Regional Mortgage Sales & Production Manager

Mutual Bancorp and its Subsidiaries•Leominster, MA

20d

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. The manager leads assigned regional staff and is responsible for recruiting, onboarding, coaching, developing, evaluating, and retaining a high-performing residential mortgage sales team. The role sets production and business-development goals, monitors performance and pipelines, develops strategies to address gaps, and maintains personal mortgage production at a level established by the Bank President while keeping regional oversight and team leadership as the primary focus. The position also develops mortgage business and referral relationships across the region, collaborates with Banking Centers and other Bank functions, supports a responsive customer experience, and serves as the primary regional leadership contact for residential mortgage sales. It ensures sales activities comply with applicable laws and regulations, Bank policies, fair lending requirements, privacy and information-security standards, and ethical sales practices. The position requires registration and licensing in the NMLS in accordance with the SAFE Act of 2008.

Requirements

Bachelor’s degree or its equivalent in retail management coursework and related training.
Register and become licensed in the NMLS (Nationwide Mortgage Licensing System & Registry) 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

Lead the assigned region by setting expectations, priorities, performance standards, and accountability for results.
Recruit, select, onboard, coach, develop, and retain a high-performing residential mortgage sales team.
Conduct one-on-one meetings, pipeline and production reviews, and performance discussions; provide timely coaching and feedback.
Complete performance evaluations and make recommendations regarding compensation, incentives, promotions, development, corrective action, and termination, following Bank practices and consulting Human Resources as appropriate.
Identify training needs and coordinate continuing education on sales, products, systems, compliance, market trends, and customer experience.
Establish annual and periodic mortgage production, sales, referral, and business-development goals for the manager and direct reports.
Monitor production against goals and develop action plans to address performance gaps or changing market conditions.
Develop, solicit, and originate residential mortgage loans, including meeting prospective borrowers, assessing financing needs, recommending mortgage solutions, obtaining applications and documentation, and communicating through origination.
Maintain personal production and pipeline activity at the level established by the Bank President while prioritizing management and regional oversight responsibilities.
Review applications, approvals, closings, pipeline, pull-through, referrals, and related production activity to identify trends, opportunities, capacity concerns, and risks.
Monitor local real estate and mortgage-market conditions, competitive activity, customer needs, and product trends; recommend approaches to strengthen regional performance.
Allocate territories, referral opportunities, market coverage, and team resources to support market penetration and customer service.
Promote disciplined pipeline management and timely customer follow-up.
Develop and execute regional business-development strategies to expand mortgage relationships and generate qualified referrals.
Build relationships with real estate professionals, builders, attorneys, community organizations, centers of influence, and other referral sources.
Partner with Banking Centers, Commercial and Business Banking, Wealth Management, and other colleagues to identify mortgage opportunities, encourage referrals, and deepen customer relationships.
Represent the Bank at community, industry, networking, homebuyer, and business-development events as appropriate; support Home Loan Specialists in building market presence and referral networks.
Ensure business-development activities support the Bank’s brand, customer experience expectations, community focus, and fair lending responsibilities.
Promote a consistent, responsive, consultative mortgage experience from initial inquiry through closing and help resolve escalated customer or referral-partner concerns.
Work with Mortgage Operations, Processing, Underwriting, Closing, Compliance, Loan Servicing, and other partners to address production issues, improve communication, and support efficient, compliant loan delivery.
Communicate product, process, service, and market feedback to Bank leadership and business partners and participate in initiatives to improve sales effectiveness and customer experience.
Provide the Bank President with regular updates on production, opportunities, risks, staffing, and market developments; serve as the primary regional leadership contact for mortgage sales matters.
Ensure direct reports follow applicable laws and regulations, Bank policies, fair lending requirements, privacy and information-security standards, and ethical sales practices.
Reinforce accurate, complete, and timely documentation and appropriate use of Bank systems, CRM tools, and production reporting.
Partner with Compliance, Risk, Audit, and mortgage leadership to address findings, trends, complaints, or control concerns and implement corrective or preventive actions.
Maintain current knowledge of mortgage products, lending regulations, market practices, competitive developments, and industry trends through continuing education and professional development.
Maintain cyber security awareness to protect the digital environment, the Bank, and customers.