What are the responsibilities and job description for the Sales Manager, Mortgage Lending position at Together Credit Union?
Job Title: Sales Manager, Mortgage Lending
Reports To: Vice President, Real Estate
People Leader: Yes
FLSA Status: Exempt
Job Overview
The Sales Manager, Hybrid 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. This 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 responsible for converting internally generated opportunities while building their own sources of business.
Responsibilities
The intent of this job description is to provide a representation of the types of duties and level of responsibilities required of this position and is not intended to be an exhaustive list of all responsibilities, duties, and skills. Team members may be directed to perform job-related tasks other than those specifically stated in this description.
The Sales Manager, Hybrid 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. This 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 responsible for converting internally generated opportunities while building their own sources of business.
Responsibilities
The intent of this job description is to provide a representation of the types of duties and level of responsibilities required of this position and is not intended to be an exhaustive list of all responsibilities, duties, and skills. Team members may be directed to perform job-related tasks other than those specifically stated in this description.
- Establishes and executes mortgage sales and business development plans and objectives aligned with organizational strategy to achieve production goals, increase loan volume, and grow the credit union's mortgage business
- Leads a team of Mortgage Loan Originators to achieve mortgage production goals, expand business development opportunities, and support the growth of the credit union's mortgage business
- Establishes expectations for individual business development plans, evaluates sales activities and results, to strengthen sales capabilities, pipeline management, conversion, and overall production
- Develops and strengthens referral partnerships with Branch Operations and other internal teams to increase mortgage opportunities and support consistent production
- Builds and maintains relationships with real estate professionals, builders, community partners, and other referral sources to expand business development opportunities and support the growth of individually sourced mortgage production
- Monitors mortgage production, pipeline activity, conversion rates, loan volume, and origination dollars to assess performance, identify trends, and implement plans to achieve sales objectives
- Drives consistent mortgage production through effective management of internally generated and individually sourced opportunities, emphasizing pipeline development, conversion, and balanced production growth
- Provides expertise and guidance on complex opportunities, competitive positioning, member needs, and closing techniques to improve conversion and maximize business opportunities
- Partners with mortgage operations, underwriting, Branch Operations, and other internal teams to address barriers, strengthen the member experience, and support the successful closing of mortgage loans
- Ensures mortgage sales activities comply with applicable lending regulations, internal policies, and established standards
- Identifies opportunities to improve sales practices, strengthen team sales capabilities, and enhance the credit union's mortgage sales performance
- Leads team performance through coaching, accountability, talent development, and effective delegation to achieve department/branch objectives
- Manages department operations, priorities, staffing, resources, and budget to execute business plans and achieve expected results
Minimum Required Qualifications
An equivalent combination of education, training, and experience will be considered.
- High school diploma or equivalent
- 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
- 2 years of direct people leadership (supervisory) and/or informal leadership experience involving coaching, performance management, and accountability for results
Preferred Qualifications
- Degree or specialized training in Business Administration, Finance, Sales, or a related field
- 5 years of experience in mortgage lending or sales involving pipeline management, referral development, sales conversion, and achievement of production goals
- 3 years of direct people leadership experience (supervisory)
- Experience working in a credit union, banking, financial services, or other highly regulated environment
Knowledge, Skills, and Abilities (KSAs)
A representation of the knowledge, skills, and abilities necessary to perform this job competently.
- Knowledge of mortgage lending products, origination processes, and market dynamics
- Knowledge of mortgage sales strategies, lead management, prospecting techniques, and referral-based business development
- Skilled in negotiating, overcoming objections, and closing mortgage sales opportunities
- Skilled 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
- Skilled in establishing and maintaining productive business relationships and referral networks
- Skilled in navigating challenging conversations, resolving conflicts, and managing differing perspectives
- Skilled in communicating and presenting information to establish credibility with internal and external stakeholders
- Knowledge of applicable mortgage lending regulations and compliance requirements
Work Environment
Environmental or atmospheric conditions commonly associated with the performance of this job’s functions.
- Hybrid work environment (combination of remote & onsite); requires regular use of online tools, systems, and collaboration platforms
- General office setting when working onsite
- Occasional travel to branch locations, vendor sites, or other business-related locations
- Attendance at offsite meetings, events, or conferences as needed
Physical Abilities
The physical demands described below are representative of those that must be met by an employee to successfully perform this job’s essential functions. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.
- Ability to work at a computer in a stationary position for up to 8 hours per day
- Ability to occasionally carry light materials (e.g., laptop, presentation materials)
- Ability to travel for business by car or air and stay in public accommodations as needed