Sales Manager, Mortgage Lending

Together Credit Union•St. Louis, MO

22d•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. This is a people-leadership role that manages department operations, priorities, staffing, resources, and budget.

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 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.
Ability to negotiate, overcome objections, and close mortgage sales opportunities.
Ability to coach sales, develop performance, and strengthen mortgage loan originators’ sales capabilities.
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.
Ability to establish and maintain productive business relationships and referral networks.
Ability to navigate challenging conversations, resolve conflicts, and manage differing perspectives.
Ability to communicate and present information credibly to 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 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.
Build and maintain relationships with real estate professionals, builders, community partners, and other referral sources.
Monitor mortgage production, pipeline activity, conversion rates, loan volume, and origination dollars; identify trends and implement plans to achieve sales objectives.
Drive consistent production by managing internally generated and individually sourced opportunities, with emphasis on pipeline development, conversion, and balanced growth.
Provide expertise and guidance on complex opportunities, competitive positioning, member needs, and closing techniques.
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 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.