Regional Mortgage Sales & Production Manager

Mutual Bancorp•Leominster, MA

21d•$90,000 - $120,000

About The Position

Provides leadership and direction for residential mortgage sales and production throughout the Bank’s region. Leads, coaches, and develops the team to achieve individual and regional production, growth, service, and relationship-development goals. Establishes sales priorities and performance expectations; monitors results, pipelines, market activity, and referral development; and takes action to improve performance and expand residential mortgage business. Partners with Bank leadership, Banking Centers, business lines, mortgage operations, and other internal resources to deliver a strong customer experience while maintaining compliance with applicable laws, regulations, policies, procedures, and responsible lending practices.

Requirements

Bachelor’s degree or equivalent in retail management coursework and related training.
Must register and become licensed in the Nationwide Mortgage Licensing System & Registry (NMLS) in accordance with the SAFE Act of 2008.
Five or more years of progressively responsible residential mortgage origination, mortgage sales, or related lending experience, including demonstrated success in business development and production growth.
Demonstrated sales leadership, coaching, performance management, and employee-development skills.
Ability to establish measurable goals, analyze production and pipeline results, identify trends, and implement effective action plans.
Strong business-development and relationship-management skills, including the ability to build productive internal and external referral networks.
Excellent communication, presentation, negotiation, judgment, and problem-solving skills.
Ability to balance production objectives with customer experience, credit quality, compliance, and operational requirements.
Ability to work effectively across organizational functions and influence outcomes through collaboration.
Proficiency with mortgage loan origination systems, CRM and sales-tracking tools, Microsoft Office applications, and related technology.
Cyber security awareness to protect the digital environment, the Bank, and customers.

Nice To Haves

Prior supervisory, team leadership, or sales-management experience, with demonstrated ability to set goals, coach performance, and hold employees accountable for results.
Experience working in a community bank or relationship-focused financial institution.

Responsibilities

Provides direct regional leadership and establishes expectations, priorities, performance standards, and accountability.
Recruits, selects, onboards, coaches, develops, and retains a high-performing residential mortgage sales team.
Conducts regular one-on-one meetings, pipeline and production reviews, and performance discussions, providing coaching and feedback.
Completes performance evaluations and makes recommendations regarding compensation, incentive awards, promotions, development actions, corrective action, and termination in accordance with Bank practices and in consultation with Human Resources as appropriate.
Identifies training and development needs and coordinates ongoing education related to sales skills, products, systems, compliance, market trends, and customer experience.
Promotes a collaborative, accountable, client-focused culture and teamwork across Mortgage Origination and other Bank functions.
Establishes annual and periodic residential mortgage production, sales, referral, and business-development goals aligned with Bank objectives.
Leads the team in achieving production and growth goals, monitors results against plan, and develops action plans to address gaps or changing market conditions.
Develops, solicits, and originates residential mortgage loan business in the Bank’s region, including meeting prospective borrowers, evaluating financing needs, recommending mortgage solutions, obtaining complete applications and documentation, and maintaining communication throughout origination.
Maintains personal production and pipeline activity at the level established by the Bank President while keeping management, coaching, and regional oversight as the primary focus.
Reviews application, approval, closing, pipeline, pull-through, referral, and other production activity to identify trends, opportunities, capacity concerns, and performance risks.
Monitors local real estate and mortgage-market conditions, competition, customer needs, and product trends; recommends sales approaches and opportunities.
Allocates territories, referral opportunities, market coverage, and team resources to support market penetration and customer service.
Promotes disciplined pipeline management and timely follow-up to support borrower experience and efficient application processing.
Develops and executes regional business-development strategies to expand mortgage relationships and generate qualified referrals for the team and personal production.
Builds relationships with real estate professionals, builders, attorneys, community organizations, centers of influence, and other regional referral sources.
Partners with Banking Center teams, Commercial and Business Banking, Wealth Management, and other Bank colleagues to identify mortgage opportunities, encourage internal referrals, and deepen customer relationships.
Represents the Bank at community, industry, networking, homebuyer, and business-development events as appropriate, and supports Home Loan Specialists in increasing market presence and referral networks.
Ensures business-development activities support the Bank’s brand, customer experience expectations, community focus, and fair lending responsibilities.
Promotes a consistent, responsive, consultative mortgage experience from initial inquiry through closing and supports resolution of escalated customer or referral-partner concerns.
Works with Mortgage Operations, Processing, Underwriting, Closing, Compliance, Loan Servicing, and other partners to address production issues, improve communication, and support efficient, compliant loan delivery.
Communicates product, process, service, and market feedback to Bank leadership and business partners and participates in initiatives to improve mortgage sales effectiveness and customer experience.
Serves as the primary regional leadership contact for residential mortgage sales and provides regular updates to the Bank President on production, opportunities, risks, staffing, and market developments.
Ensures direct reports conduct mortgage origination and sales in compliance with applicable federal and state laws and regulations, Bank policies, fair lending requirements, privacy and information-security standards, and ethical sales practices.
Reinforces accurate, complete, and timely documentation and appropriate use of Bank systems, CRM tools, and production reporting.
Partners with Compliance, Risk, Audit, and mortgage leadership to address findings, trends, complaints, or control concerns and implement corrective or preventive actions.
Maintains current knowledge of mortgage products, lending regulations, market practices, competition, and industry trends through continuing education and professional development.
Registers and becomes licensed in the NMLS database in accordance with the SAFE Act of 2008.
Applies cyber security awareness to protect the digital environment, the Bank, and its customers.