Sales Manager, Mortgage Lending

Together Credit Union•Saint Louis, MO

21d•Hybrid

About The Position

The Sales Manager, Mortgage Lending leads the credit union’s Hybrid Mortgage Loan Originators and is accountable for growing mortgage production through increased loan volume, sales performance, and business development. The role establishes and executes sales plans aligned with organizational strategy, strengthens mortgage referral opportunities across the credit union, and develops a team of mortgage loan originators who convert internally generated opportunities while building their own sources of business. The position manages team performance, department operations, priorities, staffing, resources, and budget to achieve business plans and production objectives. It works with internal teams and external referral partners to support mortgage opportunities, improve the member experience, and successfully close loans. The role ensures mortgage sales activities comply with applicable regulations, internal policies, and established standards. This is a hybrid position combining remote and onsite work. It involves regular use of online tools, systems, and collaboration platforms; a general office setting when onsite; occasional travel to branch locations, vendor sites, or other business-related locations; and attendance at offsite meetings, events, or conferences as needed. Physical demands include working at a computer in a stationary position for up to eight hours per day, occasionally carrying light materials, and traveling by car or air and staying in public accommodations as needed.

Requirements

High school diploma or equivalent.
At least 3 years of experience in mortgage lending, sales, or business development involving relationship management, sales performance, and achievement of production goals, and/or relevant transferable experience.
At least 2 years of direct people leadership (supervisory) and/or informal leadership experience involving coaching, performance management, and accountability for results.
Knowledge of mortgage lending products, origination processes, and market dynamics.
Knowledge of mortgage sales strategies, lead management, prospecting techniques, and referral-based business development.
Skill in negotiating, overcoming objections, and closing mortgage sales opportunities.
Skill in sales coaching, performance development, and strengthening the sales capabilities of mortgage loan originators.
Ability to influence and motivate others while maintaining accountability for performance.
Ability to analyze and interpret mortgage production metrics, pipeline activity, and sales conversion rates.
Skill in establishing and maintaining productive business relationships and referral networks.
Skill in navigating challenging conversations, resolving conflicts, and managing differing perspectives.
Skill in communicating and presenting information to establish credibility with internal and external stakeholders.
Knowledge of applicable mortgage lending regulations and compliance requirements.
Ability to work at a computer in a stationary position for up to 8 hours per day.
Ability to occasionally carry light materials, such as a laptop or presentation materials.
Ability to travel for business by car or air and stay in public accommodations as needed.

Nice To Haves

Degree or specialized training in Business Administration, Finance, Sales, or a related field.
At least 5 years of experience in mortgage lending or sales involving pipeline management, referral development, sales conversion, and achievement of production goals.
At least 3 years of direct people leadership experience (supervisory).
Experience working in a credit union, banking, financial services, or other highly regulated environment.

Responsibilities

Establish and execute mortgage sales and business development plans aligned with organizational strategy to achieve production goals, increase loan volume, and grow the credit union’s mortgage business.
Lead Mortgage Loan Originators to achieve production goals, expand business development opportunities, and support mortgage business growth.
Set expectations for individual business development plans and evaluate sales activities and results to strengthen sales capabilities, pipeline management, conversion, and production.
Develop and strengthen referral partnerships with Branch Operations and other internal teams to increase mortgage opportunities and support consistent production.
Build and maintain relationships with real estate professionals, builders, community partners, and other referral sources to expand business development and individually sourced mortgage production.
Monitor mortgage production, pipeline activity, conversion rates, loan volume, and origination dollars; assess performance, identify trends, and implement plans to achieve sales objectives.
Manage internally generated and individually sourced opportunities to support consistent production, pipeline development, conversion, and balanced production growth.
Provide expertise and guidance on complex opportunities, competitive positioning, member needs, and closing techniques to improve conversion and maximize business opportunities.
Partner with mortgage operations, underwriting, Branch Operations, and other internal teams to address barriers, strengthen the member experience, and support successful loan closings.
Ensure mortgage sales activities comply with applicable lending regulations, internal policies, and established standards.
Identify opportunities to improve sales practices, strengthen team sales capabilities, and enhance mortgage sales performance.
Lead team performance through coaching, accountability, talent development, and effective delegation.
Manage department operations, priorities, staffing, resources, and budget to execute business plans and achieve expected results.