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Producing Mortgage Sales Manager

Posted: 09/10/2023

The Mortgage Sales Manager is responsible for ensuring the needs of SRP Federal Credit Union (and our members) are met as related to originations (direct, sold, and third-party origination); responsible for developing and executing the strategy inclusive of business development and origination. Additionally, collaboration will be expected with the AVP of Mortgages as well as other internal and external partners to both ensure and to define SRP FCU’s residential lending product mix and department performance.
This Producing Manager must have the ability to originate residential mortgage loans and hire, develop and retain a mortgage loan originator sales force.

Essential Duties and Responsibilities:

  • Responsible for selling and cross-selling Credit Union services to current and potential members. Credit Union services are to be promoted using the "member benefit-based approach."
  • Represents the Credit Union professionally and courteously to members and potential members. Provides prompt, efficient, accurate, and friendly service in the processing of transactions.
  • Fully complies with the requirements of all Credit Union policies, including but not limited to the Bank Secrecy Act, the Patriot Act, and OFAC Policies.
  • Ensure adherence to compliance with all transactions (including the Bank Secrecy Act, state and federal laws, company procedures/policies, integrity/ethics, and Privacy Act)
  • Performs other duties as assigned by management and maintains a high level of confidentiality.


Sales Manager Responsibilities

  • Direct supervision of SRP’s Residential Lending Sales Team:
    • Recruiting, performance management, goal setting, coaching, training and motivating
    • Drive sales volume into the organization and coach employees to succeed in meeting their production expectations (as described in the Loan Officer agreement).
    • Assist loan originators with improving their sales practices, business development, and lead generation.
    • Accountability for the sales team's performance, regulatory adherence, compliance, and overall contribution to Retail Lending
  • Directs SRP's residential lending strategy (inclusive of business development, origination, third-party relationship management)
  • Responsible for maintaining the relationship with TPO/Correspondent partnerships and other third parties.
  • Responsible for compensation plan design for originators.
  • Accountability for the sales team's performance, regulatory adherence, compliance, and overall contribution to Retail Lending
  • Plan and direct all aspects of residential lending sales to meet strategic goals (including development/implementation of initiatives, budgets, and objectives)
  • Make recommendations to pricing and products to grow residential lending business.
  • Work with AVP of Mortgages to establish annual and strategic goals regarding residential lending originations and budget.
  • Assist AVP of Mortgages in overseeing and determining direction on all aspects of residential loan origination/credit risk (including policies, procedures, underwriting guidelines, and quality control)
  • Identify areas of improvement within the team and create and execute action plans to address or increase team performance.
  • Assist in administrative tasks that may include timesheets and commission reviews, along with general management responsibilities.
  • Provide strategic vision, deliver superior results, and tactfully execute the direction of projects, goals, priorities, and activities pertaining to current and future business.
  • Collaborate with key partners both internally and externally to develop SRP’s residential lending strategy.
  • The role will require substantial growth in loan volume, sound judgment in mortgage loan originator hiring, and the ability to coach, mentor, and measure the success of the sales force.


Loan Originator Responsibilities

  • As a Loan Originator, duties include speaking and consulting with Members to assess their loan needs and loan options that are best suited for their needs, clearly presenting benefits and options best suited for borrowers needs. Maintain an active loan pipeline for prospective and current Members.
  • Develop and attend mortgage related events.
  • Help to ensure a seamless and smooth process for the member by building strong partnerships with the operations teams
  • Familiarity in working with FNMA, VA, FHLB and other third parties/programs
  • Work cohesively with employees and Management to ensure proficient file and processing standards are met.

Supervisory Responsibilities:

Supervisory responsibility for originating team members in the Mortgage Department.  Carry out supervisory responsibilities in accordance with organization’s policies, procedures and applicable laws.  Direct supervision over Mortgage Origination Team Plan and lead ongoing and consistent team meetings.

Qualifications, Education and/or Experience:

Bachelor’s Degree; 8 years or more related experience with sales management within residential lending; equivalent combination of education and experience. Must have valid NMLS license.

Other Skills:

  • Experience with TPO/Correspondent and Low/Moderate Income programs required.
  • Strong analytical skills, combined with the ability to influence and direct performance.
  • Ability to self-source mortgage leads
  • Excellent leadership skills with the ability to inspire and motivate a team towards achieving common goals.
  • Exceptional communication, negotiation, and interpersonal skills to effectively build relationships with members, and team members.
  • Proven ability to make sound decisions, solve problems, and manage multiple priorities in a fast-paced environment.
  • Excellent organizational skills
  • Excellent written and verbal communications skills
  • Ability to prioritize and multi-task
  • Detail oriented


Computer Skills:

To perform this job successfully, an individual should have knowledge of Microsoft Office software including Windows, Word, Excel, Outlook Email /Calendar, PowerPoint software; experience with mortgage loan software required.  (Encompass preferred). 


Physical Demands:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of the job.  Regularly required to stand; use hands or fingers, touch or feel and reach with hands and arms.  Frequently required to walk, stand, stoop, kneel, crouch or crawl.  Occasionally required to sit, climb and balance.  Frequently required to lift and/or move up to ten pounds and occasionally lift/or move up to twenty-five pounds. Regularly required to listen and interpret information received through spoken words and sentences in person and by the phone and accessed via the computer.  Regularly required to communicate information and ideas so others will understand both in person, on the phone and via the computer. Vision requirements include close vision, distance vision, color vision, peripheral vision, depth perception and ability to adjust focus.


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