Regional Mortgage Sales & Production Manager

Salary Grade: 18

SUMMARY:

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.

ESSENTIAL JOB FUNCTIONS & RESPONSIBILITIES:

Leadership & Performance Management

1. Provides direct leadership to assigned region; establishes clear expectations, priorities, performance standards, and accountability for results.
2. Recruits, selects, onboards, coaches, develops, and retains a high-performing residential mortgage sales team.
3. Conducts regular one-on-one meetings, pipeline and production reviews, and performance discussions; provides timely coaching and feedback to strengthen individual and team effectiveness.
4. Completes performance evaluations and makes recommendations regarding compensation and incentive awards, promotions, development actions, corrective action, and termination, in accordance with Bank practices and in consultation with Human Resources as appropriate.
5. Identifies training and development needs and coordinates ongoing education related to sales skills, products, systems, compliance requirements, market trends, and customer experience.
6. Fosters a collaborative, accountable, client-focused culture and promotes effective teamwork across Mortgage Origination and other Bank functions.

Regional Sales & Production Management

1. Establishes annual and periodic residential mortgage production, sales, referral, and business-development goals for themselves and direct reports, aligned with Bank objectives.
2. Leads the team in achieving production and growth goals; monitors results against plan and develop strategies and action plans to address gaps or changing market conditions.
3. Develops, solicits, and originates residential mortgage loan business within the bank’s region, including meeting with prospective borrowers, evaluating financing needs, recommending appropriate Bank mortgage solutions, obtaining complete applications and required documentation, and maintaining communication throughout the origination process.
4. Maintains personal production and pipeline activity at a level established by the Bank President while ensuring management responsibilities, team coaching, and regional performance oversight remain the primary focus of the position.
5. Reviews application, approval, closing, pipeline, pull-through, referral, and other relevant production activity to identify trends, opportunities, capacity concerns, and performance risks.
6. Maintains awareness of local residential real estate and mortgage-market conditions, competitive activity, customer needs, and product trends; recommends sales approaches and opportunities to strengthen regional performance.
7. Allocates territories, referral opportunities, market coverage, and team resources as appropriate to support effective market penetration and customer service.
8. Promotes disciplined pipeline management and timely follow-up to support a positive borrower experience and efficient movement of applications through the mortgage process.

Business Development & Relationship Growth

1. Develops and executes regional business-development strategies to expand residential mortgage relationships and generate qualified referral opportunities for the team and manager’s own Mortgage production.
2. Builds and strengthen relationships with real estate professionals, builders, attorneys, community organizations, centers of influence, and other referral sources within the Bank’s region.
3. Partners with Banking Center teams, Commercial and Business Banking, Wealth Management, and other Bank colleagues to identify mortgage opportunities, encourage internal referrals, and deepen customer relationships.
4. Represents the Bank at community, industry, networking, homebuyer, and business-development events as appropriate and supports Home Loan Specialists in increasing their market presence and referral networks.
5. Ensures business-development activities support the Bank’s brand, customer experience expectations, community focus, and fair lending responsibilities.

Customer Experience & Cross-Functional Partnership

1. Promotes a consistent, responsive, and consultative mortgage experience from initial inquiry through closing and supports resolution of escalated customer or referral-partner concerns.
2. Works closely with Mortgage Operations, Processing, Underwriting, Closing, Compliance, Loan Servicing, and other partners to address production issues, improve communication, and support efficient and compliant loan delivery.
3. Communicates product, process, service, and market feedback to Bank leadership and appropriate business partners and participates in initiatives designed to improve mortgage sales effectiveness and customer experience.
4. Serves as the primary regional leadership contact for residential mortgage sales matters and provides regular updates to the Bank President regarding production performance, opportunities, risks, staffing, and market developments.

Compliance, Risk & Professional Standards

1. Ensures direct reports conduct mortgage origination and sales activities in accordance with applicable federal and state laws and regulations, Bank policies and procedures, fair lending requirements, privacy and information-security standards, and ethical sales practices.
2. Reinforces accurate, complete, and timely documentation and appropriate use of Bank systems, customer relationship management tools, and required production reporting.
3. Partners with Compliance, Risk, Audit, and mortgage leadership to address findings, trends, complaints, or control concerns affecting residential mortgage sales and implements required corrective or preventive actions.
4. Maintains current knowledge of residential mortgage products, lending regulations, market practices, competitive developments, and industry trends through continuing education and professional development.

QUALIFICATIONS:

EDUCATION & CERTIFICATIONS:

• Bachelor’s degree or its equivalent in retail management course work and related training.
• This position requires an incumbent to register and become licensed in the NMLS (Nationwide Mortgage Licensing System & Registry) database in accordance with the Safe Act of 2008.

KNOWLEDGE, SKILLS & ABILITIES:

• 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.
• Prior supervisory, team leadership, or sales-management experience strongly preferred, 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 preferred.
• 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 with 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/sales tracking tools, Microsoft Office applications, and related technology.

COMPETENCIES:

• Business Development
• Relationship Building
• Leadership
• Collaboration
• Must have cyber security awareness to protect the digital environment, the Bank, and customers.