About this role
Job purpose
Sales Manager will produce FHA, VA, and conventional loans on behalf of Sierra Pacific Mortgage. The production of loans is limited to the states in which the Sales Manager is licensed. In this position, Employee shall devote more than 50% of their working time on managing and exercising judgment regarding the loan originators assigned to the Sales Manager, business development, managing relationships, sourcing applications, originating conventional and government residential mortgage loans, performing sales-generating activities, and servicing and maintaining current clients. The Sales Manager is responsible for the cultivation of their own external lead sources to generate origination loan volume.
Duties and responsibilities
• Maximize loan production through personal production and/or management of loan originators assigned to the Sales Manager.
• Recruit, train and oversee the loan originators assigned to the Sales Manager to ensure production goals, quality, and service standards are being met
• Formulate and implement a business plan that includes a market penetration strategy for lead development, prospect to client conversion, and client to close conversion
• Identify and establish new referral sources through a variety of sales efforts including but not limited to prospecting real estate brokers, developers, builders and financial planners, to solicit referrals for mortgage loans
• Regularly participate in business development activities with professional organizations to maintain a network of quality business relationships that serve as a recurring source of referrals for new mortgage lending opportunities
• Attract new borrowers through social media, informational mailings, advertisements, seminars focused on home buyers and participation in community efforts to promote home ownership
• Cultivate repeat business from existing base of borrowers
• Consult with borrowers to identify their loan needs, assess/analyze their financial situation, determine the correct loan options and provide information relevant to the risks and benefits of each program for which the borrower is qualified
• Guide customers through the loan process by obtaining all borrower required documents, providing borrowers with regulatory disclosures and assist with the submitting to underwriters
• Coordinate all aspects of the mortgage application process with appropriate parties
• Resolve outstanding issues in order to clear conditions and facilitate the closing or the purchase of the loan
Skills/Knowledge
• Strong knowledge of current mortgage loan regulatory requirement/guidelines, residential loan products, loan processing functions, underwriting and closing procedures
• Proven track record in meeting sales objectives in the mortgage environment
• A strong base of business, including Realtors, builders and personal referrals and knowledge of the local real estate market
• Strong organizational and time management skills
• Able to interpret a customer's needs
• Able to make sound decisions
• Able to learn and adapt to market changes quickly
• Able to apply basic math; calculate figures and amounts such as discounts, interest, commissions and percentages
• Able to write correspondence and to effectively present information to employees and management
• Able to read and interpret various loan documents such as promissory notes, regulatory and legal directives and other loan documents
• Able to define problems, collect data, establish facts and provide information to resolve the situation
• Able to work well under pressure, meet multiple and sometimes competing deadlines
• Basic computer skills required: word processing, email, and mortgage software
Licenses
• NMLS License required
• Training and on-going certification required by the state in which the loan officer is currently employed and/or originating
Education/Experience
• Bachelor's degree or equivalent work experience
• A minimum of 3-5 years of recent mortgage banking/retail branch banking experience
• Management experience within the mortgage industry is preferred
Working conditions & Physical requirements
• Able to navigate a normal office environment
• Must have the ability to meet clients at locations other than the branch office
• Flexible hours – this is not a 9:00 – 5:00 job, evening and weekend hours are often worked
• Able to attend meetings off-site and out of town
Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Direct reports
Employee may have direct reports