly service level agreements and coaching/training opportunities for the sales team.
Recommending alterations or revisions to department policies and procedures as needed.
Complying with applicable laws and regulations, including the Bank Secrecy Act, the Patriot Act, and laws enforced by the Office of Foreign Assets Control.
Maintaining a valid registration with the National Mortgage Licensing System and Registry.
Performing other related duties as assigned by the Director of Real Estate Lending.
Providing service that aligns with the Credit Union’s mission.